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Salesforce-Sales-Representative Exam Dumps - Salesforce Certified Sales Representative

Question # 4

A sales representative works at a heavily siloed company and is unable to gather insights for renewals.

How should the sales rep improve data integrity in the pipeline working across silos?

A.

Offer customer discounts to expedite the sale.

B.

Log in as the customer to review their data.

C.

Collaborate with other customer-facing teams.

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Question # 5

What is a key indicator of a healthy sales pipeline for a sales representative?

A.

A high volume of new deals entering the pipeline each month

B.

A high percentage of deals in the last stage of the pipeline

C.

A balanced distribution of deals across different stages of the pipeline

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Question # 6

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 enhance the sales rep's understanding of the customer's needs

B.

To increase the sales rep's personal network and influence

C.

To gain access to information about the customer's competitors

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Question # 7

A sales representative wants to show a prospect the value of their product or service.

Which type of document should the sales rep provide to the prospect?

A.

Sales proposal

B.

Marketing whitepaper

C.

Whitespace analysis

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Question # 8

A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.

Which skill is the sales rep growing?

A.

Product knowledge

B.

Business acumen

C.

Sales acumen

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Question # 9

During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.

What is an effective way to handle an objection?

A.

Ask questions to characterize the issue.

B.

Propose an alternative product.

C.

Offer friendlier terms and a lower price.

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Question # 10

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue.

What is the best course of action in this scenario?

A.

Acknowledge the issue and explain to the customer that service is responsible for fixing it.

B.

Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

C.

Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

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Question # 11

A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.

What should be the main objective of this presentation?

A.

To provide an in-depth analysis of the prospect's competitors and market trends

B.

To build credibility with the prospect using their public speaking skills and professional appearance

C.

To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)

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Question # 12

A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.

What should the sales rep do?

A.

Acknowledge the customer's concerns while trying to find easier customers.

B.

Reassess the customer's expected value based on the current situation.

C.

Try to sell additional products or services to increase the realized value.

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Question # 13

A sales representative qualifies a prospect before moving to the next stage of the sales process.

What key factors should a sales rep consider when assessing the probability of winning the business?

A.

Social media presence, website design, and customer reviews

B.

Location, number of employees, and market segment

C.

Approved budget, authority, business need, and timing

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Question # 14

What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

A.

Industry

B.

Business

C.

People

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Question # 15

A sales representative wants to foster team selling, increase customer satisfaction, and decrease customer attrition at a critical account.

Which business capability can help implement these goals?

A.

Territory Management

B.

Account Planning

C.

Account and Contact Management

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Question # 16

When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?

A.

Longer contracts increase cash flow predictability.

B.

Longer contracts increase flexibility on delivery timescales.

C.

Shorter contracts increase leverage for negotiation.

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Question # 17

A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.

Which session type should the sales rep hold with the prospect?

A.

Negotiation

B.

Renewal

C.

Discovery

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Question # 18

A sales representative is asked by their sales manager to lead a cold-calling campaign.

Where can the sales rep start?

A.

Identify prospect pain points.

B.

Enter prospect leads into an auto dialer.

C.

Gather prospect contact information.

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Question # 19

How does understanding a customer's business strategies and goals help a sales representative scope a solution?

A.

Helps predict if the opportunity will close in the current quarter

B.

Tailors the sales pitch and offers to align with the customers objectives

C.

Allows the sales rep to move on to their next deal more quickly

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Question # 20

What is the desired outcome of an upsell proposal?

A.

To optimize existing product offerings

B.

To decrease customer churn rate

C.

To maintain current agreement during a renewal

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Question # 21

A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.

How should the sales rep proceed to ensure a successful booking and fulfillment process?

A.

Acknowledge the tax requirements, but proceed with the standard process because the sales rep is unable to change company policies.

B.

Redirect the customer to address their tax requirements with the appropriate department internally within the company.

C.

Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.

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Question # 22

What are the four elements of emotional intelligence?

A.

Plan, engage, execute, and close

B.

Discover, define, design, and deliver

C.

Self-awareness, self-management, empathy, and skilled relationships

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Question # 23

A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.

What is the first step to building trust with these stakeholders?

A.

Set up an introductory meeting and explain the reason for the transition.

B.

Review records the previous rep left to understand the needs of the stakeholders.

C.

Use a multi-channel approach to present an update on current product offerings.

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Question # 24

A sales representative is given an objection and shows respect for the customer's opinion.

What level of listening is the sales rep leveraging?

A.

Attentive

B.

Selective

C.

Empathetic

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Question # 25

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.

Performance reviews with their team

B.

Key performance indicators (KPIs)

C.

Customer satisfaction surveys

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Question # 26

A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.

Which type of close was chosen?

A.

Summary

B.

Puppy Dog

C.

Assumptive

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Question # 27

A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.

What should the sales representative check to fulfill the order through a different warehouse?

A.

Product inventory

B.

Shipping time

C.

Pricing information

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Question # 28

What measure will yield the most actionable information about an organization's territory model success?

A.

Organization-defined key metric

B.

Annualized Contract Value

C.

Pipeline

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Question # 29

A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.

Which closure practice should the sales rep use to gain a commitment with this prospect?

A.

Assumptive

B.

Summary

C.

Takeaway

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Question # 30

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

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Question # 31

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.

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Question # 32

A customer has questions about the features of one product they are evaluating.

What is the first step the sales representative should take to address this?

A.

Supply product references.

B.

Schedule new product demo.

C.

Dispatch service technician.

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Question # 33

What is a prerequisite for preparing an initial proposal that will bring value to the prospect?

A.

Discover their business needs.

B.

Use a template to create a framework.

C.

Provide as much technical information as possible.

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Question # 34

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

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Question # 35

A sales representative is challenged by a customer with a competitor's product and features.

Which skill does the sales rep need to address this challenge?

A.

Sales acumen

B.

Product knowledge

C.

Forecasting

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Question # 36

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

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Question # 37

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

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