Mercado Ads Certification Answers 2025

• Certification in Performance: Product Ads
• Certification in Brand Building
• Certification in Programmatic: Audience Deals

Why do we say that Product Ads pursues performance objectives?

• Because it is associated with concrete business results, i.e. increased sales.
• Because it increases the traffic of organic ads.
• None of the above are correct.

Which of the following statements is correct?

• Product Ads is Mercado Libre’s native solution to promote your products inside the platform, as well as on other sites outside Mercado Libre.
• Product Ads is an external performance solution to promote your Mercado Libre products on other platforms.
• Product Ads is the performance solution to enhance the visibility and sales of products inside Mercado Libre.

What is Product Ads’s primary value proposition?

• Improvement of the seller’s reputation.
• Generation of brand awareness.
• Increase in sales.
• None of the above.

In which spaces are Product Ads ads shown? Select All Correct Responses

• Up to positions 1 and 2 of the search results and on Mercado Libre product pages.
• Websites or landing pages outside Mercado Libre’s site.
• Social networks.

What is the “Daily Budget” metric?

• It is the average amount of the monthly budget.
• It is the maximum amount of investment you can set in a campaign to consume per day.
• It is the average amount of the weekly budget.
• None of the above are correct.

Does it make sense for a seller with good organic positioning to invest in Product Ads?

• No, because they would be allocating their investment towards appearing in the positions that they already have without investing.
• No, because if they already appear in the organic results, the Product Ads budget would not be consumed, and the campaign would not run.
• Yes, because they could appear twice in the same results, increasing the chances of them getting a click instead of a competitor.
• Yes, because sellers who invest in Product Ads increase their reputation.

Two different users viewed and clicked on the same ad on the same day. One of the users bought the product 1 week later, while the other user bought it 6 weeks later. How many sales will the platform attribute to said ad after those clicks?

• No sale.
• One sale.
• Two sales.
• Three sales.

What is Product Ads’s conversion attribution window, that is, how long do you have to make the purchase after clicking on Product Ads?

• It is a 30-day period in which the platform will register that a sale has been made through the ads.
• It is a 7-day period in which the platform will register that a sale has been made through the ads.
• It is the average time between the first click of the users and the day on which the sale actually occurs.

Do the ads of Product Ads also appear in organic search results?

• No, because organic and paid results compete for the same positions, and, therefore, the same product cannot appear more than once in the same results.
• No. Although paid results have exclusive positions, the same product cannot appear more than once in the same results.
• Yes, because paid results have exclusive and additional positions. Therefore, they do not compete with organic ones, and the same product could be shown in both spaces, generating an increase in the CTR (click through rate).

What is a good method to improve the performance of Product Ads campaigns?

• Calculating unit product costs, choosing a campaign strategy, creating multiple campaigns with that strategy.
• Determining profitability levels, choosing a negative contribution margin, segmenting products.
• Determinar niveles de rentabilidad, elegir una contribución marginal negativa, segmentar productos.

Which is the main performance indicator for campaigns?

• CPS (cost per sale).
• ACOS (advertising cost of sales).
• CPC (cost per click).
• Revenue/day.
• Total revenue.

What would you recommend to a seller whose goal is to maximize the chances of exposure of a new product, even if that poses a risk to their profitability levels?

• Using a campaign with a growth strategy.
• Using a campaign with a visibility strategy.
• Using a campaign with a profitability strategy.
• None is correct.

What coefficient links the cost of the campaign to the revenue earned?

• ACOS.
• Clicks/sales.
• Sales/clicks.
• None is correct.

Once it has been launched, how long do you have to wait if you want to pause a campaign?

• Once a campaign has been launched it cannot be paused.
• You must wait at least one conversion to pause the campaign.
• There is no minimum time to pause a campaign, you can pause it at any time, but we recommend waiting at least 15 days before pausing.

What should you take into account so that your ads generate impressions, that is, that they appear in search results or in product pages?

• Active campaign.
• Daily budget available in the event of a search.
• Yellow reputation or higher.
• Listing quality.
• All of the above are correct.

In the campaign manager, what do we call the metric that accounts for sales attributed to advertising?

• “Sales without advertising”, i.e. those organic sales with Product Ads intervention.
• “Advertising revenue”, i.e. the amount of money generated by advertising.
• “Advertising contribution”, i.e. the percentage of sales in which a Product Ads ad was involved, either directly or assisted.
• None of the above are correct.

What is the “assisted sales” metric?

• These are the sales that were made thanks to the recommendations in product reviews.
• These are the sales that were made from the attribution window when users clicked on an ad and bought the product featured on that ad.
• These are the sales that were made from the attribution window when users clicked on an ad but then bought another product from the same seller.

What are competitive metrics?

• These are 3 proportional indicators that add up to 100% and measure the percentage of impressions that your campaigns are gaining or losing in order to improve their performance based on them.
• These are 3 indicators that show how many sales were generated by advertising.
• These are numerical values that show the performance of a campaign through the number of clicks obtained per ad.

What does the percentage of impressions gained measure?

• This is the percentage that will tell you if your campaign’s budget estimate is causing you to lose impressions.
• It is the percentage that will show you how many impressions you have reached based on the potential, and in this way, understand how effective your campaigns are.
• It is the percentage that will help you identify whether you need to increase your campaign’s target ACOS.

Why is it convenient to increase the daily budget on special dates?

• In order not to lose sales opportunities, as there is greater intent to purchase, increasing competition, clicks, conversions, and sales generated with Product Ads.
• To take advantage of the lower CPC, since this cost tends to go down.
• To take advantage of the lower CPM, since this cost tends to go down.
• The question is incorrect: it is not necessary to increase the daily budget on special dates.

Which of these practices are recommended to boost your sales? Select All Correct Responses

• Always promote publications with a good level of organic sales with advertising.
• Increase the budget on special dates to have more visibility and potential sales.
• Review metrics frequently, at least once a week.
• All options are correct.

An advertiser invested $10,000 in a Product Ads campaign and generated a revenue of $100,000 in the same period. What is their ACOS?

• 7%.
• 10%.
• 35%.
• 500%.

Which of the following practices would be advisable during a special date, such as Mother’s Day?

• Increase the budget in advance. This will help you take advantage of the higher volume of traffic that potential buyers will generate.
• Keep campaigns active without alterations.
• Increase the budget by a maximum of 5% 1 day before the special date.

A campaign is not getting the expected results: ad impressions are not increasing. Why is this happening? Select All Correct Responses

• Lack of daily budget.
• Presence of publications without competitive prices, attractive titles, etc.
• A low target ACOS.
• All options are correct as it will depend on multiple factors. That is why we recommend leaving campaigns active for at least 30 days before analyzing results.

Imagine that you have a campaign whose objective is profitability, i.e. you are looking for the lowest possible advertising cost. For that you have defined a target ACOS of 5%. However, after 30 days, the ACOS of your campaign is close to 8%. What could you do to lower your ACOS?

• Decide if you need to group some ads in other campaigns with different strategies and objectives.
• Check that there are no products without competitive prices, attractive titles, etc.
• Check the results of each of the ads grouped in that campaign.
• Increase your daily budget if it is limited.
• All options are correct since it will depend on multiple factors. That is why we recommend leaving the campaigns active for at least 30 days before analyzing results.

How often is it advisable to review the results of your campaigns?

• Once a day.
• Once a week.
• Once every two weeks.
• Once a month.

You have set a daily budget of $4,500 and during that day your campaign consumed $3,800. How much will the budget be for the next day?

• $4,500, because the budget is daily and does not accumulate on to the next day.
• $0, because the budget of the previous day did not exceed the total allocated.
• $700, because the remaining budget of each day becomes the budget of the next day.
• $5,200, because the remaining budget of each day is added to the budget of the next day.

Which publications should be activated as ads within your Product Ads campaigns?

• The set in “stone” publications.
• New publications.
• The ones that perform better organically.

What is Product Ads bidding system?

• It is a way to prioritize ads based on the price of each listing and how much each seller is willing to pay to get their ads to rank higher on search results.
• It is a way to prioritize ads based solely on their quality to place them in the first and the second positions of search results.
• It is a way to prioritize ads based on their quality and how much each seller is willing to pay to get their ads to rank higher on search results and product pages.
• It is a way to prioritize ads based solely on how much each seller is willing to pay to get their ads to rank higher on search results.

What is the most advisable in a campaign to win the Product Ads bid?

• Improve the images and descriptions of the ad. This way, the ad has a better ad-score.
• Adjust the target ACOS according to your business strategy so that the system defines the best CPC (cost per click) automatically.
• Keep it on at all times, without pausing it for days or schedules.
• All of the above are correct.

What is the ad-score or quality of an ad?

• It is the only variable on the basis of which Product Ads prioritizes the ads that participate in a bid.
• It is a variable that indicates the relevance of the ad, taking into account its conversion history, product photographs, after-sales services, etc.
• It is a variable that indicates whether the products sold are quality products.
• It is a variable that Product Ads considers only for ad bids with higher competition.

What is the charging model for ads in the Product Ads bidding system?

• Each winner pays exactly the same as they were originally willing to pay.
• Each winner pays the minimum necessary to beat its closest competitor. That is, it will pay a lower actual CPC. This is known as the second best price mode.
• Each winner pays the maximum CPC he was willing to pay according to his or her target ACOS. That is, he or she will pay an actually higher CPC.

What are the advantages of using Product Ads on catalog products? Select the 2 correct options. Select All Correct Responses

• It increases the daily budget.
• It increases the visibility of the publications.
• You can beat your competitors in the top positions in search results.
• Using Product Ads in catalog does not affect sales results.

What distinguishes Mercado Libre from other media and communication platforms?

• The large number of users it reaches.
• The purchase mindset of its users.
• The possibility of finding offers and discounts.
• None of the above.

Once you have established your presence within the “owned media” in a marketplace, what is the next recommended step?

• Adjusting listings, optimizing photos, and improving prices.
• Increasing your visibility through advertising solutions or paid media.
• Creating strategies to optimize logistics and improve your reputation.
• Improve prices.

What are the stages of the purchase process?

• Branding, performance, and brandformance.
• Discovery, consideration, and performance.
• Discovery, consideration, and purchase.
• Branding, consideration, and performance.

Which stage of the purchase process is also known as “awareness”?

• Discovery.
• Consideration.
• Purchase.
• Performance.

What should communication highlight in the consideration stage?

• The product’s brand.
• The product’s category.
• The benefits, the price, and the advantages.
• None of the above.

A Mercado Libre user who is interested in cell phones visits the site. There, they access the official store of one of the best known brands that sell this product to compare models, colors, benefits, and prices. At which stage of the purchase journey is the user?

• Discovery.
• Consideration.
• Purchase.

Which stages of the purchase process are associated with branding goals? Select 2 Correct Responses

• Discovery.
• Purchase.
• Consideration.

Which of the following statements does not correspond to branding campaigns in Mercado Libre?

• They are aimed at obtaining an improved investment/revenue ratio (ACOS).
• They focus on the discovery and consideration stages.
• They are generally used when the goal is to launch or position a product or service.
• They generate brand awareness.

What kind of solutions does Mercado Ads offer?

• Branding solutions.
• Performance solutions.
• Both branding and performance solutions.

Which of the following statements is correct?

• In Mercado Libre, most of the searches are branded, that is, they include the name of a brand.
• In Mercado Libre, most of the top 10 searches are unbranded, that is, they do not include the name of a brand.
• In Mercado Libre, there is a similar proportion of branded searches (which include the name of a brand) and unbranded searches (which do not include the name of a brand) in the top 10 searches.

When comparing the effectiveness of Mercado Ads in running branding campaigns with other media in the on-line industry, which of the following statements is true?

• The effectiveness depends on the strategy; traditional communication media are usually 17% more effective.
• It provides an environment with a purchase mindset in 45% of the cases.
• It is highly effective in increasing the purchase intention by 78%.
• It is 2.4 times more effective than other media in the industry.

What are the main reasons for doing branding campaigns in Mercado Libre?

• The possibility of promoting products with Product Ads format.
• The significant traffic, resulting in an increased top of mind and purchase intention.
• The massive audiences with a purchase mindset, the insights and data that only an e-commerce can provide.

Which of the following statements about Mercado Libre are correct?

• In younger audiences, Mercado Libre is 2x more effective in creating spontaneous brand awareness compared to other digital media in the industry.
• Mercado Libre’s platform increases brands’ on-line visibility by 13%.
• Advertising in Mercado Libre increases brands’ top of mind by an average of 12%.
• All of the above.

What does it mean to be a click-on brand for Mercado Ads?

• Having a landing page but not an official store within Mercado Libre.
• Directing the traffic of its communication to their official store.
• Only using Mercado Libre’s data to advertise outside the platform.

Which brands can have exclusive access to Mercado Ads’s high-impact solutions?

• Click-on only.
• Click-off only.
• Both click-on and click-off.

Where does the Audience Deals solution appear in Mercado Libre?

• Home page.
• Search pages.
• Product pages.
• All of the above.
• None of the above: Audience Deals is an off-site solution.

Which of the following statements about the Audience Display Native solution is true?

• It allows you to reach a specific audience or category inside Mercado Libre.
• It allows you to reach a specific audience on other sites outside Mercado Libre.
• It allows you to generate leads through forms.
• The first two options are correct.

For which stages of the purchase process is the performance solution recommended?

• Discovery/awareness only.
• Consideration.
• Purchase.
• None of the above.

Which solution allows you, in terms of branding, to generate leads inside Mercado Libre?

• Trade MKT solutions.
• Audience Display Native.
• Audience Deals.
• Performance.

What are other advantages of the Trade Marketing solution?

• Promoting launches.
• Impacting a specific audience outside Mercado Libre.
• Positioning and strengthening your brand and/or products.
• Taking the consumer exclusively to your products.
• All of the above are correct.

Which is the advertising solution that allows you to develop landing pages for movie, series, and vehicle launches?

• Trade MKT.
• Audience Display Native.
• Performance.
• Audience Deals.

What is the advantage of advertising in Mercado Pago if you already invest in advertising formats in Mercado Libre’s home page?

• Placing Ads in Mercado Pago will allow you to reach audiences in sites outside Mercado Libre and Mercado Pago.
• Placing Ads in Mercado Pago will allow you to reach the first positions in search results.
• Placing Ads in Mercado Pago will allow you to reach audiences at the beginning of the purchase process.
• Placing Ads in Mercado Pago will allow you to impact users in the purchase stage, completing the customer journey. It also increases your brand awareness with the thousands of users that use Mercado Pago on a daily basis.

Which of the following variables corresponds to a KPI for discovery campaigns?

• Reach.
• Clicks.
• CTR.
• Traffic lift.

Which of the following variables corresponds to a KPI for consideration campaigns?

• Reach.
• Frequency.
• Clicks.
• Take rate.

To which stage of the purchase process do clicks, CTR, search lift, and traffic lift KPIs correspond?

• Discovery.
• Consideration.
• Purchase.

Select the KPIs that should be considered in campaigns with branding goals.

• Reach and frequency.
• Traffic lift.
• Brand lift.
• Share of voice.
• All of the above.

Which of the following statements about programmatic advertising is correct?

• Most publishers make their inventory available to market it on programmatic platforms.
• Programmatic advertising allows you to deliver a relevant message to a specific audience.
• Both options are correct.

What is “automated buying” in programmatic advertising?

• It is the advertisers’ possibility of accessing a limited inventory (advertising spaces) without having to buy it manually.
• It is the ability of websites to sell their digital inventories without the need for intermediaries.
• It is the ability to sell and buy digital inventory (advertising space) through technology.

In advertising, direct buying is the only way to reach the right audience. True or false?

• True: Direct buying uses cookie technology and third-party data to reach users interested in the ads.
• True: Direct buying eliminates manual processes and negotiations typical of advertising for a more efficient process.
• False: Programmatic buying allows advertisers to combine technology and audience data to reach the right users.
• False: Direct buying does not allow segmentation.

Which of the following characteristics describe programmatic advertising?

• It uses processes available through technological platforms and it takes advantage of proprietary or third-party databases.
• It allows for the optimization of advertising campaigns once they have ended.
• It forces advertisers to buy inventory for each platform and device.

What is a DMP?

• It is a platform that allows advertisers and agencies to automate the purchase of ads, assesses their individual features, and makes an offer.
• It is a platform that stores and manages all kinds of data and transforms it into useful information to segment advertising campaigns.
• It is a platform that allows publishers to automatically sell ad impressions, maximizing the prices they can charge for them.

Which of the following options correctly represents the selling and buying process in a programmatic environment?

• Through an SSP/Exchange platform, advertisers report how much they are willing to pay for an inventory. When a user visits a website, a publisher connects to those platforms to decide who wins the bid.
• Advertisers manage campaigns through a DSP platform by defining (among other parameters) how much they are willing to pay for the available inventory. When a user visits a website, the publisher connects to SSP/Exchange platforms which, in turn, connect to DSP platforms to auction the inventory and decide who wins the bid.
• Through an SSP/Exchange, advertisers communicate directly with publishers to buy the inventory that interests them most. Then, the DSP auctions those spaces. The inventory is auctioned regardless of whether there are users that see that ad space.
• Advertisers receive an alert every time a user visits a website. Through a DSP, they can purchase inventory on that site. The SSP/Exchange platform submits the offers to the publisher so that they choose an ad.

Through which platform can a brand or agency manage its programmatic campaigns?

• An SSP/Exchange.
• A DSP.
• A DMP.
• None is correct.

What does brand safety mean in programmatic advertising?

• It is the agencies’ action seeking that the clicks and impressions of their ads come from real users and not from bots.
• It means that the ads appear on safe sites that will not damage your reputation or pose a danger to your image.
• It means that brands and agencies better understand how their advertising investment is distributed in order to make better decisions.
• All are correct.

What is Audience Deals?

• It is Mercado Libre’s programmatic solution that allows brands and agencies to reach users within the platform.
• It is Mercado Libre’s advertising solution that allows brands and agencies to access key information about the platform’s audiences and users.
• It is Mercado Libre’s advertising solution that allows brands, agencies, and professional sellers to access exclusive formats on the platform.
• It is Mercado Ads’s programmatic solution that allows segmenting Mercado Libre’s audiences with a purchase mindset and impacting them outside the platform.

What sets Audience Deals apart from other programmatic solutions? Select 2 Correct Responses

• It allows you to reach qualified audiences, that is, audiences with the right mindset.
• It allows you to run programmatic campaigns inside Mercado Libre.
• It allows you to reach users who have browsed Mercado Libre’s categories and official stores.

Which of the following are benefits of Audience Deals?

• Impact Mercado Libre’s audiences in premium inventories outside the platform.
• Improving the ranking position of product ads.
• Reaching non-segmented mass audiences.

What kind of data does Audience Deals use to create more effective campaigns?

• Mercado Libre’s first-party data, that is, information that Mercado Libre collects directly from its audience or customers.
• Second-party data, that is, first-hand data that Mercado Libre obtains from other publishers.
• Third-party data, that is, data obtained from multiple external sources.
• A combination of second-party data and third party-data.

Is it advisable to micro-segment audiences?

• It is highly recommended. You have to aim at conquering “niches” as long as it is commercially convenient.
• It is not recommended. You must strike a balance between the power of segmentation and being careful not to significantly reduce the potential reach of the campaign.
• It makes no difference. When investing in advertising media, sales opportunities exist regardless of how much audiences are segmented.
• All are incorrect.

Which of the following statements about Audience Deals is false?

• The different types of audiences can be combined.
• It is not recommended to segment audiences too much.
• It is possible to run campaigns with re-marketing audiences.
• Mercado Libre’s first-party data can only be used to reach the target audience inside Mercado Libre.

What type of segmentation allows you to target your ads to audiences such as athletes, techies, fashionistas, or gamers? Select All Correct Responses

• Re-targeting of users who visited official stores.
• Seasonal audiences.
• Interest in category.
• None of the above.

What do we call “Pick and Build”?

• It is Audience Deals’ unique and native software that allows brands and agencies to define and create customized audiences.
• None of the above.
• It is the customized advice offered by Audience Deals consultants in order to identify and create customized audiences according to the needs of each brand.

How many parameters or segments should an advertiser choose to create a customized audience for their Audience Deals campaign?

• One segment, such as lifestyle or brand interest.
• Two segments, combining the previous ones or others.
• Three segments, combining Mercado Libre’s audiences with third-party data.
• As many segments as they want, but being careful not to micro-segment.

What type of platform should a brand or agency hire to run its Audience Deals campaign?

• A DMP (Data Management Platform).
• A DSP (Demand Side Platform).
• An SSP/Exchange (Supply Side Platform).

Can brands and agencies inquire about available inventory when planning their Audience Deals campaigns?

• No, a programmatic campaign must run for at least 7 days to determine if there is inventory.
• No, the inventory that was or was not reached by a campaign can be determined once the campaign has ended.
• Yes, according to the audience segments they want to reach.

Which formats can be used to run Audience Deals campaigns?

• Display formats only.
• Video formats only.
• Both video and display formats.

Grow Offline Sales Certification Assessment Answers

You’ll need to pass 50 question assessment to obtain your certificate. Keep in mind that there are 150 possible questions and during the test you get 50 random questions from these 150. And in random order. Our file contains all possible exam questions with verified answers.

