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خذ اختبارات أخرى عبر الإنترنت
السؤال #1
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. Summarycorrect
C. Takeaway
عرض الإجابة
اجابة صحيحة: B
السؤال #2
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. Discoverycorrect
عرض الإجابة
اجابة صحيحة: C
السؤال #3
A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle. Which strategy helps minimize price challenges?
A. Showing a competitor pricing matrix during the meeting
B. Presenting a discount at the beginning of the conversation
C. Building in value-based conversation from the beginning
عرض الإجابة
اجابة صحيحة: C
السؤال #4
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?
A. To expand and improve networking skills
B. To avoid competing for the best leads
C. To leverage additional expertise and resources
عرض الإجابة
اجابة صحيحة: C
السؤال #5
A sales representative proposes an engagement solution that works seamlessly across all media to a customer. Which strategy supports the solution?
A. Multi-channelcorrect
B. Two-way dialogue
C. Social networks
عرض الإجابة
اجابة صحيحة: A
السؤال #6
In which way should a sales representative drive trust through professional competency?
A. Asking questions to look for common interests, personal motivators, and hesitation
B. Collecting and processing information on products, competitors, and industriescorrect
C. Understanding the buyer's experience in the market and years of service
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 inventory
B. Shipping time
C. Pricing information
عرض الإجابة
اجابة صحيحة: A
السؤال #8
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 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 discovery research into the prospect's customers' challenges
عرض الإجابة
اجابة صحيحة: C
السؤال #9
A sales representative is having a difficult time identifying the root cause of their customer's issue. Thesales rep knows they need to first acknowledge the customer's experience and perspective. What is the recommended action the sales rep should take next?
A. Provide a product demo
B. Show empathy
C. Make recommendations
عرض الإجابة
اجابة صحيحة: B
السؤال #10
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 #11
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
عرض الإجابة
اجابة صحيحة: B
السؤال #12
A sales representative wants to drive the adoption of a new product with a customer. How should the sales rep address the customer's question: "What's in it for me?"
A. Offer a product sample
B. Articulate the business value
C. Provide product documentation
عرض الإجابة
اجابة صحيحة: B
السؤال #13
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
عرض الإجابة
اجابة صحيحة: C
السؤال #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
عرض الإجابة
اجابة صحيحة: C
السؤال #15
A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month. How does tracking this help the sales rep manage risk?
A. These deals must be assigned a surcharge
B. These deals can be expedited it required
C. These deals can move to the next stage
عرض الإجابة
اجابة صحيحة: B
السؤال #16
In which way should a sales representative drive trust through professional competency?
A. Asking questions to look for common interests, personal motivators, and hesitation
B. Collecting and processing information on products, competitors, and industriescorrect
C. Understanding the buyer's experience in the market and years of service
عرض الإجابة
اجابة صحيحة: B
السؤال #17
A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail. What should the sales rep do to uncover why the customer is delaying the decision?
A. Highlight the benefits of the product to the customer
B. Ask pointed questions to identify customer interests
C. Discuss the customer's concerns with their internal team
عرض الإجابة
اجابة صحيحة: B
السؤال #18
A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract. How should the sales rep convince the customer to find the solution invaluable and close the contract?
A. Offer promotional discounts
B. Bundle additional products
C. Extend a free trial
عرض الإجابة
اجابة صحيحة: C
السؤال #19
What is the desired outcome of an upsell proposal?
A. To optimize existing product offeringscorrect
B. To decrease customer churn rate
C. To maintain current agreement during a renewal
عرض الإجابة
اجابة صحيحة: A
السؤال #20
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
عرض الإجابة
اجابة صحيحة: C
السؤال #21
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 relationshipscorrect
عرض الإجابة
اجابة صحيحة: C
السؤال #22
A new sales representative is struggling to fill the top of their sales funnel. What is the potential benefit of revisiting dead opportunities?
A. To gain customer feedback and improve their approach
B. To determine if the customer needs have changedcorrect
C. To see it new decision makers are available
عرض الإجابة
اجابة صحيحة: B
السؤال #23
What is the desired outcome of an upsell proposal?
A. To optimize existing product offeringscorrect
B. To decrease customer churn rate
C. To maintain current agreement during a renewal
عرض الإجابة
اجابة صحيحة: A
السؤال #24
Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful. Which activity should UC and its sales reps review mid-year to ensure success?
A. Survey the sales team and get recommendations
B. Change plans to provide a fresh view on each account
C. Assess prospect and account quality to prioritize leads
عرض الإجابة
اجابة صحيحة: C
السؤال #25
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 #26
How can the sales rep work with marketing to improve the health of their pipeline?
A. Focus on behaviors and attributes that define a quality lead
B. Broaden the scope of the prospect profile
C. Expand the number of channels to reach more prospects
عرض الإجابة
اجابة صحيحة: A
السؤال #27
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. Benefitcorrect
عرض الإجابة
اجابة صحيحة: C
السؤال #28
Which element should a sales representative understand to determine if a sale quota is attainable?
A. Measures such as activity and outcomecorrect
B. If the compensation plan is capped or uncapped
C. The percentage of variable compensation
عرض الإجابة
اجابة صحيحة: A
السؤال #29
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 timingcorrect
عرض الإجابة
اجابة صحيحة: C
السؤال #30
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement. Which document is the sales rep preparing to finalize this deal?
A. Statement of workcorrect
B. New order form
C. Master service agreement
عرض الإجابة
اجابة صحيحة: A

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