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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 95 - Certified Sales Representative discussion

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A sales representative has a low conversion rate during the proposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.

Which adjustment will help the sales rep win more work by being more customer-centric?

A.
Remove the objectives since the prospect already knows them.
Answers
A.
Remove the objectives since the prospect already knows them.
B.
Move the investment to the top to get the objection out of the way.
Answers
B.
Move the investment to the top to get the objection out of the way.
C.
Focus more on anticipated outcomes than deliverables.
Answers
C.
Focus more on anticipated outcomes than deliverables.
Suggested answer: C

Explanation:

A customer-centric proposal is one that emphasizes the value and benefits that the solution will provide to the customer, rather than the features and specifications of the product or service. By focusing more on the anticipated outcomes, the sales rep can show how the solution aligns with the customer's objectives and needs, and how it will help them achieve their desired results. This will also help the sales rep differentiate themselves from the competition and build trust and credibility with the customer.Reference:

Cert Prep: Salesforce Certified Sales Representative, Unit 4: Value Selling

[Sales Rep Training], Unit 2: Sell with Value

Salesforce Certified Sales Representative Exam Guide, Section 4: Value Selling

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asked 23/09/2024
Hasan Elmas
51 questions
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