Question # 1 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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A. Longer contracts increase cash flow predictability.
Answer Description Explanation: The duration of a contract is one of the factors that affect the value of a deal, along with the price, terms, and conditions. Longer contracts can increase the cash flow predictability for both the seller and the buyer, as they reduce the uncertainty and variability of future payments and revenues. Longer contracts can also help build stronger and more loyal relationships with customers, as they demonstrate trust and commitment. On the other hand, shorter contracts can increase the risk of losing customers to competitors, as they offer more opportunities for switching or renegotiating. Shorter contracts can also create more pressure on the seller to deliver value quickly and consistently, as they have less time to prove their worth and earn customer satisfaction.
Question # 2 A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform. A. Promote a prospect's content on social media.B. Upsell to a prospect at an existing account.C. Send an email with content links to a prospect.
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A. Promote a prospect's content on social media.
Answer Description Explanation: Promoting a prospect’s content on social media is a customer-centric approach that can be used by the sales rep to engage with a prospect at a greenfield account on a digital platform, because it shows that the sales rep is interested in the prospect’s work and
values their expertise. This can help to build rapport and trust with the prospect, and create an opportunity for further conversation and relationship building. Upselling to a prospect at an existing account or sending an email with content links to a prospect are not customer centric approaches, because they are more focused on the sales rep’s own goals and interests, rather than the prospect’s. Upselling to a prospect at an existing account is not relevant to a greenfield account, which is a new account with no prior relationship or history with the sales rep or the company. Sending an email with content links to a prospect may be seen as spammy or intrusive, and may not capture the prospect’s attention or interest.
Question # 3 After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer. A. Base the pitch on what the prospect has explicitly told them in previous conversations.B. Base the pitch on the sales rep's company's proven, most successful product lines.C. Base the pitch on the sales rep's company's proven, most successful product lines.
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C. Base the pitch on the sales rep's company's proven, most successful product lines.
Answer Description 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.
Question # 4 When a sales representative faces an objection, what is an effective first step to overcome it? A. Provide an additional demonstration based on the objection.B. Explain policies and procedures that solve the objection.C. Acknowledge the objection and ask follow-up questions.
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C. Acknowledge the objection and ask follow-up questions.Question # 5 A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle. A. Continue forecasting based on the previous stage until the deal closes.B. Focus on unrelated opportunities and assume the current opportunity will close.C. Update the opportunity's stage and forecast category to reflect the recent progress.
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C. Update the opportunity's stage and forecast category to reflect the recent progress.
Answer Description Explanation: Updating the opportunity’s stage and forecast category to reflect the recent progress is what the sales rep should do to ensure accurate forecasting. An opportunity is a qualified prospect who has a high probability of buying the product. An opportunity stage is a measure of how far along the opportunity is in the sales process, such as prospecting, qualification, proposal, negotiation, etc. A forecast category is a measure of how likely the opportunity is to close as won, such as pipeline, best case, commit, closed, etc. Updating the opportunity’s stage and forecast category helps to reflect the current status and potential outcome of the opportunity, as well as to provide a realistic and reliable prediction of future sales revenue.
Question # 6 A sales representative is showing their customer how they can reduce their costs and improve productivity. A. Use caseB. Value propositionC. Success story
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B. Value proposition
Answer Description Explanation: When a sales representative demonstrates how their products or services can reduce costs and enhance productivity for a customer, they are presenting a value proposition. A value proposition articulates the unique benefits and value that the company's offerings provide, distinguishing them from competitors. It focuses on the specific advantages the customer will experience, such as cost savings and productivity improvements. Salesforce emphasizes the importance of understanding customer needs and effectively communicating how their solutions can address those needs, which is central to crafting a compelling value proposition.
Question # 7 What is the primary benefit of team selling at a key account? A. Provides the customer with multiple points of contactB. Reduces the workload for individual sales representativesC. Leverages collective expertise to meet customer expectations
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C. Leverages collective expertise to meet customer expectations
Answer Description 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.
Question # 8 Which sales quota measurement focuses on the end result rather than the relationship with the customer? A. Lead conversion rateB. Calls madeC. Onsite visits
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A. Lead conversion rate
Answer Description Explanation: A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as it reflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads.
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