Question # 1 In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do? A. Present pricing and contracts as quickly as possible.B. Pitch a product regardless of the customer's need.C. Co-create strategies based on confirmed challenges.
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C. Co-create strategies based on confirmed challenges.
Answer Description Explanation: Co-creating strategies based on confirmed challenges is what customercentric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to
understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and
rapport, demonstrate expertise and differentiation, and influence purchase decisions.
Question # 2 A sales representative is aware of an upcoming end-of-contract period for a key customer. A. Wait for the contract to expire before engaging with the customer.B. Focus on finding new customers to replace the potentially last contract.C. Proactively engage with the customer to renew or expand the contract.
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C. Proactively engage with the customer to renew or expand the contract.
Answer Description Explanation: Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract.
Question # 3 After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk. A. LegalB. OperationsC. Finance
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A. Legal
Answer Description Explanation: The customer role that the sales rep should meet with to address the concerns about a liability risk is legal. Legal is the customer role that is responsible for reviewing and approving the contractual terms and conditions, ensuring compliance with laws and regulations, and mitigating any potential risks or liabilities. The sales rep should consult with their own legal team and work collaboratively with the customer’s legal team to resolve any issues or objections, and to finalize the agreement.
Question # 4 A sales representative has a low conversion rate during the proposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment. A. Remove the objectives since the prospect already knows them.B. Move the investment to the top to get the objection out of the way.C. Focus more on anticipated outcomes than deliverables.
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C. Focus more on anticipated outcomes than deliverables.
Answer Description Explanation: A customer-centric proposal is one that emphasizes the value and benefits that the solution will provide to the customer, rather than the features and specifications of the product or service. By focusing more on the anticipated outcomes, the sales rep can
show how the solution aligns with the customer’s objectives and needs, and how it will help them achieve their desired results. This will also help the sales rep differentiate themselves from the competition and build trust and credibility with the customer.
Question # 5 How should a sales representative reinforce elements of the value proposition for the customer? A. Share case studies and customer testimonials.B. Provide sales collateral and benefits.C. Address potential pitfalls of the solution.
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A. Share case studies and customer testimonials.
Answer Description Explanation: Sharing case studies and customer testimonials is how a sales rep should reinforce elements of the value proposition for the customer. A value proposition is a statement that summarizes how the product can solve the customer’s problems, fulfill their needs, and provide them with benefits that outweigh the costs. Case studies and customer testimonials are stories or feedback from existing customers who have used the product and can vouch for its value proposition. Sharing case studies and customer testimonials helps to provide proof points, build trust and credibility, and influence purchase decisions.
Question # 6 A sales representative clarifies how a specific customer will benefit from the solution proposed. A. ApplicationB. FactC. Benefit
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C. Benefit
Answer Description 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.
Question # 7 A sales team knows the importance of building an accurate forecast. A. CollaborationB. Pipeline visibilityC. Sales process
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A. Collaboration
Answer Description Explanation: A sales process is a set of steps and stages that guide the sales team from prospecting to closing deals. A sales process helps ensure data quality across teams by providing a common framework, language, and methodology for managing opportunities and forecasting. A sales process also helps align the sales team with the customer’s buying journey, and enables them to track and measure their progress and performance. A sales process can improve the accuracy, consistency, and completeness of the data in the pipeline, and help the sales team make better decisions and predictions.
Question # 8 How should a sales representative use a client profile during the sales process? A. To create messages that appeal to a broad audienceB. 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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C. To tailor a message to meet a target audience's needs
Answer Description Explanation: Tailoring a message to meet a target audience’s needs is how a sales rep should use a client profile during the sales process. A client profile is a document that summarizes the characteristics, preferences, and behaviors of a specific segment or group of customers. A message is a communication or presentation that the sales rep delivers to the customers to persuade them to buy their product or service. Tailoring a message helps to show relevance, value, and differentiation to the target audience, as well as to capture their attention and interest.
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