Course Careers Technology Sales Study Guide (Updated) 2024/2025
1. What's a Champion? Someone who salespeople
love.
2. How should you open a discovery call? Set the expectations for the
call
3. What's the best definition for a sales ca- A cadence is the sequence
dence? of activities you perform in
order to make contact with a
prospect
4. What should you avoid using in a prospect- Images, Bullet Points, At-
ing email? tachments
5. A sentence is generally incomplete when It lacks a subject and a verb
6. Definition of an ICP? It's the fictitious company
persona of your ideal cus-
tomer
,Course Careers Technology Sales Study Guide (Updated) 2024/2025
7. Which of the following capitalization rules is Capitalize pronouns, such
incorrect? as Her and Him.
8. What are the two types of needs talked Implied Needs-are problems
about in the book SPIN Selling and what is and frustrations expressed
the difference between the two? by the customer —for in-
stance, "I'm not happy with
the quality our press is pro-
ducing," or "Our system cre-
ates too much waste."
Explicit Needs-Explicit
needs are strong wants or
desires
"We need a more efficient
system," or "We have to cut
our procurement costs."
9. Please describe what a sales cycle is along A sales Cycle is a set of
with all of the different stages of a sales specific actions salespeople
cycle in order based on follow from start to finish
to close a new customer.
It often includes multiple
stages such as 'prospect,
connect'' research' 'present'
and close.
, Course Careers Technology Sales Study Guide (Updated) 2024/2025
10. What factor(s) make a major sale different Only the length of the sales
from a small sale? cycle and size of customer
commitment and their risk
11. What does BANT stand for and what part of Budget, Authority, Need,
the sales cycle is it used? Time
(LEAD QUALIFICATION)
12. What is BANT ? budget, authority, need, time
13. What is Organizational structure? An organizational Structure
is a system that outlines how
certain activities are directed
in order to achieve the goals
of an organization. These
activities can include rules,
roles and responsibilities.
14. What is an Ideal Customer (ICP)? Aka, ideal company profile
or target market.
15. What is a buyer persona?
1. What's a Champion? Someone who salespeople
love.
2. How should you open a discovery call? Set the expectations for the
call
3. What's the best definition for a sales ca- A cadence is the sequence
dence? of activities you perform in
order to make contact with a
prospect
4. What should you avoid using in a prospect- Images, Bullet Points, At-
ing email? tachments
5. A sentence is generally incomplete when It lacks a subject and a verb
6. Definition of an ICP? It's the fictitious company
persona of your ideal cus-
tomer
,Course Careers Technology Sales Study Guide (Updated) 2024/2025
7. Which of the following capitalization rules is Capitalize pronouns, such
incorrect? as Her and Him.
8. What are the two types of needs talked Implied Needs-are problems
about in the book SPIN Selling and what is and frustrations expressed
the difference between the two? by the customer —for in-
stance, "I'm not happy with
the quality our press is pro-
ducing," or "Our system cre-
ates too much waste."
Explicit Needs-Explicit
needs are strong wants or
desires
"We need a more efficient
system," or "We have to cut
our procurement costs."
9. Please describe what a sales cycle is along A sales Cycle is a set of
with all of the different stages of a sales specific actions salespeople
cycle in order based on follow from start to finish
to close a new customer.
It often includes multiple
stages such as 'prospect,
connect'' research' 'present'
and close.
, Course Careers Technology Sales Study Guide (Updated) 2024/2025
10. What factor(s) make a major sale different Only the length of the sales
from a small sale? cycle and size of customer
commitment and their risk
11. What does BANT stand for and what part of Budget, Authority, Need,
the sales cycle is it used? Time
(LEAD QUALIFICATION)
12. What is BANT ? budget, authority, need, time
13. What is Organizational structure? An organizational Structure
is a system that outlines how
certain activities are directed
in order to achieve the goals
of an organization. These
activities can include rules,
roles and responsibilities.
14. What is an Ideal Customer (ICP)? Aka, ideal company profile
or target market.
15. What is a buyer persona?
