Salesforce Certified Sales Representative Practice Test - Questions Answers, Page 4
List of questions
Question 31

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?
Explanation:
Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy.
Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
Question 32

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?
Explanation:
Developing a targeted plan and coordinating a series of touchpoints is a way to ensure the largest return on investment for attending a conference by maximizing the opportunities to connect with potential prospects, customers, and partners. A targeted plan should include identifying the goals, audience, and message for the conference, as well as scheduling meetings, events, and follow-ups with key contacts.
Reference: https://www.salesforce.com/resources/articles/sales-conference/#sales-conference-tips
Question 33

A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?
Explanation:
Discovery is the session type that the sales rep should hold with the prospect after compiling research about them. Discovery is the process of asking open-ended questions, listening actively, and uncovering the prospect's pain points, needs, goals, and challenges. Discovery helps to build rapport, trust, and value with the prospect, as well as to qualify them as a potential customer.
Reference: https://www.salesforce.com/resources/articles/sales-process/#discovery
Question 34

A sales representative proposes an engagement solution that works seamlessly across all media to a customer.
Which strategy supports the solution?
Explanation:
Multi-channel is the strategy that supports an engagement solution that works seamlessly across all media. Multi-channel means using different communication channels (such as email, phone, social media, web chat, etc.) to reach and interact with customers and prospects. Multi-channel helps to increase customer satisfaction, loyalty, and retention by providing them with convenience, choice, and consistency.
Reference: https://www.salesforce.com/resources/articles/multichannel-marketing/#multichannel-marketing-definition
Question 35

What are the four elements of emotional intelligence?
Explanation:
Self-awareness, self-management, empathy, and skilled relationships are the four elements of emotional intelligence. Emotional intelligence is the ability to understand and manage one's own emotions and those of others. Emotional intelligence helps to improve communication, collaboration, and influence in sales.
Reference: https://trailhead.salesforce.com/en/content/learn/modules/emotional-intelligence/emotional-intelligence-introduction
Question 36

A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?
Explanation:
A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to the customer. A value map shows how the solution aligns with the customer's strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.
Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tools
Question 37

How does a sales representative determine if a customer might be a valid prospect for the product?
Explanation:
Understanding the customer's pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer's needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value.
Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
Question 38

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?
Explanation:
Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract.
Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-renewals
Question 39

How does understanding a customer's business strategies and goals help a sales representative scope a solution?
Explanation:
Tailoring the sales pitch and offers to align with the customers objectives is how understanding a customer's business strategies and goals helps a sales rep scope a solution. Scoping a solution means defining and presenting the features, benefits, and value of the product that can address the customer's pain points and needs. Tailoring the sales pitch and offers helps to show how the solution can help the customer achieve their desired outcomes, as well as to differentiate it from competitors.
Reference: https://www.salesforce.com/resources/articles/sales-process/#present
Question 40

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?
Explanation:
Asking questions to determine if they can get the deal back on track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers' concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objections.
Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling
Question