Salesforce Salesforce Certifications SALESFORCE-SALES-REPRESENTATIVE Questions & Answers

• Question 61:

  A sales representative is engaging in a discovery conversation with a prospect.

  Which approach should the sales rep take during this conversation?

  A. Ask open-ended questions to understand the prospect's challenges and goals.

  B. Present the history and innovation of their company in bringing new products to market.

  C. Share the information gathered from online research about the customer's company.

  Correct Answer: A

  Asking open-ended questions to understand the prospect's challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation that helps to uncover information about the prospect's situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.

• Question 62:

  A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.

  What should they use?

  A. Summary statement

  B. Success story

  C. Solution unit

  Correct Answer: C

  A solution unit is what the sales rep should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution. A solution unit is a statement that consists of three parts: fact, application, and benefit.

  A fact is a feature or attribute of the product that is relevant to the customer's pain points or needs. An application is how the fact can be used or applied by the customer in their situation. A benefit is how the application provides value or

  advantage to the customer in terms of solving their problems or achieving their goals. A solution unit helps to show how the product can meet or exceed the customer's expectations and differentiate it from competitors.

  References: https://www.salesforce.com/resources/articles/value-selling/#value-selling-methods

• Question 63:

  A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.

  Which strategy helps minimize price challenges?

  A. Showing a competitor pricing matrix during the meeting.

  B. Presenting a discount at the beginning of the conversation.

  C. Building in value-based conversation from the beginning.

  Correct Answer: C

  Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation

  involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.

  References:

  https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips