Certification Topics of Salesforce-Sales-Representative Exam PDF Recently Updated Questions [Q37-Q56]

Certification Topics of Salesforce-Sales-Representative Exam PDF Recently Updated Questions [Q37-Q56]

October 10, 2023 latestexam 0 Comments

Rate this post

Certification Topics of Salesforce-Sales-Representative Exam PDF Recently Updated Questions

Salesforce-Sales-Representative Exam Prep Guide: Prep guide for the Salesforce-Sales-Representative Exam

Q37. How can whitespace analysis improve a sales representative’s account management strategy?

Identifies key stakeholders and decision makers to nurture relationships.

Analyzes contract length and segment to identify retention opportunities.

Determines current products and opportunities to sell additional products.

Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep’s account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.

Q38. 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.

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. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-tips

Q39. A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization.
Which type of customer does the sales rep want to target?

Supportive

Champion

Favorable

A champion is a type of customer who is loyal to the sales rep, likely to recommend their solution, and well respected in their organization. A champion can help the sales rep gain access to new buyers by influencing their decision-making process, providing referrals and testimonials, and advocating for the solution within their organization. Reference: https://www.salesforce.com/resources/articles/sales-champion/#sales-champion-definition

Q40. How can whitespace analysis improve a sales representative’s account management strategy?

Analyzes contract length and segment to identify retention opportunities.

Identifies key stakeholders and decision makers to nurture relationships.

Determines current products and opportunities to sell additional products.

Q41. A sales representative plans to attend a large industry conference.
How can the sales rep ensure the largest return on investment for attending the conference?

Set up meet and greet opportunities with attendees.

Develop a targeted plan and coordinate a series of touchpoints.

Attend as many networking events as possible.

Developing a targeted plan and coordinating a series of touchpoints is a way to ensure the largest return on investment for attending a conference by maximizing the opportunities to connect with potential prospects, customers, and partners. A targeted plan should include identifying the goals, audience, and message for the conference, as well as scheduling meetings, events, and follow-ups with key contacts. Reference: https://www.salesforce.com/resources/articles/sales-conference/#sales-conference-tips

Q42. When a sales representative faces an objection, what is an effective first step to overcome it?

Provide an additional demonstration based on the objection.

Explain policies and procedures that solve the objection.

Acknowledge the objection and ask follow-up questions.

Acknowledging the objection and asking follow-up questions is an effective first step to overcome an objection from the customer. Acknowledging the objection helps to show empathy and respect for the customer’s concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact of the objection, as well as to clarify any misunderstandings or misinformation. Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

Q43. A sales representative presents a solution and the customer is interested in moving forward.
How can the sales rep gain the customer’s commitment and close the deal?

Negotiate to finalize the contract.

Propose and schedule an additional demo.

Develop a roadmap with complementary products.

Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction. Reference: https://www.salesforce.com/resources/articles/sales-process/#negotiate

Q44. In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

Present pricing and contracts as quickly as possible.

Pitch a product regardless of the customer’s need.

Co-create strategies based on confirmed challenges.

Co-creating strategies based on confirmed challenges is what customer-centric 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.

Q45. 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.

Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer. Reference: https://www.salesforce.com/resources/articles/customer-service/#customer-service-tips

Q46. A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

Fulfilment procedures

Standard operating procedures

Standard engagement steps

Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers. Reference: https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce-essentials-sales-process

Q47. How does a sales representative determine if a customer might be a valid prospect for the product?

Review the customer’s website and tell the prospect that the product will solve their problems.

Understand the customer’s pain points and what they attempted in the past that was unsuccessful.

Uncover what the customer is planning to do and the executive staff’s purchasing preferences.

Understanding the customer’s pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer’s needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify

Q48. 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.

Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

Q49. Which first step should a sales representative take to gain insight on potential customers?

Conduct stakeholder interviews.

Analyze data about customers.

Create customer success plans.

Analyzing data about customers is the first step that a sales rep should take to gain insight on potential customers. Data analysis is the process of collecting, processing, and interpreting information about customers using various sources and methods, such as CRM systems, web analytics, social media, surveys, etc. Data analysis helps to understand customers’ demographics, behaviors, preferences, needs, etc., as well as to segment them into groups based on their similarities or differences. Reference: https://www.salesforce.com/resources/articles/customer-analysis/#customer-analysis-definition

Q50. 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).

Asking questions to determine if they can get the deal back on track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers’ concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objections. Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

Q51. How can the sales rep work with marketing to improve the health of their pipeline?

Focus on behaviors and attributes that define a quality lead.

Broaden the scope of the prospect profile.

Expand the number of channels to reach more prospects.

Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce sales cycles, and optimize resources. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

Q52. After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

Base the pitch on what the prospect has explicitly told them in previous conversations.

Base the pitch on the sales rep’s company’s proven, most successful product lines.

Base the pitch on discovery research into the prospect’s customers’ challenges.

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. Reference: https://www.salesforce.com/resources/articles/sales-pitch/#sales-pitch-tips

Q53. How should a sales representative reinforce elements of the value proposition for the customer?

Share case studies and customer testimonials.

Provide sales collateral and benefits.

Address potential pitfalls of the solution.

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

Q54. How can a sales representative begin a confirming question?

“Tell me more about…”

“What I hear you saying is…”

“What do you mean when…’

“What I hear you saying is…” is a way to begin a confirming question. A confirming question is a question that helps to verify or validate what the customer says or means. A confirming question helps to show understanding, empathy, and respect for the customer’s concerns, as well as to avoid confusion, misunderstanding, or miscommunication. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

Q55. 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

Determining if the customer needs have changed is a potential benefit of revisiting dead opportunities. Dead opportunities are prospects who did not buy the product for various reasons, such as budget, timing, or fit. Revisiting dead opportunities can help to identify if their situation has changed, if their pain points have increased, or if they are more open to considering the product again. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

Q56. A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?

Supply product references.

Schedule new product demo.

Dispatch service technician.

Supplying product references is the first step that the sales rep should take to address a customer’s questions about the features of one product they are evaluating. Product references are testimonials or case studies from existing customers who have used the product and can vouch for its features and benefits. Product references help to answer questions, provide proof points, build trust and credibility, and influence purchase decisions. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-definition

Loading …

Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	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 2	Measure the risks and opportunities associated with a business deal Nurture relationships and drive product adoption to maximize value for the customer
Topic 3	Calculate sales quota attainability based on account, territory, and prospect insights Identify and remove all challenges to finalize the deal
Topic 4	Develop and present the value proposition of a solution based on customer needs Explain pipe progression and stage velocity
Topic 5	Gain customer commitment and close formal contract Demonstrate thought leadership and build credibility to shift the customer’s thinking

2023 New Preparation Guide of Salesforce Salesforce-Sales-Representative Exam: https://www.latestcram.com/Salesforce-Sales-Representative-exam-cram-questions.html

Related Certifications

C-THR94-2311 (1)
C-TS4FI-2021 (1)
C-HR890-24 (1)
C-S4CPS-2208 (1)
C-WZADM-01 (2)
C_TFG61_2405 (1)
C-HCDEV-01 (1)
C_IBP_2211 (1)
C_TFG50_2011 (2)
C-S4CWM-2302 (1)

Free Cram & Latest Exams Dumps