Some questions:

1. Which of these engagements would be reported as local actions?
2. At a minimum, how often should you update your local product inventory feed?
3. Which of these are considered Offline Sales approaches? Choose three.
4. How many Google Opinion Rewards participants volunteer for panels that validate store visits?
5. For which of these scenarios would a store-centric approach be useful?
6. What’s the benefit of utilizing pickup later?
7. When creating a Performance Max for store goals campaign, which manual input would you need to provide?
8. What’s an action Omnichannel customers take when deciding to make a purchase?
9. Which attribute do you need to have for a product inventory feed?
10. What’s a priority for the store marketing or traditional marketing team?
11. When might you use an omnichannel shopping campaign approach?
12. What’s the purpose of Google Merchant Center?
13. Which calculation would tell you the value of a store visit to your business?
14. What may happen if you optimize towards online conversions only?
15. Which practice is recommended for setting up a Performance Max for omnichannel goals campaign?
16. In which of these situations would an affiliate location extension be appropriately used?
17. Which location data source requires you to set up an account and link it to Google Ads?
18. As far as budget and time is concerned, which of these is the recommended practice?
19. In which two ways is Performance Max for omnichannel goals different from Smart Shopping Campaigns (SSC)? Choose two.
20. If you were developing an online-to-offline strategy, which of these options would help you engage with your team?
21. Which of these benefits are associated with Local Inventory Ads?
22. Which advertising channel is considered an offline (traditional) channel?
23. Shoppers consistently interact with a product or service multiple times online before making a purchase in a physical store. Taking that into consideration, how should you approach your omnichannel strategy?
24. What is a geo-based experiment?
25. For which of these industries would Performance Max for store goals be useful? Choose three.
26. You recently released a new line of energy drinks with plans to sell them at a popular big-box retailer. What extension should you use when setting up your Performance Max for store goals campaign?
27. Which of these campaign objectives would you establish for a Performance Max for store goals campaign?
28. What information is displayed using location extensions linked through a Google Business Profile?
29. You work on the store marketing team for a small hardware company with 10 franchise locations. Each franchisee has a budget they want to use towards promoting their location and driving in-store traffic. What recommendation would you make?
30. If you’re looking to optimize offline conversion actions, which three Smart Bidding strategies can help you? Choose three.
31. You run a small skateboard accessories shop and want to learn about customers’ journeys from ad engagement to in-store visit. Which metric should you use?
32. When is it recommended to use a location extension over a affiliate location extension?
33. Which of these methods would help you test a manual bidding strategy against an omnichannel Smart Bidding campaign?
34. Which of these definitions describes incrementality?
35. Which method can you use to determine if an ad drove incremental results?
36. You own a small music shop and want to create a product-specific landing page as required by Local Inventory Ads. Which of these features would allow you to advertise your products on Local Inventory Ads?
37. How are store visits measured?
38. In addition to store visits, what input would you need to gauge store sales?
39. Machine learning models are the basis for much of Performance Max’s feature-optimization. Which three features still need to be added manually? Choose two.
40. What’s a key benefit of Performance Max for in-store goals?
41. There’s an upcoming weekend sale that you want to promote using creatives. What would you recommend?
42. In which scenario would you use a store-centric approach?
43. A large retailer’s Chief Marketing Officer (CMO) wants to revise the company’s marketing strategy by incorporating online and offline KPIs. Historically, the teams have worked in silos. What are three things the CMO should do when they create a holistic online-to-offline strategy? Choose three.
44. If you were looking to promote an upcoming weekend sale using creatives, which recommendation should you follow?
45. What is the recommended budget and time to run your Performance Max for store goals campaign?
46. You’re interested in omnibidding, but realize that some categories are offline only. Which of these omnibidding setups is optimal?
47. After you upload the local product inventory feed and set a feed schedule, what should you do next?
48. Even though many of Performance Max’s features are optimized via machine learning, some need to be added manually. Which of these features need to be added manually? Choose two.
49. Which of these automation tools is useful for optimizing
50. When you use location extensions linked through a Google Business Profile, what information is displayed?
51. You own a local apparel store but don’t have a product-specific landing page, which is required to run on Local Inventory Ads. Which feature will allow you to advertise your products on Local Inventory Ads?
52. How is Performance Max for omnichannel goals different from Smart Shopping Campaigns (SSC)? Choose two responses.
53. If you want to test a manual bidding strategy against an omnichannel Smart Bidding campaign, which technique should you use?
54. What are the three Offline Sales approaches? Choose three.
55. When should an omnichannel shopping campaign approach be used?
56. Aside from store visits, which of these inputs would you need to measure store sales?
57. What’s a recommendation when setting up a Performance Max for omnichannel goals campaign?
58. If you worked for an agency and managed the account of a large retailer that wanted to grow online and offline sales, how would you explain to them the way in which their Business Profile, Merchant Center, and Google Ads accounts work together?
59. How does Google measure store visits?
60. Which of these goals would a store marketing/traditional marketing team prioritize?
61. What benefit does the pickup later option offer?
62. You own a small bike store and want to learn about your customers’ journeys between an ad engagement and an in-store visit. What metric should you use?
63. For which of these scenarios would an affiliate location extension be useful?
64. For which of these situations would a location extension be preferable to an affiliate location extension?
65. What’s the role of the control group?
66. What might you miss out on if you optimize for online conversions exclusively?
67. Store visits are modeled using which non-Google Ads signals?
68. Which of these would you need in order to report store visits? Choose two.
69. What are three Smart Bidding strategies that can help you optimize to offline conversion actions? Choose three.
70. What’s the recommended minimum frequency update for the local product inventory feed?
71. In which of the industries could a business potentially benefit from Performance Max for store goals? Choose three.
72. When a store visit happens, the data is validated through a panel of users who volunteer to participate in Google Opinion Rewards. How many users volunteer?
73. What engagement is reported as local actions?
74. What’s one way you can engage with your team when developing an online-to-offline strategy?
75. You know that a shopper engages several times online with a product or service before actually purchasing it in a physical store. What approach should you take for an omnichannel strategy?
76. How does Google characterize geo-based experiments?
77. What is Performance Max’s key benefit regarding in-store goals?
78. After uploading a local product inventory feed and setting a feed schedule, what should your next move be?
79. Which of these benefits can Local Inventory Ads provide?
80. What’s the drawback of optimizing only for online conversions?
81. Which of these automation tools can optimize for online as well as offline shoppers?
82. Data from store visits is validated through a panel of volunteer Google Opinion Rewards participants. How many volunteer participants are there?
83. You own a local boutique and are looking to create a product-specific landing page, which is required by Local Inventory Ads. Which feature would allow you to advertise your products on Local Inventory Ads?
84. How do Omnichannel customers behave when making a purchase?
85. When is an omnichannel shopping campaign approach appropriate?
86. Which of these is displayed when you use location extensions linked through a Google Business Profile?
87. How would you calculate a store visit’s value to your business?
88. What non-Google Ads data is used to model store visits?
89. For which of these location data sources would you need to set up an account linked to Google Ads?
90. You want to try out omnibidding, but there are certain categories that are offline only. What’s the recommended omnibidding setup?
91. Which of these Smart Bidding strategies could help you optimize to offline conversion actions? Choose three.
92. You want to compare a manual bidding strategy against an omnichannel Smart Bidding campaign. Which method would help you test this strategy?
93. Which of these is a traditional offline advertising channel?
94. What attribute is required in a local product inventory feed?
95. What is Google Merchant Center?
96. Which of these choices reflect a difference between Performance Max for omnichannel goals and Smart Shopping Campaigns (SSC)? Choose two.
97. How does a control group function in an experiment?
98. Which of these options is an offline rather than an online advertising channel?
99. Besides store visits, what’s another input needed to measure store sales?
100. What would a store marketing or traditional marketing team view as a priority?
101. What’s a benefit of pickup later?
102. How do you calculate how much a store visit is worth to your business?
103. What is one automation tool that helps optimize to online and offline shoppers?
104. You want to try omnibidding, but recognize that some categories are offline only. Which omnibidding setup should you use?
105. What’s a benefit of Local Inventory Ads?
106. Which of these behaviors is typical of Omnichannel customers making a purchase?
107. Which of these is a best practice for setting up a Perfomance Max for omnichannel goals campaign?
108. In regards to in-store goals, what is Performance Max’s key benefit?
109. When would you use an affiliate location extension?
110. Which of these budget and time parameters should you follow when running a Performance Max for store goals campaign?
111. Which two of the following are requirements to report store visits? Choose two.
112. You recently launched a new line of kombucha products with the plan of selling them at a popular big-box retailer. What extension should you use when setting up your Performance Max for store goals campaign?
113. What non-Google Ads signals are used to model store visits?
114. What does Google Merchant Center do?
115. You recently launched a new line of organic protein bars with the plan to sell the bars at a popular big-box retailer. What extension should you use when setting up your Performance Max for store goals campaign?
116. Which of these are reported as local actions?
117. You work at an agency and one of your retail-account clients has told you about their goal of growing online and in-store sales. They aren’t sure how their Business Profile, Merchant Center, and Google Ads accounts work together. If they ask you for clarification, what should you tell them?
118. Which of the following are Offline Sales approaches? Choose three.
119. If you wanted to determine whether an ad drove incremental results, what method would you choose?
120. The Chief Marketing Officer (CMO) at a large retailer is looking to modernize the current marketing strategy using online and offline KPIs. The teams have historically worked in silos. What are three things the CMO should do when creating a holistic online-to-offline strategy? Choose three.
121. Once you’ve uploaded a local product inventory feed and set a feed schedule, what’s next?
122. What campaign objective would you set when creating a Performance Max for store goals campaign?
123. You lead a small retailer’s marketing team. They’re expanding on their eCommerce business and plan to open 10 stores within the next few months. Their goal is to grow total sales, both online and in-store. What approach should you take that would help them achieve their goal?
124. When developing an online-to-offline strategy, how can you engage with your team?
125. If you were setting up a Performance Max for store goals campaign, which of these manual inputs would you need to provide?
126. What’s a control group?
127. Which of these scenarios calls for a store-centric approach?
128. Assuming that a shopper interacts with a product or service multiple times online before making an in-store purchase, how should you approach an omnichannel strategy?
129. What manual input will you need to provide when setting up a Performance Max for store goals campaign?
130. How would you define incrementality?
131. You’re the proprietor of a small candy shop and want to learn about customers’ journeys from ad engagement to in-store visit. Which metric should you use?
132. Which campaign objective would be most appropriate when setting up a Performance Max for store goals campaign?
133. You run the marketing for a small retailer with an existing eCommerce business. They’re expanding to 20 stores within the next few months with the goal of growing total sales, both online and in-store. What approach should you take that would assist in achieving their goal?
134. Which option describes how Google accounts for a store visit?
135. Which of these attributes does a local product inventory feed require?
136. How do geo-based experiments work?
137. How is Performance Max for omnichannel goals different from Smart Shopping Campaigns (SSC)?
138. If someone wanted to use creatives to promote an upcoming weekend sale, which of these approaches would you recommend?
139. While Performance Max uses machine learning models to optimize many features, which three features will you still need to add manually? Choose two.
140. In which of these industries would Performance Max for store goals be helpful? Choose three.
141. You’re on the marketing team for a small housewares company that has 10 franchise locations. Each franchisee has a budget and wants to spend money to promote their location and drive in-store traffic. What recommendation would you make?
142. When should you use a location extension over an affiliate location extension?
143. Which of these location data sources requires a user to create an account and link it to Google Ads?
144. You work at an agency that manages several large retail accounts. One account is a retailer who owns stores and wants to grow online and offline sales. The client isn’t sure how their Business Profile, Merchant Center, and Google Ads accounts work together and asks you for clarification. What should you tell them?
145. What is incrementality?
146. To determine whether an ad drove incremental results, what method would you use?
147. Which of these are prerequisites for reporting store visits? Choose two.
148. You’re in charge of marketing for a small retailer that plans to expand on its eCommerce presence by opening 35 physical stores within the next few months. The goal is to grow total sales, both online and in-store. What approach should you take that would help them achieve their goal?
149. What is the recommended minimum frequency update for the local product inventory feed?
150. You’re on the store marketing team for a discount store that has 10 franchise locations. Each franchisee has a budget and wants to allocate money toward promoting their location and driving in-store traffic. What recommendation would you make?
151. You’re the Chief Marketing Officer (CMO) at a large retailer where teams have historically worked in silos. Your goal is to incorporate online and offline KPIs into your marketing strategy. Which three of these things should you do when creating a holistic online-to-offline strategy? Choose three.
152. An account executive manages Google Search campaigns and would like to extend her reach with Google Display ads. She’s trying to decide whether to use the default optimized targeting or to manually add more layers of targeting herself.

Exam URL: https://skillshop.exceedlms.com/student/path/499356-grow-offline-sales-certification

Google Ads Display Certification Exam Answer

The Google Adwords Advanced Display is now Google Ads Display Advertising Certification Assessment Answers advanced concepts, including best practices for creating, managing and optimizing Display campaigns.

Google Ads Display Certification is available in a new Google Academy for Ads experience — SkillShop. During the exam you get 49 questions randomly from 150 possible questions pool.

The Google Ads Display assessment consists of 49 questions and you have 75 minutes to complete.

• You will need a score of 80% or higher to pass

Google Ads Display Advertising Answers

Some questions:

Display campaigns use full automation to optimize and automate nearly all aspects of the campaigns. Users only have to provide a few inputs. What can a user input in a Display campaign?

• All channels they wish to target
• A maximum conversion number
• Keyword bids and modifiers
• The images they wish to use

What is a key benefit of Display campaigns?

• Advertisers can provide minimal input to create a Display campaign.
• Display campaigns provide highly-segmented insights for daily campaign deep dives.
• Smart Display campaigns can automatically create video content.
• Display campaign performance helps determine search recommendations.

Marco newest client believes Google Ads would be the ideal platform for his services, but he’s worried that his business can’t afford to compete.
What can Marco explain about Google Ads to ease his client’s concerns?

• Google Ads doesn’t charge for clicks that don’t convert.
• Google Ads offers separate auctions for low budgets.
• Google Ads guarantees phone calls to your business.
• Google Ads gives you total control over your budget.

===

An advertiser is interested in generating conversions through Google Display ads, but they’re relying on the campaign’s help to set bids.
Which two bidding strategies used in Display campaigns can they choose from to automatically set their bids? Choose two.

• Enhanced CPC (cost-per-click)
• Target CPA (cost per acquisition)
• Cost per engagement
• Target ROAS (return on ad spend)

A retailer owns a large online business selling antiques. They want to create a Display campaign.
What are two of the three inputs they must supply to create a Display campaign? Choose two.

• Keyword examples
• Example placements
• Budget amount
• Creative assets

A marketing director of a large team is looking to reach an audience at scale through Display campaigns. How might Display campaign reporting help with this objective?

• It provides “recommended insights,” which are focused on topic targeting.
• Its reporting functionality includes exclusive placement reports designed for high-level advertising strategies.
• Its summary report provides executive summaries of total cost and bidding.
• In addition to standard Google Ads reporting, it provides reports that facilitate broad, strategic ad management.

An advertiser has seen a lot of success with Google Search, and they’d like to increase their reach by creating a Display campaign. They’d like the setup to be as effortless as possible. What kind of targeting should they use in their Display campaign?

• Manually selected targeting
• Optimized targeting and manually selected targeting
• No targeting
• Optimized targeting

A marketing director wants to acquire a lot of exposure for a new product line that her company’s launching. She understands that she can reach a significant portion of people on the internet with the help of a Display campaign. How could she achieve her marketing goal using a Display campaign?

• Google Maps will highlight her business along with the option for customers to see her product there.
• A video summary of her product line will be automatically created by the system and placed on YouTube.
• Her ads will appear above and below search results when people search for related keywords.
• Her ads will serve on website content related to her business or her customers’ interests based on her targeting decisions

An agency is interested in using automation to more effectively manage their Google Display campaigns. What’s one automation model that Display campaigns provide?

• Automated rule creation
• Automated YouTube video creation
• Automated video production
• Automated bidding

An advertiser doesn’t have much time to create ads, and hopes to use a Display campaign to automatically create them. Which two building blocks must they supply in order for a Display campaign to automate their ad creation? Choose two.

• Keywords
• Images
• Videos
• Headlines

Marta’s Display campaign has delivered results beyond her expectations. She knows she increase returns with added spend, but that’s not possible for her at the moment. How would Performance Planner benefit her in this situation?

• By teaching her employees the fundamentals of personal budgeting.
• By optimizing her available ad budget for maximum growth.
• By finding areas of her total budget that could contribute to marketing.
• By determining which of Google’s ads are most appropriate for her brand.

===

A small business uses Google Display ads to help deliver relevant advertising to people browsing the web.
Which statement is true about where Google Display ads connects with these valuable audiences?

• Google Display ads connect with audiences through apps, YouTube, and millions of other websites affiliated with Google.
• Google Display ads deliver advertising on user-selected websites that were built exclusively with Google’s website builder.
• Google Display ads deliver advertising on YouTube videos from authorized creators that meet a minimum threshold of views.
• Google Display ads connect advertisers with custom-built audiences on participating network sites on all search engines.

Google Display lets advertisers choose between two main ad formats: responsive display ads and uploaded image ads.
Match the benefit of each ad type to the appropriate ad format option.

1. Uploaded image ads
2. Responsive display ads

• Efficiency
• Control

Kevin has a large collection of images and videos available for use but not a lot of time to design ad creatives for his Google Display ads campaign.
Which Display ad format could Kevin use to save time?

• Image ads
• Uploaded ads
• Responsive display ads
• AMPHTML ads

Smart Display Campaigns Use Full Automation To Optimize And Automate Nearly All Aspects Of Your Display Campaigns. All You Have To Do Is Provide A Few Inputs. What Can A User Input In A Smart Display Campaign?

• All channels they wish to target
• A maximum conversion number
• Keyword bids and modifiers
• The images they wish to use

Gavin Is Creating A Google Display Ads Campaign To Help Grow Sales For His Online Clothing Store. His Goal Is To Connect With Users Who Previously Viewed Pages On His Website Without Making A Purchase. Which Option Will Best Serve Gavin’s Marketing Goals?

• Similar Audiences
• Remarketing
• In-Market audiences
• Affinity Audiences

Mary Manages Google Search Campaigns And Would Like To Extend Her Reach With Google Display Ads. She’s Trying To Decide Whether To Create A Standard Display Campaign Or A Smart Display Campaign. Why Would Mary Choose Standard Display Campaigns Over Smart Display Campaigns?

• She prefers more control over all aspects of her Display campaigns.
• She wants to deliver both Search and Display Ads from the same campaign.
• She prefers to offer minimal input and relies on automated solutions.
• She wants the same level of results without managing the campaigns.

How Does Google Display Ads Grow Marketing Results For Advertisers?

• It calculates the number of times an ad is effectively run on test websites, then shows the ad on all relevant websites.
• It focuses a campaign on either Gmail, TrueView, or Chrome to better isolate specific audiences.
• It determines a user’s primary marketing objective and enables the features that will best achieve it.
• It harnesses a multitude of signals to place ads against the most relevant content.

Millie Is Managing A Google Ads Campaign For A New Client Who’s Tracking All Important Actions Post-Click And Values Each Of Their Conversion Actions Equally. What Type Of Automated Bidding Strategy Would Be Ideal For This Client?

• Conversion-focused bidding
• Awareness-based bidding
• Consideration-focused bidding
• Revenue-focused bidding

Of The Ad Formats Available On The Google Display Network, Which One Will Automatically Adjust Its Presentation To Best Fit The Available Space On Page?

• Uploaded ads
• Responsive display ads
• AMPHTML ads
• Image ads

Google Display Ads Lets Advertisers Upload Their Own Ads To The System, Allowing Advertisers Greater Control Over The Look And Feel Of Their Messaging. What Are The Two Types Of Uploaded Ads?

• Image ads and dynamic ads
• Shopping ads and remarketing ads
• Video ads and call-only ads
• AMPHTML ads and image ads

Which Of The Following Goals Can You Achieve For Your Marketing Campaign By Using Automated Bidding?

• Choose what time of day your ads will appear.
• Target specific devices exclusively.
• Reach the right user with the right message at the right time.
• Control the cost of each click.

Jacob’s Physical Toy Store Relies On Offline Metrics, Such As Store Visits And In-Store Sales. He’s Heard That Specialized Campaign Types Can Help Him Meet These Kinds Of Goals. Which Campaign Type Can Help Jacob Achieve His Offline Business Objectives?

• Display
• Video
• Local
• Discovery

Ingrid Wants To Acquire A Lot Of Exposure For A New Product Line That She’s Launching. She Understands That She Can Reach A Significant Portion Of People On The Internet With The Help Of A Display Campaign. In What Way Will A Display Campaign Achieve Ingrid’s Marketing Goal?

• Her business will be highlighted on Google Maps, with the option for customers to see her product line there.
• Her ads will appear above and below search results when people search for related keywords.
• A video summary of her product line will be automatically generated by the system and placed on YouTube.
• Her ads will serve on website content related to her business or her customers’ interests, based on her targeting decisions.

Three Core Principles, Focused On Helping Businesses Reach Their Online Potential, Are The Foundation For Google Ads. The First Of These Is Relevance. Google Ads Connects Businesses With The Right People At The Right Time. Upon Which Other Principles Was Google Ads Built?

• Control and results
• Credits and context
• Options and tracking
• Profit and privacy

===

Emmy is the marketing director of a large marketing team, looking to reach an audience at scale through Smart Display campaigns.
How might Smart Display campaign reporting help Emmy?

• In addition to standard Google Ads reporting, it provides reports that facilitate broad, strategic ad management.
• Its summary report provides executive summaries of total cost and bidding.
• It provides “recommended insights,” which are focused on Topic Targeting.
• Its reporting functionality includes exclusive placement reports designed for high-level advertising strategies.

A marketer is keeping track of the revenue generated by his campaigns. He wants to get a specific return for his ad spend.
Which type of automated bidding strategy will meet his needs?

• An awareness-based bidding strategy
• A conversion-focused bidding strategy
• A consideration-focused bidding strategy
• A revenue-focused bidding strategy

What’s an advantage of the reach of Responsive Display Ads?

