COURSE CAREERS EXAM NEW VERSION 2024- 2026 QUESTIONS AND VERIFIED ANSWERS| 100% CORRECT, Exams of Nursing

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COURSE CAREERS EXAM NEW VERSION 2024 -

2026 QUESTIONS AND VERIFIED ANSWERS|

100% CORRECT

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 - CORRECT ANSWER>>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-Question-Close C. Intro-Reason-Qualify-Ask D. Reason-Intro-Qualify-Ask - CORRECT ANSWER>>C. Intro-Reason-Qualify-Ask What's your ultimate goal at the end of a discovery call? A. Get them to purchase your products or services B. Schedule a time on the calendar with the Account Executive if they are qualified to purchase C. Determine if they are qualfied to buy your products or services D. Get them to tell you who the decision maker is - CORRECT ANSWER>>B. Schedule a time on the calendar with the Account Executive if they are qualified to purchase In detail, please describe the difference between a CRM and a sales engagement platform. - CORRECT ANSWER>>A CRM is a technology for managing all your company's relationships and interactions A Sales engagement platform helps salespeople execute their cadence What is a value proposition? A. A quick statement about the success of your company B. A concise statement about the history of your company C. An intelligent question to figure out if they have a need for your products or services D. A clear statement of the tangible results a customer gets from using your products or services - CORRECT ANSWER>>D. A clear statement of the tangible results a customer gets from using your products or services How should you open a discovery call? A. Make small talk about the weather B. Set the expectations for the call C. Dig right into the problem since they don't like salespeople who waste time D. Tell me about your company - CORRECT ANSWER>>B. Set the expectations for the call

The plural of photo is - CORRECT ANSWER>>photos How did we define what prospecting is in the course? A. Prospecting is when you do research looking for new prospective customers B. Prospecting is when you build lists of prospective customers based on their ICPs and Buyer personas C. Prospecting is when an account executive meets with a prospect and qualified them D. Prospecting is when you do research, outreach, and discovery to identify new qualified leads - CORRECT ANSWER>>D. Prospecting is when you do research, outreach, and discovery to identify new qualified leads What's the primary social channel in B2B sales? A. Facebook B. Twitter C. Instagram D. LinkedIN - CORRECT ANSWER>>D. LinkedIN At what point in the sales cycle does prospecting end and becomes a sales-qualified lead and a meeting is set with the AE? A. Prospecting ends when the prospect purchases the product or service B. Prospecting ends once you've built your list based on your ICP & buyer personas C. Prospecting ends once you reach out to a prospect and they reply D. Prospecting ends once you have a SQL setup with the AE - CORRECT ANSWER>>D. Prospecting ends once you have a SQL setup with the AE Please describe what an organization structure is, and how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure - CORRECT ANSWER>>An organizational structure is a system or hierarchy that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDRs use org structures to find the right decision-makers. Titles in order for a large org: Board of directors, CEO, C-suite, VPs, Directors, Managers, Individual contributors. Can you please describe what SPIN selling is and how you would use it? - CORRECT ANSWER>> Why do sales people use sales data software? A. Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched B. Sales data software gives salespeople data about their prospective contacts C. Sales data software helps salespeople execute their cadence with automation D. Salespeople normally don't use sales data software since the information isn't that valuable - CORRECT ANSWER>>C. Sales data software helps salespeople execute their cadence with automation

