Course Careers - Sales Technology Final Exam Study

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Course Careers - Sales Technology Final Exam Study Questions and Answers (Verified Answers) 1.What is the difference between a prospect and a lead ANS Both describe a potential customer and have intertwined meanings that only differ based on who you are talking to.

2.What are the four stages of a sale call in order from spin selling ANS Prelimi- naries - Investigation - Demonstrating Capabilty - Obtaining Commitment

3.How would you respond to the objection: I'm not the right person

ANS Do you know who the right person is?

4.What is a C-level executive 1 / 2

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ANS The highest level of executives who run the operations of a company 5.Which stage of the sales call is the most important ANS Investigation 6.What should you avoid using in a prospecting email ANS Avoid Bullet points, Images, Attachments 7.What's a SQL ANS A prospect who is qualified to buy your product or service 8.Where will you be using SPIN the most as an SDR ANS Discovery 9.How should you send a LinkedIn prospecting message

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