• They automatically adjust your creative asset’s size, appearance, and format to fit just about any native or non-native ad slot.
• They automatically adjust your creative asset’s size, appearance, and format to meet your exact branding requirements.
• They allow you to manually adjust their size, appearance, and format to meet your exact branding requirements.
• They allow you to manually adjust your creative asset’s size, appearance, and format to fit just about any native or non-native ad slot.

Which type of automated bidding strategy is enhanced cost-per-click (ECPC)?

• Conversion-focused bidding
• Revenue-focused bidding
• Awareness-based bidding
• Consideration-focused bidding

Why should campaigns with different marketing objectives be separated into different Performance Planner plans?

• So that spend is not reallocated between two different marketing objectives
• To avoid any potential keyword duplicates between different marketing objectives
• So that seasonal trends can be better identified for each individual marketing objective
• To prevent campaigns from becoming “Limited by Budget”

Brian owns a company that makes inexpensive replacement parts for bicycles. He’s ready to increase the scale of his business and wants to use Google Display Ads to drive sales.
Which feature of a Google Display Ads will help Brian achieve his business objectives?

• His ads can enable customers to purchase his products directly from within the ad.
• His ads can appear on Google Search results when customers are searching for specific search terms.
• His ads can contain proprietary formatting that allow him to precisely demonstrate how his products work.
• His ads can appear on websites relevant to bicycles, and therefore connect him to his potential audience.

Adam has determined that “Drive action” is the appropriate marketing objective for his new Display campaign.
What are two relevant options he might use to reach his goal? (Choose two.)

• Affinity Audiences
• Standard remarketing
• Demographic targeting
• Custom Intent audiences
• Dynamic remarketing

What are two ways Google Ads can fuel your business goals? (Choose two.)

• Increase online, in-app, in-person, and over-the-phone sales.
• Enable premium membership subscriptions.
• Reach more users by placing ads on all search engines.
• Get more of the right people to visit your website.
• Cap the number of ads you pay for, based on your business.

Maria has been told that she should use the Performance Planner on a monthly basis.
Why should she do so?

• To check for status issues
• To review new keyword opportunities
• To react to ever-changing external factors
• To analyze demographic performance

Marisol manages the online advertising campaigns for a chain of toy stores with both a physical and an online presence.
Which Google Ads campaign should Marisol use to show images of her products, advertise her company’s online and local inventory of toys, and boost traffic to their website and local toy stores?

• Search
• Shopping
• Video
• Display

Samira recently opened an online potted plant store and needs to promote it. She has chosen Google Ads because it offers advertisers different campaign types that determine where ads will appear and in what format they will display when viewed.
What Google campaign type will help her reach her most valuable audiences?

• App campaigns, which can increase engagement, app installs, and even in-app actions, such as ordering her products.
• Television campaigns, which promote her products directly to consumers while they are watching their favorite network and cable TV programs.
• Social Media campaigns, which showcase her products to users while they browse their favorite social media platforms.
• Shopping campaigns, which promote her products by giving consumers detailed information about what she is selling before they click her ad.

Hubspot Salesforce Integration Certification Answers 2025

Learn how to plan, implement, troubleshoot, and maintain the Salesforce integration for clients.

• There are 60 questions.
• The exam takes about 1 hour to complete.
• You must answer 45 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to complete the exam.

Some questions:

What property does HubSpot use to deduplicate records?

• Street address
• Company name
• Phone number
• Email address

Integration user, Shonda Rimes, discovers several contacts that have two separate records in Salesforce. In order to deduplicate these records and continue syncing HubSpot data through the integration, which record should she choose as the master record?

• The synced record
• The original Salesforce record
• Both records
• Either one; it doesn’t matter

Select all that apply. As a general rule, contacts will not sync to Salesforce if they:

• Do not have an email address.
• Do not associate with another record in the system.
• Do not meet the criteria for your Salesforce inclusion list.
• Do not meet any validation rules that you have set up in Salesforce.

Which of the following actions triggers an API call?

• Importing a new list of leads into HubSpot
• Sending an email through HubSpot
• Updating a syncing property or field
• All of the above

True or false? It’s possible to connect one HubSpot account to multiple Salesforce instances using the HubSpot integration.

• True
• False

Fill in the blank. To make it easier to troubleshoot the change log, the integration user should be___.

• the system admin’s account.
• any employee’s account.
• a separate account with its own permissions.
• the CEO’s account.

In which direction does selective sync limit data flow?

• From HubSpot to Salesforce
• From Salesforce to HubSpot
• To and from HubSpot and Salesforce
• None of the above

Select all that apply. Which of the following are capabilities of flexible associations?

• They can sync to Salesforce.
• They can associate more than one company record with a contact.
• They can assign multiple companies on deals and tickets.
• They can be used in filters, automation, and reporting.

Your client’s sales team is constantly updating records in Salesforce with new information. The marketing team doesn’t need to make as many changes. Which sync rule should they use?

• Prefer Salesforce unless blank
• Two-way
• Always use Salesforce
• Don’t sync

True or false? Syncs triggered after a client hits the API limit will pause and queue until after the limit resets.

• True
• False

Why is it important to sync only necessary data to HubSpot?

• Too many records will break the sync.
• Too many syncs will dilute the data.
• Too many records will confuse the team.
• Too many syncs will exceed the API limit.

Your client owns two sister companies, and the marketing team is responsible for managing one of their campaigns in HubSpot. Based on this information, which is the best tool to limit sync between Salesforce and HubSpot?

• Inclusion lists
• Sync rules
• Selective sync
• Custom automation

True or false? A client’s API call limit is shared by all of the applications integrated with Salesforce.

• True
• False

Your client is a B2C organization that wants to collect more information about its customers. Which Salesforce object is the best fit for this information?

• Contacts
• Accounts
• Person Accounts
• Leads

Which of the following statements about HubSpot campaigns are true? Select all that apply.

• They track assets and content, allowing you to measure marketing impact.
• They enable users to design, launch, and track marketing efforts.
• They can contain all assets without contacts.
• They don’t deliver the marketing campaign; they track who experienced it.

The Salesforce accounts object maps to which object in HubSpot?

• Contacts
• Tickets
• Deals
• Companies

In which direction do inclusion lists limit data flow?

• To and from HubSpot and Salesforce
• From Salesforce to HubSpot
• From HubSpot to Salesforce
• All of the above

Which of the following steps are a part of the Salesforce integration process? Select all that apply.

• Clean and plan the data mappings.
• Install the integration.
• Import the Salesforce data.
• Compare the Salesforce integration to other tools.

True or false? If you install the Salesforce integration, it’s important to not sync every piece of data.

• True
• False

Which of the following questions do clients need to answer as they fill out the planning spreadsheet? Select all that apply.

• What are our existing HubSpot properties/Salesforce fields?
• Who will be responsible for maintaining the integration?
• What job will this data perform?
• In which direction will the data sync?

True or false? It’s not possible to bulk create custom properties.

• True

• False

Your client mentions that they want to use the Salesforce integration to increase communication because their marketing and sales teams are misaligned. This information best represents which pillar of the discovery call framework?

• Challenges, goals, and plans
• Timeline, consequences, and implications
• Budget and authority
• None of the above

Your client’s CTO mentions that they want to invest in the Salesforce integration next quarter. They’ve appointed the Salesforce administrator to make decisions. This information best represents which pillar of the discovery call framework?

• Challenges, goals, and plans
• Timeline, consequences, and implications
• Budget and authority
• None of the above

Which of the following options is a safe place to test the Salesforce integration?

• Your own portal
• Your client’s portal
• A fake portal
• Your demo portal

Which of the following Salesforce objects will not be deduplicated by HubSpot?

• Leads
• Deals
• Contacts
• Accounts

True or false? If your client has issues with selective sync, they should reach out to Salesforce support.

• True

• False

Fill in the blank. HubSpot deduplicates Salesforce contacts and leads by matching _____.

• email addresses
• names
• ID numbers
• IDs

Select all that apply. HubSpot deduplicates Salesforce companies by matching:

• account IDs
• associated contacts
• email addresses
• names

The Salesforce integration’s sync health settings dashboard allows you to take which of the following actions? Select all that apply.

• Limit what syncs between systems
• Decide how each system should respond to updates in the other
• View all of your data in one place
• Control record updates at a granular level using property mappings

True or false? If you have multiple page layouts, you must add the Visualforce window to each page layout you want to display the window on.

• True

• False

What are your support options if you encounter a problem with Salesforce selective sync? Select all that apply.

• Reach out to HubSpot support
• Reach out to Salesforce support
• Contact HubSpot Pro Services
• Read knowledge base documentation

Why would you need to conduct a custom setup of the Salesforce integration during the installation process?

• Your client is unsure of how to map their fields.
• Your client already uses a lot of custom mappings.
• Your client’s business model is unique.
• Every client’s installation should be a custom setup.

Will the integration continue to function if a field mapping has a warning error?

• No, the integration will stop syncing.
• No, you should delete the mapping.
• Yes, but it’s important to take action quickly.
• Yes, and it’s fine to ignore it.

True or false? If you create a custom property type in HubSpot, it will sync once a sync is triggered.

• True

• False

Fill in the blank. ______ can be HubSpot inclusion lists since they dynamically update as records meet or don’t meet the criteria.

• Active lists
• Static lists
• Email marketing lists
• Sequence list

Fill in the blank. If you need immediate access to a custom object after you turn on a sync, you can ______.

• wait 15 minutes
• make an inclusion list
• duplicate the records
• conduct an import of the custom object

True or false? The Salesforce integration deduplicates HubSpot deals.

• True
• False

True or false? It’s possible to import custom objects.

• True

• False

Where in the Salesforce integration can you find information about sync errors?

• The sync health dashboard
• The sync settings tab
• The sync direction header
• The HubSpot to Salesforce subheader

True or false? The Salesforce integration can delete data from Salesforce.

• True
• False

Which of the following does not trigger a property mapping error?

• The property and field types are not compatible.
• There are duplicate records.
• The property or field has been deleted.
• A Salesforce reference field mapping needs to be created.

True or false? Creating an inclusion list will automatically sync the list to Salesforce.

• True
• False

Your client wants to identify which Salesforce lead is syncing with a HubSpot contact. Which property do you need to check?

• Lead ID
• Contact record owner
• Contact name
• Contact ID

What condition must be true for a HubSpot company to automatically sync to Salesforce?

• The HubSpot company is associated with a HubSpot contact syncing with a Salesforce lead.
• The HubSpot company is associated with a HubSpot contact syncing with a Salesforce contact.
• The HubSpot company has no associated contacts in Salesforce.
• The HubSpot company has different associated contacts in HubSpot than in Salesforce.

True or false? If you save a copy of the Salesforce package’s data when you uninstall the integration, you can restore it if necessary.

• True

• False

Your client reports that they have a lot of duplicate company records appearing in their system. What action item should you complete to diagnose the problem?

• Check the company’s related contacts and associations for 1:1 matches in both systems.
• Make sure the timeline sync settings checkbox is checked.
• Check the Salesforce lead ID or contact ID property history.
• Reassign the company to a new owner.

True or false? Events will only sync to Salesforce if sync was enabled when the events were logged.

• True

• False

When merging duplicate Salesforce contacts, which action is a best practice?

• Delete the Salesforce records.
• Push the HubSpot records to Salesforce.
• Select the oldest Salesforce record as the primary record.
• Select the Salesforce contact record currently syncing with HubSpot as the primary record.

Which of the following issues does not cause a property mapping error?

• Incorrectly mapped properties
• Deleted properties or fields
• Invalid email addresses
• Non-existent Salesforce reference field mappings

True or false? It’s possible to merge duplicate HubSpot companies with the Salesforce integration installed.

• True
• False

If your client reports an error, what is the first step you should take?

• Resync the records.
• Check the knowledge base documentation.
• Look for patterns in the records.
• Collect more information from the client.

True or false? It’s possible to send Salesforce integration error email updates to more than one person.

• True

• False

How many integration goals should the client target after the maintenance call?

• 7-10
• 3-5
• 2-3
• 1

Which HubSpot tools become more powerful when they have access to more data? Select all that apply.

• Reporting
• User permissions
• Segmentation
• Workflows

True or false? If you market your products to people in the EU, you have to be GDPR compliant.

• True

• False

Which of the following is not a monthly Salesforce integration maintenance task?

• Making sure all new properties and fields are syncing
• Conducting an integration maintenance call
• Checking updated fields and properties to make sure they match
• Ensuring inclusion lists are up to date

What are the elements of a strong action plan? Select all that apply.

• A 3-4 sentence summary with specific tasks
• A task owner
• A deadline
• Screenshots

True or false? Installing the Salesforce integration requires regular checkups and maintenance.

• True

• False

Your client is unable to sync new companies. Which of the following questions will yield the most actionable information about the problem?

• Is the object enabled to sync?
• Did the client hit the sync button?
• Who changed the record last?
• Where does the record live?

Your client opened a new channel of lead intake and flooded their inclusion lists with a host of new syncing contacts. How can they solve this problem to limit who syncs with Salesforce and stay within their API limit?

• Delete the contacts.
• Updating the inclusion list sync criteria.
• Allocate more API calls to HubSpot.
• Do nothing; this problem cannot be resolved.

A few years ago, your client hired a Salesforce engineer to customize their org. As a result, they rely on complex automation to format their data. Which sync rule should they use if they want to use the Salesforce integration?

• Prefer Salesforce unless blank
• Two-way
• Don’t sync
• Always use Salesforce

Select all that apply. Which of the following data types do not sync using the Salesforce integration?

• Contacts
• Email attachments
• Lookup fields
• Deals

How frequently does the API check for new information that needs to sync?

• Daily
• Every minute
• Hourly
• Every 15 minutes

Fill in the blank: GDPR stands for ______.

• General Data Program Regulation
• General Data Policy Regulation
• General Data Protection Regulation
• General Data People’s Regulation

Your client is experiencing some issues with HubSpot deals syncing to Salesforce opportunities. When you examine the sample records, you notice that the opportunities are not assigned to a sales process. What action step should you take?

• Delete the opportunity.
• Create a new opportunity.
• Reassign the opportunity to a sales process.
• Check the Salesforce lead ID.

Which of the following actions resolve API limit issues? Select all that apply.

• Uninstalling the integration
• Adjusting the number of calls allotted to HubSpot
• Creating and syncing inclusion lists
• Configuring and syncing selective sync

What are some potential causes of an import error? Select all that apply.

• Invalid domains
• Invalid emails
• Too many records
• Too many data types

Which of the following is an example of a custom code solution? Select all that apply.

• Automation
• Workflows
• Sync rules
• Validation rules

If you uninstall the integration and have contacts, companies, or deals in HubSpot assigned to Salesforce-only users, what is the best practice to proceed?

• Delete them
• Import them
• Reassign them
• Sync them

True or false? If you want to uninstall the Salesforce integration, you can just delete it.

• True
• False

Fill in the blank. If you map a custom property that already contains a lot of data, you need to ___ in order to sync that information without hitting the API limit.

• sync immediately
• sync gradually
• do nothing
• input the data

True or false? You can connect only one Salesforce instance per HubSpot account.

• True
• False

Which order of operations is the best practice for installing the Salesforce integration?

• Install the integration, import data from Salesforce to HubSpot, clean the data, set boundaries to limit data flow
• Set boundaries to limit data flow, install the integration, import data from Salesforce to HubSpot, clean the data
• Import data from Salesforce to HubSpot, install the integration, clean the data, set boundaries to limit data flow
• Clean the data, install the integration, import data from Salesforce to HubSpot, set boundaries to limit data flow

On your discovery call, your client mentions that they need to integrate HubSpot with Salesforce before their Salesforce contract expires in six months. This information best represents which pillar of the discovery call framework?

• Challenges, goals, and plans
• Timeline, consequences, and implications
• Budget and authority
• None of the above

What client use cases can lengthen the installation timeline? Select all that apply.

• Building a new process or business unit
• Syncing standard objects
• Syncing custom Salesforce fields
• Cleaning dirty data

Fill in the blank. The _____ is the Salesforce user whose credentials are used to log into Salesforce.

• integration user
• Salesforce user
• default user
• primary user

True or false? A person can be an account, lead, or contact in Salesforce, whereas a person can only be a contact in HubSpot.

• True

• False

What HubSpot edition is required to create and sync custom objects?

• Professional
• Starter
• Enterprise
• Corporate

Your client makes journals for teens. In their HubSpot database, they want to send separate emails to parents. Which HubSpot feature will allow them to specify this relationship between records?

• Contacts
• Labels
• Custom properties
• Flexible associations

How does HubSpot differentiate between a contact and a lead within HubSpot?

• Lifecycle stage property
• Buyer’s journey property
• Deal stage property
• Contact owner property

Which of the following are complex tasks a client may prefer to keep in Salesforce? Select all that apply.

• Complex custom automation
• Custom objects
• Workflows
• Syncs

Salesforce campaigns most closely resemble which HubSpot tool?

• Lists
• Campaigns
• Emails
• Reporting

Select all that apply. Which of the following issues may require correction in Salesforce?

• Data that is not formatted.
• Data that is missing elements.
• Data that is old.
• Data that is incorrect.

True or false? Deduplication happens automatically in Salesforce.

• True
• False

The HubSpot deals object maps to which object in Salesforce?

• Leads
• Notes
• Opportunities
• Functions

Your client is experiencing a sync error, and they send you an explanation of what’s happening and what they expect to happen. What additional information do you need to request? Select all that apply.

• Links to impacted records
• A screenshot of the sync health dashboard
• The name of the person experiencing the error
• Links to the integration settings page

It’s a best practice to assign the Salesforce integration maintenance worksheet to:

• the client’s IT lead.
• the client’s Ops lead.
• the client’s Salesforce administrator.
• the client’s marketing team.

Which of the following integration maintenance tasks should occur on a weekly basis? Select all that apply.

• Check the integration dashboard.
• Monitor API calls and usage.
• Read error alert emails.
• Check updated properties and fields to make sure they match.

Which of the following is not a component of a Salesforce integration user?

• Role
• Profile
• Boundaries
• User

Which of the following tasks is not your responsibility during a discovery call?

• Explaining how the integration works
• Talking the client through the mapping process
• Implementing the integration immediately
• Highlighting the role of the integration user

HubSpot Sales Hub Demo Answers

• There are 40 questions.
• The exam takes about 40 minutes to complete.
• You must answer 30 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to complete the exam.

Some questions:

According to this course, which of the following is NOT a benefit of sending a timely follow-up email after a solution demo call?

• You can reinforce the positive outcome of objections.
• You can recommend undiscussed paid services and packages.
• You can summarize the most important aspects of the solution demo call.
• You can provide additional resources.

Scenario: Solutions Partner Sofia completed a successful solution demo call with her main point of contact, Prospect Peter, and five additional stakeholders. She chose to send a follow-up email only to Prospect Peter. According to this course, what benefits is she missing by excluding the five additional stakeholders from the follow-up email? Select all that apply.

• Each stakeholder can see that what was discussed in the solution demo call is reinforced in the email​.
• She demonstrates how she educates and solves for the prospect.
• Each stakeholder has access to the same, valuable information.
• She saves time by not needing to include a summary of the conversation because each stakeholder was present for the call.
• She expands the opportunity to talk with more stakeholders and garner more buy-in​.

Scenario: You’re writing a solution demo follow-up email to a prospect and want them to easily pull value from the content you’re including. According to this course, what framework can help you do this?

• Tell-Show-Tell
• LAER®
• CGP, TCI, & BA
• Value-based

Which steps are NOT part of the value-based demo follow-up message? Select all that apply.

• Select who to send the email to
• Choose a clever emoji for the subject line
• Write the subject line
• Write an outline of what’s included in the email
• Write your opening
• Summarize the email
• Close the email

Scenario: Prospect Peter describes the following challenge during a discovery call: “My sales team spends more time trying to get the data into the system than they do on the phones.” Which HubSpot product theme does Prospect Peter’s challenge align with?

• Content
• Messaging
• Automation
• Reporting
• Data

Scenario: Your prospect describes their company and growing sales team to you during a discovery call. Their sales organization has three separate teams, various levels of managers within each team, and an advanced and complex tech stack. They plan to scale their teams to over 30 members. According to this course, which Sales Hub package would best fit this prospect’s needs?

• Sales Hub Free
• Sales Hub Starter
• Sales Hub Professional
• Sales Hub Enterprise

True or False? When completing the “Choosing the Right Solutions and Services” worksheet, you should write down what task(s) a tool can do for a prospect in the “Sales Hub Tool/Feature Value” column.

• True. It’s most important to describe to a prospect what tasks each specific tool can accomplish.
• True. The purpose of the demo is to showcase all Sales Hub tools and what they can do.
• False. You should write how the tool can help salve the prospect’s unique problems and meet their needs.
• False. You shouldn’t explain the value of a tool in the worksheet and during the solution demo call.

Fill in the blank: You should populate your HubSpot demo account with ______ in order to showcase the real-life application of HubSpot to your prospect and keep your real customers’ data safe.

• Demo data
• Generator data
• Client data
• Prospect data

Scenario: You’re explaining the benefits of a HubSpot demo account to your colleague. According to this course, which of the following benefits could you include in your explanation? Select all that apply.

• Create a demo account using all of your customers’ data.
• Showcase the real-life application of HubSpot during a demo.
• Expand the amount of customer data your company can collect in HubSpot.
• Keep your customers’ and business’ information private.
• Create a demo account that aligns with your buyer persona(s).

Which of the following are the five core inbound sales services outlined in this course? Select all that apply.

• Foundational sales services
• CRM implementation
• Sales effectiveness
• Sales and marketing alignment
• Sales enablement
• Sales growth
• Sales coaching

According to this course, which of the following are purposes of the discovery stage? Select all that apply.

