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Course Careers Technology Sales Course Final Exam (Latest 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| Grade A
- Exam (elaborations) • 43 pages • 2023
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Course Careers Technology Sales Course Final Exam (Latest 2023/ 2024 Update) Questions and Verified Answers| 100% Correct| Grade A 
 
Q: The two ways how Buyer Personas Are Used in Sales 
 
 
Answer: 
1. Allows you to know which people to target at companies 
2. Allows you to qualify quicker and sell better based on what you know about that buyer persona. (Different buyer personas care about different things.) 
 
 
 
Q: What Is a Sales Cycle/Sales Process? 
 
 
Answer: 
is a set of specific acti...
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Course Careers Exam| Questions and Verified Answers| 100% Correct| Grade A (2023/ 2024 Update)
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Course Careers Exam| Questions and Verified Answers| 100% Correct| Grade A (2023/ 2024 Update) 
 
Q: What is the formula for predicting sales? 
Efficiency + Performance = Effectiveness 
 
Efficiency + Effectiveness = Performance 
 
Effectiveness + Performance = Efficiency 
 
 
Answer: 
Efficiency + Effectiveness = Performance 
 
 
 
Q: Who are you calling with your direct cold call outreach? 
Someone above or horizontal to your ideal buyer persona 
 
Someone below your ideal buyer persona 
 
Som...
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Course Careers Final Exam 3rd Attempt Questions & Correct Answers/ Graded A+
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What is a hypothesis of need? 
What you hypothesize the other person knows about your company. 
What you hypothesize their problem is that your product or service can solve. 
What they hypothesize about why you are contacting them and what you need. 
You hypothesize about what they need to get done that day and when you should contact 
them. 
: What you hypothesize their problem is that your product or service can solve. 
To separate the items in a list that contains three or more items, the pu...
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Course Careers Exam Questions & Correct Answers/ Graded A+
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What's a buyer persona? 
A. It's the ideal company you're targeting 
B. It's a person at a company who's already doing business with you 
C. It's the ideal person at the company you're targeting 
D. It's the person at a company who loves what you're doing so much they're willing to sell it 
internally to the rest of their team 
: C. It's the ideal person at the company you're targeting 
What are the steps in the cold calling formula? 
A. Ask-Intro-Question-Close 
B. Intro-Ask-Questi...
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Course Careers - Sales Technology Final Exam Study Set Questions & Correct Answers/ Graded A+
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What is a Sales Cadence? 
: 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)? 
: A set of Specific actions you follow from start to finish to close a new customer. 
What are the stages of the Sales Cycle?` 
: Research > Outreach > Discovery > Present > Follow Up > Close 
What is a Sales Funnel? 
: A visual representation of sales processes with defined stages that every p...
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Course Careers Questions & Correct Answers/ Graded A+
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What is a Sales Cycle? 
: A sales cycle is a specific set of actions salespeople follow from start to finish to close a 
new customer 
What are the 6 stages of a sales cycle and who are they done by? 
: Research, outreach, discovery are done by the sales development rep and present, 
follow up, and close are done by the account executive 
What are the 4 steps of the research phase 
: Step one is building your company list based on your ICP. Step two is building contact 
lists based on your bu...
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CourseCareers Final Exam Study Guide Questions & Correct Answers/ Graded A+
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Who are the four types of people you deal with in sales? 
: ⁃ Prospects 
⁃ Customers 
⁃ Sales Team (Account Executive) 
⁃ Sales Managers (People in charge of hiring and promoting you) 
What did Bob Hoover do to the mechanic who made his plane crash and almost got him 
killed? 
: He told him to service his F-51 plane tomorrow since he's sure he won't make this 
mistake again. 
What's the main difference between mankind and animals? 
: The desire to feel important 
The only way on ear...
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CourseCareers Terminology Questions & Correct Answers/ Graded A+
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account 
: Contains all the records of customer interactions included contact information, 
preferred services, and transactions with your business 
When is an account created 
: First time a customer buys from your business 
AE (Account Executive)/Closer 
: In charge of closing deals by converting qualified leads into paying customers 
AM (Account Manager)/Farmer 
: In charge of managing and up selling existing clients and accounts 
ARR (annual recurring revenue) 
: Amount of money a customer ...
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Course Careers: Tech Sales Exam Questions and Answers 100% Pass
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Course Careers: Tech Sales Exam 
Questions and Answers 100% Pass 
organizational structure - Correct Answer ️️ -A system that outlines how certain 
activities are directed in order to achieve the goals of an organization 
Rules, roles, and responsibilities of organizational structure - Correct Answer ️️ -Gives 
titles to employees based on hierarchy 
Defines employees job and responsibilities 
Defines employees decision making ability 
How are organizational structure is used in sales - ...
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Course Careers EXAMS BUNDLE | Questions with Correct Verified Answers
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Course Careers EXAMS BUNDLE | Questions with Correct Verified Answers
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Course Careers Final Exam Verified Questions and Answers
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Course Careers Final Exam Verified Questions and Answers 
Course Careers Final Exam Verified Questions and Answers 
Course Careers Final Exam Verified Questions and Answers 
 
 
 
 
1.	What is a hypothesis of need? 
What you hypothesize the other person knows about your company. 
What you hypothesize their problem is that your product or service can solve. What they hypothesize about why you are contacting them and what you need. You hypothesize about what they need to get done that day and when...
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Course Careers Final Exam Revision Questions with Complete Solutions |Latest Update 2024
- Exam (elaborations) • 6 pages • 2024
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Account? 
The records of all the information associated with a prospective or current customer 
What is the difference between a prospect and a lead? 
Both describe a potential customer and have intertwined meanings that only differ based on 
who you're talking to 
C-Level executive 
The highest level of executives who run the operations of a company
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