Question # 1 After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer. A. Base the pitch on what the prospect has explicitly told them in previous conversations.B. Base the pitch on the sales rep's company's proven, most successful product lines.C. Base the pitch on the sales rep's company's proven, most successful product lines.
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C. Base the pitch on the sales rep's company's proven, most successful product lines.
Answer Description Explanation: Basing the pitch on discovery research into the prospect’s customers’ challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect’s business and market situation, and can provide solutions that can help them serve their customers better.
Question # 2 A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions. A. Tell the prospect about similar industry solutions, even if some may not be relevant.B. Try to impress the prospect by using their industry's jargon when describing each offering.C. Share a current customer story for an account in a similar industry as the prospect.
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C. Share a current customer story for an account in a similar industry as the prospect.
Answer Description Explanation: Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep’s solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility.
Question # 3 A sales representative is assigned to high-value prospects.
What can the sales rep do to gain their interest? A. Identify potential trigger events as the reason to reach out to prospects.B. Connect with customers associated with the prospect on social media.C. Focus on personal details when communicating with the prospect.
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A. Identify potential trigger events as the reason to reach out to prospects.
Answer Description Explanation: Identifying potential trigger events as the reason to reach out to prospects is what the sales rep can do to gain their interest when assigned to high-value prospects. A trigger event is an occurrence or change that creates an opportunity or need for a product or service, such as a merger, expansion, launch, etc. Identifying trigger events helps to show relevance, timeliness, and value to the prospects, as well as to capture their attention and curiosity.
Question # 4 An experienced sales representative has several new leads and wants to understand their pain points and decide if the company can meet their needs. At which stage should the sales rep complete a qualification call with the new leads? A. ProspectingB. Relationship buildingC. Research
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A. Prospecting
Answer Description Explanation: During the prospecting stage, a sales representative identifies and reaches out to potential leads to assess their interest and fit for the company's offerings. Completing a qualification call with new leads at this stage is crucial to understanding their pain points, needs, and whether the company's solutions can meet those needs. This step is essential for efficiently allocating resources to leads with the highest potential for conversion. Salesforce emphasizes the importance of effective prospecting and qualification processes to ensure sales efforts are focused on the most promising opportunities.
Question # 5 What is stage velocity in a sales pipeline? A. The pace a deal moves from one stage to anotherB. The number of stages an opportunity must go throughC. The average length of a customer's contract
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A. The pace a deal moves from one stage to another
Answer Description Explanation: Stage velocity is the pace a deal moves from one stage to another in a sales pipeline. It is a measure of how quickly and efficiently a sales representative can move an opportunity from the initial contact to the final close. Stage velocity can help the sales representative to forecast more accurately, identify and remove any bottlenecks or obstacles, and optimize their sales process. The number of stages an opportunity must go through or the average length of a customer’s contract are not the correct definitions of stage velocity, although they may affect it. The number of stages may vary depending on the complexity and size of the deal, and the average length of a customer’s contract may depend on the type and value of the solution.
Question # 6 Which sales quota measurement focuses on the end result rather than the relationship with the customer? A. Lead conversion rateB. Calls madeC. Onsite visits
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A. Lead conversion rate
Answer Description Explanation: A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as it reflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads.
Question # 7 A company uses the BANT model for sales qualification. What does BANT indicate to sales representatives? A. The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.B. The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.C. The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.
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C. The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.Question # 8 A sales representative wants to interact with prospects on platforms they use regularly. Which approach should the sales rep take? A. Social sellingB. Cold callingC. Lead nurturing
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A. Social selling
Answer Description Explanation: Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects, build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects.
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