Please describe what a sales cycle is along with all of the different stages of a sales cycle in order based on what was taught in the course - CORRECT ANSWER>>The sales cycle is a set of activities an SDRuses to move a prospect through the sales process. These steps include Research, Outreach, Discovery, Present, Follow-Up, and Close. A word that shows the action being taken, such as run or eat, is a: A. adjective B. adverb C. noun D. verb - CORRECT ANSWER>>D. verb Who are you calling with your direct cold call outreach? A. Someone above or horizontal to your ideal buyer persona B. Someone below your ideal buyer persona C. All of the above D. Someone who is your ideal buyer persona - CORRECT ANSWER>>A. Someone above or horizontal to your ideal buyer persona What factors make a major scale different from a small scale? A. Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship B. Only the length of the sales cycle and size of customer commitment and their risk C. Only the size of customer commitment and their risk and the ongoing relationship D. Only the length of the sales cycle and the ongoing relationship - CORRECT ANSWER>>A. Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship What's the correct order you should use BANT as a salesperson for a discovery call? A. Budget - Need - Authority - Timing B. Need - Budget - Authority - Timing C. Budget - Authority - Need - Timing D. Need - Authority - Timing - Budget - CORRECT ANSWER>>D. Need - Authority - Timing - Budget What are your Golden Hours as a salesperson? A. The time you use to do sales activities such as prospecting and qualifying B. The time you use to improve your sales skills and knowledge C. The time you use to learn more about your product D. The time you use to research your prospects - CORRECT ANSWER>>A. The time you use to do sales activities such as prospecting and qualifying The plural of hero is - CORRECT ANSWER>>heros What are the correct difference between a B2C and B2B sales cycle? A. B2B sales cycles are less risky for the buyer B. B2B sales cycles are usually longer C. B2B sales cycles usually are for less overall money, especially for APR contracts

D. B2C sales cycles usually have less people involved in the decision - CORRECT ANSWER>>D. B2C sales cycles usually have less people involved in the decision What ideas do people like more? - CORRECT ANSWER>>Ideas they feel they came up with themselves Which part of BANT is the most important and why? - CORRECT ANSWER>>Need is the most important part of BANT because if there is no need, they will not buy The plural of tooth is - CORRECT ANSWER>>teeth In the book How to Win Friends and Influence people, What's the main difference it describes between mankind and animals? A. The desire for food B. The desire to feel important C. The desire for sex D. The desire to be loved - CORRECT ANSWER>>B. The desire to feel important What's the best prospecting technique? A. A balance of many different techniques B. Social C. Cold call D. Email - CORRECT ANSWER>>A. A balance of many different techniques How do you predict your performance as a salesperson? A. By measuring both your activity and conversion rates using the formula E+E=P B. By logically thinking about how good you are as a salesperson and making an educated guess C. By measuring how much activity you are putting into your prospecting D. By measuring what your conversion rate it between the stages of your prospecting - CORRECT ANSWER>> To show ownership of an item the punctuation mark to use is: A. quotation mark B. slash C. apostrophe D. hyphen - CORRECT ANSWER>>C. apostrophe Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why - CORRECT ANSWER>>SPIN stands for Situation, Problem, Implication, and Need-Payoff Questions SDRs use SPIN during a discovery call to cultivate implied needs into explicit needs and push the call forward What's the definition of an ICP? A. None of the above

B. It's the fictitious persona of an employee at a prospect company C. It's the fictitious company persona who is your competitor D. All of the above E. It's the fictitious company persona of your ideal customer - CORRECT ANSWER>>E. It's the fictitious company persona of your ideal customer The only way on earth to influence other people is by A. Showing them how much something they can do will help you B. Using reverse psychology to tell them they don't need something C. Talking about what they want and showing them how to get it D. Making them feel bad for you - CORRECT ANSWER>>C. Talking about what they want and showing them how to get it What's an influencer? A. Someone who salespeople dislike B. Someone who influences salespeople C. Someone who makes the decision about a purchase D. Someone who influences the decision of a purchase - CORRECT ANSWER>>B. Someone who influences salespeople A word that shows the action being taken is a: A. noun B. verb C. adjective D. adverb - CORRECT ANSWER>>D. adverb What's a SQL? A. A customer who is angry at a salesperson B. A prospect who isn't qualified to buy your product or service C. A customer who is qualified to continue buying from a company D. A prospect who is qualified to buy your product or service - CORRECT ANSWER>>D. A prospect who is qualified to buy your product or service Please describe what a hypothesis of need is and how it's used in SDR - CORRECT ANSWER>>allows the seller to prepare prior to the first call using customer profiles to form a hypothesis about what problems they can solve for the customer A word that describes or modifies a noun? A. noun B. adverb C. adjective D. verb - CORRECT ANSWER>>C. adjective

