When assigned a new sales territory, what is the first step to prioritizing selling efforts?

Identify the territory's key accounts.

Determine the physical location of each account.

Determine the number of accounts and territory size.

Identify the territory's key accounts.

A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.Which challenge could the sales rep encounter when developing the scope of a sales solution?

Available discounts and payment terms to offer to the customer

Difficulty understanding the customer's pain points

Available discounts and payment terms to offer to the customer

The customer's lack of product knowledge

A sales representative is strategizing on how to most effectively communicate with a key prospect.Which approach should they take?

Provide unique selling points to the prospect that add value each time.

Repeat key messaging to make sure it lands with the prospect.

Send emails to the prospect less frequently.

Provide unique selling points to the prospect that add value each time.

How should a sales representative reinforce elements of the value proposition for the customer?

Share case studies and customer testimonials.

Provide sales collateral and benefits.

Address potential pitfalls of the solution.

How can whitespace analysis improve a sales representative's account management strategy?

Determines current products and opportunities to sell additional products.

Analyzes contract length and segment to identify retention opportunities.

Identifies key stakeholders and decision makers to nurture relationships.

Determines current products and opportunities to sell additional products.

In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

Co-create strategies based on confirmed challenges.

Present pricing and contracts as quickly as possible.

Pitch a product regardless of the customer's need.

Co-create strategies based on confirmed challenges.

A sales representative uses job titles as an indicator to qualify leads.Which relevant information does the job title typically indicate about the lead to the sales rep?

Whether the lead has sufficient buying power

Whether the lead is engaged in the sales process

Whether the lead is based within their region

Whether the lead has sufficient buying power

A sales representative wants to improve the overall health of their pipeline.Why is it important to take a strategic approach to prospecting?

Improve efficiency and return on investment.

Reduce non-selling administrative efforts.

Improve efficiency and return on investment.

Increase the number of customer engagements.

What is an important consideration for a sales representative as they create a sales proposal?

To highlight how the solution addresses the customer's needs and challenges

To leverage a standard approach for all sales quotes and customer accounts

To highlight how the solution addresses the customer's needs and challenges

To include a detailed diagram and explanation of the sales process

A sales representative is trying to engage a prospect who is unresponsive to cold calls.Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

Engage the prospect through different channels.

Pause engagement and follow up at another time.

Try calling the prospect at different times.

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?

Focus more on anticipated outcomes than deliverables.

Remove the objectives since the prospect already knows them.

Move the investment to the top to get the objection out of the way.

Focus more on anticipated outcomes than deliverables.

A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.How should the sales rep proceed to ensure a successful booking and fulfillment process?

Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.

Acknowledge the tax requirements, but proceed with the standard process because the sales rep is unable to change company policies.

Redirect the customer to address their tax requirements with the appropriate department internally within the company.

Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.

A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.Which approach should the sales rep take?

Revisit the discovery phase of the sales process.

Highlight customer success stories to build credibility.

Revisit the discovery phase of the sales process.

Acknowledge the objection and try to close with a different tactic.

A sales representative is asked by their sales manager to lead a cold-calling campaign.Where can the sales rep start?

Gather prospect contact information.

Enter prospect leads into an auto dialer.

Gather prospect contact information.

A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.Which technique will help improve the sales rep's forecasting accuracy?

Implementing AI-based deal scoring systems

Focusing on industry trends to predict future outcomes

Prioritizing deals based on seller intuition

Implementing AI-based deal scoring systems

What are the key elements of a successful cold call?

A compelling hook that ties in a product or service and open-ended questions

Several short questions and a shared link to product descriptions on the company website

A compelling hook that ties in a product or service and open-ended questions

Details about the decision maker and a follow-up with them soon after the call

A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.Which customer-centric approach should be used by the sales rep?

Promote a prospect's content on social media.

Upsell to a prospect at an existing account.

Send an email with content links to a prospect.

What is stage velocity in a sales pipeline?

The pace a deal moves from one stage to another

The number of stages an opportunity must go through

The average length of a customer's contract

A sales representative is approached by a prospect who is having difficulty managing their customer data effectively and is struggling to track sales activity and customer interactions.Which first step should the sales rep take to define the scope of a solution for the prospect?

Assemble a diverse project team.

Suggest organizing their data in a spreadsheet.

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 if required.

These deals must be assigned a surcharge.

These deals can be expedited if required.

These deals can move to the next stage.

Which behavior should a sales representative display to establish credibility with a customer?

Be sincere and transparent, even if it means losing a sale.

Review the proposal and potential discount structures.

Reiterate product info when there is hesitancy to move forward.

In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?

To enhance the sales rep's understanding of the customer's needs

To increase the sales rep's personal network and influence

To gain access to information about the customer's competitors

What is a prerequisite for preparing an initial proposal that will bring value to the prospect?

Use a template to create a framework.

Provide as much technical information as possible.

A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quot a.Which strategy would help the sales rep increase their pipeline health?

Analyze the potential deal size and decision makers' authority.

Be patient knowing that the numbers will eventually improve over time.

Challenge their manager about whether their sales quota is realistic.

Analyze the potential deal size and decision makers' authority.

A junior sales representative is trying to develop relationships with customers in an industry that is changing rapidly. In addition, the number of channels to engage with customers has increased.How can the sales rep identify the most effective way to communicate with new and existing customers?

Collaborate with internal departments.

Continue using methods that have worked in the past.

Collaborate with internal departments.

Why is it important for a sales representative to follow their company's sales methodology?

Creates consistent vision across sellers

Understands different approaches for achieving the same goal

Develops a better pipeline for growth

A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.Which customer success concept is the sales rep utilizing in this example?

Shared risks and shared accountability

Which communication approach has a higher likelihood of achieving a customer relationship built on trust?

Appreciating the customer's time.

Scheduling quarterly check-in calls.

Hosting monthly product webinars.

Salesforce Certified Sales Representative Practice Test 3

A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.

Which type of close was chosen?

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Salesforce Certified Sales Representative Practice Test 3

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Salesforce Certified Sales Representative Practice Tests

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