Course Careers Final Exam Study Guide
(New Update!!) 212 Question and Answers
(100% Verified Solutions)
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 earth to influence other people is by_____.
Talking about what they want and showing them how to get it
You can make more friends in two months by ______.
Becoming interested in them
You should always smile because ______.
It makes people like you, it makes you happier, it costs you nothing
The sweetest sound to a person in any language is ____.
That person's name
What do people love to talk about the most?
Themselves
When should you argue with someone?
Never because you can't win
,By telling someone they're wrong you are ____.
Making them feel unintelligent, Making them feel they have a bad sense of judgment, hurting
their pride and respect
What should you do if you realize you're wrong?
Admit you're wrong
When trying to convince someone of something you should _____.
Get them to agree to small things by telling you "Yes" since it gets them in the mode of saying
yes and agreeing
What do people prefer more?
Having others listen to them talk
What ideas do people like more?
Ideas they feel they came up with themselves
What's the best way to see things from the other person's point of view?
So you can sympathize with their point of view before helping them understand your point of
view
Why do people do well under competition?
They have a desire to excel and feel important
Before telling someone about their shortcomings you should ______.
Tell them how much you appreciate their work and how you also have shortcomings
Instead of giving direct orders you should ____.
Make suggestions by asking questions
There's never too much sincere _____.
praise
When trying to make someone want to do something you should _____.
, tell them how important what they're doing is and how they'll benefit
What is an 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 who
you're talking to
What is a C-Level executive?
The highest level of executives who run the operations of a company.
What's Churn?
Customers who were on a subscription and stopped using/paying for it.
What's CAC stand for?
Customer Acquisition Cost
What's a Gatekeeper?
Someone who is in charge of deciding who talks to the executives.
What's a Sales Qualified Lead (SQL)?
A prospect who is qualified to buy your product or service.
What does SQL stand for?
Sales Qualified Lead
What's an Influencer?
Someone who influences the decision of a purchase.
What's a Champion?
Someone who salespeople love.
What Is an Organizational Structure?
(New Update!!) 212 Question and Answers
(100% Verified Solutions)
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 earth to influence other people is by_____.
Talking about what they want and showing them how to get it
You can make more friends in two months by ______.
Becoming interested in them
You should always smile because ______.
It makes people like you, it makes you happier, it costs you nothing
The sweetest sound to a person in any language is ____.
That person's name
What do people love to talk about the most?
Themselves
When should you argue with someone?
Never because you can't win
,By telling someone they're wrong you are ____.
Making them feel unintelligent, Making them feel they have a bad sense of judgment, hurting
their pride and respect
What should you do if you realize you're wrong?
Admit you're wrong
When trying to convince someone of something you should _____.
Get them to agree to small things by telling you "Yes" since it gets them in the mode of saying
yes and agreeing
What do people prefer more?
Having others listen to them talk
What ideas do people like more?
Ideas they feel they came up with themselves
What's the best way to see things from the other person's point of view?
So you can sympathize with their point of view before helping them understand your point of
view
Why do people do well under competition?
They have a desire to excel and feel important
Before telling someone about their shortcomings you should ______.
Tell them how much you appreciate their work and how you also have shortcomings
Instead of giving direct orders you should ____.
Make suggestions by asking questions
There's never too much sincere _____.
praise
When trying to make someone want to do something you should _____.
, tell them how important what they're doing is and how they'll benefit
What is an 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 who
you're talking to
What is a C-Level executive?
The highest level of executives who run the operations of a company.
What's Churn?
Customers who were on a subscription and stopped using/paying for it.
What's CAC stand for?
Customer Acquisition Cost
What's a Gatekeeper?
Someone who is in charge of deciding who talks to the executives.
What's a Sales Qualified Lead (SQL)?
A prospect who is qualified to buy your product or service.
What does SQL stand for?
Sales Qualified Lead
What's an Influencer?
Someone who influences the decision of a purchase.
What's a Champion?
Someone who salespeople love.
What Is an Organizational Structure?
