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Exam Salesforce-Sales-Representative Questions Answers | Advanced Salesforce-Sales-Representative Testing Engine

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic
Details

Topic 1

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.

Topic 2

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.

Topic 3

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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Salesforce Certified Sales Representative Sample Questions (Q96-Q101):

NEW QUESTION # 96
A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer.
How can the sales rep comprehensively assess the effectiveness of their account management strategy?

A. Customer satisfaction surveys
B. Performance reviews with their team
C. Key performance indicators (KPIs)

Answer: C

Explanation:
Key performance indicators (KPIs) are measures that can help the sales rep comprehensively assess theeffectiveness of their account management strategy. KPIs are quantifiable metrics that reflect how well the sales rep is achieving their account management goals and objectives, such as revenue growth, customer retention, customer satisfaction, cross-selling, upselling, etc. KPIs help to track progress, identify strengths and weaknesses, and improve performance.References:https://www.salesforce.com/resources/articles/account- management/#account-management-kpis

NEW QUESTION # 97
A sales representative is having challenges getting access to the decision maker to close a deal.
How can the sales rep convince their contact to make an introduction to the decision maker?

A. Share a customer success story based on real-world use cases and results.
B. Focus the discussion on the contact's role and responsibilities.
C. Increase the frequency of engagement with the contact.

Answer: A

Explanation:
Sharing a customer success story is a powerful way to convince a contact to make an introduction to the decisionmaker, as it demonstrates the value and credibility of the sales rep's solution. A customer success story should include the following elements: the customer's challenge, the solution they implemented, and the results they achieved. The sales rep should also tailor the story to match the contact's industry, role, and pain points, and highlight how the solution can help them achieve their goals. By sharing a customer success story, the sales rep can create a sense of urgency and curiosity in the contact, and motivate them to introduce the sales rep to the decision maker who can benefit from the solution as well. References:
* Sales Rep Training: Create Effective Selling Habits, unit "Use Customer Success Stories to Sell with Value".
* Cert Prep: Salesforce Certified Sales Representative, unit "Close Deals with Value".

NEW QUESTION # 98
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.
Which type of questions are they leveraging?

A. Confirming
B. Change
C. Clarifying

Answer: C

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. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 99
A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

A. Engage the prospect through different channels.
B. Pause engagement and follow up at another time.
C. Try calling the prospect at different times.

Answer: A

Explanation:
If a prospect is unresponsive to cold calls, the sales rep can take an alternative approach to build interest and align onwhy a solution meets the prospect's needs by engaging the prospect through different channels.
Different channels can include email, social media, text, video, or webinars. By using different channels, the sales rep can increase the chances of reaching theprospect, capture their attention, and provide relevant and personalized messages that showcase the value of the solution. The sales rep should also research the prospect' s preferences, needs, and pain points, and use a multi-touch strategy to nurture therelationship and move the prospect along the sales cycle. References: [Sales Rep Training: Generate Leads], [Cert Prep: Salesforce Certified Sales Representative: Generate Leads]

NEW QUESTION # 100
How can a sales representative begin a confirming question?

A. "Tell me more about..."
B. "What I hear you saying is..."
C. "What do you mean when...'

Answer: B

Explanation:
"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 saysor 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.References:https://www.salesforce.com/resources/articles/sales- questions/#sales-questions-types

NEW QUESTION # 101
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