• To understand how a business makes money
• To understand what the business’ growth plans are
• To understand the business’ sales activities and exit criteria
• To understand the business’ quantifiable goals and challenges
• To understand the business’ decision-making process

Fill in the blank: The solution demo stage is _______ the business considerations stage and _______ the discovery stage.

• Before, before
• After, before
• After, after
• Before, after

Which of the following are discovery stage sales process activities? Select all that apply.

• Identify services to recommend
• Identify the prospect’s business model​
• ​Identify specific business goals and challenges​
• Identify a compelling use case​
• ​Identify a comprehensive solution
• Identify the prospect’s decision-making process and decision-makers​

True or False? There are four exit criteria you need to meet to leave the discovery stage.

• True. These include: (1) Compelling event established, (2) decision-making process identified, (3) competition identified, and (4) investment acknowledge.
• False. There are five exit criteria you need to meet to leave the discovery stage.  These include: (1) Quantifiable business goals and pain identified, (2) compelling event established, (3) decision-making process identified, (4) competition identified, and (5) investment acknowledged.
• True. These include: (1) Quantifiable business goals and pain identified, (2) compelling use case written, (3) decision-making process identified, and (4) competition identified.

In the CGP, TCI, & BA framework, consequences are:

• The positive things that result from taking action
• The bad things that result from inaction
• The results of a discovery call
• The choices a prospect can make after a discovery call

True or False? You should NOT identify the prospect’s budget and authority during the “explore” step of the discovery call.

• True. It’s too early in the relationship to discuss budget and authority.
• False. Identifying the prospect’s budget and authority are critical to qualifying a prospect and understanding if and how you can help them.
• True. Budget and authority are discussed during the “recommend” step of the discovery call.
• False. Identifying the prospect’s budget and authority should be established first during the “explore” step of the discovery call.

Scenario: Solutions Partner Sofia is leading a discovery call with Prospect Peter. She asks him, “What specific initiatives are you doing to achieve your goals?” What aspect of the CGP, TCI, & BA framework is Solutions Partner Sofia exploring?

• Challenges
• Consequences
• Goals
• Implications

Scenario: Solutions Partner Sofia is in the “summarize and position” portion of the discovery call with Prospect Peter. She has just summarized Prospect Peter’s most critical challenges. What should she do next?

• Link challenges to business goals
• Explain Sales Hub’s pricing and packaging
• Recommend a full solution
• Close the call and schedule a follow-up meeting

Exit criteria are:

• The activities your prospect needs to complete before a value-based demo
• The criteria needed to complete the CGP, TCI, & BA framework
• The outcomes needed to complete one stage and move to the next in the sales process
• The criteria needed to produce a quote for the prospect

True or False? Sales process activities are a framework for how to think about what you need to gather from a prospect during each stage of the sales process.

• True

• False

True or false? Objection handling is when a prospect presents a concern about the product/service a salesperson is selling, and the salesperson responds in a way that addresses those concerns and reconciles them in order to move the deal forward.

• True

• False

Fill in the blank: _______ are a prospect’s concerns related to the cost of a product or your services.

• Price objections
• Refusal objections
• Services not needed objections
• Competitor objections

Fill in the blank: ____________ is an objection a prospect makes that isn’t actually what they’re hesitant about.

• Opaque objection
• Deflection objection
• False objection
• Hidden objection

Scenario: Your sales team is currently tracking the following information about your prospects’ objections: the prospect persona, the objection, and the solution you recommended. According to this course, which of the following key pieces of information should your team also track about your prospects’ objections? Select all that apply.

• The common goal related to the objection
• The time of the objection
• The common challenge that impedes the goal
• The LAER® process used to handle the objection

True or false? The “explore” step of the LAER® method is where you’ll uncover the true meaning behind the prospect’s objections by seeking clarification and understanding with a question.

• True. You should uncover the true meaning behind the prospect’s objections and offer a recommendation, alternative solution, or next step to address the objection during the “explore” step.
• False. You uncover the true meaning behind the prospect’s objections during the “listen” step.
• True. Uncovering the true meaning behind the prospect’s objections during the “explore” step enables you to move on to the final step: “respond.”
• False. You should uncover the true meaning behind the prospect’s objections by seeking clarification and understanding during the “acknowledge” step.

True or false? You should NOT proactively seek out objections from a prospect during a solution demo call.

• True. You should wait until the prospect surfaces an objection and then respond with a rebuttal.
• False. You should not wait for a prospect to surface an objection and, instead, anticipate them or proactively ask questions to surface them.
• True. You should not proactively seek out objections because the prospect may not have any and you don’t want to cause new problems.
• False. You should only ask the prospect at the beginning of each call about objections they have in order to give them one chance to surface their concerns.

“Our team has the internal expertise and bandwidth to implement this solution,” is an example of what type of common objection theme?

• Product fit
• Refusal
• Competitors
• Price
• Services not needed

True or false? The LAER® method should only be used to handle objections for specific HubSpot packages.

• True
• False

The seven stages of the HubSpot sales process are:

• Connect, Discovery, Value-Based Demo, Business Considerations, Pricing and Terms, Legal Review, Closed Won
• Connect, Discuss, Solve, Business Development, Pricing, Legal Review, Closed
• Challenge, Discovery, Solve, Business Considerations, Pricing and Terms, Out for Signature, Closed Lost
• Connect, Discovery, Solution Demo, Business Considerations, Pricing and Terms, Out for Signature, Closed Won

Fill in the blank. The value-based demo is a critical part of the ______ stage in the HubSpot sales process.

• Solution Demo
• Connect
• Solve
• Discovery

True or false? The value-based demo should occur after you complete the Connect and Discovery stages of the HubSpot sales process

• True. The value-based demo should occur after the Connect and Discovery stages during the Business Considerations stage.
• False. The value-based demo should always occur during the Discovery stage to close the deal as soon as possible.
• True. The Connect and Discovery stages will help inform the value-based demo during the Solution Demo stage.
• False. The value-based demo isn’t a necessary part of the HubSpot sales process.

Fill in the blank. The __________ is an agreed-upon process used to move a deal forward to close and increase the likelihood of that happening.

• HubSpot sales process
• HubSpot value proposals
• HubSpot Solutions Partner process
• HubSpot solution demo process

A value-based demo is:

• A one-size-fits-all demonstration of how a product or software works. It’s valuable because it allows you to lead numerous demos without any preparation.
• A demonstration of a product or software’s offerings and costs. It demonstrates value by showcasing only the pricing packages and the tools and features available in each.
• A personalized demonstration of how a product or software works. It demonstrates value by showcasing only the tools and functionalities that address the prospect’s critical goals and challenges.
• A demonstration of a product based entirely on the use cases of former prospects and customers. It demonstrates value by showcasing the tools and functionalities your other prospects used in the past.

True or false? Mapping a solution to the prospect’s pain points and goals should be the activity that is the main focus of the solution demo call.

• True

• False

Which of the following are part of wrapping up a solution demo call? Select all that apply.

• Summarize the prospect’s pain points, goals, and how HubSpot and your services address them.
• Confirm with the prospect that HubSpot and your team’s services meet their business needs.
• Allow the prospect to ask questions
• Gather legal and financial documentation for the business consideration stage
• Solidify next steps

True or false? When leading a value-based demo, you should highlight as many tools, features, and services as possible.

• True. The value of this approach is that you highlight every possible tool, feature, and service to make as much money as possible.
• False. You shouldn’t highlight services that your company can provide during the value-based demo.
• True. The more tools, features, and services you demonstrate, the more value the prospect will see.
• False. You should only demo the tools, features, and services that address the prospect’s highest priority pain points and goals.

Scenario: Your teammate is practicing their solution demo call for a prospect. They have multiple disorganized tabs opened on their screen, some of which are not related to the demo. What tip would you give them to improve their value-based demo?

• None. The prospect won’t notice that your tabs are disorganized.
• Organize, sequence, and save your tabs ahead of time and remove any unrelated tabs.
• You shouldn’t have multiple tabs on the screen.
• Remove any unrelated tabs; however, there’s no need to organize or sequence the demo tabs.

Which of the following are steps in the “Tell-Show-Tell” framework? Select all that apply.

• TELL the prospect what you’re going to show them and describe the problem it solves.
• SHOW the prospect the tool or feature.
• SHOW the prospect the price of each recommended package and service.
• TELL the prospect what you just showed them and how it benefits each stakeholder.

What are tie-down questions?

• Questions that result in the prospect’s verbal commitment to the recommended HubSpot package and services.
• Short questions at the beginning of a solution demo call that confirm the prospect’s challenges and goals.
• Short questions you add to statements throughout your demo to get the prospect actively engaged in the conversation.
• A series of questions that lead to cross-sells and up-sells.

Scenario: Solutions Partner Sofia just opened a solution demo call with a prospect. She began the conversation by explaining all of the tools and features included in Sales Hub Professional. What can she do to improve the opening of her call? Select all that apply.

• Review the prospect’s CGP, TCI, and BA as well as the agenda

• Engage each attendee to build rapport

• Stay focused on the prospect’s needs

• Include the pricing for Sales Hub Professional

Scenario: Your prospect raised several objections during your solution demo call. You successfully handled and managed each objection but you want to include links to multiple resources in your follow-up email to reinforce the positive outcome of each objection. According to this course, what best practices should you use to include these links in your email? Select all that apply.

• Use the LAER® methodology to outline the objections and resources.
• Provide context for the link with the Tell-Show-Tell framework.
• Provide context for the link with the value-based framework.
• Provide descriptive text for the link.
• Use bullet points to organize and visually break up the content.

True or False? The critical elements of customer experience management are HubSpot Product Themes.

• True. The HubSpot Product Themes include content, messaging, alignment, analytics, and data.
• True. HubSpot Product Themes are also known as the primary colors.
• False. The critical elements of customer experience management are HubSpot Customer Themes.
• False. The critical elements of customer experience management are Critical Customer Themes.

Which of the following are NOT HubSpot Product Themes? Select all that apply.

• Connecting
• Content
• Messaging
• Analyzing
• Reporting
• Data

Fill in the blank: Your prospect needs _______ to perfect sales forecasting, performance coaching, and to identify new opportunities.

• Content
• Messaging
• Automation
• Data
• Reporting

The following Sales Hub tools can be used to deepen relationships:

• Email sequences, Gmail and Outlook integrations, and calling features
• Pipeline management, rep productivity performance, and task automation
• Playbooks, quotes, and forecasting
• Meeting scheduling, 1:1 video, and live chat

Fill in the blank: _____ is NOT one of the five steps of a strong discovery call.

• Open the call
• Recommend a full solution
• Explore
• Summarize and position
• Recommend
• Close the call

Fill in the blanks: CGP, TCI, & BA stands for: _______, Goals, ______, Timeline, Consequences, Implications, Budget, and ________.

• Challenges, Plans, Authority
• Choices, Processes, Analytics
• Challenges, Processes, Alignment
• Challenges, Priorities, Alignment

Scenario: Solutions Partner Sofia has met the following exit criteria during the discovery stage: (1) Quantifiable business goals and pain identified, (2) Compelling event established, (3) Competition identified, and (4) investment acknowledged. Is she ready to move to the next stage in the HubSpot Sales Process?

• Yes. Solutions Partner Sofia has completed all four discovery stage exit criteria.
• No. Solutions Partner Sofia needs to identify a point of contact at the prospect’s organization.
• Yes. Solutions Partner Sofia is ready to move to the Business Considerations stage.
• No. Solutions Partner Sofia needs to identify the prospect’s decision-making process.

Fill in the blank: LAER® stands for _____, ______, Explore, Respond.

• Listen, Advise
• Listen, Acknowledge
• Learn, Acknowledge
• Lead, Answer

The four common prospect objection themes are:

• Product fit, competitors, refusal, price
• Bandwidth, buy-in, competitors, services not needed
• Price, product fit, competitors, services not needed
• Price, refusal, schedule, product fit

Scenario: You’ve just completed a value-based demo of Sales Hub for a prospect. The prospect responds: “Thanks for your time, but I don’t think Sales Hub will work for us. Our sales team has a unique structure and process.” This response is an example of what type of common objection theme?

• Services not needed
• Product fit
• Competitors
• Refusal
• Price

True or false? The Connect stage is when you provide an in-depth solution for the prospect’s challenges and goals.

• True
• False

Scenario: Solutions Partner Sofia has met the following exit criteria: (1) agreement that her services meet the prospect’s needs, (2) competitor comparison conducted, and (3) confirmation on next steps and decision-making process. Which exit criteria must she still meet to move on from the solution demo stage?

• Confirmation of prospect’s challenges and goals
• Agreement on which option(s) to move forward with
• Confirmation of billing cycle and contract
• Confirmation of stakeholder communication

According to this course, which of the following are tips and best practices for preparing for a solution demo call? Select all that apply.

• Don’t practice — keep your value-based demos organic and spontaneous.
• Set, send, and confirm the solution demo invitation and agenda.
• Save and organize your tabs.
• Remove distractions.
• Ask each attendee to join the solution demo call with their microphones muted.

True or false? According to this course, three expert tips for wrapping up your solution demo call are: confirm value, leave time for questions, and set expectations.

• True

• False

You should follow up with a prospect within _________ after a solution demo call.

• 48 hours
• One business week
• 12 hours
• 2 hours

Scenario: You’ve completed a discovery call with your prospect and determined that they’re a great fit for Sales Hub. Now, you want to find more in-depth information about add-ons and limit increases for Sales Hub Enterprise. Which HubSpot resource provides this information?

• HubSpot Pricing Page
• Why Go HubSpot Page
• HubSpot’s Product & Services Catalog
• HubSpot’s Feature Page

True or false? The Business Considerations stage is where you assess mutual fit by digging deep into the prospect’s business goals and challenges.

• True
• False

Which of the following is NOT a solution demo activity?

• Reconfirm the pain points, challenges, and goals for all stakeholders.
• Map a solution to the prospect’s pain points and goals.
• Outline and negotiate legal and business agreements.
• Reconfirm the prospect’s decision-making process.

True or false? According to this course, the recommended subject line format for a follow-up email is: [What’s inside the email] | [Names of stakeholders on the call].

• True. The subject line should indicate what the recipient can expect from the email and who participated in the solution demo call.
• True. The subject line should include the title of each resource inside the email as well as the first and last name of each stakeholder on the solution demo call.
• False. The subject line should include: [Clever subject line] | [Emoji] to catch the attention of the recipient.
• False. The subject line should include: [Who/What the event was] | [What’s inside the email] to provide clear context for the recipient.

Google Ads Creative Certification Answers 2025

Google Ads Creative certification is one of the most recent certification programs available in Google SkillShop. An official exam page is here. During the exam you get 50 questions, but keep in mind that this exam contains much more possible questions (over 150). Some questions sound very similar, so pay attention to details while passing this exam. With our file you can easily achieve 100% correct score. Guaranteed.

Some questions:

You manage in-house marketing for a travel app company and are looking to develop assets for their app campaign. Which of the following assets follows guidance for standing out with high quality images?

An aerial photo of a travel destination with the logo overlayed
An action shot taken directly from the app
An image of a plane in the sky with lots of blank space
A zoomed out image of travelers enjoying a destination

You’re creating a video ad with a purpose to ask people to take action. Which technique would best support that goal?

Provide multiple options for how viewers can take action.
Include a generic call-to-action (CTA).
Keep audio to a minimum so viewers focus on the call-to-action (CTA).
Include a specific call-to-action (CTA).

Which aspect ratios are accepted for image assets in app campaigns?

1:1 and 1.91:1 only
1:1, 1.75:1, and 4:5
1:1 and 1.75:1 only
1:1, 1.91:1, and 4:5

What’s the difference between traditional and emerging story arcs?

The traditional story arc brands right away and ends with a climax, whereas the emerging story arc starts low and unexpectedly shifts to the climax right away.
The traditional story arc starts low and unexpectedly shifts to the climax right away, whereas the emerging story arc brands right away and ends with a climax.
The traditional story arc builds slowly to a climax and brands at the end, whereas the emerging story arc starts off high and has unexpected shifts to keep viewers watching.
The traditional story arc starts off high and has unexpected shifts to keep viewers watching, whereas the emerging story arc builds slowly to a climax and brands at the end.

Which technique should you use when creating a video ad with an awareness objective?

Let the product shine, and be different, yet simple.
Make people core to the story and be different, yet simple.
Let the product shine and put the brand front and center.
Make people core to the story and keep branding subtle.

You’re creating a video ad for a spa and your goal is to drive reservations through the spa’s website. Which call-to-actions (CTAs) should you use in the ad?

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Which of these accurately describes Google’s experimentation tool?

It’s a powerful testing tool that helps boost campaign performance for a small additional cost.
It’s a powerful testing tool that uses a simulated ad environment to determine which creative or audiences will perform best.
It’s a powerful testing tool that shows all users two versions of an ad so you know which people prefer.
It’s a powerful testing tool that lets you assess the effectiveness of creatives, audiences, or other variables.

Your fitness company is new to the market and wants to differentiate itself to potential customers through video advertising. Which of the following is a way to brand early, often, and richly?

Draw on a wide palette of branding elements.
Keep audio to a minimum so viewers focus on visuals.
Only highlight the brand in the first five seconds of the ad.
Keep your brand subtle to avoid overwhelming viewers.

Which of these accurately captures Google’s ABCDs of effective creative?

Design-backed creative inspiration
Research-backed creative guidance
Research-backed creative rules to follow
Design-backed creative rules to follow

You manage marketing within a direct-to-consumer auto parts company and are aiming to drive sales online. What technique should you use to connect with viewers through video ads?

You should feature products in only the first and last five seconds.
You should keep the value proposition and use case precise.
You should avoid humor as it’s more subjective.
You should focus on audio and supers to reinforce your message.

Which of the following is a best practice when implementing an experiment?

Start with multiple hypotheses.
Assign two campaigns to each experiment arm.
Test one variable for each experiment.
Divide your audience into as many arms as possible.

Which action should you take if your goal is to optimize display campaigns before increasing budgets?

Add new assets multiple times per week.
Pause the campaign.
Remove and replace low-performing assets.
Replace all the assets at once.

You’re selecting imagery to use in a Discovery campaign for your appliance business and want to make sure the images chosen follow creative guidance. Which image should you choose to meet this goal?

An image of your best-selling dishwasher with a white background
An image of someone using your best-selling dishwasher
An image of your best-selling dishwasher in a large kitchen scene
An image of the inside of your best-selling dishwasher zoomed in so customers can see the storage capabilities

You’re planning on launching a video campaign or video ad for the first time for your retail business. You have assets like brand images, text, and logos available. Which tool would enable you to launch your first video ad using these assets?

Video Creation Tools in Google Ads
Video Creative Analytics
Google’s ABCDs of effective creative
Ads Creative Studio

You’re creating a storyboard for a video ad and want to engage viewers. Which of the following is a way to hook and sustain attention?

Use engaging pacing and tight framing.
Build suspense with a slow pace to start.
Set up scenes to be zoomed out so viewers can see all story elements.
Keep visuals low-contrast to avoid overwhelming viewers.

Which feature could help a retailer ensure that their Search ads accurately reflect details about their company’s annual sale?

Location insertion
Keyword insertion
Countdown customizer
Dynamic customizer

How often should you view your asset report and replace low-performing assets for a Discovery campaign?

Bi-weekly
Quarterly
Daily
Monthly

Which of these descriptions captures the best practice for writing effective headlines and descriptions for app campaigns?

Headlines should focus on highlighting the key features of the app and description lines should aim to educate and inform.
Headlines should grab users’ attention and description lines should highlight the key features of the app.
Headlines should state only the name of the app and description lines should aim to educate and inform.
Headlines should include a call-to-action and description lines should include statistics about the app’s popularity.

You’re creating a video ad to generate leads for an auto body service. How should you present the ask for viewers to take action?

Introduce the product or problem, then follow up with a relevant call-to-action.
Provide multiple options for how viewers can take action.
Convey multiple messages to resonate with the masses.
Humanize the ad with customer testimonials.

What is the maximum number of HTML, image, and video assets per ad group for an app campaign?

5
20
8
10

You work for a software start up and are aiming to drive sign-ups for free trials. Which of the following would achieve this in a video ad with an action objective?

Focus on people to get the product noticed.
Set the context and include a clear call-to-action.
Include a clear call-to-action with minimal audio to avoid overwhelming viewers.
Focus on audio and supers to reinforce your message.

You developed a video with an awareness objective, but viewers aren’t watching the ad as long as you’d like. How should you help them to pay attention?

By using a call-to-action (CTA)
By using audio
By using color
By using supers

You work for a design firm and manage their Search campaigns for all of Ohio. Why is location insertion a valuable feature for you?

It can replace other locations in the campaign’s ad copy to “Ohio.”
It can personalize the headline to an audience’s city within Ohio.
It can insert “Ohio” into every headline automatically.
It can make sure the ad only serves to users in Ohio.

You’re aiming to drive awareness for an international cosmetic brand’s new product. How should you connect with potential customers through a video ad?

Convey messages about the many ways this product solves a customer problem.
Show diverse characters representative of your customers.
Avoid humor as it’s more subjective.
Use a specific call-to-action (CTA).

When creating a responsive display ad, why should you check Ad strength?

It automatically replaces images that are underperforming.
It provides insight into how the ad has historically performed so you can iterate.
It provides recommendation for the quantity and diversity of each type of asset.
It dynamically generates customized headlines that will have stronger performance.

You work for an agency managing app campaigns for a client. They’ve achieved strong performance with their existing creative, but the same assets have been used for a long time. How can you keep creative fresh for users while avoiding a fluctuation in results?

Replace assets that have a low performance label in the asset report.
Replace all the assets at once so they can be distributed evenly.
Remove the image assets so the campaign utilizes more video assets for a multi-sensory experience.
Remove the assets and add new ones that follow best practices even more closely.

Of all video campaign effectiveness levers, which is the dominant driver of return on investment and the strongest on digital media?

