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Updated Salesforce Salesforce-Sales-Representative Practice Questions in PDF Format
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| Topic |
Details |
| Topic 1 |
- Deal Management: Salesforce Sales Professionals learn to qualify prospects and progress them through sales stages. In this topic, emphasis is placed on understanding customer goals, challenges, and initiatives to present tailored value propositions. Identifying obstacles, gaining commitment, and finalizing contracts are integral steps to successful deal management, a crucial focus area of the exam.
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| Topic 2 |
- 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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| 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.
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| Topic 4 |
- 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.
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Exam Salesforce-Sales-Representative Tutorials, Sample Salesforce-Sales-Representative Questions Pdf
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Salesforce Certified Sales Representative Sample Questions (Q23-Q28):
NEW QUESTION # 23
A prospect visited a company's website and completed a form expressing interest in a product.
What should a sales rep focus on when qualifying the prospect?
- A. Marketing goals
- B. Product features
- C. Customer needs
Answer: C
Explanation:
Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company's website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
NEW QUESTION # 24
A sales representative is given an objection and shows respect for the customer's opinion.
What level of listening is the sales rep leveraging?
- A. Empathetic
- B. Selective
- C. Attentive
Answer: A
Explanation:
Empathetic listening is the level of listening that the sales rep is leveraging when they show respect for the customer's opinion after receiving an objection. An objection is a reason or concern that the customer has for not buying the product or service that the sales rep offers. Empathetic listening is a type of listening that involves understanding and sharing the feelings and emotions of the customer, as well as acknowledging and validating their perspective. Empathetic listening helps to build trust and rapport, reduce resistance, and resolve objections.
NEW QUESTION # 25
A sales representative learns from a survey that a strategic customer has a low satisfaction score because they are using only some of the products in their contract.
What should the sales rep do first to improve customer satisfaction?
- A. Add the customer to an educational marketing campaign.
- B. Offer a comprehensive demo of the products to the customer.
- C. Encourage the customer to purchase additional products.
Answer: A
Explanation:
Adding the customer to an educational marketing campaign is the best answer because it can help the customer learn more about the products they have purchased and how to use them effectively. This can increase the customer's satisfaction and loyalty, as well as create opportunities for cross-selling and upselling in the future. Offering a comprehensive demo of the products to the customer or encouraging the customer to purchase additional products are not the best options, because they may overwhelm orannoy the customer who is already dissatisfied with their current contract. The sales rep should first focus on helping the customer get the most value out of the products they already have, and then explore theirneeds and challenges for potential additional solutions. References: Certification - Sales Representative - Trailhead, [Sales Rep Training: Prepare Your Team to Sell Successfully - Trailhead]
NEW QUESTION # 26
A company is introducing a new product line.
How should a sales representative educate prospects on their products' key benefits?
- A. Social media marketing
- B. Customer journey maps
- C. Storytelling
Answer: C
Explanation:
Educating prospects about the key benefits of new products through storytelling is an effective approach. Storytelling involves sharing examples, customer success stories, or hypothetical scenarios that illustrate how the product can be used and the benefits it delivers. This method helps prospects visualize the product in action and understand its value in a real-world context. Salesforce often highlights the importance of storytelling in sales to make products more relatable and to create a connection with potential customers.
NEW QUESTION # 27
Asales representative wants to show a prospect the value of their product or service.
Which type of document should the sales rep provide to the prospect?
- A. Whitespace analysis
- B. Marketing whitepaper
- C. Sales proposal
Answer: C
Explanation:
A sales proposal is adocument that outlines the benefits and features of a product or service, as well as the pricing and terms of the deal. A sales proposal is designed to persuade the prospect to buy from the sales rep by showing them the value of the solution and how it meets their needs. A sales proposal should be customized to the specific prospect and their situation, and should include a clear call to action. References:
* Sales Rep Training: Create Effective Selling Habits (Unit: Write Winning Sales Proposals)
* Cert Prep: Salesforce Certified Sales Representative (Unit: Sales Strategy and Planning)
NEW QUESTION # 28
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