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Salesforce Certified Sales Representative Practice Test - Questions Answers, Page 3

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Question 21

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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.
Focus on behaviors and attributes that define a quality lead.
Broaden the scope of the prospect profile.
Broaden the scope of the prospect profile.
Expand the number of channels to reach more prospects.
Expand the number of channels to reach more prospects.
Suggested answer: A
Explanation:

Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce sales cycles, and optimize resources.

Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

asked 23/09/2024
Feroz Khan
50 questions

Question 22

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A prospect visited a company's website and completed a form expressing interest in a product.

What should a sales rep focus on when qualifying the prospect?

Customer needs
Customer needs
Product features
Product features
Marketing goals
Marketing goals
Suggested answer: A
Explanation:

Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company's website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product.

Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify

asked 23/09/2024
Adam Beke
42 questions

Question 23

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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.
Negotiate to finalize the contract.
Propose and schedule an additional demo.
Propose and schedule an additional demo.
Develop a roadmap with complementary products.
Develop a roadmap with complementary products.
Suggested answer: A
Explanation:

Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction.

Reference: https://www.salesforce.com/resources/articles/sales-process/#negotiate

asked 23/09/2024
Chris Abunin
30 questions

Question 24

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A sales representative is fulfilling an order using the step-by-step instructions for that specific customer

What are these instructions known as?

Fulfilment procedures
Fulfilment procedures
Standard operating procedures
Standard operating procedures
Standard engagement steps
Standard engagement steps
Suggested answer: B
Explanation:

Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.

Reference: https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce-essentials-sales-process

asked 23/09/2024
john ignacio echavarria lopez
38 questions

Question 25

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

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Question 26

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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?

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Question 27

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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?

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Question 28

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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?

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Question 29

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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?

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Question 30

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A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.

How should the sales rep convince the customer to find the solution invaluable and close the contract?

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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?
A sales representative delivers a proposal and is checking in with the prospect on the perceived value and alignment. At which stage are they in the sales process?
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses. Which type of questions are they leveraging?
How can a sales representative best identify a customer's challenges and initiatives?
A sales representative's existing customer is opening offices in new regions. What should the sales rep focus on to increase the contract value?
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?
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?
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?
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?