Salesforce Salesforce Certifications SALESFORCE-SALES-REPRESENTATIVE Questions & Answers

• Question 1:

  How can the sales rep work with marketing to improve the health of their pipeline?

  A. Focus on behaviors and attributes that define a quality lead.

  B. Broaden the scope of the prospect profile.

  C. Expand the number of channels to reach more prospects.

  Correct Answer: A

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

• Question 2:

  A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.

  What should the sales rep do to uncover why the customer is delaying the decision?

  A. Highlight the benefits of the product to the customer.

  B. Ask pointed questions to identify customer interests.

  C. Discuss the customer's concerns with their internal team.

  Correct Answer: B

  Asking pointed questions to identify customer interests is what the sales rep should do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue.

  Pointed questions help to get to the core of the customer's hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action.

  References: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

• Question 3:

  Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

  A. To expand and improve networking skills

  B. To avoid competing for the best leads

  C. To leverage additional expertise and resources

  Correct Answer: C

  Leveraging additional expertise and resources is why collaborating with departments such as marketing and service is crucial to generating a new pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Collaborating with marketing and service helps to access their knowledge, skills, and tools that can help the sales rep generate more leads, nurture more prospects, and close more deals.

• Question 4:

  Which sales quota measurement focuses on the end result rather than the relationship with the customer?

  A. Lead conversion rate

  B. Calls made

  C. Onsite visits

  Correct Answer: B

  Calls made is a sales quota measurement that focuses on the end result rather than the relationship with the customer. A sales quota is a target or goal that a sales rep has to achieve within a specific time period. Calls made is a measure of how many calls a sales rep makes to prospects or customers in order to generate leads, opportunities, or sales. Calls made is an activity-based measure that reflects the quantity or volume of the sales rep's efforts, rather than the quality or value of their interactions with the customer. References: https://www.salesforce.com/resources/articles/sales-quota/#sales-quota-types

• Question 5:

  A sales representative wants to interact with prospects on platforms they use regularly.

  Which approach should the sales rep take?

  A. Social selling

  B. Cold calling

  C. Lead nurturing

  Correct Answer: A

  Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects,

  build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects.

  References:

  https://www.salesforce.com/resources/articles/social-selling/#social-selling-definition

• Question 6:

  A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.

  Which closure practice should the sales rep use to gain a commitment with this prospect?

  A. Assumptive

  B. Summary

  C. Takeaway

  Correct Answer: B

  A summary is a closure practice that the sales rep should use to gain a commitment with a prospect who is in discussions with multiple vendors. A summary is a concise recap of the value proposition of the solution, highlighting how it

  addresses the prospect's pain points and needs, and delivers tangible benefits and outcomes. A summary helps to reinforce the value of the solution, differentiate it from competitors, and persuade the prospect to take action.

  References:

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

• Question 7:

  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?

  A. To provide an in-depth analysis of the prospect's competitors and market trends

  B. To build credibility with the prospect using their public speaking skills and professional appearance

  C. To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)

  Correct Answer: C

  The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should

  highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect.

  References:

  https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-presentation

• Question 8:

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

  A. Analyzes contract length and segment to identify retention opportunities.

  B. Identifies key stakeholders and decision makers to nurture relationships.

  C. Determines current products and opportunities to sell additional products.

  Correct Answer: C

  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.

• Question 9:

  Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?

  A. Rely on marketing to identify and qualify inbound deals.

  B. Keep dead deals open and move the next touchpoint dates forward.

  C. Routinely scrub pipeline records and consistently disposition deals.

  Correct Answer: C

  Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline. These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities. References: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management

• Question 10:

  A sales representative is strategizing on how to most effectively communicate with

  a key prospect.

  Which approach should they take?

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

  B. Send emails to the prospect less frequently.

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

  Correct Answer: C

  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.