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COURSE CAREERS FINAL EXAM
SOLVED 100% CORRECT!
Question 1: 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 2: What are the four stages of a sale call in order
from spin selling?
CORRECT ANSWER: Preliminaries - Investigation -
Demonstrating Capability - Obtaining Commitment
Question 3: How would you respond to the objection: I'm not the right person?
CORRECT ANSWER: Do you know who the right
person is?
Question 4: What is a C-level executive?
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CORRECT ANSWER: The highest level of executives
who run the operations of a company
Question 5: Which stage of the sales call is the most
important?
CORRECT ANSWER: Investigation
Question 6: What should you avoid using in a prospecting
email?
CORRECT ANSWER: Avoid Bullet points, Images,
Attachments
Question 7: What's a SQL?
CORRECT ANSWER: A prospect who is qualified to
buy your product or service
Question 8: Where will you be using SPIN the most as an
SDR?
CORRECT ANSWER: Discovery
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Question 9: 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 10: What's an influencer?
CORRECT ANSWER: Someone who influences the
decision of a purchase
Question 11: Why do salespeople use CRM system
instead of a spreadsheet 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 12: What's the correct BANT order for a
discovery call?
CORRECT ANSWER: Need - Authority - Timing -
Budget
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Question 13: 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 14: Which CRM systems are the most widely
used?
CORRECT ANSWER: Salesforce and Hubspot
Question 15: How should you open a discovery call?
CORRECT ANSWER: Set the expectations for the call
Question 16: You can make more friends in two months
by?
CORRECT ANSWER: Becoming interested in them
Question 17: Why do salespeople use sales engagement
software?
CORRECT ANSWER: A sales engagement system helps
salespeople execute their cadence with automation