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Question 261 - Certified Sales Cloud Consultant discussion

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Sales leadership at Universal Containers is concerned that sales reps are negotiating deals with contacts without the authority to make a decision, resulting in lost deals.

What should the consultant recommend to resolve the issue?

A.
Allow sales reps to mark the contact on each opportunity as ''Primary'' to indicate the decision maker.
Answers
A.
Allow sales reps to mark the contact on each opportunity as ''Primary'' to indicate the decision maker.
B.
Require sales reps to add the stakeholder as the decision maker on each opportunity before the rep can progress the stage.
Answers
B.
Require sales reps to add the stakeholder as the decision maker on each opportunity before the rep can progress the stage.
C.
Enable Opportunity Teams so sales reps can track the decision maker for each opportunity.
Answers
C.
Enable Opportunity Teams so sales reps can track the decision maker for each opportunity.
Suggested answer: B

Explanation:

To ensure that sales reps are negotiating with contacts who have the authority to make decisions, the consultant should recommend requiring sales reps to add the stakeholder as the decision maker on each opportunity before they can progress the stage. This approach enforces accountability and ensures that sales reps are identifying and engaging with the appropriate decision-makers early in the sales process. Implementing such a requirement helps reduce the risk of negotiating with non-decision makers and increases the likelihood of successful deals.

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asked 23/09/2024
MANIVANNAN POOPALASINGHAM
31 questions
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