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السؤال #1
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. What are three elicitation techniques the sales rep should use?
A. Processing, pace analysis, and perseverance
B. Brainstorming, observation, and surveyscorrect
C. Developing, testing, and implementation
عرض الإجابة
اجابة صحيحة: B
السؤال #2
A sales representative presents a solution and the customer is interested in moving forward. How can the sales rep gain the customer's commitment and close the deal?
A. Negotiate to finalize the contract
B. Propose and schedule an additional demo
C. Develop a roadmap with complementary products
عرض الإجابة
اجابة صحيحة: A
السؤال #3
A sales representative wants to interact with prospects on platforms they use regularly. Which approach should the sales rep take?
A. Social sellingcorrect
B. Cold calling
C. Lead nurturing
عرض الإجابة
اجابة صحيحة: A
السؤال #4
Which sales quota measurement focuses on the end result rather than the relationship with the customer?
A. Lead conversion rate
B. Calls made
C. Onsite visits
عرض الإجابة
اجابة صحيحة: B
السؤال #5
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?
A. Rely on marketing to identify and qualify inbound deals
B. Keep dead deals open and move the next touchpoint dates forward
C. Routinely scrub pipeline records and consistently disposition deals
عرض الإجابة
اجابة صحيحة: C
السؤال #6
A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization. Which type of customer does the sales rep want to target?
A. Supportive
B. Championcorrect
C. Favorable
عرض الإجابة
اجابة صحيحة: B
السؤال #7
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 inventorycorrect
B. Shipping time
C. Pricing information
عرض الإجابة
اجابة صحيحة: A
السؤال #8
A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer. What should the sales rep use to build their business case?
A. Value mapcorrect
B. Contract review
C. Feature list
عرض الإجابة
اجابة صحيحة: A
السؤال #9
When measuring the risks associated with a business deal, what is a key factor to consider?
A. The color scheme of marketing materials
B. Market volatility and economic trends
C. The personal preferences of the sales team
D. The company's social media presence
عرض الإجابة
اجابة صحيحة: B
السؤال #10
A sales representative presents a solution and the customer is interested in moving forward. How can the sales rep gain the customer's commitment and close the deal?
A. Negotiate to finalize the contract
B. Propose and schedule an additional demo
C. Develop a roadmap with complementary products
عرض الإجابة
اجابة صحيحة: A
السؤال #11
A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions. Which approach would help the sales rep educate the prospect about their offerings and solutions?
A. Tell the prospect about similar industry solutions, even if some may not be relevant
B. Try to impress the prospect by using their industry's jargon when describing each offering
C. Share a current customer story for an account in a similar industry as the prospect
عرض الإجابة
اجابة صحيحة: C
السؤال #12
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 inventorycorrect
B. Shipping time
C. Pricing information
عرض الإجابة
اجابة صحيحة: A
السؤال #13
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses. Which type of questions are they leveraging?
A. Change
B. Clarifyingcorrect
C. Confirming
عرض الإجابة
اجابة صحيحة: B
السؤال #14
How can whitespace analysis improve a sales representative's account management strategy?
A. Analyzes contract length and segment to identify retention opportunities
B. Identifies key stakeholders and decision makers to nurture relationships
C. Determines current products and opportunities to sell additional products
عرض الإجابة
اجابة صحيحة: C

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