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Salesforce Salesforce-Sales-Representative Exam Sample Questions


Question # 1

How can a sales rep use whiteboarding while exploring a customer's business challenges?
A. To organize ideas by level of importance
B. To illustrate how a product fits in with other products in the catalog
C. To present solutions without input from the customer


A. To organize ideas by level of importance
Explanation: A sales rep can use whiteboarding while exploring a customer’s business challenges to organize ideas by level of importance. Whiteboarding is a technique that involves using a whiteboard or a similar tool to visually capture and structure information during a sales conversation. Whiteboarding can help the sales rep to understand the customer’s situation, needs, and goals, and to prioritize the most critical issues or opportunities. Whiteboarding can also help the sales rep to engage the customer in a collaborative dialogue, and to demonstrate their expertise and credibility.




Question # 2

A sales representative is strategizing on how to most effectively communicate with a key prospect. Which approach should they take?
A. Repeat key messaging to make sure it lands with the prospect.
B. Send emails to the prospect less frequently.
C. Provide unique selling points to the prospect that add value each time.


C. Provide unique selling points to the prospect that add value each time.
Explanation: Providing unique selling points to the prospect that add value each time is the approach that the sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect’s pain points or needs. Providing unique selling points helps to show how the product can help the prospect succeed and grow, as well as to persuade them to take action.




Question # 3

A sales representative wants to highlight a customer's return on their investment. Which type of analysis should the sales rep use to show this?
A. Root cause analysis
B. Cost benefit analysis
C. SWOT analysis


B. Cost benefit analysis




Question # 4

A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.
In which phase of the sales process is this deal?
A. Connect
B. Create
C. Collaborate


B. Create




Question # 5

A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.

Which technique will help improve the sales rep's forecasting accuracy?
A. Focusing on industry trends to predict future outcomes
B. Prioritizing deals based on seller intuition
C. Implementing AI-based deal scoring systems


C. Implementing AI-based deal scoring systems
Explanation: One of the techniques that can help improve the sales rep’s forecasting accuracy is implementing AI-based deal scoring systems, such as Salesforce Einstein. AI- based deal scoring systems use machine learning algorithms to analyze historical and real- time data from various sources, such as CRM, email, calendar, and social media, and assign a score to each opportunity based on the likelihood of closing. The score reflects factors such as the customer’s engagement level, buying signals, past behavior, and fit with the ideal customer profile. By using AI-based deal scoring systems, the sales rep can prioritize the most promising opportunities, focus on the best actions to move them forward, and forecast more accurately and confidently.



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