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Course Careers - Sales Technology Final Exam Questions and Answers (Verified Answers) 1.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.
2.What is the Sales Process (Sales Cycle) ANS A set of Specific actions you follow from start to finish to close a new customer.
3.What are the stages of the Sales Cycle ANS Research > Outreach > Discovery > Present > Follow Up > Close 4.What is a Sales Funnel ANS A visual representation of sales processes with defined stages that 1 / 4
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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 5.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 6.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 7.What is Sales Data Software? (Sales Intelligence) 2 / 4
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ANS Collects and makes sense of company info from millions of data sources to 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 8.What is Step 1 in the Research Process ANS Building company lists based on your Ideal Customer Profile (ICP) 9.What is Step 2 in the Research Process ANS Building contact lists based on buyer persona 10.What is Step 3 in the Research Process ANS Find contact info for each contact 11.What is Step 3 in the Research Process 3 / 4
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ANS Finding relevant ways to personal- ize outreach 12.What is the Cold Calling formula ANS Intro > Reason > Qualify > Ask 13.What are the four stages of Discovery Call ANS Preliminaries, Investigating, Demonstrating Capabilities, Obtaining Commitment 14.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.
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