A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month. How does tracking this help the sales rep manage risk?
A. These deals must be assigned a surcharge.
B. These deals can be expedited it required.
C. These deals can move to the next stage.
Correct Answer: B
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer's urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability. References: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management
Question 12:
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?
A. Set up meet and greet opportunities with attendees.
B. Develop a targeted plan and coordinate a series of touchpoints.
C. Attend as many networking events as possible.
Correct Answer: B
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.
A sales representative is assigned to high-value prospects.
What can the sales rep do to gain their interest?
A. Identify potential trigger events as the reason to reach out to prospects.
B. Connect with customers associated with the prospect on social media.
C. Focus on personal details when communicating with the prospect.
Correct Answer: A
Identifying potential trigger events as the reason to reach out to prospects is what the sales rep can do to gain their interest when assigned to high-value prospects. A trigger event is an occurrence or change that creates an opportunity or need for a product or service, such as a merger, expansion, launch, etc. Identifying trigger events helps to show relevance, timeliness, and value to the prospects, as well as to capture their attention and curiosity. References: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
Question 14:
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?
A. Negotiate to finalize the contract.
B. Propose and schedule an additional demo.
C. Develop a roadmap with complementary products.
Correct Answer: A
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. References: https://www.salesforce.com/resources/articles/sales-process/#negotiate
Question 15:
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.
Which document is the sales rep preparing to finalize this deal?
A. Statement of work
B. New order form
C. Master service agreement
Correct Answer: A
A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep's company and the
customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes.
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?
A. Share other customer success stories.
B. Recommend additional products and services.
C. Provide timely support and training.
Correct Answer: C
Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to
troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.
Which metric should the company use to track the effectiveness of the new value proposition?
A. Lead quality score
B. Customer satisfaction score
C. Lead conversion rate
Correct Answer: C
Lead conversion rate is a metric that the company should use to track the effectiveness of the new value proposition. 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. Lead conversion rate is a measure of how many leads (prospects who have shown interest in the product) become customers (prospects who have bought the product). Lead conversion
rate helps to evaluate how well the value proposition resonates with potential customers and influences their purchase decisions.
A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?
A. Collaboration
B. Pipeline visibility
C. Sales process
Correct Answer: C
Sales process is the foundational priority that should be in place to help ensure data quality across teams when building an accurate forecast. A forecast is a prediction or estimation of future sales revenue based on current and historical data. A sales process is a series of steps or stages that guide a sales rep from finding prospects to closing deals. Having a sales process helps to ensure data quality across teams by providing a common framework, language, and criteria for entering, updating, and reporting data in a consistent and reliable way.
Question 19:
A sales representative proposes an engagement solution that works seamlessly across all media to a customer.
Which strategy supports the solution?
A. Multi-channel
B. Two-way dialogue
C. Social networks
Correct Answer: A
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.
What are the four elements of emotional intelligence?
A. Plan, engage, execute, and close
B. Discover, define, design, and deliver
C. Self-awareness, self-management, empathy, and skilled relationships
Correct Answer: C
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.
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