Course Careers Exam Questions and Verified Answers (100% Correct) Grade A (2026/2027 Update)

Course Careers Exam Questions and Verified Answers (100% Correct) Grade A (2026/2027 Update)
What's the definition of an ICP?
It's the fictitious company persona of your ideal customer.
What should you avoid using in a prospecting email?
Bullet points
Images
Attachments
How should you open a discovery call?
Set the expectations for the call.
A sentence is generally incomplete when:
It lacks a subject and a verb
What's a Champion?
Someone who salespeople love.
What's the best definition for a sales cadence?
A cadence is the sequence of activities you perform in order to make contact with a prospect.
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.
What are the two types of needs talked about in the book SPIN Selling and what is the difference
between the two?
Implied Need—a statement of a buyer's problem, dissatisfaction, or difficulty with the current
situation.
image Explicit Need—a clear statement of a buyer's want, desire, or intention.
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.
The sales cycle is a set of activities an SDR/BDR uses to move a prospect through the sales
process.