Which first step should a sales representative take to gain insight on potential customers?

Conduct stakeholder interviews.

Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

To leverage additional expertise and resources

To expand and improve networking skills

To avoid competing for the best leads

To leverage additional expertise and resources

A sales representative is engaging in a discovery conversation with a prospect.Which approach should the sales rep take during this conversation?

Ask open-ended questions to understand the prospect's challenges and goals.

Present the history and innovation of their company in bringing new products to market.

Share the information gathered from online research about the customer's company.

How should a sales representative use a client profile during the sales process?

To tailor a message to meet a target audience's needs

To create messages that appeal to a broad audience

To build a standard message to maximize return on investment (ROI)

To tailor a message to meet a target audience's needs

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?

Customer Satisfaction Survey (CSAT)

Customer Engagement Score (CES)

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?

Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

Acknowledge the issue and explain to the customer that service is responsible for fixing it.

Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?

Longer contracts increase cash flow predictability.

Longer contracts increase flexibility on delivery timescales.

Shorter contracts increase leverage for negotiation.

After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

Base the pitch on discovery research into the prospect's customers' challenges.

Base the pitch on what the prospect has explicitly told them in previous conversations.

Base the pitch on the sales rep's company's proven, most successful product lines.

Base the pitch on discovery research into the prospect's customers' challenges.

What is the desired outcome of an upsell proposal?

To optimize existing product offerings

To decrease customer churn rate

To maintain current agreement during a renewal

A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions.Which approach would help the sales rep educate the prospect about their offerings and solutions?

Share a current customer story for an account in a similar industry as the prospect.

Tell the prospect about similar industry solutions, even if some may not be relevant.

Try to impress the prospect by using their industry's jargon when describing each offering.

Share a current customer story for an account in a similar industry as the prospect.

A new sales representative is struggling to fill the top of their sales funnel.What is the potential benefit of revisiting dead opportunities?

To determine if the customer needs have changed

To gain customer feedback and improve their approach

To determine if the customer needs have changed

To see it new decision makers are available

A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle.Which action should the sales rep take to ensure accurate forecasting?

Update the opportunity's stage and forecast category to reflect the recent progress.

Continue forecasting based on the previous stage until the deal closes.

Focus on unrelated opportunities and assume the current opportunity will close.

Update the opportunity's stage and forecast category to reflect the recent progress.

A sales representative is having challenges getting access to the decision maker to close a deal.How can the sales rep convince their contact to make an introduction to the decision maker?

Share a customer success story based on real-world use cases and results.

Focus the discussion on the contact's role and responsibilities.

Share a customer success story based on real-world use cases and results.

Increase the frequency of engagement with the contact.

A company uses the BANT model for sales qualification.What does BANT indicate to sales representatives?

The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.

The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.

The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

A forecast is based on the rollup of a set of opportunities.What are three dimensions in a forecast rollup?

Time, categories, and territories

Contacts, product family, and revenue

Time, categories, and territories

Quotes, contacts, and territories

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?

Make a draft of the value proposition and seek customer feedback.

Collaborate internally to iterate on the value proposition for the customer.

Unveil the value proposition to the customer after it is finalized.

Make a draft of the value proposition and seek customer feedback.

What can help a sales representative frame a solution around a customer's business challenges?

Addressing the customer's pain points

Focusing on their personal sales targets

Offering the lowest price possible

Addressing the customer's pain points

What is the primary benefit of team selling at a key account?

Leverages collective expertise to meet customer expectations

Provides the customer with multiple points of contact

Reduces the workload for individual sales representatives

Leverages collective expertise to meet customer expectations

A sales representative learns from a survey that a strategic customer has a low satisfaction score because they are using only some of the products in their contract.What should the sales rep do first to improve customer satisfaction?

Add the customer to an educational marketing campaign.

Offer a comprehensive demo of the products to the customer.

Encourage the customer to purchase additional products.

Add the customer to an educational marketing campaign.

A sales representative works at a heavily siloed company and is unable to gather insights for renewals.How should the sales rep improve data integrity in the pipeline working across silos?

Collaborate with other customer-facing teams.

Offer customer discounts to expedite the sale.

Log in as the customer to review their data.

Collaborate with other customer-facing teams.

A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.What is the first step to building trust with these stakeholders?

Set up an introductory meeting and explain the reason for the transition.

Review records the previous rep left to understand the needs of the stakeholders.

Use a multi-channel approach to present an update on current product offerings.

A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started.What is one benefit of cold calling?

Phone calls provide immediate feedback whether the lead is worth pursuing.

Key decision makers usually respond more readily to phone calls.

Phone calls provide immediate feedback whether the lead is worth pursuing.

Phone calls are a quicker and more scalable method of contact.

How can a sales representative best identify a customer's challenges and initiatives?

Elicit detailed responses by asking open-ended questions during meetings.

Present an overview of new products their company has brought to market.

Ask 'yes' or 'no' questions to make the discussion efficient.

How can a sales rep use whiteboarding while exploring a customer's business challenges?

To organize ideas by level of importance

To illustrate how a product fits in with other products in the catalog

To present solutions without input from the customer

Salesforce Certified Sales Representative Practice Test 2

A sales representative is assigned to high-value prospects.

What can the sales rep do to gain their interest?

Become a Premium Member for full access

Unlock Premium Member

Salesforce Certified Sales Representative Practice Test 2

Question

Salesforce Certified Sales Representative Practice Tests

Practice Tests