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PDF Salesforce-Sales-Representative VCE, New Salesforce-Sales-Representative Mock Test

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic
Details

Topic 1

Forecasting: In this topic, Salesforce Sales Professionals assess forecast accuracy to drive opportunity consistency and evaluate risks and opportunities in business deals. Understanding key inputs for the forecasting process helps optimize predictions, an essential skill for the Salesforce Certified Sales Representative 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

Pipeline Management: In this topic, Salesforce Sales Professionals develop skills to generate and evaluate pipeline opportunities. Candidates also focus on analyzing pipeline health insights. It ensures data integrity, improves relevance, and enables accurate stage progression. These competencies underpin successful pipeline management strategies, measured in the Salesforce Certified Sales Representative Exam.

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Salesforce Certified Sales Representative Sample Questions (Q124-Q129):

NEW QUESTION # 124
A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.
In which phaseof the sales process is this deal?

A. Create
B. Connect
C. Collaborate

Answer: A

Explanation:
Create is the phase of the sales process where this deal is when the sales rep is working to understand a prospect's pain points, desired outcomes, and emotional drivers. Create is the phase where the sales rep presents and demonstrates how their product can address the prospect's pain points and needs, and deliver tangible benefits and outcomes. Create is also where the sales rep builds rapport and trust with the prospect by showing empathy and understanding of their emotional drivers.References:https://www.salesforce.com
/resources/articles/sales-process/#sales-process-stages
The create phase of the sales process is where the sales representative works to understand the prospect's pain points, desired outcomes, and emotional drivers. This phase involves asking open-ended questions, conducting discovery sessions, and identifyingthe prospect's challenges and goals. The create phase helps the sales representative to build rapport and trust with the prospect, and to uncover the value proposition and the solution fit for their needs. References:
* Sales Rep Training: Define the Scope of a Solution, unit "Use Discovery to Understand Customer Needs".
* Cert Prep: Salesforce Certified Sales Representative, unit "Define the Scope of a Solution".

NEW QUESTION # 125
A sales representative wants to avoid getting a price objection during a meeting near the end of thesales cycle.
Which strategy helps minimize price challenges?

A. Showing a competitor pricing matrix during the meeting.
B. Building in value-based conversation from the beginning.
C. Presenting a discount at the beginning of the conversation.

Answer: B

Explanation:
Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-endedquestions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.References:https://www.salesforce.com
/resources/articles/value-selling/#value-selling-tips

NEW QUESTION # 126
A company is introducing a new product line.
How should a sales representative educate prospects on their products' key benefits?

A. Storytelling
B. Customer journey maps
C. Social media marketing

Answer: A

Explanation:
Educating prospects about the key benefits of new products through storytelling is an effective approach. Storytelling involves sharing examples, customer success stories, or hypothetical scenarios that illustrate how the product can be used and the benefits it delivers. This method helps prospects visualize the product in action and understand its value in a real-world context. Salesforce often highlights the importance of storytelling in sales to make products more relatable and to create a connection with potential customers.

NEW QUESTION # 127
A junior sales representative is trying to develop relationships with customers in an industry that is changing rapidly. In addition, the number of channels to engage with customers has increased.
How can the sales rep identify the most effective way to communicate with new and existing customers?

A. Follow standard sales scripts.
B. Collaborate with internal departments.
C. Continue using methods that have worked in the past.

Answer: B

Explanation:
In an industry that's rapidly changing and with increasing channels to engage customers, a junior sales representative can identify the most effective communication methods by collaborating with internal departments. Teams such as marketing, customer service, and others who interact with customers can provide insights into customer preferences and effective communication strategies. This collaborative approach allows for a broader understanding of customer behaviors and trends, leading to more tailored and effective engagement strategies. Salesforce encourages cross-departmental collaboration to leverage diverse insights and expertise, enhancing customer engagement efforts.

NEW QUESTION # 128
In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?

A. To gain access to information about the customer's competitors
B. To enhance the sales rep's understanding of the customer's needs
C. To increase the sales rep's personal network and influence

Answer: B

Explanation:
Earning a deeper level of trust and access to decision makers within the customer's organization is important for a sales representative in the context of deal management, because it can help the sales rep to enhance their understanding of the customer's needs, challenges, goals, and preferences. This can enable the sales rep to tailor their solution and value proposition to the customer's specific situation, and address any objections or concerns that may arise during the sales process. It can also help the sales rep to influence the decision makers and persuade them to choose their solution over the competitors'. Increasing the sales rep's personal network and influence or gaining access to information about the customer's competitors are not the best answers, because they are not directly related to the customer's needs, which are the primary focus of deal management. The sales rep should use their network and influence to support the customer's needs, not their own. The sales rep should also focus on differentiating their solution from the competitors', rather than obtaining information about them. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 129
......

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