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Salesforce Certified Sales Representative Practice Test - Questions Answers, Page 9

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Question 81

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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?

Summary
Summary
Puppy Dog
Puppy Dog
Assumptive
Assumptive
Suggested answer: B

Explanation:

A puppy dog close is a sales technique that involves letting the prospect try out the product or service for a limited time, hoping that they will fall in love with it and buy it. This type of close is often used for products that have a high emotional appeal, such as cars, jewelry, or pets. The sales representative in this scenario chose a puppy dog close because they suspected the prospect was unsure about the product and wanted to give them a chance to experience its benefits firsthand.Reference:

Cert Prep: Salesforce Certified Sales Representative, Unit 5: Close the Deal

[Sales Rep Training], Unit 2: Close the Deal

Salesforce Certified Sales Representative Exam Guide, Section 5: Closing Deals

asked 23/09/2024
franz yap
38 questions

Question 82

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

Determine the physical location of each account.
Determine the physical location of each account.
Determine the number of accounts and territory size.
Determine the number of accounts and territory size.
Identify the territory's key accounts.
Identify the territory's key accounts.
Suggested answer: C

Explanation:

The first step to prioritizing selling efforts in a new sales territory is to identify the key accounts, which are the most valuable and strategic customers for the business. By focusing on the key accounts, the sales representative can maximize the impact of their efforts and build strong relationships with the decision-makers and influencers. Key accounts can also provide referrals, testimonials, and insights that can help the sales representative expand their network and opportunities in the territory.Reference:

Sales Rep Training: Prioritize Your Selling Efforts

Cert Prep: Salesforce Certified Sales Representative: Prioritize Your Selling Efforts

asked 23/09/2024
ben ebrahimi
39 questions

Question 83

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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?

Difficulty understanding the customer's pain points
Difficulty understanding the customer's pain points
Available discounts and payment terms to offer to the customer
Available discounts and payment terms to offer to the customer
The customer's lack of product knowledge
The customer's lack of product knowledge
Suggested answer: B

Explanation:

A challenge that the sales rep could encounter when developing the scope of a sales solution for a new customer who has provided an abundance of information about their company's goals and objectives is the available discounts and payment terms to offer to the customer. The sales rep needs to balance the customer's budget and expectations with the company's profitability and policies. The sales rep also needs to consider the competitive landscape, the value proposition, and the customer's decision criteria. The sales rep should consult with their manager or team to determine the best pricing strategy and negotiation tactics for the deal.Reference: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

asked 23/09/2024
Sharon Sandhu
43 questions

Question 84

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A sales representative is strategizing on how to most effectively communicate with a key prospect.

Which approach should they take?

Repeat key messaging to make sure it lands with the prospect.
Repeat key messaging to make sure it lands with the prospect.
Send emails to the prospect less frequently.
Send emails to the prospect less frequently.
Provide unique selling points to the prospect that add value each time.
Provide unique selling points to the prospect that add value each time.
Suggested answer: C

Explanation:

Providing unique selling points to the prospect that add value each time is the approach that the sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect's pain points or needs. Providing unique selling points helps to show how the product can help the prospect succeed and grow, as well as to persuade them to take action.

asked 23/09/2024
Franckline Dormeus
44 questions

Question 85

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

Share case studies and customer testimonials.
Share case studies and customer testimonials.
Provide sales collateral and benefits.
Provide sales collateral and benefits.
Address potential pitfalls of the solution.
Address potential pitfalls of the solution.
Suggested answer: A

Explanation:

Sharing case studies and customer testimonials is how a sales rep should reinforce elements of the value proposition for the customer. A value proposition is a statement that summarizes how the product can solve the customer's problems, fulfill their needs, and provide them with benefits that outweigh the costs. Case studies and customer testimonials are stories or feedback from existing customers who have used the product and can vouch for its value proposition. Sharing case studies and customer testimonials helps to provide proof points, build trust and credibility, and influence purchase decisions

asked 23/09/2024
N C
39 questions

Question 86

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

Analyzes contract length and segment to identify retention opportunities.
Analyzes contract length and segment to identify retention opportunities.
Identifies key stakeholders and decision makers to nurture relationships.
Identifies key stakeholders and decision makers to nurture relationships.
Determines current products and opportunities to sell additional products.
Determines current products and opportunities to sell additional products.
Suggested answer: C

Explanation:

Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep's account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.

asked 23/09/2024
Ricardo Tellez
25 questions

Question 87

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

Present pricing and contracts as quickly as possible.
Present pricing and contracts as quickly as possible.
Pitch a product regardless of the customer's need.
Pitch a product regardless of the customer's need.
Co-create strategies based on confirmed challenges.
Co-create strategies based on confirmed challenges.
Suggested answer: C

Explanation:

Co-creating strategies based on confirmed challenges is what customer-centric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and rapport, demonstrate expertise and differentiation, and influence purchase decisions.

asked 23/09/2024
nagalingam mk
40 questions

Question 88

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How should a sales representative identify and generate new additions to the pipeline?

Conduct product demos.
Conduct product demos.
Provide customer support.
Provide customer support.
Attend industry conferences.
Attend industry conferences.
Suggested answer: C

Explanation:

Attending industry conferences is how a sales rep should identify and generate new additions to the pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Attending industry conferences helps to network with prospects or customers who are interested or involved in the same field or market as the sales rep, as well as to showcase their products or services, generate leads, and build relationships.

asked 23/09/2024
Shameez Mohammed
37 questions

Question 89

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What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

Industry
Industry
Business
Business
People
People
Suggested answer: C

Explanation:

People are what the sales rep should focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements. People are the individuals or groups who are involved in or affected by the customer's business decisions, such as stakeholders, decision makers, influencers, end users, etc. Focusing on people helps to understand their roles, needs, goals, preferences, and emotions, as well as to build rapport, trust, and loyalty with them.

asked 23/09/2024
Brian Carlo Hubilla
36 questions

Question 90

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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 is engaged in the sales process
Whether the lead is engaged in the sales process
Whether the lead is based within their region
Whether the lead is based within their region
Whether the lead has sufficient buying power
Whether the lead has sufficient buying power
Suggested answer: C

Explanation:

Whether the lead has sufficient buying power is the relevant information that the job title typically indicates about the lead to the sales rep. A lead is a prospect who has shown interest in the product or service that the sales rep offers. A job title is a designation or position that a person holds in an organization or company. A job title helps to indicate whether the lead has sufficient buying power, which means that they have the authority or influence to make a purchase decision or approve a budget for the product or service.

asked 23/09/2024
Georgescu Andrei
39 questions
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