PDF Download Free of Salesforce-Sales-Representative Valid Practice Test Questions [Q51-Q68]

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PDF Download Free of Salesforce-Sales-Representative Valid Practice Test Questions

Salesforce-Sales-Representative Test Engine files, Salesforce-Sales-Representative Dumps PDF

Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	Develop business relationships and build partnerships with key roles and personas Explain key inputs that drive the forecasting process
Topic 2	Identify how to qualify a prospect and when to move to the next stage of the sales process Identify the actions needed to book and fulfill orders
Topic 3	Gain customer commitment and close formal contract Demonstrate thought leadership and build credibility to shift the customer’s thinking
Topic 4	Measure the risks and opportunities associated with a business deal Nurture relationships and drive product adoption to maximize value for the customer
Topic 5	Calculate sales quota attainability based on account, territory, and prospect insights Identify and remove all challenges to finalize the deal
Topic 6	Develop and present the value proposition of a solution based on customer needs Explain pipe progression and stage velocity

Q51. How can whitespace analysis improve a sales representative’s account management strategy?

Identifies key stakeholders and decision makers to nurture relationships.

Determines current products and opportunities to sell additional products.

Analyzes contract length and segment to identify retention opportunities.

Q52. A sales representative is having a difficult time identifying the root cause of their customer’s issue. The sales rep knows they need to first acknowledge the customer’s experience and perspective.
What is the recommended action the sales rep should take next?

Provide a product demo.

Show empathy.

Make recommendations.

Q53. A sales representative is working to understand a prospect’s pain points, desired outcomes, and emotional drivers.
In which phase of the sales process is this deal?

Connect

Create

Collaborate

Q54. What is the desired outcome of an upsell proposal?

To optimize existing product offerings

To decrease customer churn rate

To maintain current agreement during a renewal

Q55. 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?

Processing, pace analysis, and perseverance

Brainstorming, observation, and surveys

Developing, testing, and implementation

Q56. How does understanding a customer’s business strategies and goals help a sales representative scope a solution?

Helps predict if the opportunity will close in the current quarter

Tailors the sales pitch and offers to align with the customers objectives

Allows the sales rep to move on to their next deal more quickly

Q57. What can help a sales representative frame a solution around a customer’s business challenges?

Focusing on their personal sales targets

Offering the lowest price possible

Addressing the customer’s pain points

Q58. 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?

Share other customer success stories.

Recommend additional products and services.

Provide timely support and training.

Q59. 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?

Survey the sales team and get recommendations.

Change plans to provide a fresh view on each account.

Assess prospect and account quality to prioritize leads.

Q60. After a sales representative 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?

Ask questions to determine if they can get the deal back on track.

Stand by the solution and point out their misunderstanding.

Compare risks and benefits using features, advantages, and benefits (FAB).

Q61. A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started.
What is one benefit of cold calling?

Key decision makers usually respond more readily to phone calls.

Phone calls provide immediate feedback whether the lead is worth pursuing.

Phone calls are a quicker and more scalable method of contact.

Q62. A new sales representative is struggling to fill the top of their sales funnel.
What is the potential benefit of revisiting dead opportunities?

To gain customer feedback and improve their approach

To determine if the customer needs have changed

To see it new decision makers are available

Q63. A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?

Collaboration

Pipeline visibility

Sales process

Q64. A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product.
Which measurement should the sales rep use?

Net Promoter Score (NPS)

Customer Satisfaction Survey (CSAT)

Customer Engagement Score (CES)

Q65. A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.
Which type of close was chosen?

Summary

Puppy Dog

Assumptive

Q66. A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company’s offerings and solutions.
Which approach would help the sales rep educate the prospect about their offerings and solutions?

Tell the prospect about similar industry solutions, even if some may not be relevant.

Try to impress the prospect by using their industry’s jargon when describing each offering.

Share a current customer story for an account in a similar industry as the prospect.

Q67. A sales representative wants to improve the overall health of their pipeline.
Why is it important to take a strategic approach to prospecting?

Reduce non-selling administrative efforts.

Improve efficiency and return on investment.

Increase the number of customer engagements.

Q68. 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?

Price skimming

Bundle pricing

Competitor-based pricing