Creative
Media
Brand
Platform

What type of asset is not accepted for an app campaign?

Video
Image
Website
HTML5

You work for a media agency and are looking to optimize your client’s responsive display ads to boost performance. Which of the following actions should you take to start?

Review the asset report labels.
Pause the campaign.
Add new assets that should perform better.
Duplicate the campaign.

You’re creating a storyboard to make your first video asset for an app campaign. Which of the following should you prioritize?

Showing the product experience as quickly as possible, with tightly framed shots focusing on app use and benefits
Making the brand known by pairing the logo with zoomed out shots
Emotional appeal through compelling storytelling to connect deeply with potential users
Establishing the problem with an actor on-screen, followed by them using the app to solve the problem

You’re creating your first video ad and your aim is to drive consideration for your brand’s offering. How should you hero the product?

Brand often, especially in the last five seconds.
Brand only at the beginning and end of the ad.
Brand often, especially in the first five seconds.
Brand only at the beginning of the ad.

You’re creating a video ad with the aim of growing consideration for a product. How should you approach making this video ad?

Share multiple messages about the many ways this product solves a problem.
Make people core to the story and keep branding subtle.
Use technical jargon that will resonate with important audiences.
Use product demos and how-to’s to put the product in context.

To improve the performance of video campaigns, how should you approach creative effectiveness?

Use research-backed creative guidelines and iterate with experimentation.
Continue running campaigns with existing creative and slowly introduce new variations.
Run an experiment with existing creative and use whichever one performs best.
Start with all-new video ad creative that’s already working well for other platforms.

Which combination of elements best captures the key principles of Google’s ABCDs of effective creative?

Attraction, Branding, Connection, Direction
Attention, Branding, Connection, Direction
Audience, Branding, Creativity, Direction
Attention, Branding, Creativity, Direction

App campaigns rely on creative rotation powered by machine learning to choose the right creative for the right inventory, the right user, and the right moment. How should you approach assets to achieve strong results?

Upload fewer creatives than previous app campaigns.
Provide identical videos with minor differences.
Provide identical videos cut to different lengths.
Use diverse creatives in content, theme, length, and orientation.

For which of the following scenarios would Google’s experimentation tool be helpful?

Compare how two key audiences respond to two different video ads.
Compare how the same ad performs on TV compared to YouTube.
Compare the performance of existing TV creative to that of ABCDs-optimized creative.
Compare how the same audience responds to the same ad at different points in time.

You’re editing a video ad aimed to drive consideration and are deciding how frequently the actor and the product should be showcased relative to one another. How should you approach editing this ad?

Let people take a primary role to humanize the story.
Put the focus on multiple people so viewers stay engaged.
Let people take a secondary role so the product shines.
Put the focus on people to get your brand or product noticed.

You’re working for a direct-to-consumer gourmet coffee retailer and creating your first video ad with the goal of building awareness for your company. What should you do in the first five seconds of the video ad?

Set up the problem the product solves and include a brand logo.
Focus only on the brand logo and audio, and showcase the product after the first five seconds.
Use tightly framed product shots with audio brand mentions.
Use tightly framed product shots without audio to avoid overwhelming viewers.

If you want to boost conversion rates and you’ve already identified important audiences that have a high rate of conversion in your video campaign, how could you use Google’s experimentation tool to achieve your goal?

Test multiple creatives against two important audience segments.
Test the same creative against two important audience segments.
Test multiple creatives against one important audience segment.
Test one creative against all important audience segments.

How should you improve a video ad’s effectiveness in post-production?

Remove supers so they don’t compete with the audio.
Add closed captions since most viewers will watch with sound off.
Increase the pace and tighten the framing.
Lower the brightness to optimize for mobile device viewing.

You work for a creative agency making video ads for a client that’s struggled to meaningfully connect with potential customers in their ads. Which of the following is an approach to help people think or feel something?

Avoid humor as it’s more subjective.
Showcase discounts and sales to drive interest.
Humanize the story.
Convey multiple messages to resonate with the masses.

You manage marketing for a local tourism company and you’re creating a Discovery campaign with the goal of generating leads. Which of the following images should you upload?

Only your main website photo
Images of tourists enjoying their tour in scenic locations
Only your best-performing image from social media
Images of tourists in locations both on and off the tour

Your aim is to connect with viewers and make your brand stand out to potential customers. How can you achieve this through a video ad with an awareness objective?

Set the context and include a clear call-to-action.
Leverage key differentiators such as competitive claims and endorsements.
Convey multiple messages to resonate with the masses.
Brand often, especially in the last five seconds.

Which pair of visual language elements has the highest

impact on watch time for video ads on mobile devices?

Framing and supers
Pacing and framing
Supers and audio
Pacing and supers

You’re setting up keyword insertion for your Search campaign to promote a new line of sustainable shirts so that the ad text dynamically adjusts to match queries like “cotton shirts” and “linen shirts.” If the keyword can’t be replaced, however, you want the ad to serve the default phrase “sustainable shirts.” How should you set up this keyword insertion in Google Ads?

{keyword: sustainable} shirts
{keyword: cotton and linen shirts}
{keyword: cotton and linen} shirts
{keyword: sustainable shirts}

You’re managing app campaigns for a tax services software company. Which of the following assets should you use?

An image of someone holding a phone with the app on-screen and a logo overlayed
A headline that states the name of the app and a call-to-action to download
A screen-capture video of someone using the software to fill out their tax return
A video that tells a complete story, including the user’s tax problem and how the app solves it

To follow best practices, how many headlines, images, and short descriptions should you prepare for a responsive display ad?

5
2
3
7

You own a small furniture company and have been driving online sales with video campaigns, but you’d like to optimize your existing video ad creative. How should you edit existing ad creative to drive more online sales?

Convey multiple messages to resonate with the masses.
Humanize the ad with customer testimonials.
Provide multiple options for how viewers can take action.
Use more close-ups of the product to make it the focus of the ad.

When creating an app campaign, what information can you expect to be pulled automatically?

Logo, title, and number of downloads
Title, rating, and and number of downloads
Logo, rating, and title
Title, rating, and price

You launched your first video campaign a month ago and are trying to determine how many people have watched key moments or skipped your video ad. Which tool could help you uncover this information?

Ads Creative Studio
Create with Google
Video Creative Analytics
Google’s ABCDs of effective creative

You’re the marketing manager for an online sporting goods store and have been tasked to optimize the company’s display campaigns before increasing their budgets. What should you do to achieve this goal?

Replace all the assets at once.
Pause the campaign.
Remove and replace low-performing assets.
Add new assets multiple times per week.

You work for a creative agency and your client is having trouble connecting meaningfully with potential customers. Which technique should you use to help people think or feel something?

Convey multiple messages to resonate with the masses.
Avoid humor as it’s more subjective.
Showcase discounts and sales to drive interest.
Humanize the story.

You work for a creative agency and are aiming to grow consideration for a software company’s project management product. How should you approach making this video ad?

Share multiple messages about the many ways this product solves a problem.
Use product demos and how-to’s to put the product in context.
Make people core to the story and keep branding subtle.
Use technical jargon that will resonate with important audiences.

What information is automatically pulled for you when creating an app campaign?

Logo, rating, and title
Title, rating, and price
Logo, title, and number of downloads
Title, rating, and number of downloads

Describe the difference between the traditional story arc and the emerging story arc.

The traditional story arc brands right away and ends with a climax, whereas the emerging story arc starts low and unexpectedly shifts to the climax right away.
The traditional story arc starts off high and has unexpected shifts to keep viewers watching, whereas the emerging story arc builds slowly to a climax and brands at the end.
The traditional story arc starts low and unexpectedly shifts to the climax right away, whereas the emerging story arc brands right away and ends with a climax.
The traditional story arc builds slowly to a climax and brands at the end, whereas the emerging story arc starts off high and has unexpected shifts to keep viewers watching.

You’re making a video ad for a travel company with the goal of driving bookings on their website. Which of the following call-to-actions (CTAs) should you use in the ad?

Learn more
Book now
Check us out
Call now

Which of these asset types would not be accepted for an app campaign?

HTML5
Website
Video
Image

You’re hoping to boost your client’s performance by optimizing their responsive display ads. Which action should you take first?

Add new assets that should perform better.

Pause the campaign.
Duplicate the campaign.
Review the asset report labels.

You’ve noticed that viewers are dropping off very quickly for your existing video ads, and want to engage them more effectively. Which of the following is an effective way to get viewers to pay attention to an ad with an awareness objective?

Supers
Color
Call-to-action (CTA)
Audio

Which set of words outlines the key principles of Google’s ABCDs of effective creative?

Attraction, Branding, Connection, Direction
Attention, Branding, Connection, Direction
Audience, Branding, Creativity, Direction
Attention, Branding, Creativity, Direction

When making a video ad with an awareness objective, which tactic should you use?

Let the product shine, and be different, yet simple.
Make people core to the story and be different, yet simple.
Let the product shine and put the brand front and center.
Make people core to the story and keep branding subtle.

You manage marketing within a direct-to-consumer homewares company and are aiming to drive online sales. How should you approach connecting with viewers through video ads?

Feature products in only the first and last five seconds.
Avoid humor as it’s more subjective.
Keep the value proposition and use case precise.
Focus on audio and supers to reinforce your message.

You work for a major retailer that has an annual sale. What feature would help you ensure that Search ads accurately reflect details about the sale?

Location insertion
Keyword insertion
Dynamic customizer
Countdown customizer

You’re managing app campaigns for a project management software company. Which of the following assets should you use?

An image of someone holding a phone with the app on-screen and a logo overlayed
A video that tells a complete story, including the user’s project management problem and how the app solves it
A screen-capture video of someone using the software to track their team’s progress
A headline that states the name of the app and a call-to-action to download

You’re developing a storyboard for a video ad. Which technique should you use to grab and sustain viewers’ attention?

Build suspense with a slow pace to start.
Use engaging pacing and tight framing.
Keep visuals low-contrast to avoid overwhelming viewers.
Set up scenes to be zoomed out so viewers can see all story elements.

Which of these aspect ratios are acceptable for image assets used in app campaigns?

1:1, 1.75:1, and 4:5
1:1 and 1.91:1 only
1:1 and 1.75:1 only
1:1, 1.91:1, and 4:5

You work in marketing for an online retailer who wants to increase website sales. Which technique should you use in your video ad to ask people to take action?

Provide multiple options for how viewers can take action.
Include a specific call-to-action (CTA).
Include a generic call-to-action (CTA).
Keep audio to a minimum so viewers focus on the call-to-action (CTA).

You want to to improve a video ad’s effectiveness. Which post-production edit will help you achieve your goal?

Increase the pace and tighten the framing.
Lower the brightness to optimize for mobile device viewing.
Add closed captions since most viewers will watch with sound off.
Remove supers so they don’t compete with the audio.

For which scenario would Google’s experimentation tool be most useful?

You’re comparing the performance of existing TV creative to that of ABCDs-optimized creative.
You need to compare how two key audiences response to two different video ads.
You need to compare how the same ad performs on TV versus how it performs on YouTube.
You’re comparing how the same audience responds to the same ad at different points in time.

Which of the following is the cap for the number of HTML, image, and video assets per ad group for an app campaign?

10
8
20
5

Which of the following describes Google’s ABCDs of effective creative?

Design-backed creative inspiration
Research-backed creative guidance
Design-backed creative rules to follow
Research-backed creative rules to follow

Which of these images are most likely to stand out in an app campaign for a travel app company?

A zoomed out image of travelers enjoying a destination
An action shot taken directly from the app
An aerial photo of a travel destination with the logo overlayed
An image of a plane in the sky with lots of blank space

You work for a creative agency and are aiming to drive awareness for a global beauty brand’s new product. How should you connect with potential customers through a video ad?

Include a specific call-to-action (CTA).
Avoid humor as it’s more subjective.
Share multiple messages about the many ways this product solves a problem.
Feature diverse characters that represent your customer.

How should you approach creative effectiveness in order to boost performance of video campaigns?

Start with all-new video ad creative that’s already working well for other platforms.
Continue running campaigns with existing creative and slowly introduce new variations.
Use research-backed creative guidelines and iterate with experimentation.
Run an experiment with existing creative and use whichever one performs best.

Which two visual language elements have the highest impact on watch time on mobile devices for video ads?

Pacing and supers
Framing and supers
Pacing and framing
Supers and audio

You’re making a video ad to generate leads for a cleaning services company. How should you present the ask for viewers to take action?

Convey multiple messages to resonate with the masses.
Humanize the ad with customer testimonials.
Introduce the product or problem, then follow up with a relevant call-to-action.
Provide multiple options for how viewers can take action.

A tourism company wants to create a Discovery campaign intended to generate leads. Which images should they upload to achieve this goal?

Only their main website photo
Only their best-performing image from social media
Images of tourists in locations both on and off the tour
Images of tourists enjoying their tour in scenic locations

You work for a subscription-based online fitness platform and your goal is to drive sign-ups for free trials. Which of the following would help accomplish this in a video ad with an action objective?

Set the context and include a clear call-to-action.
Focus on audio and supers to reinforce your message.
Include a clear call-to-action with minimal audio to avoid overwhelming viewers.
Focus on people to get the product noticed.

How often should you examine your asset report and swap out low-performing assets for a Discovery campaign?

Quarterly
Bi-weekly
Monthly
Daily

You’re looking to connect with viewers and make your brand stand out to potential customers. How can you achieve these goals using a video ad with an awareness objective?

Convey multiple messages to resonate with the masses.
Leverage key differentiators such as competitive claims and endorsements.
Set the context and include a clear call-to-action.
Brand often, especially in the last five seconds.

You’re working for a direct-to-consumer wine retailer and making your first video ad with the goal of building awareness for your business. What should you do in the first five seconds of the video ad?

Set up the problem the product solves and include a brand logo.
Use tightly framed product shots with audio brand mentions.
Focus only on the brand logo and audio, and showcase the product after the first five seconds.
Use tightly framed product shots without audio to avoid overwhelming viewers.

For an app campaign, which description accurately captures guidance for writing effective headlines and descriptions?

Headlines should grab users’ attention and description lines should highlight the key features of the app.
Headlines should include a call-to-action and description lines should include statistics about the app’s popularity.
Headlines should state only the name of the app and description lines should aim to educate and inform.
Headlines should focus on highlighting the key features of the app and description lines should aim to educate and inform.

You manage Search campaigns for a restoration company that services all of Oregon. Why is location insertion a valuable feature to use?

It can make sure the ad only serves to users in Oregon.
It can insert “Oregon” into every headline automatically.
It can replace other locations in the campaign’s ad copy to “Oregon.”
It can personalize the headline to an audience’s city within Oregon.

You’re managing app campaigns for a client and notice that they’ve achieved strong performance with their current creative, but have been using the same assets for a long time. How can you keep creative fresh for users while maintaining consistent results?

Remove the assets and add new ones that follow best practices even more closely.
Replace all the assets at once so they can be distributed evenly.
Remove the image assets so the campaign utilizes more video assets for a multi-sensory experience.
Replace assets that have a low performance label in the asset report.

You’re selecting imagery to use in a Discovery campaign for your furniture business. Which of the following images follows creative guidance?

An image of your best-selling couch in a living room scene
An image of someone sitting on your best-selling couch
An image of your best-selling couch zoomed in so customers can see the fabric
An image of your best-selling couch with a white background

Which statement best captures the value proposition of Google’s experimentation tool?

It’s a powerful testing tool that helps boost campaign performance for a small additional cost.
It’s a powerful testing tool that shows all users two versions of an ad so you know which people prefer.
It’s a powerful testing tool that uses a simulated ad environment to determine which creative or audiences will perform best.
It’s a powerful testing tool that lets you assess the effectiveness of creatives, audiences, or other variables.

Which element should you prioritize when creating a storyboard to make your first video asset for an app campaign?

Emotional appeal through compelling storytelling to connect deeply with potential users
Establishing the problem with an actor on-screen, followed by them using the app to solve the problem
Showing the product experience as quickly as possible, with tightly framed shots focusing on app use and benefits
Making the brand known by pairing the logo with zoomed out shots

You’re setting up keyword insertion for your Search campaign to promote a new line of eco-friendly shirts so that the ad text dynamically adjusts to match queries like “V-neck shirts” and “crew neck shirts.” If the keyword can’t be replaced, however, you want the ad to serve the default phrase “eco-friendly shirts.” How should you set up this keyword insertion in Google Ads?

{keyword: eco-friendly shirts}
{keyword: V-neck and crew neck} shirts
{keyword: eco-friendly} shirts
{keyword: V-neck and crew neck shirts}

You’ve never launched a video campaign or made a video ad before, but you do have brand images, text, and logos available. Which tool could help you make your first video ad from these assets?

Ads Creative Studio
Google’s ABCDs of effective creative
Video Creation Tools in Google Ads
Video Creative Analytics

You’re creating a responsive display ad and want to make sure you’re following best practices. How many headlines, images, and short descriptions should you prepare?

5
7
3
2

If you’re editing a video ad with the goal of driving consideration, how should you approach the frequency with which the actor and the product are showcased relative to one another in order to maximize effectiveness?

Let multiple people be the focus so viewers stay engaged.
Focus on people so that you humanize the story.
Focus on the product and let people take a secondary role.
Emphasize people in order to get potential customers to notice your brand or product.

You’re setting up keyword insertion for your Search campaign to promote a new line of sustainable socks so that the ad text dynamically adjusts to match queries like “sports socks” and “dress socks.” If the keyword can’t be replaced, however, you want the ad to serve the default phrase “sustainable socks.” How should you set up this keyword insertion in Google Ads?

{keyword: sports and dress socks}
{keyword: sustainable} socks
{keyword: sports and dress} socks
{keyword: sustainable socks}

If you’re trying to determine how many people watched key moments or skipped your video ad, which tool should you use?

Ads Creative Studio
Video Creative Analytics
Create with Google
Google’s ABCDs of effective creative

You’re preparing to create your first responsive display ad and want to make sure you follow best practices. How many headlines, images, and short descriptions should you prepare in order to drive strong results?

3
5
2
7

You created your first video ad a few months ago and now want to make small changes to improve its performance. Which post-production edits should you make to improve the ad’s effectiveness?

Remove supers so they don’t compete with the audio.
Lower the brightness to optimize for mobile device viewing.
Increase the pace and tighten the framing.
Add closed captions since most viewers will watch with sound off.

You work for a creative agency and want to drive awareness for a clothing brand’s new product. How should you connect with potential customers through a video ad?

Include messages about the different ways the product solves a customer’s problem.
Utilize a specific call-to-action (CTA).
Include diverse characters that are representative of your customer base.
Avoid humor as it’s more subjective.

You’re the marketing manager for a whale-watching tour company and are creating a Discovery campaign. You need to choose images that will help generate leads for the business to use in the campaign. Which images should you choose for your campaign to meet your goal?

Only your best-performing image from social media
Only your main website photo
Images of tourists enjoying their tour in scenic locations
Images of tourists in locations both on and off the tour

Why is Ad strength an important section to check when creating a responsive display ad?

It provides recommendation for the quantity and diversity of each type of asset.
It dynamically generates customized headlines that will have stronger performance.
It automatically replaces images that are underperforming.
It provides insight into how the ad has historically performed so you can iterate.

Which of these video campaign effectiveness levers is the top driver of return on investment and the strongest on digital media?

Platform
Brand
Creative
Media

You’ve identified important audiences that have a high rate of conversion from your existing video ads, but want to boost conversion rates further. How can you use Google’s experimentation tool to achieve this?

Test multiple creatives against one important audience segment.
Test one creative against all important audience segments.
Test multiple creatives against two important audience segments.
Test the same creative against two important audience segments.

If you were developing a storyboard for a video ad and your goal was to engage viewers, how should you capture and hold their attention?

Keep visuals low-contrast to avoid overwhelming viewers.
Use engaging pacing and tight framing.
Set up scenes to be zoomed out so viewers can see all story elements.
Build suspense with a slow pace to start.

You’re managing your first app campaign and understand that text is an important input, but you’re not sure what to write for the headlines and descriptions. Which describes the guidance for writing effective headlines and descriptions for app campaigns?

Headlines should focus on highlighting the key features of the app and description lines should aim to educate and inform.
Headlines should state only the name of the app and description lines should aim to educate and inform.
Headlines should include a call-to-action and description lines should include statistics about the app’s popularity.
Headlines should grab users’ attention and description lines should highlight the key features of the app.

You run a specialty foods shop that is new to the market and want to use video advertising to differentiate your business to potential customers. How should you brand early, often, and richly?

Draw on a wide palette of branding elements.
Only highlight the brand in the first five seconds of the ad.
Keep audio to a minimum so viewers focus on visuals.
Keep your brand subtle to avoid overwhelming viewers.

For an app campaign, what’s the maximum number of HTML, image, and video assets per ad group?

5
8
20
10

Your app campaign has been successful but you’ve been using the same assets for a long time. How can you keep creative fresh for users without sacrificing results?

Replace all the assets at once so they can be distributed evenly.
Remove the image assets so the campaign utilizes more video assets for a multi-sensory experience.
Remove the assets and add new ones that follow best practices even more closely.
Replace assets that have a low performance label in the asset report.

For app campaigns, which aspect ratios are accepted for image assets?

1:1, 1.75:1, and 4:5
1:1 and 1.91:1 only
1:1, 1.91:1, and 4:5
1:1 and 1.75:1 only

You own an independent sporting goods store and have been driving online sales with video campaigns. How should you optimize your existing video ad creative to drive more online sales?

Convey multiple messages to resonate with the masses.
Provide multiple options for how viewers can take action.
Use more close-ups of the product to make it the focus of the ad.
Humanize the ad with customer testimonials.

In video advertising, which of the following techniques should you apply to help people think or feel something?

