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Salesforce Certified Sales Representative Sample Questions (Q126-Q131):

NEW QUESTION # 126
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

A. Fulfilmentprocedures
B. Standard engagement steps
C. Standard operating procedures

Answer: C

Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.
References:https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce- essentials-sales-process

NEW QUESTION # 127
What is an important consideration for a sales representative as they create a sales proposal?

A. To highlight how the solution addresses the customer's needs and challenges
B. To include a detailed diagram and explanation of the sales process
C. To leverage a standard approach for all sales quotes and customer accounts

Answer: A

Explanation:
Highlighting how the solution addresses the customer's needs and challenges is an important consideration for a sales representative as they create a sales proposal, because it shows the customer the value and benefits of the solution, and how it can help them achieve their desired outcomes. The sales proposal should be customized and tailored to the customer's specific situation, and include relevant data, testimonials, and case studies to support the value proposition. To leverage a standard approach for all sales quotes and customer accounts or to include a detailed diagram and explanation of the sales process are not the best answers, because they do not focus on the customer's needs and challenges, which are the primary drivers of the purchase decision. A standard approach may not suit the customer's unique requirements or preferences, and a detailed diagram and explanation of the sales process may be too technical or complex for the customer to understand or appreciate. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 128
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. Product knowledge
B. Sales acumen
C. Forecasting

Answer: A

Explanation:
Product knowledge isthe skill that the sales rep needs to address this challenge, because it enables the sales rep to confidently and convincingly explain how their product is superior to the competitor's product, and how it can better solve the customer's needs and challenges. The sales rep should be able to highlight the unique features and benefits of their product, and differentiate it from the competitor's product in terms of value, quality, and performance. Sales acumen and forecasting are not the best answers, because they are not directly related to the challenge of dealing with a customer who is comparing products. Sales acumen is the ability to understand the sales process and the customer's behavior, and apply the best strategies and techniques to close the deal. Forecasting is the ability to predict the future sales outcomes based on the current pipeline and historical data. References: Certification - Sales Representative - Trailhead, [Sales Rep Training:
Create Effective Selling Habits - Trailhead]

NEW QUESTION # 129
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?

A. Success story
B. Solution unit
C. Summary statement

Answer: A

Explanation:
A success story is what the sales representative should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution, because it shows the customer how the sales rep's solution has helped other customers with similar needs and challenges, and what results and benefits they have achieved. A success story can also help to build trust and credibility with the customer, and inspire them to take action. A summary statement or a solution unit are not the best answers, because they are not as effective as a success story in demonstrating the sales rep's competitive advantage. A summary statement is a brief recap of the customer's situation, needs, and desired outcomes, but it does not show how the sales rep's solution can meet them. A solution unit is a specific feature or benefit of the sales rep's solution, but it does not show how it has worked for other customers or what outcomes it can deliver. References: Certification - Sales Representative - Trailhead, Sales Rep Training: Customer Engagement - Trailhead

NEW QUESTION # 130
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

A. Base the pitch on the sales rep's company's proven, most successful product lines.
B. Base the pitch on discovery research into the prospect's customers' challenges.
C. Base the pitch on what the prospect has explicitly told them in previous conversations.

Answer: B

Explanation:
Basing the pitch on discovery research into the prospect's customers' challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect's business and market situation, and can provide solutions that can help them serve their customers better.References:https://www.salesforce.com/resources/articles/sales-pitch/#sales- pitch-tips

NEW QUESTION # 131
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