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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
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Question 15 - Certified Sales Representative discussion

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A sales representative qualifies a prospect before moving to the next stage of the sales process.

What key factors should a sales rep consider when assessing the probability of winning the business?

A.
Social media presence, website design, and customer reviews
Answers
A.
Social media presence, website design, and customer reviews
B.
Location, number of employees, and market segment
Answers
B.
Location, number of employees, and market segment
C.
Approved budget, authority, business need, and timing
Answers
C.
Approved budget, authority, business need, and timing
Suggested answer: C

Explanation:

Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy within a reasonable time frame.

Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify

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asked 23/09/2024
Sunila Chugh
40 questions
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