Convey multiple messages to resonate with the masses.
Showcase discounts and sales to drive interest.
Avoid humor as it’s more subjective.
Humanize the story.

You’re the marketing director at a direct-to-consumer home appliances company and are looking to drive online sales. How should you connect with viewers through video ads?

Avoid humor as it’s more subjective.
Keep the value proposition and use case precise.
Focus on audio and supers to reinforce your message.
Feature products in only the first and last five seconds.

If you want to improve performance of video campaigns, what approach should you take with creative?

Continue running campaigns with existing creative and slowly introduce new variations.
Use research-backed creative guidelines and iterate with experimentation.
Run an experiment with existing creative and use whichever one performs best.
Start with all-new video ad creative that’s already working well for other platforms.

You’re an in-house marketer for an e-commerce business aiming to increase website sales. What should you do in the video ad to ask people to take action?

Provide multiple options for how viewers can take action.
Keep audio to a minimum so viewers focus on the call-to-action (CTA).
Include a specific call-to-action (CTA).
Include a generic call-to-action (CTA).

If it’s your first time launching a video campaign, and you have existing brand images, text, and logos, which tool could help you make your first video ad using these assets?

Video Creative Analytics
Google’s ABCDs of effective creative
Video Creation Tools in Google Ads
Ads Creative Studio

You’re managing app campaigns for a financial services company. Which of the following assets should you use?

A video that tells a complete story, including the user’s financial problem and how the app solves it
A headline that states the name of the app and a call-to-action to download
An image of someone holding a phone with the app on-screen and a logo overlayed
A screen-capture video of someone exploring their financial performance page

You work for a media agency and need to make sure all of your clients’ Search ads accurately reflect key details about their annual sale. Which feature should you use to accomplish this?

Countdown customizer
Keyword insertion
Dynamic customizer
Location insertion

What is the difference between an emerging story arc and a traditional story arc?

The traditional story arc builds slowly to a climax and brands at the end, whereas the emerging story arc starts off high and has unexpected shifts to keep viewers watching.
The traditional story arc brands right away and ends with a climax, whereas the emerging story arc starts low and unexpectedly shifts to the climax right away.
The traditional story arc starts low and unexpectedly shifts to the climax right away, whereas the emerging story arc brands right away and ends with a climax.
The traditional story arc starts off high and has unexpected shifts to keep viewers watching, whereas the emerging story arc builds slowly to a climax and brands at the end.

You work for a creative agency and are looking to understand how many viewers watched key moments or skipped your video ad. Which tool could help you uncover this information?

Video Creative Analytics
Ads Creative Studio
Create with Google
Google’s ABCDs of effective creative

Which of the following describes Google’s experimentation tool?

It’s a powerful testing tool that helps boost campaign performance for a small additional cost.
It’s a powerful testing tool that shows all users two versions of an ad so you know which people prefer.
It’s a powerful testing tool that lets you assess the effectiveness of creatives, audiences, or other variables.
It’s a powerful testing tool that uses a simulated ad environment to determine which creative or audiences will perform best.

When implementing an experiment, which of the following is a best practice?

Divide your audience into as many arms as possible.
Start with multiple hypotheses.
Test one variable for each experiment.
Assign two campaigns to each experiment arm.

You’re creating a video ad for a hotel chain and your goal is to drive reservations through its website. Which call-to-actions (CTAs) should you use in the ad?

Call now
Learn more
Check us out
Book now

What is the chief driver of return on investment for video campaign effectiveness and the strongest on digital media?

Platform
Creative
Brand
Media

You’re making your first video ad with the goal of driving consideration for your brand’s offering. How should you hero the product in this ad?

Brand only at the beginning and end of the ad.
Brand often, especially in the last five seconds.
Brand often, especially in the first five seconds.
Brand only at the beginning of the ad.

You’re making your first video ad with the goal of building awareness for your direct-to-consumer food company. What should you do in the first five seconds of the video ad?

Use tightly framed product shots with audio brand mentions.
Set up the problem the product solves and include a brand logo.
Use tightly framed product shots without audio to avoid overwhelming viewers.
Focus only on the brand logo and audio, and showcase the product after the first five seconds.

You work for a grocery delivery service and your goal is to drive sign-ups for free trials. How can help you achieve this goal using a video ad with an action objective?

Include a clear call-to-action with minimal audio to avoid overwhelming viewers.
Focus on people to get the product noticed.
Focus on audio and supers to reinforce your message.
Set the context and include a clear call-to-action.

Which of the following asset types would not be accepted for an app campaign?

Website
Video
Image
HTML5

How frequently should you look at your asset report and replace low-performing assets for a Discovery campaign?

Daily
Bi-weekly
Monthly
Quarterly

You want to boost conversion rates further for important audiences that have a high rate of conversion in your video campaign. How can you use Google’s experimentation tool to acheive this?

Test multiple creatives against one important audience segment.
Test the same creative against two important audience segments.
Test multiple creatives against two important audience segments.
Test one creative against all important audience segments.

What are the key elements of Google’s ABCDs of effective creative?

Audience, Branding, Creativity, Direction
Attention, Branding, Connection, Direction
Attention, Branding, Creativity, Direction
Attraction, Branding, Connection, Direction

You’re creating a Discovery campaign for your t-shirt business and want to select imagery that follows creative guidance. Which of these images follows this guidance?

An image of your best-selling t-shirt displayed in a retail scene.
An image of your best-selling t-shirt zoomed in so customers can see the quality of the fabric.
An image of someone wearing your best-selling t-shirt
An image of your best-selling t-shirt with a white background

You’ve created a video ad with an awareness objective, but have noticed that viewers have been dropping off very quickly. You want viewers to pay attention to the entire ad. Which element should you focus on to help viewers better engage?

Call-to-action (CTA)
Supers
Color
Audio

You manage marketing for a home mortgage app company and are looking to develop assets for their app campaign. Which of the following assets follows guidance for standing out with high quality images?

A photo of a family in front of their home with the logo overlayed
A zoomed out image of a family enjoying their home
An action shot taken directly from the app
An image of a home with lots of blank space

You’re creating a video ad to generate leads for a phone repair service. How should you present the ask for viewers to take action?

Humanize the ad with customer testimonials.
Convey multiple messages to resonate with the masses.
Introduce the product or problem, then follow up with a relevant call-to-action.
Provide multiple options for how viewers can take action.

Which of these describe Google’s ABCDs of effective creative?

Design-backed creative inspiration
Research-backed creative rules to follow
Research-backed creative guidance
Design-backed creative rules to follow

Which pair of visual language elements are most impactful regarding watch time for video ads on mobile devices?

Supers and audio
Framing and supers
Pacing and supers
Pacing and framing

When you create an app campaign, what information is pulled for you automatically?

Title, rating, and and number of downloads
Logo, rating, and title
Logo, title, and number of downloads
Title, rating, and price

Why should you check Ad strength when creating a responsive display ad?

It dynamically generates customized headlines that will have stronger performance.
It provides recommendation for the quantity and diversity of each type of asset.
It provides insight into how the ad has historically performed so you can iterate.
It automatically replaces images that are underperforming.

You run an auto repair company that is new to the market and want to use video advertising to differentiate your business to potential customers. How should you brand early, often, and richly?

Draw on a wide palette of branding elements.
Only highlight the brand in the first five seconds of the ad.
Keep audio to a minimum so viewers focus on visuals.
Keep your brand subtle to avoid overwhelming viewers.

If you’re looking to boost performance by optimizing responsive display ads, which of the following actions should you take first?

Add new assets that should perform better.
Pause the campaign.
Duplicate the campaign.
Review the asset report labels.

You’re implementing an experiment. Which of these approaches should you follow as a best practice?

Assign two campaigns to each experiment arm.
Start with multiple hypotheses.
Test one variable for each experiment.
Divide your audience into as many arms as possible.

Which tactic should you use when creating a video ad with an awareness objective?

Let the product shine and put the brand front and center.
Make people core to the story and be different, yet simple.
Let the product shine, and be different, yet simple.
Make people core to the story and keep branding subtle.

If you were creating a storyboard to make your first video asset for an app campaign, what should you prioritize?

Establishing the problem with an actor on-screen, followed by them using the app to solve the problem
Showing the product experience as quickly as possible, with tightly framed shots focusing on app use and benefits
Making the brand known by pairing the logo with zoomed out shots
Emotional appeal through compelling storytelling to connect deeply with potential users

In which of these situations would Google’s experimentation tool be helpful?

Compare how two key audiences respond to two different video ads.
Compare the performance of existing TV creative to that of ABCDs-optimized creative.
Compare how the same ad performs on TV compared to YouTube.
Compare how the same audience responds to the same ad at different points in time.

You manage Search campaigns for a law firm that services all of California. Why is location insertion a valuable feature to use?

It can insert “California” into every headline automatically.
It can replace other locations in the campaign’s ad copy to “California.”
It can personalize the headline to their audience’s city within California.
It can make sure the ad only serves to users in California.

You’re creating a video ad with the goal of growing consideration for a new mobile application. How should you approach making this video ad?

Make people core to the story and keep branding subtle.
Use product demos and how-to’s to put the product in context.
Use technical jargon that will resonate with important audiences.
Share multiple messages about the many ways this product solves a problem.

You own a small hardware company and have been driving online sales with video campaigns. How should you edit existing ad creative to optimize your existing ads and drive more online sales?

Humanize the ad with customer testimonials.
Use more close-ups of the product to make it the focus of the ad.
Convey multiple messages to resonate with the masses.
Provide multiple options for how viewers can take action.

You manage marketing for an online clothing company and and want to optimize your display campaigns before increasing their budgets. Which of the following actions should you take?

Add new assets multiple times per week.
Pause the campaign.
Replace all the assets at once.
Remove and replace low-performing assets.

Hubspot Revenue Operations Exam Answers 2025

Revenue Operation (RevOps) is key to helping your company achieve scale. If you’re in RevOps, or if you aspire to be, this course will give you a solid foundation to build on. It’s full of actionable advice from current RevOps professionals who will teach you what revenue operations is and everything you need to know to excel at it. By the end of this course, you’ll know enough to be able to get started and make a real impact at your company.

• There are 60 questions.
• The exam takes about 1 hour to complete.
• You must answer 45 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to complete the exam.

Hubspot Revenue Operations Exam Answers

Some questions:

What is scale?

• A measure of how fast a company is growing
• The size of a company’s marketing reach
• The amount of time it will take to fully implement an operations strategy
• When business growth is faster than investment growth

Which of the following is an indication that a company needs to invest in RevOps?

• Your executive team is struggling to predict your company’s revenue.
• Your company lacks the data to measure performance effectively.
• Your customer-facing teams’ processes are misaligned or contradictory.
• All of the above

Which of the following best demonstrates an operations mindset?

• “I don’t know how to solve this problem. Let’s just try some things and see what works.”
• “The solution to this problem is obvious to me because of my technical expertise. I’ll solve it right now.”
• “This problem is much more complicated than it seems. I’ll need a couple months to dig into the necessary data to identify a possible solution. Please be patient while I create a foolproof plan of action.”
• “I investigated the problem you reported to me, and I discovered several root causes in the processes our teams are using. I’ve designed an experiment to test a possible solution.”

Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Granny’s Handmade Electronics produces high-end computers and TVs using only yarn and apple pie filling. Many consumers are skeptical that the products would work as advertised, so Granny has introduced a seven-day free trial and a one-year money-back guarantee. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Ruthie’s Office Furniture sells office furniture to offices that need furniture. Ruthie believes passionately that all contracts should be signed by hand, so she requires her clients to send them to her using a fax machine. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Evaluate this SLA: By the end of this month, Marketing will increase website traffic by 50%, and sales will attempt contact up to three times for each website lead.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Each month, marketing will qualify enough leads for sales to close $50,000 in new business, and sales will contact every marketing qualified lead.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Each month, marketing will produce 100 qualified leads, and sales will contact each lead within 12 hours.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Marketing will send four marketing emails each month, and sales will follow up with 50% of the recipients.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Each month, Marketing will generate 500 qualified leads, and sales will contact each lead as quickly as possible.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Marketing will generate $50,000 in lead value every month.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

True or false? Every step of a sales process must have exit criteria.

• True
• False

Evaluate this step of a sales process: Buyer submitted “Contact Sales” form.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Buyer discussed our product with their team.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Contract sent.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Buyer stopped responding to outreach.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Budget holder approved expense.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Product demonstrated.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Situation: The Lucky Nickel Construction Company recently hired a RevOps professional named Abeeku. He has discovered that the sales department and the customer support department have two different systems for tracking customer information and that the two aren’t connected in any way. He would like to get both departments onto the same system, but in the meantime he is focusing on integrating the two systems so they can share data. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Oslo’s biggest knitting supplies wholesaler recently launched an ecommerce store and hired a RevOps professional named Einar. He has mapped out the buyer’s journey for the company’s customers, and he is in the process of documenting everywhere responsibility for a customer is passed from one team to another. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Beep Boop Beep is a quickly growing telecommunications company that recently hired a RevOps professional named Alexis. She is developing a data dictionary to document all the information stored in the company’s many systems and how they are connected to each other. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Quackers Insurance recently hired a RevOps professional named Suvi. The company has been tracking leads and customers using paper ledgers, and Suvi is working to get a CRM platform implemented. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

What accounting tool gives a snapshot of your business’s financial standing at a single point in time?

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

What accounting tool shows the net amount of money moving in and out of your business?

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

Situation: Charlie’s Pressurized Cottage Cheese Company sells soft cheese products in aerosol cans, making it easy for their customers to put copious amounts of cheese onto fruit, granola, or directly into their mouths. Yum! Unfortunately, the cans occasionally explode in the warehouse before they can be sold to customers. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Maria’s Seltzer Broth produces a wide array of ready-made carbonated soups. Be sure to look for the hand-labeled cans at your local grocer! But, labeling cans by hand frequently causes errors, and customers who purchase a can labeled Bubbly Beef sometimes find that the can actually contains Chipper Chicken. The disappointed customers call Maria’s hotline, and the support team has to correct the mistake. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Bartholomew’s Luxury Furniture produces handcrafted home goods with lifetime warranties. Bartholomew invests heavily in educating and training his team to help them avoid mistakes that could lead to defective products. According to The Cost of Poor Quality, what category does this cost belong to?Internal failureExternal failureAppraisal

• Internal failure
• External failure
• Appraisal
• Prevention

In Monroe’s Motivated Sequence, the purpose of the Attention section of a persuasive speech is to ______.

• call attention to the problem you want to solve.
• call attention to the solution you’re proposing.
• get the audience to pay attention to you.
• help you pay attention to the silent cues your audience is giving you.

In Monroe’s Motivated Sequence, the purpose of the Need section of a persuasive speech is to _____.

• explain the requirements of the solution you’re proposing.
• ask the audience to take action on the solution you’ve proposed.
• get the audience to connect emotionally and psychologically with the problem you’ve identified.
• help you understand the needs of the audience.

In Monroe’s Motivated Sequence, the purpose of the Satisfaction section of a persuasive speech is to _____.

• convince the audience that you are the best person to solve the problem you’ve identified.
• state your proposed solution as succinctly and clearly as possible.
• answer questions posed by the audience.
• allow yourself to feel good about the presentation you’ve given.

In Monroe’s Motivated Sequence, the purpose of the Action section of a persuasive speech is to _____.

• identify the actions that have already been completed.
• describe the actions you personally intend to take.
• ask your audience to take action on your proposal.
• explain the most exciting or interesting part of your solution.

True or false? The A3 template should be filled only with text, not images or graphs.

• True
• False

Situation: Dmitry McNamara is the RevOps leader at Just Me, a single sign-on tool for consumers who want to manage all their social media accounts and email addresses from a unified dashboard. Just Me manages huge quantities of data, and Dmitry wants to hire someone who can analyze the data more deeply to help the company make more informed decisions. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: Janet Hopkins is the sole operations professional at Equal Lingual, which provides translation services to companies that want their content to be available in critically endangered languages. Equal Lingual is growing rapidly, and Janet is finding herself spread too thin. She wants to hire someone who can take on an odd assortment of responsibilities to give her more time for strategic planning. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: The International Alliance of Superheroes is a rapidly growing professional organization. One of their salespeople, Hyperman, recently left the sales team to lead operations. The organization’s highly customized CRM system requires so much administrative work that Hyperman is spending most of his time on system admin responsibilities. He would like to hire someone to administer the CRM so Hyperman can focus on other activities. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anyone

Situation: Foolproof Medical Supplies has been selling their products to hospitals for many years, and they now want to start selling directly to consumers. Norma Jones, the head of their RevOps team, has never worked at a company that sells directly to consumers, and she would like to hire someone from a consumer industry who can help her build that strategy. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: The Sneaky Sneaks Shoe Company has been in business for 15 years, and during all that time, operations have been led by the company’s CEO, Larry. However, Larry has recently decided that he would like to hire someone to handle operations full-time. With 15 years in the business, Larry is confident he can train a person on what’s involved in the job, but he wants his operations leader to have good technical and strategic skills. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

What is the second core element of a RevOps strategy?

• Identifying good-fit prospects for your sales team to work with
• Hiring a RevOps team
• Communicating available opportunities to company leaders and committing to a plan that addresses them
• Establishing a framework for communicating goals between departments using a shared vocabulary and unified metrics

What is the third core element of a RevOps strategy?

• Profit
• Aligning the relevant teams around shared metrics and goals that support a plan
• Repeating the first two steps
• Reporting the achieved results to the appropriate leaders and setting a plan for the next iteration

Which is more important for scaling an organization, alignment or strategy?

• Alignment and strategy are about equally important
• Strategy is more important than alignment
• Alignment is more important than strategy
• Neither alignment or strategy is all that vital

Situation: Neon Broccoli is a public relations firm that seeks to make boring companies feel relevant to kids and teens. Their marketing team’s top goal is to provide sales with a specific number of qualified leads each month, and the sales team’s top goal is to contact those leads within a specific amount of time. The customer service team’s top goal is retention. How well are their customer-facing departments’ goals supporting their efforts to scale?

• There isn’t enough data to determine whether these are good goals or not. Add a RevOps department to your organization, and reorganize your other departments around it. Then let the RevOps team set goals for your departments, and you’ll be much more likely to achieve scale.
• These goals look great! You should achieve scale shortly if you execute well on these goals.
• These are very clear goals, but the optimal approach is for there to be just one goal that all departments are jointly focused on. If all of your departments are trying to make your customers happy, they don’t need individual department goals and metrics.
• It’s hard to know if these goals are good without knowing what you’re company’s top priorities and strategies are. When you evaluate individual departments’ goals, the most important thing is that they support your company’s overall mission.

What is the different between a customer-in strategy and a function-out strategy?

• A customer-in strategy focuses on providing an excellent experience to customers, while a function-out strategy focuses on enabling internal teams within their current confines.
• A customer-in strategy focuses on bringing customers into your flywheel, while a function-out strategy focuses on more mathematical approaches to increasing revenue.
• A customer-in strategy prioritized the needs of your customer-facing teams, while a function-out strategy emphasizes the importance of operations and other back office teams.
• Customer-in and function-out are two different names for the same RevOps approach to creating a functional customer strategy.

In addition to defining your winning aspiration, what three questions will you need to answer as you create and communicate a customer-in strategy?

• Where you want to play, how you will win, and what measures you’ll use to see that you’re successful
• Who your target customer is, what products you’ll sell, and what competitors you need to beat
• Who will design the strategy, who will execute it, and who is likely to fight against it
• What is your name, what is your quest, and what is your favorite color

True or false? Friction can be used to describe challenges that hold back your internal teams as well as challenges that hold back your customers.

• True
• False

True or false? Whenever possible, it’s best to hire experienced operations leaders to fill your open operations roles.

• True
• False

Fill in the blank: The flywheel is a model adapted by HubSpot to explain the momentum you gain when you align your entire organization around _____.

• generating revenue
• delivering a remarkable customer experience
• creating online content
• closing more sales

True or false? Preserving the integrity of your company’s data model is exclusively the job of operations professionals.

• True
• False

Fill in the blank: Assets = Liabilities + _____

• Revenue
• COGS
• Cashflow
• Equity

True or false? Scale should be a top priority for all companies, even early-stage companies who are still defining product-market fit.

• True
• False

Fill in the blank: Buildings, equipment, and long-term investments are all examples of _____.

• current assets
• current liabilities
• fixed assets
• COGS

True or false? The amount of assets on your balance sheet should be equal to the amount of liabilities on your balance sheet.

• True
• False

Fill in the blank: Accounts payable and income taxes are examples of _____.

• current assets
• current liabilities
• fixed assets
• COGS

Fill in the blank: If your company has more assets than liabilities, the remaining balance is your _____.

• revenue
• cashflow
• profit margin
• equity

Fill in the blank: Income statements report on revenue and expenses _____.

• over a period of time
• at a specific point in time
• projected for a future period of time
• specifically in cryptocurrency

True or false? According to the cost of poor quality, if your products were perfect, you could save 100% of the cost of appraising them.

• True
• False

Fill in the blank: Your _____ is the foundation of everything your sales team does.

• company revenue goal
• sales process
• online presence
• sales methodology

True or false? To ensure that your SLA is working properly, it’s important to create a judicial branch made up of your top sales leadership.

• True
• False

True or false? Every step in your sales process needs clearly defined exit criteria.

• True
• False

True or false? No sales process is perfect.

• True
• False

Fill in the blank: Your sales playbook should cover what your sales reps need to know, do, say, and _____.

• show
• sell
• hide
• not do

True or false? When sales is contacting marketing qualified leads, faster is always better.

• True
• False

Fill in the blank: As marketing gets better at delivering the right number of leads each month, they’ll also need to get better at ______.

• reporting on those leads
• communicating with those leads
• closing sales with those leads
• delivering those leads at a sensible cadence

True or false? Share capital is the amount of money a company pays to its shareholders in the form of dividends and increased share value.

• True
• False

True or false? Changes in working capital are subtracted from net income on the cash flow statement.

• True
• False

Fill in the blank: Tools typically ______ whatever processes you have in place.

• accelerate
• complicate
• simplify
• redefine

True or false? Aligning your sales team’s incentives with your customers’ long-term success will create delight for your customers.

• True
• False

What is a winning aspiration?

• Your sales team’s desired win rate.
• What success looks like for your organization three to five years in the future.
• The grand vision company founders share with potential investors.
• The measure of how well your RevOps strategy is achieving its goals.

What is the difference between a customer-in strategy and a function-out strategy?

• A customer-in strategy focuses on providing an excellent experience to customers, while a function-out strategy focuses on enabling internal teams within their current confines.
• A customer-in strategy focuses on bringing customers into your flywheel, while a function-out strategy focuses on more mathematical approaches to increasing revenue.
• A customer-in strategy prioritized the needs of your customer-facing teams, while a function-out strategy emphasizes the importance of operations and other back office teams.
• Customer-in and function-out are two different names for the same RevOps approach to creating a functional customer strategy.

What is the first core element of a RevOps strategy?

• Implementing systems that will collect the data you need to identify your company’s opportunities for growth
• Buying a fancy CRM
• Hiring a large operations team
• Discussing company goals with company leaders to understand the things that are most important from an executive perspective

Situation: Denice Powell is the head of operations at Magic Feather Airlines, which provides flights for people who enjoy traveling with their pets. Magic Feather is popular at small airports but wants to expand. Denice comes from a customer support background and is passionate about building processes that serve their passengers well, but she wants to hire someone who can help build a process for securing space in major airports. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: Tamara’s Monogrammed Baked Goods sells muffins, cakes, and pastries that have their customers’ initials sewed onto them with celery strings. But, the delivery team sometimes gets orders mixed up and delivers monogrammed baked goods to the wrong customers. For health reasons, food items cannot be returned, so Tamara has to monogram a new set of baked goods and have them delivered to the affected customers. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Bedside Manor is a healthcare company that recently hired a RevOps professional named Dyani. Dyani has determined that there is more work to do than she can accomplish by herself, and she’s using an A3 template to persuade the executive team to hire a second operations professional. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Real Good Manufacturing recently hired a RevOps professional named Vladislav. Vladislav has discovered that the company has no restrictions on who can access and change customer data, and he is working to put regulations in place that control access and permissions. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

What four elements should your sales playbook include?

• Required behavior, factual outcomes, inspectable actions, and buyer-centric focus
• What your sales reps need to know, what they need to do, what they need to say, and what they need to show
• An ideal buyer profile to help your reps identify good leads, an outreach strategy to help them connect with good leads, a qualification framework to help them explore their leads’ needs, and a presentation template to help them advise their leads on the best path forward
• Territories, quotas, compensation, and tactics

Evaluate this SLA: Marketing will produce $100,000 of lead value each quarter, and sales will contact every marketing qualified lead within 24 hours of receiving it.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Sales will contact all marketing qualified leads within five minutes.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Situation: Goat Splat is the latest up-and-coming punk band in Perth, Australia. Previously, their live shows were poorly attended because their international fanbase had trouble getting to Perth (it’s a bit out of the way regardless of where you’re coming from). To remedy this, Goat Splat is experimenting with live streaming their shows so fans can attend without having to travel. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Chuck’s Nuclear-Powered Chainsaws are not only the most powerful power tools in the world but also the most dangerous. To prevent overeager apartment landscapers from accidentally cutting down high-rise buildings while trimming the hedges, Chuck requires his customers to complete a four-part training program before purchasing a saw. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

What has caused RevOps to become such a popular topic in recent years?

• New governmental regulations
• Increases in technology, data, and customer expectations
• A lack of operational rigor in modern startups
• The absence of university degree programs in operations

Situation: Binge TV is a streaming service that specializes in irresistible shows. Their shows are so good, in fact, that their customers’ health has been suffering from watching so much TV. Some doctors are encouraging their patients to cancel their Binge TV subscriptions. Therefore, Binge TV is putting a new system in place: Any time an individual user streams content for 16 continuous hours, they get locked out of their account for 8 hours to force them to take a break. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

True or false? You need an advanced degree in order to be a qualified RevOps professional.

• True
• False

Which of the following is the best way to learn RevOps?

• Taking courses, reading books, and watching videos
• Getting a degree in operations from an accredited university
• Connecting with other operations professionals, taking on projects so you can learn while doing, and being willing to learn from your mistakes
• Working alone and making it up as you go

Situation: The Tehachapi Zeppelin Company sells enormous airships to transportation and logistics companies. Each airship costs millions of dollars, and the sales cycle is multiple months long. One sales manager has noticed that bigger deals take longer to close, so he’s encouraging his sales reps to add extra meetings to the sales process in hopes of increasing average deal size. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Fill in the blank: Every step of your sales process should be required, factual, inspectable, and _____.

• buyer-centric
• revenue-driven
• repeatable
• unique

Fill in the blank: The secret to success when deploying friction intentionally is to make sure the amount of friction matches ______.

• the amount of force
• the potential revenue
• the level of value
• the amount of effort

In Monroe’s Motivated Sequence, the purpose of the Visualization section of a persuasive speech is to _____.

• imagine yourself giving the speech you’ve prepared.
• help your audience visualize the problem you’ve identified.
• present as many possible solutions as you can.
• describe the positive outcomes your solution will bring.

Situation: Trustworthy Financial Services recently hired a RevOps professional named Markeisha. Markeisha is spending her first few months trying to understand where leads come from, how they get passed to sales, and what happens to new customers after the deal is closed. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

How does RevOps help companies scale?

• By creating a shared vocabulary for company executives to use when explaining the company’s financial performance to outside investors
• By increasing the use of technology within a company
• By improving the accounting practices of each company department
• By harmonizing the processes, systems, and data used by customer-facing teams

True or false? RevOps improvements generally require a large investment of money.

• True
• False

Situation: C’est Wot is a Quebecois-British fusion restaurant specializing in jellied eel poutine. To encourage customers to bring their friends, C’est Wot gives first-time visitors buy-one-get-one meal vouchers for their next visit. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

What accounting tool reports on revenue and expenses over a period of time?

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

Situation: Flavio’s Organic Construction Company built a commercial building of entirely plant-based materials. Unfortunately, the final inspection found serious problems with the building’s plumbing, and extensive non-plant-based renovations were required before the building could be sold to a customer. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Chiffon Outdoors manufactures rugged outdoor equipment using delicate fabrics. To ensure the safety of their rock-climbing customers, they have to carefully examine every climbing rope before selling it to ensure there are no flaws in the fibers their customers will be dangling from. This involves an extensive examination that requires a lot of time and specialized equipment. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Hubspot Revenue Operations Exam Answers

Hubspot Service Hub Software Certification Answers 2025

The Service Hub Software Certification demonstrates your ability to execute an inbound service strategy using HubSpot’s Service Hub. This certification course consists of six lessons that discuss customer journey mapping, and HubSpot tools such as help desk, knowledge base, and customer feedback.

• There are 60 questions.
• It should take 1 hour to complete.
• You must answer 45 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to finish the exam.

Some questions:

• Which report(s) do you use to decide which knowledge base articles to write?
• If you’re setting up Service Hub reports for the first time, where should you start?
• A customer portal is a __________.
• True or false? You cannot edit the look and feel of your customer portal.
• If your support reps have trouble prioritizing tickets, consider _______.
• All of the following are benefits of email support EXCEPT:
• True or false? You can create cross-object reports from the report builder.
• True or false? Cross-object reporting exists in the service analytics tool.
• True or false? All customer portals are password protected.
• In Service Hub, you can set SLAs based on how long it takes your reps to first respond to a ticket and/or how long it takes reps to _____.
• ________ is for folks who need to create basic, out-of-the-box reporting.
• A customer portal helps customers do all of the following EXCEPT:
• What information can a user see in their customer portal?
• What’s the difference between service analytics and the report builder?
• If you’ve never set up service reports in HubSpot before, start with _________.
• Reports bucketed under the “conversation overview” category give you insight into:
• Customer portal is a _______ offering.

Hubspot Platform Consulting Certification Exam Answers 2025

Exam

• There are 45 questions.
• It should take 1 hour to complete.
• You must answer 32 questions correctly to pass.
• You must wait 12 hours between attempts.
• You have 3 hours to finish the exam.

Some questions:

A platform refers to:

• An individual company’s tech stack
• A collection of technology tools that help businesses to operate
• A collection of SaaS apps
• All of the above

Which of the following statements about app turnover is most accurate, according to Blissfully’s 2019 SaaS Trends Report?

• App turnover was higher than employee turnover
• App turnover was lower than employee turnover
• App turnover increased as employee turnover increased
• If the app turnover rate increases, employee turnover should also increase

Which of the following is true, based on the interview with Blissfully CEO Ariel Diaz?

• As companies grow, their platforms also grow in complexity.
• A significant portion of any company’s business platform will be different within 2 years.
• Leaders often unilaterally add technologies that don’t necessarily fit together.
• All of the above

True or False? Having more billing owners makes it easier for a company to manage its technology stack or platform.

• True
• False

True or False? According to Blissfully’s report, as company size increases, the number of billing owners also tends to increase.

• True
• False

Which of the following statements about technology audits is accurate?

• Partners should strictly avoid performing technology audits for the clients, and focus on hands-off consulting and guidance
• Partners should always try to replace their client’s existing technology platform at the start of a project
• Partners could provide platform auditing both as a standalone service and as an addition to existing services
• Platform auditing is extremely easy for companies to do internally, and partners’ auditing services are only required for larger firms with greater access to resources

True or False? Partners should avoid collaborating with other partners to meet client needs.

• True
• False

With a Solution Partner’s help for platform consulting and auditing, a client will be able to:

• Save time by having the partner run the platform audit
• Save money by identifying apps that aren’t providing sufficient ROI
• Cancel multiple software contracts easily and without pain
• Save more than 50% of last year’s platform budget
• A & B

In comparison to the traditional platform consulting playbook, the approach recommended by HubSpot is to focus on:

• Focus on how, where, and when an app is used in a business process, rather than the raw number of apps
• Focus on how ingrained an app is in the business’ operations, and how much it would cost to move to a different system
• Focus on identifying each app’s potential to meet more than one need for a company
• All of the above

True or false? HubSpot’s approach to platform consulting values quality over quantity.

• True
• False

By discussing platform consulting with your clients, you can:

• Demonstrate business acumen and build brand-equity
• Build long-term trust
• Convince the client to sign a larger contract
• Convince the client to shift their entire platform to HubSpot
• A & B

Which of the following is NOT a good question to ask your client in your platform audit?

• How, where, and when is a given app used?
• What metrics can be tracked through a given app?
• How quickly do you want to reduce the number of apps your company is using by 50%?
• What objects does this app touch most frequently?

or

• How much would it cost to move to a different system?
• If this app were removed, what processes would be disrupted?
• How much are competitors charging for this same functionality?
• None of the above. They’re all good questions.

Scenario: A client’s CEO wants to replace their CMS (Content Management System) within one month because it isn’t meeting all of the organization’s needs. When you interview the day-to-day users, you realize that the CMS is deeply ingrained into the company’s business process, and is being used heavily. You know that it will likely take over 6 months, at the very least, to replatform to a new CMS. What should you tell the client’s CEO?

• Be straightforward with the CEO. She may not be satisfied with the CMS, but it’s too deeply ingrained to replace quickly. It will take time and money to properly replace it with a new CMS.
• Decline the project and move on. Let the CEO know you cannot meet their timeline, and therefore they aren’t a good fit for your services. Tell the CEO to buy a HubSpot technical consulting package.
• Tell the CEO to buy a HubSpot technical consulting package.
• Tell the CEO that they should forget about replacing the CMS, and should focus on replacing their CRM system instead.

Scenario: A client’s Sales VP wants your help to implement Salesforce for their team’s CRM needs, but they already have an instance of HubSpot CRM and Sales professional that one of their Sales divisions is using. The Sales VP is simply unaware of HubSpot’s CRM and sales tools, and hasn’t considered the costs and benefits of getting more HubSpot Sales seats vs. a new Salesforce instance. What should you do?

• Remind the Sales VP about the existing HubSpot Sales + CRM instance, and remind her of its capabilities. Ask if there is a specific reason they need Salesforce rather than what they already have, and suggest doing a cost benefit analysis that includes not only the price of both tools, but also how ingrained the existing HubSpot Sales tool is, and what it would cost in terms of time/money to implement Salesforce.
• Remind the Sales VP gently, but remember that your job is to implement what the Sales VP needs in order to maintain a productive business relationship. Don’t linger on the topic and risk offending her. Skip over doing any kind of discovery, and move on towards implementing Salesforce. This is a large company, and it won’t hurt them too much if they have more than one tool for doing the same thing.
• Suggest that the Sales VP forego the CRM idea altogether. Their team is too disorganized to benefit from a CRM, and are better off organizing their process in excel. Don’t mention the limited HubSpot instance their team is already using, because you want to avoid muddying the waters too much with complexity. Focus on Sales consulting, and try and convince the Sales VP to look beyond the need for a CRM.
• Take an educational approach towards consulting them on this issue, rather than pushing for any particular solution aggressively at first. Find out if it makes monetary and temporal sense to expand the existing HubSpot Sales instance vs. implementing Salesforce. Once you’ve made your decision regarding what’s best for their tech stack, remind the client that they’re obligated to follow your recommendations if they wish to retain you as a partner.

True or False? After you’ve performed a few platform or tech stack evaluations, you can skip over the discovery questions and jump to solutions quicker for each subsequent client your firm works with.

• True
• False

True or False? Proactive conversations are planned ahead of time, allowing you to gather adequate background information and prepare appropriate questions for your platform conversation with your client.

• True
• False

True or False? It is ideal to have all technology stakeholders and billing owners at your client’s company join your platform conversations.

• True
• False

Which of the following is NOT a best practice for stakeholder calls on the topic of platform auditing?

• Center the conversation around the business process
• Center the conversation around their specific CRM product
• Ask specific questions to get to technology-business impact
• Conclude with data-supported recommendations

Scenario: You’re discussing platform goals with your prospect for the first time, and they suddenly start expressing doubt about some of the ideas you’ve suggested. While it seemed like they were initially excited about cancelling unnecessary SaaS app subscriptions, they’re worried about the downstream impact on their business. How do you reassure them and avoid derailing your discussion?

• Remind them that this is just an exploratory discussion, and that you won’t make any decisions without thoroughly understanding each app’s use case within their platform
• Remind them that they’re losing money because of unnecessary app subscriptions, and need to act decisively to save their company time and money
• Share a scary story with them about how a business lost hundreds of thousands of dollars because of unnecessary app subscriptions
• If they’re having doubts, they might not be a good fit for your service. Tell them to reach out to you when they’re confident they want to move ahead and remove unnecessary apps from their platform

Why are clients sometimes uncomfortable discussing the “why” behind a particular business process, and more comfortable discussing individual technologies?

• They may not understand the value of a platform audit yet. Take time to educate them on the benefits of platform auditing
• They might be unclear as to why they need to do an audit if they already feel strongly about removing/adding a particular app from/to their platform
• They might be unaware of opportunities to integrate a given technology with HubSpot
• All of the above

True or False? Reactive conversations require you, the Solutions Partner, to defend HubSpot’s platform, technology, and services against negative perspectives, no matter what the perspective is.

• True
• False

Scenario: You’re halfway through an important discovery conversation with your client’s entire team of stakeholders. Suddenly, the Sales Director interrupts with a question about whether they can transition their entire sales organization to Sales Hub from a legacy CRM. This is a pivotal moment in your relationship with this client, but you weren’t prepared to answer this question. How should you react to avoid derailing the conversation while still keeping the client interested in Sales Hub?

• Explain that you’ll reach out to them privately to continue this discussion, but you’re not prepared to have this conversation yet, and don’t want to give them false information.
• Ignore the question and transition to discussing the CMS Hub, which is a product you’re more familiar with and more prepared to discuss.
• Ask the Sales Director if she would be willing to tell you more about how their current CRM fits into their business process, and express your willingness to discuss how Sales Hub could potentially play a role.
• Attack the credibility of their legacy CRM immediately, and recite memorized soundbites about the power of Sales Hub.

True or False? A need gap analysis is just another term for a sales demo. Your goal is to replace all non-HubSpot technologies with HubSpot technologies.

• True
• False

Research shows that clients are most successful on HubSpot when they have between ___ and __ integrations.

• 7 and 10
• 3 and 2
• 40 and 57
• 77 and 110

Scenario: After understanding your client’s platform in detail, you’re ready to make recommendations about integrating, replacing, or keeping various technologies. Even though the client wants to completely transition away from their legacy CRM tool, you don’t think that’s an effective solution, given how deeply the legacy CRM is ingrained in their business operations. Which one of the following could be a prudent recommendation and rationale in this situation?

• Because it would cost too much time and money to completely replace the legacy CRM at the moment, you can help the client develop a plan to gradually transfer to a new CRM system. In the meantime, if key stakeholders are eager to benefit from certain features in the new CRM, they could try running a small test pilot with just a few users to see if the new tool could have a positive impact. Provide data to help the client make a more educated and measured decision.
• The client’s wishes matter more than any analysis you’ve performed. Regardless of whether or not it’s too expensive to transition to a new CRM, your role is to help make it possible for the client. Rather than trying to challenge the client’s wishes, help them design a plan that would enable them to transition away from the legacy CRM as quickly as possible, even if all stakeholders don’t understand the full downstream impact of this change yet.
• Pivot to discussing another platform technology, given that the CRM issue is obviously generating some tension. The best strategy is to divert the client’s attention to a more easily resolvable problem, and hopefully they’ll forget about the CRM issue and shift their focus entirely.
• Resign from the project, and recommend that the client hire another firm to meet their requirements, because any and all conflict is potentially damaging to your firm’s recommendation.

True or False? Data shows that more integrations with HubSpot lead to better long term results for HubSpot customers, so you should always push your clients to pursue as many integrations as possible.

• True
• False

True or False? Integrating two technologies can never negatively impact a client’s data integrity, so you should always recommend integrating as many technologies as possible.

• True
• False

True or False? Even if two different technologies used by the client perform a similar function, you may want to avoid consolidating them if both are deeply ingrained in certain client business processes.

• True
• False

True or False? If a technology provides a key functionality that HubSpot does not offer, you’re better off recommending that the client eliminate the technology from their platform.

• True
• False

True or False? If a non-HubSpot technology provides a key functionality that HubSpot already includes at no extra cost to the client, you may want to explore the possibility of replacing the technology with HubSpot’s solution.

• True
• False

Which of the following is NOT one of the recommended key variables you should use to prioritize your platform recommendations for clients?

• ROI
• Time
• Available resources
• Metaphysical preparedness

True or False? All HubSpot integrations are designed to take less than 10 minutes to set up, so you shouldn’t worry about this when making recommendations to your clients.

• True
• False

Which of the following is a valid reason to consider time as a factor in determining the relative priority of an integration?

• HubSpot native integrations are always faster to install than custom integrations.
• A native integration may require you to fire employees who are no longer required to maintain the custom integration.
• A native integration may require training employees to work from a new system, whereas custom integrations may just pass data along.
• Technology is advancing at a very fast pace, and AI-driven integrations will replace ALL native integrations within a short period of time.

True or False? Only highly technical organizations can effectively manage integrations or audit their platform.

• True
• False

True or False? If the client is considering using PieSync or another iPaaS solution, you should make sure their IT team has the necessary bandwidth to oversee the solution.

• True
• False

Scenario: A client needs you to build a custom integration between HubSpot and their proprietary data analysis technology. You realize that while your firm has the resources to successfully complete one part of the project, you’ll need someone with a data science background to help with the second part of the development work. One of your fellow Solutions Partners is a good fit for this requirement. What should you do?

• Consider the possibility of designing a mutually beneficial project plan with your fellow partner to help the client see success.
• Figure out how to handle all aspects of the project yourself. Your firm should be able to do everything by itself, without asking for help.
• Quit the project, because partner with another firm is a sign of weakness.
• Report the client to HubSpot and have them blacklisted.

True or False? You can avoid derailing the sales or consulting process by proactively bringing key people up to speed right from the beginning of the process.

• True
• False

Which of the following does NOT accurately describe a need-gap analysis?

• An opportunity to show the prospect or client precisely how HubSpot’s platform ecosystem will support their goals and solve their business problems
• A diagnostic approach for determining what client needs you need to address
• A method of determining how much to charge the client for a retainer in the future
• A part of your due diligence to accurate assess your client’s needs

True or False? The less expensive technology is always the better choice, when picking between two technologies that perform virtually the same function.

• True
• False

Which of the following is a benefit associated with educating your prospect or client early in the sales or consulting process?

• Level setting with all stakeholders
• Setting the stage for a need-gap analysis
• Differentiating HubSpot and your consulting service from the competition
• All of the above

True or False? In the context of your client’s tech stack, the term “platform” is not the same thing as the HubSpot platform, which refers to HubSpot’s ecosystem of connected apps.

• True
• False

Which of the following is an example of an internally-facing team at a company?

• HR
• Sales
• Customer Success
• Customer Support

Which of the following is NOT a good description of a flywheel and/or the flywheel model?

• A cyclical buyer’s journey
• An energy-efficient wheel that spins faster when you add force and remove friction
• A reference to HubSpot’s obsession with frisbees
• A more accurate model than the traditional funnel model

Which of the following is a key benefit of HubSpot’s app marketplace?

