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Salesforce Salesforce-Sales-Representative Exam Sample Questions

Question # 1

A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment. At which stage are they in the sales process?

A. Connect

B. Confirm

C. Collaborate

Answer

B. Confirm

Explanation: The stage in the sales process where a sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment is typically known as the "Confirm" stage. During this phase, the sales rep seeks to ensure that the proposal meets the prospect's needs and expectations, and that there is a mutual understanding of the value the solution offers. This step is crucial for moving towards closing the sale, as it involves resolving any outstanding questions or concerns and solidifying the prospect's commitment to proceeding. Salesforce outlines various stages in the sales process, and the confirmation stage is critical for validating that both parties are aligned before finalizing the deal.

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Question # 2

A sales representative is engaging in a discovery conversation with a prospect. Which approach should the sales rep take during this conversation?

A. Ask open-ended questions to understand the prospect's challenges and goals.

B. Present the history and innovation of their company in bringing new products to market.

C. Share the information gathered from online research about the customer's company.

Answer

A. Ask open-ended questions to understand the prospect's challenges and goals.

Explanation: Asking open-ended questions to understand the prospect’s challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation that helps to uncover information about the prospect’s situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.

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Question # 3

A sales representative just closed a deal and wants to make sure the customer is set up for success. How can the sales rep ensure the customer has a great experience with the product?

A. Share other customer success stories.

B. Recommend additional products and services.

C. Provide timely support and training.

Answer

C. Provide timely support and training.

Explanation: Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.

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Question # 4

A sales representative clarifies how a specific customer will benefit from the solution proposed. Which part of a solution unit is the sales rep using?

A. Application

B. Fact

C. Benefit

Answer

C. Benefit

Explanation: A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort, or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer’s pain points and needs.

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Question # 5

What is the primary benefit of team selling at a key account?

A. Provides the customer with multiple points of contact

B. Reduces the workload for individual sales representatives

C. Leverages collective expertise to meet customer expectations

Answer

C. Leverages collective expertise to meet customer expectations

Explanation: Team selling is a strategy of using a group of salespeople with different skills and expertise to sell to and serve major accounts. The primary benefit of team selling at a key account is that it leverages the collective expertise of the team members to meet the customer’s expectations and needs. Team selling can help create value for the customer by providing customized solutions, addressing complex problems, and delivering superior service. Team selling can also help build trust and loyalty with the customer by demonstrating commitment, collaboration, and professionalism.

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