A sales representative qualifies a prospect before moving to the next stage of the sales process.
What key factors should a sales rep consider when assessing the probability of winning the business?
A. Social media presence, website design, and customer reviews
B. Location, number of employees, and market segment
C. Approved budget, authority, business need, and timing
Correct Answer: C
Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy within a reasonable time frame. References: https://www.salesforce.com/resources/articles/sales-process/#qualify
Question 42:
Which element should a sales representative understand to determine if a sale quota is attainable?
A. Measures such as activity and outcome
B. If the compensation plan is capped or uncapped
C. The percentage of variable compensation
Correct Answer: A
Measures such as activity and outcome are elements that the sales rep should understand to determine if a sales quota is attainable. Activity measures are indicators of how much effort and action the sales rep puts into achieving their sales quota, such as number of calls made, emails sent, meetings scheduled, etc. Outcome measures are indicators of how much result and impact the sales rep achieves from their sales quota, such as number of leads generated, opportunities created, deals closed, etc. References: https://www.salesforce.com/resources/articles/sales-quota/#sales-quota-definition
Question 43:
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer
What are these instructions known as?
A. Fulfilment procedures
B. Standard operating procedures
C. Standard engagement steps
Correct Answer: B
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.
What is the desired outcome of an upsell proposal?
A. To optimize existing product offerings
B. To decrease customer churn rate
C. To maintain current agreement during a renewal
Correct Answer: A
The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with
more value and benefits from the product. Upselling also helps to increase revenue and profitability for the sales rep and the company.
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges.
What are three elicitation techniques the sales rep should use?
A. Processing, pace analysis, and perseverance
B. Brainstorming, observation, and surveys
C. Developing, testing, and implementation
Correct Answer: B
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. References: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam
Question 46:
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?
A. Offer promotional discounts.
B. Bundle additional products.
C. Extend a free trial.
Correct Answer: A
Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluable and close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution. References: https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples
Question 47:
How many days are recommended between calls when reaching out to contacts at strategic accounts?
A. Two business days
B. Four business days
C. Twenty-five business days
Correct Answer: B
Four business days is the recommended number of days between calls when reaching out to contacts at strategic accounts. A strategic account is a high-value account that has a significant impact on the sales rep's revenue, growth, and
reputation. Four business days is a reasonable interval that allows the sales rep to maintain communication, engagement, and momentum with the contacts, as well as to avoid being too pushy or annoying.
When a sales representative faces an objection, what is an effective first step to overcome it?
A. Provide an additional demonstration based on the objection.
B. Explain policies and procedures that solve the objection.
C. Acknowledge the objection and ask follow-up questions.
Correct Answer: C
Acknowledging the objection and asking follow-up questions is an effective first step to overcome an objection from the customer. Acknowledging the objection helps to show empathy and respect for the customer's concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact of the objection, as well as to clarify any misunderstandings or misinformation. References: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling
Question 49:
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?
A. Value map
B. Contract review
C. Feature list
Correct Answer: A
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.
How should a sales representative reinforce elements of the value proposition for the customer?
A. Share case studies and customer testimonials.
B. Provide sales collateral and benefits.
C. Address potential pitfalls of the solution.
Correct Answer: A
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
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