Salesforce-Sales-Representative Learning Mode, Salesforce-Sales-Representative Questions

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	Planning: In this topic, Salesforce Sales Professionals examine the elements of territory planning, such as account segmentation and prioritization. The focus of this topic is on creating approaches to engage key accounts effectively and developing robust business relationships with essential roles and personas.
Topic 2	Forecasting: In this topic, Salesforce Sales Professionals assess forecast accuracy to drive opportunity consistency and evaluate risks and opportunities in business deals. Understanding key inputs for the forecasting process helps optimize predictions, an essential skill for the Salesforce Certified Sales Representative Exam.
Topic 3	Deal Management: Salesforce Sales Professionals learn to qualify prospects and progress them through sales stages. In this topic, emphasis is placed on understanding customer goals, challenges, and initiatives to present tailored value propositions. Identifying obstacles, gaining commitment, and finalizing contracts are integral steps to successful deal management, a crucial focus area of the exam.

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Salesforce Certified Sales Representative Sample Questions (Q109-Q114):

NEW QUESTION # 109
A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.
Which challenge could the sales rep encounter when developing the scope of a sales solution?

A. Available discounts and payment terms to offer to the customer
B. The customer's lack of product knowledge
C. Difficulty understanding the customer's pain points

Answer: A

Explanation:
A challenge that the sales rep could encounter when developing the scope of a sales solution for a new customer who has provided an abundance of information about their company's goals and objectives is the available discounts and payment terms to offer to the customer. The sales rep needs to balance the customer's budget and expectations with the company's profitability and policies. The sales rep also needs to consider the competitive landscape, the value proposition, and the customer's decision criteria. The sales rep should consult with their manager or team to determine the best pricing strategy and negotiation tactics for the deal. Reference: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 110
A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?

A. Benefit
B. Fact
C. Application

Answer: A

Explanation:
A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort,or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer's pain points and needs.References: https://www.salesforce.com/resources
/articles/value-selling/#value-selling-definition

NEW QUESTION # 111
A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.
Which type of strategy should the sales rep use?

A. Competitor-based pricing
B. Bundle pricing
C. Price skimming

Answer: B

Explanation:
A type of strategy that the sales rep should use when negotiating with a customer who has been unwilling to purchase additional products due to cost concerns is bundle pricing. Bundle pricing is a pricing strategy that involves offering a set of products or services together at a lower price than if they were sold separately. Bundle pricing can help the sales rep to increase the perceived value of the solution, cross-sell or upsell additional products or services, and differentiate from competitors. Bundle pricing can also help the customer to save money, simplify the purchase decision, and meet their needs more effectively. Reference: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 112
After a salesrepresentative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?

A. Stand by the solution and point out their misunderstanding.
B. Compare risks and benefits using features, advantages, and benefits (FAB).
C. Ask questions to determine if they can get the deal back on track.

Answer: C

Explanation:
Asking questions to determine if they can get the deal backon track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers' concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objections.
References:https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

NEW QUESTION # 113
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

Answer: C

Explanation:
A key indicator of a healthy sales pipeline is a balanced distribution of deals across different stages. This balance indicates that there are sufficient new opportunities being generated, deals are progressing through the pipeline at a healthy pace, and there is a steady flow of closings. A well-balanced pipeline helps in forecasting revenue more accurately and ensures the sustainability of sales operations. Salesforce advocates for regular pipeline reviews and management to maintain this balance, ensuring that all stages from lead generation to closing are well attended to.

NEW QUESTION # 114
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SALESFORCE-SALES-REPRESENTATIVE LEARNING MODE, SALESFORCE-SALES-REPRESENTATIVE QUESTIONS

Salesforce-Sales-Representative Learning Mode, Salesforce-Sales-Representative Questions