• Clear context for more informed integration decisions, including pricing information, data flow structure, and demo videos
• Easy discovery of relevant apps for HubSpot users
• Decreased friction and improved discoverability for app developers
• All of the above

Hootsuite Social Selling Certification Answers 2025 (updated)

• Exam contains 40 multiple choice questions.
• You need to score at least 80% to pass.
• You have 60 minutes to complete the exam.

Some questions:

If an Instagram user’s profile is public, you’re able to see both their followers AND who they are following. What are THREE ways a social seller could make use of that information? (pick three)

• For importing follower and following lists into LinkedIn to better understand the relationship dynamics of your professional network
• For uploading an important prospect’s ‘Following’ list into your CRM to find new connections
• For finding like-minded individuals
• For determining who your 2nd and 3rd degree connections are with an important prospect
• For a better understand a demographic or audience you’re trying to sell to
• For finding opportunities to engage with potential new prospects

Under the Interests Tab on LinkedIn is the ability to follow companies you’re targeting. Following companies can help you glean insights and move your sales efforts forward. Which of the following is a best practice for following companies on LinkedIn?

• When sending a Follow Request to a company, ask that they also follow you in return.
• Keep the list of companies you follow well-pruned to avoid missing a key update.
• After following a company, send connection requests to all existing ‘second-degree connections’ between yourself and the company.
• Always include the reason why you’re requesting to follow a company in the text box provided.
• Follow as many companies as possible, to increase the chances of surfacing strategically useful information.

Social proof is a powerful way to build credibility and trustworthiness. On LinkedIn, ___________________ from clients are a great way to showcase your professional integrity.

• likes and content re-shares
• ‘Verified Social Seller’ badges
• upvotes and Likes
• positive recommendations and skill endorsements
• retweets and re-posts
• earnings reports

Why is it important to regularly schedule social selling activities into your daily and/or weekly routine?

• Because, as a top of funnel activity, it can be easy to forget about until it’s too late.
• As a predominantly mid-funnel strategy, social selling needs repeated daily touch points.
• Because, as a bottom of funnel activity, it’s vital for hitting near-term sales targets.

There are many different ways you can make a strong first impression among potential clients visiting your LinkedIn page. However, the easiest and most effective way to accomplish this is with an up-to-date and professional _____________.

• profile photo

• extensive summary of all your qualifications section
• collection of endorsements
• list of awards and certifications
• additional information section

Instagram users can save posts they find interesting into groups called _______________. Saved posts are not visible to your followers, and users will not know if you have saved their post.

• ‘Favourites’
• ‘Collections’
• ‘Highlights’
• ‘Files’
• ‘Albums’
• ‘Stories’

If you’re listening to other sellers, chances are they’re listening to you. For this reason, you may want to:

• create fake accounts to interact with and throw off your competitors
• avoid using industry-specific keywords in your conversations that competitors might be monitoring
• limit your engagement with important leads to private messaging
• never engage on social media with important leads unless absolutely necessary

In the summary section of your LinkedIn profile, your primary focus should be on communicating:

• job responsibilities with your previous 2-3 employers.
• the depth of your knowledge of your industry, and how you intend to continue growing.
• your professional accomplishments, and where you see yourself professionally in 5 years.
• what you’ve achieved for your customers, not just what you’ve achieved for yourself.
• professional accolades and key people you are connected with in your industry.

What is most important to think about when choosing the social networks on which to build your presence?

• Which networks best support the content you want to share.
• Where your target audience is most active.
• The networks on which you already have a good working knowledge.
• Which networks will become popular in the coming 1-2 years.

When writing your About Section on your Facebook Business Page, keep in mind that approximately the first __________________ are visible when your page appears in search engine results, so be sure to include the most important information first.

• 140 words
• 140 characters
• 20 characters
• 350 characters
• 250 words

In the Website field of your Twitter page, add:

• a link to your website, a link to your your company’s website, OR a link to your LinkedIn page
• a link to your blog (if applicable), a link to your your company’s website, AND a link to your LinkedIn page
• your company’s Twitter handle AND your Twitter handle.
• your company’s Twitter handle OR your Twitter handle.

On LinkedIn, the rule of thumb is ‘always be connecting’. However, while quantity is important, so is quality. Make sure to connect with:

• an accompanying request for their offline contact information.
• succinct, clear questions about key decision makers they are connected to.
• an up-to-date product and services list.
• a well polished pitch and/or attractive discount on your products or service.
• a purpose and a mutually beneficial relationship in mind.

The primary goal of social selling shouldn’t be to try and close deals with prospects through social media platforms; rather your guiding purpose should be to:

• increase brand recognition for your company.
• set the stage for more effective outreach through traditional sales channels.
• boost your discoverability and SEO.
• phase out outmoded practices like phone calls and in-person meetings.
• get information about products and services into the hands of prospects in the least expensive way possi

In the summary section of your LinkedIn profile add high quality, supporting media such as links, slideshares, and videos. In addition to bolstering your credibility as a sales professional, adding this content is important because:

• LinkedIn serves this content up in the ‘Suggested Resources’ section of your target prospects’ News Feed.
• LinkedIn may feature this content in the monthly emails received by your connections.
• LinkedIn automatically sends push notifications to your connections whenever you add content like this.
• LinkedIn’s search algorithm favors completely filled out and active profiles.

When setting up your LinkedIn profile, be sure to customize your URL for your LinkedIn page with a __________________.

• short, memorable extension
• re-direct link to your personal website
• branded hashtag
• long, descriptive extension
• shortened, trackable link (e.g., an ow.ly link)

If you are engaging in social selling activities in the financial services industry in Canada or the U.S., you must:

• delete any lasting record of an interaction with clients within 48 hours.
• include a clear profile photo taken within the past 6 months, using passport photo specifications.
• engage with any comments left on your posted content within 24 hours.
• send a disclaimer via direct message before engaging in a private conversation (e.g., via DMs).
• delete or hide any and all LinkedIn recommendations left by clients, colleagues, or anyone else.

__________________ refers to using the search functionality of social networks to proactively seek out new leads, insights, companies, decision makers, and influencers.

• Advanced search
• Social surfing
• Social targeting
• Active searching
• Active listening

Regardless of the social platform you’re sending a direct message on, always _______________ early and clearly to respect your prospects’ time.

• state the purpose of your message
• share information about relevant sales or promotions
• outline your company’s products and services
• attempt to close the business
• get your sales pitch out of the way

People prefer to do business with those they know, like and trust. Social networks give social sellers the opportunity to share their personal interests alongside professional ones. In light of this, which of the following is the most appropriate reason to engage with prospects on social media?

• convey an idealized notion of yourself
• humanize yourself
• highlight the weaknesses of competing sales professionals
• highlight your professional accomplishments
• promote yourself

Industries like insurance, financial services and healthcare are prime examples of industries where ___________________.

• sales activities through social channels are prohibited by federal law
• your emphasis should be on closing business through the social channels themselves
• adoption of social selling was far ahead of the curve
• regulatory oversight impacts social selling activities
• the volume of content you publish should be very high

Facebook, Twitter, LinkedIn, and other networks offer the ability to send _______________ so you can connect with people directly for one-on-one interactions.

• follow notifications
• WhatsApp invites
• address book Invites
• private messages
• connection requests

If one of your Tweets or a Facebook post is getting a lot of engagement or sparking a discussion, what should you do to keep the conversation going?

• like or favorite the post
• port it into a sidebar ad
• update the post with visuals
• pin it to the top of your profile
• cross share to LinkedIn

By discovering pain points and noticing buying signals you can better qualify your prospects, thereby reducing your ________________.

• return on investment
• average revenue per user
• customer acquisition costs
• business friction
• customer onboarding expenditure

To send a direct message to a prospect or client on Twitter:

• you must have a ‘Small Business’ or ‘Twitter Premium’ account.
• You must not be over your allotted amount of weekly DMs.
• you must be following each other.
• You must enter their email address.

To fully populate the media gallery of your Twitter Page, thus boosting the visual impact of your profile, you should share at least ___ visually striking photos or videos that are relevant to your business.

•   5
•   4
•   2-3
•   6

_____________ is a strong network for B2B social selling and offers a variety of ways to connect with decision makers based on their professional attributes.

• instagram
• Linkedin
• Snapchat
• Facebook
• Twitter
• all the above

When viewing a prospect’s profile on LinkedIn, what’s one reason you would want to check out the People Also Viewed section on the right hand side?

• To request connections with people who may be able to influence your target.
• To monitor who has been viewing your profile.
• To determine the types of content resonating with the prospect and their network.
• It can be a great way to learn about key team members of a target account.

Be sure to use Twitter’s ___________________ feature to connect with contacts you may have outside the platform.

• Analytics
• Customer Locator
• Find Friends
• Small Business Search
• Target Finder

To monitor the social activity of your customers and prospects on Twitter and keep an eye on the competition, _________________ are an essential tool.

• Twitter Analytics
• Twitter Subscriptions
• Twitter Lists
• Twitter Favorites
• Twitter ‘Tweets and Replies’

Let’s say you’re a real estate agent, and a competing agent in your territory is gaining a lot of likes and engagement week over week on their Facebook Business Page. What tool on your Facebook Business Page could you use to learn more about the type of content they’re sharing with their audience to drive that attention?

• the ‘Pages to Watch’ feature

• The tool ‘Facebook Insights for Real Estate Agents’
• Twitter Analytics for Facebook Integration
• Download an Excel spreadsheet with your competitions publishing history
• RSS Feeds

Which part of the traditional sales funnel do social selling activities best fit (e.g., publishing content, searching for conversations to engage in, responding to Direct Messages)?

• all of the options in this list
• outside funnel activities
• top of funnel activities
• middle of funnel activities
• post-funnel activities
• bottom of funnel activities

The three networks B2B social sellers use most are:

• Snapchat, LinkedIn, and Twitter
• LinkedIn, Twitter, and Facebook
• Google+, Twitter, and Facebook
• Google+, LinkedIn, and Instagram

Say you’re conducting some research for new prospects on Twitter, and would like to search keywords, language, location, and dates. Where on Twitter would you go to conduct such a search?

• Twitter Target Finder
• Twitter Small Business Search
• Twitter Customer Locator
• Twitter Analytics
• Twitter Advanced Search

When setting up your Facebook Business page for Social Selling activities, select the ‘Business or Brand’ account type, if you want a ___________________ on your page.

• Live Chat, Commenting functionality, and Inbox
• Map, Check-Ins, and Ratings & Reviews
• Comment moderation functionality, and Ratings and Reviews
• Check-Ins, Skype integration, and Live Chat
• Products and Services section, and E-commerce capabilities

When it comes to gathering information on social media channels and setting the stage for effective outreach to clients and prospects, the two main approaches sales professionals can use are:

• social graph and social listening
• paid acquisition and earned information
• Google Analytics and social graph
• social listening and active searching
• owned audience analysis and paid analytics

Thought leadership doesn’t require you to create your own content. It can be as simple as re-sharing thoughtful, interesting content that you’ve curated from trusted sources in your industry. Where can you source this type of content? Select all that apply.

• Twitter lists
• Industry publications
• Customer stories
• Company content

When creating your Twitter handle, avoid using _______________ and, if possible, keep a consistent username across all social profiles.

• company specific identifiers
• your real name
• all of the items in this list
• numbers and underscores

A ______________ is a custom feed of Twitter user profiles that lets you easily monitor the activity of list members in a single view.

• Twitter moment
• Twitter subscription
• Twitter notification
• Twitter favorite
• Twitter list

Prime examples of industries where regulatory oversight impacts social selling activities include:

• media, tech, and insurance.
• healthcare, law, and media.
• government, tech, and military.
• insurance, financial services, and healthcare.

On LinkedIn, when someone new follows you or connects with you, make a habit of _______________.

• endorsing them for at least 5 Skills in the Skills Endorsement section
• messaging them to say thanks for connecting
• verifying you have mutual connections before accepting
• blocking them if you haven’t met in person
• verifying they are already a contact within your CRM before accepting

Which of the following is NOT an example of engaging with a prospect on social media?

• Commenting on their blog or social media posts, which could generate a fruitful conversation that showcases your expertise.
• Creating a Twitter List dedicated to a prospect to monitor their social activity.
• Retweeting a relevant tweet from a prospect, or sending a thoughtful reply.
• Liking or sharing their LinkedIn posts, giving the prospect a shout out when sharing their post.
• Directly tweeting a piece of content at a prospect that connects with one of their pain points.

To make it even easier to drive action from your Facebook Business page, Sales Professionals can add a _______________ button underneath their cover photo. Choose only ONE best answer

• Send Direct Message
• Like This Page
• Post to Wall
• Share This Page
• Call-to-action

A key tactic for finding prospects and customers on social channels, and then discovering patterns and trends in their behaviour, is to use existing data from your ____________.

• Graph Search
• CRM
• Suggested Connections module
• Google Analytics account
• Consultancy reports

Liking or sharing a customer or prospect’s LinkedIn post, and giving the prospect a shout out in the process is an example of:

• monitoring
• supporting
• publishing
• engaging
• listening

On Instagram, you can save content you find interesting into groups called Collections. Which of the following is NOT a good reason use an Instagram Collection?

• To create a repository of important posts published by your competitors
• To showcase your favorite posts and interests to your audience.
• To keep track of posts you want to engage with later.
• To curate user-generated content you’d like to repost
• To save content that inspires you.

Depending on your market segment, you might also find your prospects are active on Instagram or Snapchat. If that’s the case:

• you should purchase an Instagram and/or Snapchat Business Plan so you’re better able to connect with these customers.
• all the options in this list
• you should avoid these platforms, as they are not geared toward social selling activities.
• you should focus exclusively on these platforms, as they offer the highest ROI on social selling activities.
• it’s important to meet them there with engaging content suited to those platforms.

To stay on top of relevant conversations in your industry, especially those taking place among groups of people you might not be aware of, it’s helpful to regularly do research on Twitter for ____________ that are in use.

• URL parameters
• geo-codes
• emojis
• hashtags
• metatags

‘Social listening’ and ‘active searching’ are information gathering approaches that social sellers can use to:

• set the stage for well targeted and effective outreach to clients and prospects.
• produce better targeted Google Analytics reports.
• build a high ROI paid audience.
• demonstrate ROI to senior leadership within their firms.
• build out a social media policy and guidelines document.

When updating your Instagram bio to better reflect your personal brand, you’ll notice the bio field doesn’t offer any options for formatting. What is a workaround you can use to add formatting?

• Render your bio as a JPG or PNG then upload into the bio field.
• Turn your Instagram Business account back into a personal account, which has more formatting options.
• In your settings, turn on ‘Enable Bio Formatting’.
• Draft your bio in the Notes app on your device, then copy and paste it into the bio field.
• Sign up for Instagram for Business Premium Account for additional formatting functionality. You can switch back to a regular account after.

Under the Additional Information section of your LinkedIn profile, you can add _______________, which is an effortless way to be top of mind in your network at least once a year and create an opportunity to re-engage with dormant contacts.

• annual milestone reminders
• an “anniversary notification” for important connections
• an “Alumni Alert”
• your birthday
• a paid “anniversary notification” for your VIP connections

When sourcing content about your own organization to share on your social networks, connect with the marketing department. They may have content that’s:

• mapped to the sales funnel and target prospects
• tracked via CTAs and UTM parameters
• preferred by the network’s algorithm
• developed specifically for lead gen

Which of the following can social media help sales professionals with?

• gather market insights
• generate better leads
• create better buying experience
• convert leads to sales
• all of the above

If you’re constantly reaching out to people with the same canned pitch on Twitter, you could look like a spammer and won’t be taken seriously. This is because everything you post on Twitter ends up in your____________ list.

• ‘My Interests’
• ‘Public Notifications’
• ‘Favorites’
• ‘Tweets & Replies’
• ‘Your Updates’

Different features are available for different Facebook Business Page types. For Sales Professionals, the ___________________ option provides the largest range of functionality including a Map, Check-Ins, and Ratings & Reviews.

• Business Person
• Brand or Product
• Premium Individual
• Business or Brand
• Community or Public Figure

When initiating contact with a prospect via direct message on a social network, ensure your message: Choose only ONE best answer

•   is informal and not too specific.
•   clearly specifies the range services you’re able to offer.
•   contains a presumptive close.
•   is relevant and personalized to their pain points.
•   always concludes with a firm ask for the business.

Poorly maintained social media profiles reflect badly on your reputation as an active, engaged Sales Professional. You should therefore:

• strategically delete undeveloped or neglected accounts (or include a redirect to a more active account).

• focus on Twitter and Facebook, as these networks always produce the highest ROI for Sales Professionals.
• pick the one social account you enjoy being on the most, and delete all the others.
• find the time to fully update all your profiles and make them appear active, even if it means cutting into time spent prospecting and other selling-related activities.

If you are engaging in social selling activities in the financial services industry in Canada or the U.S., you may not:

•   solicit or accept Recommendations on your personal LinkedIn profile.
•   Retweet or Share content posted by competitors.
•   engage in any private conversations via Direct Messaging functionality.
•   include photos or any other self-identifying visuals.
•   engage with comments left by clients or prospects on your posted content.

Let’s say you want to do some social selling research using the Instagram app. What are the THREE parameters you can search by in Instagram? (pick three)

• hashtag
• job title
• user
• 2nd degree connections
• most popular
• interests
• location

Twitter’s ‘Advanced Search’ functionality is useful if you need to search for target prospects’ accounts using any of the following parameters:

• hashtags, job type, words, dates, employer
• employer, hashtags, income level, people, places
• 1st or 2nd degree connections, job type, location, hashtags
• words, people, places, and dates

Sharing the right kind of content on social can position you as a thought leader and trusted advisor. To achieve this, what is the content type and ratio you should aim for?

• two times as much product or company information as educational content
• four times as much educational content as product or company information
• 50% personal updates and 50% company updates
• 80% LinkedIn status updates and 20% Tweets

If you’d like to track clickthroughs on the web address you include in the website field on your Twitter page, you can use a _____________ like Hootsuite’s ow.ly.

• browser cookie
• bitmap
• link shortener
• email gating tool

Facebook’s __________________ will help you identify demographics, location, common interests and the purchasing behaviours of your followers so you can make intelligent decisions about your sales strategy.

• Audience Insights
• ‘Pages to Watch’ feature
• Analytics
• Content Performance Analysis
• Comparative Content Analysis Tool

The goal of social selling is to _______________ and set the stage for more effective outreach through traditional sales channels.

•   warm up cold calls
•   increase brand recognition for your company
•   boost your discoverability and SEO
•   lower the cost of doing business by closing deals online
•   Always Be Closing

LinkedIn provides sales professionals with the ability to follow companies. Why would this be useful for social selling activities?

• Following a company provides you the option of declaring what the type of relationship you have with the company (e.g., Consumer, B2B Vendor, Competitor, Fan) which limits the types of communications you’ll receive from that organization to those relevant to your business goals.
• If the target company accepts your follow request, your second-degree connections with them will transfer into first degree connections. This allows you to send direct messages to those connections.
• You’ll receive access to the company’s recent updates section, which contains valuable information.
• The company will receive a follow notification, which will prompt them to review your profile – and therefore the products and services you offer.
• By regularly monitoring the feeds of these companies, you may glean insights that can move your sales efforts forward.

Consider the question: “Who am I and what’s important to me”. What sort of social selling-related activity would you be engaged in when asking yourself this question?

• Prioritizing your weekly prospecting activities
• Philosophizing about the meaning of social media in modern society
• Customer needs analysis
• Preparing to close a new sales lead
• Articulating your brand voice
• Defining your personal brand

When you’re thinking about how to approach, and schedule, your ongoing social selling efforts, it’s helpful to break it into three distinct activities: (pick three)

• Researching Leads
• Comments with Flattery
• Sharing Content
• Direct Messaging a prospect every day
• Paid ads targeted as customers
• Engaging Prospects

___________________ refers to the ongoing monitoring of social media channels for relevant mentions, including product and competitor conversations, mentions of key industry terminology, etc.

• Social engagement
• Network intelligence
• Social prospecting
• Social listening
• Lead combing

If you have several potential LinkedIn profile photos to choose from, reach out to trusted colleagues and mentors to get their opinion; however, you should ultimately choose a photo that:

• doesn’t make you look too young, as that will be interpreted as inexperienced.
• represents how you would ideally like clients to perceive you.
• depicts you with your most “trustworthy” smile.
• reflects a professional period when you were most on top of your game.
• represents how you usually look when interacting with customers.

When building and projecting your personal brand as a sales professional, expressing personal interests and passions through your social media channels _________________:

• looks unprofessional and so is generally not advisable, unless otherwise stated by your organization.
• will distract your audience and take their attention off the business goals you’re moving forward.
• makes you appear well-rounded and helps build more authentic business relationships.
• is appropriate on some platforms, but not on others.

Which of the following is a reason why you’d want to use Instagram’s Highlights feature?

• Pin your favourite images to the top of your profile.
• To keep your favourite Instagram stories visible on your profile.
• Cross-post your images to your Facebook account.
• Quickly review your top performing posts of the week.
• Give a top-performing post a paid boost, to reach a wider audience.

Which of the following is an example of a social selling activity?

• A recruiter purchases a LinkedIn sidebar Ad targeting alumni from the local university.
• A real estate agent does keyword research in Google Analytics to determine search terms that need to be targeted by her organization’s blog posts.
• A SaaS software Sales Professional creates a social media strategy, outlining roles and responsibilities and advertising budget.
• A financial advisor spots a job change on LinkedIn and reaches out to assist with a pension transfer.
• A mortgage broker creates an A/B test to determine which email copy gives the biggest boost to brand awareness for his organization.

On LinkedIn, it’s essential to ________________ – the more connections you have, the more likely you’ll be able to get introduced to an important prospect or decision maker.

• ensure your account is set to “Public and Discoverable”
• always be closing
• send invitations to every person the LinkedIn algorithm suggests to you
• always be connecting
• ask for the business in every interaction