1 / 41
Course Careers - Sales Technology Final Exam Questions and Answers (Verified Answers)
- What is a Sales Cadence
ANS A sequence of touch-points you do to attract your prospect to establish a connection to start an engagement or sale.
- What is the Sales Process (Sales Cycle)
ANS A set of Specific actions you follow from start to finish to close a new customer.
- What are the stages of the Sales Cycle
ANS Research > Outreach > Discovery > Present > Follow Up > Close
- What is a Sales Funnel
- / 4
2 / 41
ANS A visual representation of sales processes with defined stages that every potential client goes through as they are led toward a final decision.
- Give salespeople a repeatable framework of actions to follow
- Creates a baseline for comparison and forecasting
- What is a CRM
ANS A Centralized database that manages and maintains your relationships and interactions with customers and potential customers.Ex. Salesforce and Hubspot
- What is Sales Engagement? (Sales Acceleration)
ANS Tracks the interactions and exchanges that occur between you and your prospects or customers.Ex. Salesloft, Hubspot Sales, Outreach
- What is Sales Data Software? (Sales Intelligence)
ANS Collects and makes sense of company info from millions of data sources to 2 / 4
3 / 41
help you understand things like organization structure. It provides on two parts of the sales data market, Company Data and Contact Data.Ex. LinkedIn Sales Navigator, Apollo, Zoominfo
- What is Step 1 in the Research Process
ANS Building company lists based on your Ideal Customer Profile (ICP)
- What is Step 2 in the Research Process
ANS Building contact lists based on buyer persona
- What is Step 3 in the Research Process
ANS Find contact info for each contact
- What is Step 3 in the Research Process
ANS Finding relevant ways to personal- ize outreach
- / 4
4 / 41
- What is the Cold Calling formula
ANS Intro > Reason > Qualify > Ask
- What are the four stages of Discovery Call
ANS Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment
- What is SPIN
ANS A sales methodology developed by Neil Rackam, where the reps organize sales calls using a question framework that touches on four cate- gories.
- / 4