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Salesforce Certified Sales Representative Sample Questions (Q53-Q58):

NEW QUESTION # 53
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?

A. Supply product references.
B. Schedule new product demo.
C. Dispatch service technician.

Answer: A

Explanation:
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

NEW QUESTION # 54
A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.
Which challenge could the sales rep encounter when developing the scope of a sales solution?

A. Difficulty understanding the customer's pain points
B. The customer's lack of product knowledge
C. Available discounts and payment terms to offer to the customer

Answer: C

Explanation:
A challenge that the sales rep could encounter when developing the scope of a sales solution for a new customer who has provided an abundance of information about their company's goals and objectives is the available discounts and payment terms to offer to the customer. The sales rep needs to balance the customer's budget and expectations with the company's profitability and policies. The sales rep also needs to consider the competitive landscape, the value proposition, and the customer's decision criteria.The sales rep should consult with their manager or team to determine the bestpricing strategy and negotiation tactics for the deal. References: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 55
In the context of deal management, why is it important for asales representative to earn a deeper level of trust and access to decision makers within the customer's organization?

A. To enhance the sales rep's understanding of the customer's needs
B. Togain access to information about the customer's competitors
C. To increase the sales rep's personal network and influence

Answer: A

Explanation:
Earning a deeper level of trust and access to decision makers within the customer's organization is important for a sales representative in the context of deal management, because it canhelp the sales rep to enhance their understanding of the customer's needs, challenges, goals, and preferences. This can enable the sales rep to tailor their solution and value proposition to the customer's specific situation, and address any objections orconcerns that may arise during the sales process. It can also help the sales rep to influence the decision makers and persuade them to choose their solution over the competitors'. Increasing the sales rep's personal network and influence or gaining accessto information about the customer's competitors are not the best answers, because they are not directly related to the customer's needs, which are the primary focus of deal management. The sales rep should use their network and influence to support the customer's needs, not their own. The sales rep should also focus on differentiating their solution from the competitors', rather than obtaining information about them. References: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 56
A sales representative uses job titles as an indicator to qualify leads.
Which relevant information does the job title typically indicate about the lead to the sales rep?

A. Whether the lead has sufficient buying power
B. Whether the lead is based within their region
C. Whether the lead is engaged in the sales process

Answer: A

Explanation:
Whether the lead has sufficient buying power is the relevant information that the job title typically indicates about the lead to the sales rep. A lead is a prospect who has shown interest in the product or service that the sales rep offers. A job title is a designation or position that a person holds in an organization or company. A job title helps to indicate whether the lead has sufficient buying power, which means that they have the authority or influence to make a purchase decision or approve a budget for the product or service.

NEW QUESTION # 57
A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?

A. Highlight customer success stories to build credibility.
B. Revisit the discovery phase of the sales process.
C. Acknowledge the objection and try to close with a different tactic.

Answer: B

Explanation:
The discovery phase of the sales process is where the sales representative uncovers the customer's pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address any gaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer's perspective, damage the trust, or create more resistance. Reference:
Cert Prep: Salesforce Certified Sales Representative, unit "Value Selling"
[Sales Rep Training], unit "Sell with Value"
Salesforce Certified Sales Representative Exam Guide, section "Value Selling"

NEW QUESTION # 58
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Salesforce-Sales-Representative Certification Materials, Salesforce-Sales-Representative Test Price

Salesforce-Sales-Representative Test Price, Test Salesforce-Sales-Representative Questions Vce

Salesforce Certified Sales Representative Sample Questions (Q53-Q58):

Salesforce Salesforce-Sales-Representative Certification Materials: Salesforce Certified Sales Representative & Certification Success Guaranteed, Easy Way of Training

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