Which element should a sales representative understand to determine if a sale quota is attainable?

Measures such as activity and outcome

If the compensation plan is capped or uncapped

The percentage of variable compensation

Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline,Which best practice can the sales reps use to satisfy management?

Routinely scrub pipeline records and consistently disposition deals.

Rely on marketing to identify and qualify inbound deals.

Keep dead deals open and move the next touchpoint dates forward.

Routinely scrub pipeline records and consistently disposition deals.

A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer.How can the sales rep comprehensively assess the effectiveness of their account management strategy?

Key performance indicators (KPIs)

Performance reviews with their team

Key performance indicators (KPIs)

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?

Ask questions to characterize the issue.

Propose an alternative product.

Offer friendlier terms and a lower price.

What measure will yield the most actionable information about an organization's territory model success?

Organization-defined key metric

A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges.What are three elicitation techniques the sales rep should use?

Brainstorming, observation, and surveys

Processing, pace analysis, and perseverance

Brainstorming, observation, and surveys

Developing, testing, and implementation

A sales representative has a pipeline with a mix of opportunities at various stages.The sales rep wants to improve stage velocity.What should the sales rep do to improve stage velocity?

Obtain guidance from a manager and create a follow-up cadence.

Sort deals by size and focus on the largest ones first.

Obtain guidance from a manager and create a follow-up cadence.

Survey customers and engage them when the customer requests.

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?

Approved budget, authority, business need, and timing

Social media presence, website design, and customer reviews

Location, number of employees, and market segment

Approved budget, authority, business need, and timing

A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.How does tracking this help the sales rep manage risk?

These deals can be expedited it required.

These deals must be assigned a surcharge.

These deals can be expedited it required.

These deals can move to the next stage.

A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.What should the sales rep do to uncover why the customer is delaying the decision?

Ask pointed questions to identify customer interests.

Highlight the benefits of the product to the customer.

Ask pointed questions to identify customer interests.

Discuss the customer's concerns with their internal team.

When a sales representative faces an objection, what is an effective first step to overcome it?

Acknowledge the objection and ask follow-up questions.

Provide an additional demonstration based on the objection.

Explain policies and procedures that solve the objection.

Acknowledge the objection and ask follow-up questions.

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.

Broaden the scope of the prospect profile.

Expand the number of channels to reach more prospects.

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.

Propose and schedule an additional demo.

Develop a roadmap with complementary products.

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

Collecting and processing information on products, competitors, and industries

Asking questions to look for common interests, personal motivators, and hesitation

Collecting and processing information on products, competitors, and industries

Understanding the buyer's experience in the market and years of service

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 build credibility with the prospect using their public speaking skills and professional appearance

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?

Reassess the customer's expected value based on the current situation.

Acknowledge the customer's concerns while trying to find easier customers.

Reassess the customer's expected value based on the current situation.

Try to sell additional products or services to increase the realized value.

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?

Provide timely support and training.

Share other customer success stories.

Recommend additional products and services.

Provide timely support and training.

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?

Building in value-based conversation from the beginning.

Showing a competitor pricing matrix during the meeting.

Presenting a discount at the beginning of the conversation.

Building in value-based conversation from the beginning.

Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.Which activity should UC and its sales reps review mid-year to ensure success?

Assess prospect and account quality to prioritize leads.

Survey the sales team and get recommendations.

Change plans to provide a fresh view on each account.

Assess prospect and account quality to prioritize leads.

A sales representative plans to attend a large industry conference.How can the sales rep ensure the largest return on investment for attending the conference?

Develop a targeted plan and coordinate a series of touchpoints.

Set up meet and greet opportunities with attendees.

Develop a targeted plan and coordinate a series of touchpoints.

Attend as many networking events as possible.

What are the four elements of emotional intelligence?

Self-awareness, self-management, empathy, and skilled relationships

Plan, engage, execute, and close

Discover, define, design, and deliver

Self-awareness, self-management, empathy, and skilled relationships

How does a sales representative determine if a customer might be a valid prospect for the product?

Understand the customer's pain points and what they attempted in the past that was unsuccessful.

Review the customer's website and tell the prospect that the product will solve their problems.

Understand the customer's pain points and what they attempted in the past that was unsuccessful.

Uncover what the customer is planning to do and the executive staff's purchasing preferences.

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?

Proactively engage with the customer to renew or expand the contract.

Wait for the contract to expire before engaging with the customer.

Focus on finding new customers to replace the potentially last contract.

Proactively engage with the customer to renew or expand the contract.

How does understanding a customer's business strategies and goals help a sales representative scope a solution?

Tailors the sales pitch and offers to align with the customers objectives

Helps predict if the opportunity will close in the current quarter

Tailors the sales pitch and offers to align with the customers objectives

Allows the sales rep to move on to their next deal more quickly

After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.Which step should the sales rep take next to address these objections?

Ask questions to determine if they can get the deal back on track.

Stand by the solution and point out their misunderstanding.

Compare risks and benefits using features, advantages, and benefits (FAB).

Salesforce Certified Sales Representative Practice Test 1

Question 1 / 40

A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.

Which closure practice should the sales rep use to gain a commitment with this prospect?

Assumptive

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Salesforce Certified Sales Representative Practice Test 1

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Salesforce Certified Sales Representative Practice Tests

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