course careers final exam 38
Questions and Answers
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.
What are the four stages of a sale call in order from spin selling? -
Ans
Preliminaries - Investigation - Demonstrating Capabilty - Obtaining Commitment
How would you respond to the objection: I'm not the right person? -
Ans
Do you know who the right person is?
What is a C-level executive? -
Ans
The highest level of executives who run the operations of a company
Which stage of the sales call is the most important? -
Ans
Investigation
What should you avoid using in a prospecting email? -
Ans
Avoid Bullet points, Images, Attachments
What's a SQL? -
Ans
A prospect who is qualified to buy your product or service
Where will you be using SPIN the most as an SDR? -
Ans
Discovery
How should you send a LinkedIn prospecting message? -
Ans
Make it as short as possible since people get too many spam messages on LinkedIn
What's an influencer? -
Ans
Someone who influences the decision of a purchase
Why do salespeople use CRM system instead of a spreedsheet or piece of paper? -
Ans
