SPC Cheat Sheet 2026

The 30 highest-yield SPC facts, distilled from real exam questions. Print it, save it as a PDF, or study it here — free, no sign-up.

1. Which behavior best exemplifies ethical conduct in sales? → Providing accurate information even when it may not favor the sale
2. Market segmentation involves: → Dividing the market into distinct groups with common needs
3. A customer complaint is handled quickly and to the customer's satisfaction. According to CRM principles, what is the likely outcome? → The customer's loyalty often increases beyond pre-complaint levels
4. What does 'prospecting cadence' refer to in a sales outreach strategy? → A structured sequence of multi-channel touchpoints executed over a defined time period
5. Which social media platform is most widely used for B2B prospecting? → LinkedIn
6. What does 'cross-selling' mean in a sales relationship context? → Offering complementary products or services to an existing customer
7. What is the primary goal of Customer Relationship Management (CRM) in a sales context? → To build long-term, profitable customer relationships
8. Social media platform can be used in sales to: → All of the above
9. Which negotiation style focuses on maximizing value for both parties rather than just winning for one side? → Collaborative (win-win)
10. When presenting a proposal via email, what is the most important element to include? → A clear, specific call to action with a deadline or next step
11. A sales rep is offered a gift worth $500 by a prospective client. Under most corporate ethics policies, the rep should: → Decline and report it per company policy
12. Which of the following is the primary goal of sales planning? → Setting clear, achievable sales targets
13. Why is documenting customer agreements and conversations important from a compliance perspective? → To create a verifiable record that protects both parties in case of disputes
14. What is a 'lead magnet' in the context of inbound lead generation? → A free offer or resource exchanged for a prospect's contact information
15. What does the term 'customer lifetime value' (CLV) measure? → The total revenue expected from a customer over the entire relationship
16. What is the primary purpose of a CRM system in a lead generation process? → To track, manage, and nurture leads systematically through the sales pipeline
17. A sales professional discovers that a colleague is falsifying expense reports. The ethical action is to: → Report it through the appropriate internal channel (e.g., manager, compliance hotline)
18. What is 'cold calling' in the context of sales prospecting? → Contacting prospects who have no prior relationship with the salesperson
19. A sales professional learns that a loyal customer is evaluating a competitor. The best CRM-informed response is to: → Review the account history and schedule a strategic conversation to reinforce value
20. Which of the following is a key characteristic of consultative selling? → Building a long-term relationship with the customer
21. In the MEDDIC sales qualification framework, what does the 'M' represent? → Metrics — the quantifiable business value the prospect expects to achieve
22. What is 'lead scoring' in sales and marketing operations? → Assigning numerical values to leads based on their likelihood to convert to customers
23. Product positioning is primarily about: → Establishing the product's image in the customer's mind
24. Which acronym is widely used in sales to qualify leads based on Budget, Authority, Need, and Timeline? → BANT
25. Which of the following best describes a 'warm lead'? → A prospect who downloaded company content and visited the pricing page
26. Why is segmenting customers in a CRM system beneficial for sales professionals? → It allows targeted messaging and strategies for groups with similar needs or behaviors
27. What is the best approach when a prospect asks a technical question that the salesperson cannot answer? → Admit lack of knowledge and promise to find the answer
28. In sales, what does 'informed consent' mean when presenting a contract? → The customer fully understands the terms, conditions, and obligations before agreeing
29. Which of the following is NOT a key factor in competitor analysis? → Employee satisfaction
30. What is a 'win-back campaign' in CRM? → A targeted effort to re-engage former customers who have lapsed or churned