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Salesforce Certified Sales Representative Practice Test - Questions Answers, Page 3

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Question 21

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How can the sales rep work with marketing to improve the health of their pipeline?

Focus on behaviors and attributes that define a quality lead.
Focus on behaviors and attributes that define a quality lead.
Broaden the scope of the prospect profile.
Broaden the scope of the prospect profile.
Expand the number of channels to reach more prospects.
Expand the number of channels to reach more prospects.
Suggested answer: A

Explanation:

Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce sales cycles, and optimize resources.

Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

asked 23/09/2024
Feroz Khan
43 questions

Question 22

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A prospect visited a company's website and completed a form expressing interest in a product.

What should a sales rep focus on when qualifying the prospect?

Customer needs
Customer needs
Product features
Product features
Marketing goals
Marketing goals
Suggested answer: A

Explanation:

Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company's website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product.

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

asked 23/09/2024
Adam Beke
40 questions

Question 23

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A sales representative presents a solution and the customer is interested in moving forward.

How can the sales rep gain the customer's commitment and close the deal?

Negotiate to finalize the contract.
Negotiate to finalize the contract.
Propose and schedule an additional demo.
Propose and schedule an additional demo.
Develop a roadmap with complementary products.
Develop a roadmap with complementary products.
Suggested answer: A

Explanation:

Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction.

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

asked 23/09/2024
Chris Abunin
28 questions

Question 24

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A sales representative is fulfilling an order using the step-by-step instructions for that specific customer

What are these instructions known as?

Fulfilment procedures
Fulfilment procedures
Standard operating procedures
Standard operating procedures
Standard engagement steps
Standard engagement steps
Suggested answer: B

Explanation:

Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.

Reference: https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce-essentials-sales-process

asked 23/09/2024
john ignacio echavarria lopez
33 questions

Question 25

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In which way should a sales representative drive trust through professional competency?

Asking questions to look for common interests, personal motivators, and hesitation
Asking questions to look for common interests, personal motivators, and hesitation
Collecting and processing information on products, competitors, and industries
Collecting and processing information on products, competitors, and industries
Understanding the buyer's experience in the market and years of service
Understanding the buyer's experience in the market and years of service
Suggested answer: B

Explanation:

Professional competency is the ability to demonstrate knowledge and skills that are relevant and valuable to the customer. By collecting and processing information on products, competitors, and industries, a sales rep can show their expertise, credibility, and confidence in providing solutions that meet the customer's needs and expectations.

Reference: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam

asked 23/09/2024
Sundarrajan Mugunthan
34 questions

Question 26

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A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.

What should be the main objective of this presentation?

To provide an in-depth analysis of the prospect's competitors and market trends
To provide an in-depth analysis of the prospect's competitors and market trends
To build credibility with the prospect using their public speaking skills and professional appearance
To build credibility with the prospect using their public speaking skills and professional appearance
To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)
To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)
Suggested answer: C

Explanation:

The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect.

Reference: https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-presentation

asked 23/09/2024
JR Gee
33 questions

Question 27

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A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.

What should the sales rep do?

Acknowledge the customer's concerns while trying to find easier customers.
Acknowledge the customer's concerns while trying to find easier customers.
Reassess the customer's expected value based on the current situation.
Reassess the customer's expected value based on the current situation.
Try to sell additional products or services to increase the realized value.
Try to sell additional products or services to increase the realized value.
Suggested answer: B

Explanation:

Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's expected value based on the current situation, identify any gaps or discrepancies, and work with the customer to resolve them and ensure their satisfaction.

Reference: https://www.salesforce.com/resources/articles/customer-success/#customer-success-metrics

asked 23/09/2024
ME BOX
30 questions

Question 28

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A sales representative just closed a deal and wants to make sure the customer is set up for success.

How can the sales rep ensure the customer has a great experience with the product?

Share other customer success stories.
Share other customer success stories.
Recommend additional products and services.
Recommend additional products and services.
Provide timely support and training.
Provide timely support and training.
Suggested answer: C

Explanation:

Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.

Reference: https://www.salesforce.com/resources/articles/customer-service/#customer-service-tips

asked 23/09/2024
Carlos Eduardo Araujo Fonseca
38 questions

Question 29

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A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.

Which strategy helps minimize price challenges?

Showing a competitor pricing matrix during the meeting.
Showing a competitor pricing matrix during the meeting.
Presenting a discount at the beginning of the conversation.
Presenting a discount at the beginning of the conversation.
Building in value-based conversation from the beginning.
Building in value-based conversation from the beginning.
Suggested answer: C

Explanation:

Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.

Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips

asked 23/09/2024
Paul Sanchez
34 questions

Question 30

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A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.

How should the sales rep convince the customer to find the solution invaluable and close the contract?

Offer promotional discounts.
Offer promotional discounts.
Bundle additional products.
Bundle additional products.
Extend a free trial.
Extend a free trial.
Suggested answer: C

Explanation:

Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluable and close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution.

Reference: https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples

Extending a free trial is a good way to convince an indecisive customer to close the contract, as it allows them to experience the value of the solution firsthand and overcome any doubts or objections. A free trial also creates a sense of urgency and scarcity, as the customer knows that they have a limited time to take advantage of the offer. By extending a free trial, the sales rep can demonstrate confidence in the solution and show the customer that they are willing to accommodate their needs and preferences.Reference:

Turn Undecided Customers into Successful Sales - Upnify, section "Offer guarantees and flexible policies".

How to Handle Indecisive Customers? - Bitrix24, section "Offer a free trial or a money-back guarantee".

asked 23/09/2024
Gajendran Balasingam
39 questions
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