What does BANT stand for and what part of the sales cycle is it used? - CORRECT ANSWER>>Budget, Authority, Need, Timing It's Used in the Discovery part of Sales Cycle You can make more friends in two months by? A. showing them how cool of a person you are B. becoming interested in them C. getting them to try your hobbies D. trying to get them interested in you - CORRECT ANSWER>>B. becoming interested in them What is the formula for predicting sales? A. Effectiveness + Performance = Efficiency B. Efficiency + Effectiveness = Performance C. Efficiency + Performance = Effectiveness - CORRECT ANSWER>>B. Efficiency + Effectiveness = Performance What is a sales data platform used for? - CORRECT ANSWER>>Sales Data Platforms are used to get company and contact info In detail, please explain the main differences between a sales cadence and a sales cycle - CORRECT ANSWER>>Sales cycle: a set of specific actions salespeople follow to turn a lead into a customer. Sales cadence: the sequence of outbound sales activities a salesperson makes when attempting to contact a prospect to move them through the pipeline. When should you argue with someone? A. Never because you can't win B. When you know you can win C. When you know they are wrong D. When it's an important matter - CORRECT ANSWER>>A. Never because you can't win What is a sales data platform used for? - CORRECT ANSWER>>Sales Data Platforms are used to get company and contact information Please describe your biggest takeaway from How to Win Friends and Influence People and how it relates to being successful as an SDR. - CORRECT ANSWER>>My biggest takeaway from How to Win and Influence People is the feeling of being important is the comparison between mankind vs animals. I feel as though that relates to being a successful SDR because allowing being to feel important is a great thing to do as an SDR. It will lead to more successful sales. 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. - CORRECT ANSWER>>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 punctuation mark to use is: comma colon semicolon dash - CORRECT ANSWER>>comma Which sales data software is the most widely used? D&B Hoovers Seamless.ai LeadIQ ZoomInfo - CORRECT ANSWER>>ZoomInfo A word that shows the action being taken, such as run or eat, is a: adjective adverb noun verb - CORRECT ANSWER>>verb The plural of wolf is - CORRECT ANSWER>>wolves What is a C-Level executive? The CEO is the only C-Level executive. Someone who is an investor in a company. Someone on the board of directors. The highest level of executives who run the operations of a company. - CORRECT ANSWER>>The highest level of executives who run the operations of a company.

When is spending time doing research in advance to calling a good idea? When you have some extra time When you need to make more sales When you need to schedule more appointments When you're calling C-level prospects selling a high-value product/service - CORRECT ANSWER>>When you're calling C-level prospects selling a high-value product/service Why do salespeople use a CRM system instead of a spreadsheet or piece of paper? You don't need to use a CRM as a salesperson. Some people are just inexperienced at using a legal pad. A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. A CRM system helps salespeople execute their cadence with automation. A CRM system gives salespeople data about their prospective contacts. - CORRECT ANSWER>>A CRM system helps organize your contacts, companies, and all of the information associated with them and they can be easily searched. What is the formula for predicting sales? Efficiency + Performance = Effectiveness Efficiency + Effectiveness = Performance Effectiveness + Performance = Efficiency - CORRECT ANSWER>>Efficiency + Effectiveness = Performance 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 Someone who is your ideal buyer persona All of the above - CORRECT ANSWER>>Someone who is your ideal buyer persona How would you respond to the objection: I'm not the right person? Connect me to the right person then. Do you know who the right person is? OK. Thank you. Goodbye.

