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

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?

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?

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

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?

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

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

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?

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?

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?

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?

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

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?

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?

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?

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?

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

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?