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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
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A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses. Which type of questions are they leveraging?

Question 8 - Certified Sales Representative discussion

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During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.

What is an effective way to handle an objection?

A.
Ask questions to characterize the issue.
Answers
A.
Ask questions to characterize the issue.
B.
Propose an alternative product.
Answers
B.
Propose an alternative product.
C.
Offer friendlier terms and a lower price.
Answers
C.
Offer friendlier terms and a lower price.
Suggested answer: A

Explanation:

Asking questions to characterize the issue is an effective way to handle an objection from the customer. Asking questions helps to understand the root cause, scope, and impact of the objection, as well as to show empathy and respect for the customer's concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objection.

Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

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asked 23/09/2024
Andrea Marini
31 questions
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