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Quiz Latest Salesforce - Salesforce-Sales-Representative - Salesforce Certified Sales Representative Certification Dump

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic
Details

Topic 1

Pipeline Management: In this topic, Salesforce Sales Professionals develop skills to generate and evaluate pipeline opportunities. Candidates also focus on analyzing pipeline health insights. It ensures data integrity, improves relevance, and enables accurate stage progression. These competencies underpin successful pipeline management strategies, measured in the Salesforce Certified Sales Representative Exam.

Topic 2

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 3

Customer Success: While covering this topic, sales professionals identify actions required for order booking and fulfillment. Recognizing the post-sales customer journey and assessing expected and realized value ensures alignment with customer goals, a vital area of knowledge for the exam.

Topic 4

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 5

Customer Engagement: In this topic, Salesforce Sales Professionals explore how to demonstrate thought leadership to shift customer perspectives and align solutions with needs. Moreover, the topic focuses on leveraging multiple touchpoints builds prospect interest, while nurturing relationships enhances product adoption.

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Salesforce Certified Sales Representative Sample Questions (Q11-Q16):

NEW QUESTION # 11
How does understanding a customer's business strategies and goals help a sales representative scope a solution?

A. Allows the sales rep to move on to their next deal more quickly
B. Tailors the sales pitch and offers to align with the customers objectives
C. Helps predict if the opportunity will close in the current quarter

Answer: B

Explanation:
Tailoring the sales pitch and offers to align with the customers objectives is how understanding a customer's business strategies and goals helps a sales rep scope a solution. Scoping a solution means defining and presenting the features, benefits, and value of the product that can address the customer's pain points and needs. Tailoring the sales pitch and offers helps to show how the solution can help the customer achieve their desired outcomes, as well as to differentiate it from competitors. Reference: https://www.salesforce.com/resources/articles/sales-process/#present

NEW QUESTION # 12
How can whitespace analysis improve a sales representative's account management strategy?

A. Identifies key stakeholders and decision makers to nurture relationships.
B. Determines current products and opportunities to sell additional products.
C. Analyzes contract length and segment to identify retention opportunities.

Answer: B

Explanation:
Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep's account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.

NEW QUESTION # 13
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. Bundle pricing
B. Price skimming
C. Competitor-based pricing

Answer: A

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 isa 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. References: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 14
A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?

A. Dispatch service technician.
B. Schedule new product demo.
C. Supply product references.

Answer: C

Explanation:
Supplying product references is the first step that the sales rep should take to address a customer's questions about thefeatures of one product they are evaluating. Product references are testimonials or case studies from existing customers who have used the product and can vouch for its features and benefits. Product references help to answer questions, provide proof points, build trust and credibility, and influence purchase decisions.
References:https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-definition

NEW QUESTION # 15
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. Socialmedia presence, website design, and customer reviews
B. Approved budget, authority, business need, and timing
C. Location, number of employees, and market segment

Answer: B

Explanation:
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 withina reasonable time frame.References:https://www.
salesforce.com/resources/articles/sales-process/#qualify

NEW QUESTION # 16
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