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COURSE CAREERS FINAL EXAM
QUESTIONS AND ANSWER S 100%
VERIFIED | LATEST UPDATE
Question :What is the difference between a prospect and a lead?
Correct answer:Both describe a potential customer and have
intertwined meanings that only differ based on who you are talking to.
Question :What are the four stages of a sale call in order from
spin selling?
Correct answer:Preliminaries - Investigation - Demonstrating
Capabilty - Obtaining Commitment
Question :How would you respond to the objection: I'm not the right person?
Correct answer:Do you know who the right person is?
Question :What is a C-level executive?
Correct answer:The highest level of executives who run the
operations of a company
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Question :Which stage of the sales call is the most important?
Correct answer:Investigation
Question :What should you avoid using in a prospecting email?
Correct answer:Avoid Bullet points, Images, Attachments
Question :What's a SQL?
Correct answer:A prospect who is qualified to buy your product
or service
Question :Where will you be using SPIN the most as an SDR?
Correct answer:Discovery
Question :How should you send a LinkedIn prospecting
message?
Correct answer:Make it as short as possible since people get too
many spam messages on LinkedIn
Question :What's an influencer?
Correct answer:Someone who influences the decision of a
purchase
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Question :Why do salespeople use CRM system instead of a
spreedsheet or piece of paper?
Correct answer:A CRM system helps organize your contacts,
companies, and all of the information associated with them and they can be easily searched.
Question :What's the correct BANT order for a discovery call?
Correct answer:Need - Authority - Timing - Budget
Question :The only way on earth to influence other people is by?
Correct answer:Talking about what they want and showing them
how to get it
Question :Which CRM systems are the most widely used?
Correct answer:Salesforce and Hubspot
Question :How should you open a discovery call?
Correct answer:Set the expectations for the call
Question :You can make more friends in two months by?
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Correct answer:Becoming interested in them
Question :Why do salespeople use sales engagement software?
Correct answer:A sales engagement system helps salespeople
execute their cadence with automation
Question :What's your ultimate goal at the end of a discovery
call?
Correct answer:Schedule a time on the calendar if they are
qualified to purchase
Question :What ideas do people like more?
Correct answer:Ideas they feel they came up with themselves
Question :Which sales engagement software is the most widely
used?
Correct answer:Outreach and Salesloft
Question :Who is the highest ranking in an organizational
structure?