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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product. Which measurement should the sales rep use?
When assigned a new sales territory, what is the first step to prioritizing selling efforts?
A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue. What is the best course of action in this scenario?
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?
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses. Which type of questions are they leveraging?
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 sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment. At which stage are they in the sales process?
A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals. Which skill is the sales rep growing?
A sales representative wants to improve the overall health of their pipeline. Why is it important to take a strategic approach to prospecting?

Question 38 - Certified Sales Representative discussion

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A sales representative is aware of an upcoming end-of-contract period for a key customer.

How should the sales rep adapt their sales activities to address this change?

A.
Wait for the contract to expire before engaging with the customer.
Answers
A.
Wait for the contract to expire before engaging with the customer.
B.
Focus on finding new customers to replace the potentially last contract.
Answers
B.
Focus on finding new customers to replace the potentially last contract.
C.
Proactively engage with the customer to renew or expand the contract.
Answers
C.
Proactively engage with the customer to renew or expand the contract.
Suggested answer: C

Explanation:

Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract.

Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-renewals

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asked 23/09/2024
evalson martin laplap
49 questions
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