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Salesforce Certified Sales Representative Practice Test - Questions Answers, Page 10

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Question 91

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A sales representative wants to improve the overall health of their pipeline.

Why is it important to take a strategic approach to prospecting?

Reduce non-selling administrative efforts.
Reduce non-selling administrative efforts.
Improve efficiency and return on investment.
Improve efficiency and return on investment.
Increase the number of customer engagements.
Increase the number of customer engagements.
Suggested answer: B

Explanation:

Prospecting is the process of identifying and reaching out to potential customers who are likely to buy your product or service. Taking a strategic approach to prospecting means having a clear plan, criteria, and method for finding and qualifying prospects. This can help improve the overall health of the pipeline, as it ensures that the sales representative is focusing on the most valuable and relevant opportunities, and not wasting time and resources on unqualified or uninterested leads. A strategic approach to prospecting can also improve the efficiency and return on investment of the sales process, as it can increase the conversion rate, shorten the sales cycle, and reduce the cost of acquisition.Reference:

Cert Prep: Salesforce Certified Sales Representative, unit "Generate Leads and Opportunities"

[Sales Rep Training], unit "Prepare Your Team to Sell Successfully"

asked 23/09/2024
George Sanchez
38 questions

Question 92

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

To leverage a standard approach for all sales quotes and customer accounts
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 highlight how the solution addresses the customer's needs and challenges
To include a detailed diagram and explanation of the sales process
To include a detailed diagram and explanation of the sales process
Suggested answer: B

Explanation:

Highlighting how the solution addresses the customer's needs and challenges is an important consideration for a sales representative as they create a sales proposal, because it shows the customer the value and benefits of the solution, and how it can help them achieve their desired outcomes. The sales proposal should be customized and tailored to the customer's specific situation, and include relevant data, testimonials, and case studies to support the value proposition. To leverage a standard approach for all sales quotes and customer accounts or to include a detailed diagram and explanation of the sales process are not the best answers, because they do not focus on the customer's needs and challenges, which are the primary drivers of the purchase decision. A standard approach may not suit the customer's unique requirements or preferences, and a detailed diagram and explanation of the sales process may be too technical or complex for the customer to understand or appreciate.Reference:Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

asked 23/09/2024
Khalid Hamid
39 questions

Question 93

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A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions.

What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

Lead Qualification
Lead Qualification
Prospecting
Prospecting
Proposal
Proposal
Suggested answer: C

Explanation:

According to the Salesforce Sales Representative Learning objectives, the proposal stage is the next step after the demo stage, where the sales rep should summarize the customer's needs, present the value proposition, and address any objections or concerns. The proposal stage is also where the sales rep should negotiate the terms and conditions of the deal, and ask for the customer's commitment to buy.Reference:

Sales Rep Training: Create Effective Selling Habits

Sales Pipeline Stages: A Visual Guide

asked 23/09/2024
Bipindra Shrestha
43 questions

Question 94

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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?

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Question 95

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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?

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Question 96

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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?

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Question 97

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A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.

Which type of strategy should the sales rep use?

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Question 98

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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?

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Question 99

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A sales representative is asked by their sales manager to lead a cold-calling campaign.

Where can the sales rep start?

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Question 100

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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?

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Total 126 questions
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Related questions

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?
A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment. At which stage are they in the sales process?
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