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Salesforce Certified Sales Representative Sample Questions (Q18-Q23):
NEW QUESTION # 18
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?
Answer: A
Explanation:
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
NEW QUESTION # 19
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.
Which type of questions are they leveraging?
Answer: A
Explanation:
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says. Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to provide relevant information or solutions.References:https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
NEW QUESTION # 20
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?
Answer: A
Explanation:
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.References:https://www.salesforce.com/resources
/articles/lead-generation/#lead-generation-strategies
NEW QUESTION # 21
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.
Which customer role should the sales rep meet with to address the concerns?
Answer: C
Explanation:
The customer role that the sales rep should meet with to address the concernsabout 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. References: [Sales Rep Training:
Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]
NEW QUESTION # 22
A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.
What is the first step to building trust with these stakeholders?
Answer: A
Explanation:
The firststep to building trust with the key stakeholders of an account that is being taken over by a new sales representative is to set up an introductory meeting and explain the reason for the transition. This shows respect and transparency, and helps to establish rapport and credibility with the stakeholders. The new sales representative should also express appreciation for the opportunity to work with them, and demonstrate enthusiasm and confidence. The introductory meeting is a chance to learn more about the stakeholders' roles, expectations, goals, and challenges, and to communicate how the new sales representative can add value and support them. References: [Sales Rep Training: Plan for Success], [Cert Prep: Salesforce Certified Sales Representative: Plan forSuccess]
NEW QUESTION # 23
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