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Salesforce Salesforce-Sales-Representative Exam Sample Questions

Question # 1

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges. How should the sales rep introduce their value proposition to their customer?

A. Collaborate internally to iterate on the value proposition for the customer.

B. Unveil the value proposition to the customer after it is finalized.

C. Make a draft of the value proposition and seek customer feedback.

Answer

C. Make a draft of the value proposition and seek customer feedback.

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Question # 2

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

A. Fulfilment procedures

B. Standard operating procedures

C. Standard engagement steps

Answer

B. Standard operating procedures

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Question # 3

A company uses the BANT model for sales qualification. What does BANT indicate to sales representatives?

A. The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.

B. The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.

C. The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

Answer

C. The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

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Question # 4

A sales representative is approached by a prospect who is having difficulty managing their customer data effectively and is struggling to track sales activity and customer interactions. Which first step should the sales rep take to define the scope of a solution for the prospect?

A. Assemble a diverse project team.

B. Frame the challenge.

C. Suggest organizing their data in a spreadsheet.

Answer

B. Frame the challenge.

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Question # 5

A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption. Which customer success concept is the sales rep utilizing in this example?

A. Improved experiences

B. Innovate together

C. Shared risks and shared accountability

Answer

B. Innovate together

Explanation: When a sales representative conducts a 9-month check-in and identifies an additional product that could enhance customer value and adoption, they are utilizing the customer success concept of "Innovate together." This approach involves working collaboratively with the customer to find new solutions and opportunities that can drive further success and value from the partnership. By proactively suggesting products or services that complement previous purchases, the sales rep is helping the customer to innovate and achieve better results, reinforcing the relationship and demonstrating ongoing commitment to the customer's success.

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