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Salesforce-Sales-Representative Questions and Answers

Question # 6

A sales representative is given an objection and shows respect for the customer's opinion.

What level of listening is the sales rep leveraging?

A.

Attentive

B.

Selective

C.

Empathetic

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Question # 7

After a successful sale of their latest software product, a sales representative wants to nurture their long-term relationship with the customer by driving product

adoption.

What success metric for product adoption can the sales rep use?

A.

Session duration

B.

User login rates

C.

Number of users assigned a license

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Question # 8

How does a sales representative determine if a customer might be a valid prospect for the product?

A.

Review the customer's website and tell the prospect that the product will solve their problems.

B.

Understand the customer's pain points and what they attempted in the past that was unsuccessful.

C.

Uncover what the customer is planning to do and the executive staff's purchasing preferences.

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Question # 9

What is a prerequisite for preparing an initial proposal that will bring value to the prospect?

A.

Discover their business needs.

B.

Use a template to create a framework.

C.

Provide as much technical information as possible.

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Question # 10

A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.

Which approach should the sales rep take?

A.

Highlight customer success stories to build credibility.

B.

Revisit the discovery phase of the sales process.

C.

Acknowledge the objection and try to close with a different tactic.

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Question # 11

Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.

Which activity should UC and its sales reps review mid-year to ensure success?

A.

Survey the sales team and get recommendations.

B.

Change plans to provide a fresh view on each account.

C.

Assess prospect and account quality to prioritize leads.

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Question # 12

What can help a sales representative frame a solution around a customer's business challenges?

A.

Focusing on their personal sales targets

B.

Offering the lowest price possible

C.

Addressing the customer's pain points

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Question # 13

A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle.

Which action should the sales rep take to ensure accurate forecasting?

A.

Continue forecasting based on the previous stage until the deal closes.

B.

Focus on unrelated opportunities and assume the current opportunity will close.

C.

Update the opportunity's stage and forecast category to reflect the recent progress.

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Question # 14

How should a sales representative use a client profile during the sales process?

A.

To create messages that appeal to a broad audience

B.

To build a standard message to maximize return on investment (ROI)

C.

To tailor a message to meet a target audience's needs

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Question # 15

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

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Question # 16

What are the key elements of a successful cold call?

A.

Several short questions and a shared link to product descriptions on the company website

B.

A compelling hook that ties in a product or service and open-ended questions

C.

Details about the decision maker and a follow-up with them soon after the call

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Question # 17

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.

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Question # 18

In which way should a sales representative drive trust through professional competency?

A.

Asking questions to look for common interests, personal motivators, and hesitation

B.

Collecting and processing information on products, competitors, and industries

C.

Understanding the buyer's experience in the market and years of service

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Question # 19

A sales representative wants to drive the adoption of a new product with a customer.

How should the sales rep address the customer's question: "What's in it for me?"

A.

Offer a product sample.

B.

Articulate the business value.

C.

Provide product documentation.

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Question # 20

What is a key indicator of a healthy sales pipeline for a sales representative?

A.

A high volume of new deals entering the pipeline each month

B.

A high percentage of deals in the last stage of the pipeline

C.

A balanced distribution of deals across different stages of the pipeline

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Question # 21

A sales representative wants to foster team selling, increase customer satisfaction, and decrease customer attrition at a critical account.

Which business capability can help implement these goals?

A.

Territory Management

B.

Account Planning

C.

Account and Contact Management

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Question # 22

A company uses the BANT model for sales qualification.

What does BANT indicate to sales representatives?

A.

The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.

B.

The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.

C.

The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

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Question # 23

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.

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Question # 24

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.

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Question # 25

A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.

Which customer-centric approach should be used by the sales rep?

A.

Promote a prospect's content on social media.

B.

Upsell to a prospect at an existing account.

C.

Send an email with content links to a prospect.

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Question # 26

Which factor can the sales representative focus on to win the customer first and support their sales quota long term?

A.

Product evangelism

B.

Maximizing opportunities

C.

Customer experience

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Question # 27

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.

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Question # 28

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

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Question # 29

How can a sales representative begin a confirming question?

A.

"Tell me more about..."

B.

"What I hear you saying is..."

C.

"What do you mean when...'

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Question # 30

A sales representative is showing their customer how they can reduce their costs and improve productivity.

What is being delivered?

A.

Use case

B.

Value proposition

C.

Success story

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Question # 31

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

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Question # 32

A sales representative is trying to engage a prospect who is unresponsive to cold calls.

Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

A.

Engage the prospect through different channels.

B.

Pause engagement and follow up at another time.

C.

Try calling the prospect at different times.

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Question # 33

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

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Question # 34

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

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Question # 35

A sales representative wants to improve the overall health of their pipeline.

Why is it important to take a strategic approach to prospecting?

A.

Reduce non-selling administrative efforts.

B.

Improve efficiency and return on investment.

C.

Increase the number of customer engagements.

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Question # 36

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.

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Question # 37

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.

How should the sales rep introduce their value proposition to their customer?

A.

Collaborate internally to iterate on the value proposition for the customer.

B.

Unveil the value proposition to the customer after it is finalized.

C.

Make a draft of the value proposition and seek customer feedback.

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