That sucks. I never get the right person. - CORRECT ANSWER>>Do you know who the right person is? What is an account? The person who's a prospective or current customer. The records of all the information associated with a prospective or current customer. The amount of money a prospective customer plans to spend. The history of customer service for a current customer. - CORRECT ANSWER>>The records of all the information associated with a prospective or current customer. What ideas do people like more? Ideas they feel they came up with themselves Ideas others came up with and are telling them about - CORRECT ANSWER>>Ideas they feel they came up with themselves What's the correct order you should use BANT as a salesperson for a discovery call? Budget - Authority - Need - Timing Need - Authority - Timing - Budget Budget - Need - Authority - Timing Need - Budget - Authority - Timing - CORRECT ANSWER>>Need - Authority - Timing - Budget What is a value proposition? A clear statement of the tangible results a customer gets from using your products or services A quick statement about the success of your company An intelligent question to figure out if they have a need for your products or services A concise statement about the history of your company - CORRECT ANSWER>>A clear statement of the tangible results a customer gets from using your products or services What should you avoid using in a prospecting email? Bullet points Images Attachments Avoid all of the above - CORRECT ANSWER>>Avoid all of the above

Why do sales people use sales data software? Salespeople normally don't use sales data software since the information isn't that valuable. Sales data software gives salespeople data about their prospective contacts Sales data software helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. Sales data software helps salespeople execute their cadence with automation. - CORRECT ANSWER>>Sales data software gives salespeople data about their prospective contacts What's an Ideal Customer Profile? It's the ideal person at the company you're targeting. It's the ideal company you're targeting. It's a person at a company who's already doing business with you. 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. - CORRECT ANSWER>>It's the ideal company you're targeting. Why are organizational structures valuable? They give titles to employees based on hierarchy Defines employees job and responsibilities Defines employees decision making ability All of the above None of the above - CORRECT ANSWER>>All of the above Words that join phrases and clauses into a sentence, such as or, and, but, are: conjunctions prepositions articles interjections - CORRECT ANSWER>>conjunctions What's the primary social channel in B2B sales? Facebook

Twitter LinkedIn Instagram - CORRECT ANSWER>>LinkedIn Where will you be using SPIN the most as an SDR? Research Outreach Discovery All of the above - CORRECT ANSWER>>Discovery Which sentence is correct? They are going to the store where his mother are working. They is going to the store where their mother is working. They're going to the store where their mother is working. There going to the store where there mother is working. - CORRECT ANSWER>>They're going to the store where their mother is working. Who are you calling with your referral cold call outreach? Someone horizontal or above your ideal buyer persona Someone below your ideal buyer persona Someone who is your ideal buyer persona All of the above - CORRECT ANSWER>>Someone horizontal or above your ideal buyer persona When should you argue with someone? When you know you can win When you know they are wrong When it's an important matter Never because you can't win - CORRECT ANSWER>>Never because you can't win Why does a sales cycle create a funnel?

Because there are multiple stages to a sales cycle. Because salespeople are bad at selling and can't close their prospects. Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. - CORRECT ANSWER>>Because there are multiple stages to a sales cycle and salespeople loose prospects at each stage. Words, such as I, he, she, him, and her are: adjectives adverbs nouns pronouns - CORRECT ANSWER>>pronouns Why do salespeople use sales engagement software? Salespeople normally don't use sales engagement software since they are only for new inexperienced salespeople. A sales engagement system helps organize your contacts, companies, and all of the information associated with them so they can be easily searched. A sales engagement system helps salespeople execute their cadence with automation. A sales engagement system gives salespeople data about their prospective contacts. - CORRECT ANSWER>>A sales engagement system helps salespeople execute their cadence with automation. Which of the following sentences are incomplete? A. Ran across the field. B. We met downtown. C. Taken aback. D. On the side. A, B, C, and D A, C, and D B, C, and D C and D - CORRECT ANSWER>>A, C, and D Which sentence is incorrect? Their going to stay at you're beach house. What is your address? Your dog barks very loud.

What is their address? - CORRECT ANSWER>>Their going to stay at you're beach house. Who is the highest ranking in an organizational structure? Vice President Chief Operating Officer Chief Executive Officer Board of Directors - CORRECT ANSWER>>Board of Directors To show that words have been omitted, the punctuation mark to use is: comma colon ellipsis (...) dash - CORRECT ANSWER>>ellipsis (...) The plural of woman is - CORRECT ANSWER>>women What factor(s) make a major sale different from a small sale? Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship Only the length of the sales cycle and size of customer commitment and their risk Only the length of the sales cycle and and the ongoing relationship Only the size of customer commitment and their risk and the ongoing relationship - CORRECT ANSWER>>Length of the sales cycle, size of customer commitment, risk, and the ongoing relationship How should you open a discovery call? Tell me about your company. Dig right into the problem since they don't like salespeople who waste time. Set the expectations for the call. Make small talk about the weather. - CORRECT ANSWER>>Set the expectations for the call. What's the correct BANT order for a discovery call? Budget - Authority - Need - Timing

Need - Authority - Timing - Budget Budget - Need - Authority - Timing - CORRECT ANSWER>>Need - Authority - Timing - Budget Which part of BANT is the most important and why? - CORRECT ANSWER>>Need is the most important part of BANT. Without need there wont be any sales. In the following two sentences are compliment and complement used correctly? A. Bill gave the waiter a complement by saying the service was extraordinary. B. The business owners were the perfect compliment, as the weaknesses of one were the strengths of the other. Only sentence A is correct Only sentence B is correct Both sentences are correct Both sentences are incorrect - CORRECT ANSWER>>Both sentences are incorrect What are your Golden Hours as a salesperson? The time you use to learn more about your product The time you use to do sales activities such as prospecting and qualifying The time you use to research your prospects The time you use to improve your sales skills and knowledge - CORRECT ANSWER>>The time you use to do sales activities such as prospecting and qualifying How do you predict your performance as a salesperson? By logically thinking about how good you are as a salesperson and making an educated guess By measuring how much activity you are putting into your prospecting By measuring what your conversion rate it between the stages of your prospecting By measuring both your activity and conversion rates using the formula E+E=P - CORRECT ANSWER>>By measuring both your activity and conversion rates using the formula E+E=P In which of the following two sentences are their, there, and they're used correctly? At Lake Lanier their is a beautiful sandy beach where Frank and Jan love to go swimming. During their last visit they had so much fun that they're planning to go there again next summer. Both sentences are correct

Both sentences use their, there, and they're incorrectly - CORRECT ANSWER>>During their last visit they had so much fun that they're planning to go there again next summer. What does the formula E+E=P stand for and why is it important? - CORRECT ANSWER>>It emphasizes the importance of combining effectiveness and efficiency to achieve productivity in sales. It's important because it helps sales professionals improve their overall performance and achieve their sales targets. Please describe what SPIN stands for along with exactly where in the sales cycle it's used and why. - CORRECT ANSWER>>Situation, Problem, Implication, and Need-Payoff Questions. SDRs use SPIN during a discovery call to cultivate implied needs into explicit needs and push the call forward In detail, please describe the difference between a CRM and a sales engagement platform. - CORRECT ANSWER>>A CRM is a technology for managing all your company's relationships and interactions with customers and potential customers. A Sales engagement platform helps salespeople execute their cadence with automation. What does BANT stand for and what part of the sales cycle is it used? - CORRECT ANSWER>>Budget, Authority, Need, and Timing. Used during Discovery In detail, please describe the main differences between a sales cadence and a sales cycle. - CORRECT ANSWER>>Sales cycle: a set of specific actions salespeople follow from start to finish to close a new customer. Sales cadence: the sequence of outbound sales activities a salesperson makes when attempting to contact a prospect to move them through the pipeline. Can you please describe what SPIN selling is and how you would use it? - CORRECT ANSWER>>A sales technique used to help sale reps to close deals. I would use it to close difficult and complicated deals. Please describe what an organization structure is, how it's used as an SDR, and all of the titles in order from the very top to the very bottom of a large org structure. - CORRECT ANSWER>>A system that outlines how certain activities are directed to help achieve the organization's goals. These activities can include rules, roles, and responsibilities. SDRs use org structures to find the right decision-makers. Titles in order for a large org: Board of directors, CEO, C-suite, VPs, Directors, Managers, Individual contributors. Please describe the cold-calling formula you learned in the course and how you would use it as an SDR - CORRECT ANSWER>>Intro, reason, qualify and ask