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Question 67 - Certified Sales Representative discussion

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A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.

How should the sales rep introduce their value proposition to their customer?

A.
Collaborate internally to iterate on the value proposition for the customer.
Answers
A.
Collaborate internally to iterate on the value proposition for the customer.
B.
Unveil the value proposition to the customer after it is finalized.
Answers
B.
Unveil the value proposition to the customer after it is finalized.
C.
Make a draft of the value proposition and seek customer feedback.
Answers
C.
Make a draft of the value proposition and seek customer feedback.
Suggested answer: C

Explanation:

Making a draft of the value proposition and seeking customer feedback is the best way to introduce the value proposition to the customer, because it allows the sales rep to validate their assumptions, test their hypotheses, and refine their solution based on the customer's input. This also helps to build trust and rapport with the customer, and demonstrate that the sales rep is genuinely interested in solving their challenges. Collaborating internally to iterate on the value proposition for the customer is not a bad idea, but it does not involve the customer in the process, and may result in a solution that does not match the customer's needs or expectations. Unveiling the value proposition to the customer after it is finalized is a risky strategy, because it may surprise or disappoint the customer, and leave no room for adjustments or negotiations.Reference:Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

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asked 23/09/2024
Ali Reza Azmi
43 questions
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