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Latest Salesforce Sales Representative Certification Exam Questions and Answers, 2025 Update | SPOTO

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Question #1
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
View answer
Correct Answer: B
Question #2
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)correct
View answer
Correct Answer: C
Question #3
A sales representative has a pipeline with a mix of opportunities at various stages. The sales rep wants to improve stage velocity. What should the sales rep do to improve stage velocity?
A. Sort deals by size and focus on the largest ones first
B. Obtain guidance from a manager and create a follow-up cadence
C. Survey customers and engage them when the customer requests
View answer
Correct Answer: B
Question #4
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
View answer
Correct Answer: B
Question #5
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
View answer
Correct Answer: C
Question #6
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition. Which metric should the company use to track the effectiveness of the new value proposition?
A. Lead quality score
B. Customer satisfaction score
C. Lead conversion ratecorrect
View answer
Correct Answer: C
Question #7
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
View answer
Correct Answer: C
Question #8
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)correct
View answer
Correct Answer: C
Question #9
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
View answer
Correct Answer: C
Question #10
What indicates that a prospect is qualified and ready to proceed in the sales process?
A. Their familiarity with similar products
B. The budget they have for new purchases
C. The potential fit of the solution for their needs
D. Their geographic location
View answer
Correct Answer: C
Question #11
A sales representative just closed a deal and wants to make sure the customer is set up for success. How can the sales rep ensure the customer has a great experience with the product?
A. Share other customer success stories
B. Recommend additional products and services
C. Provide timely support and training
View answer
Correct Answer: C
Question #12
A sales representative plans to attend a large industry conference. How can the sales rep ensure the largest return on investment for attending the conference?
A. Set up meet and greet opportunities with attendees
B. Develop a targeted plan and coordinate a series of touchpoints
C. Attend as many networking events as possible
View answer
Correct Answer: B
Question #13
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
View answer
Correct Answer: C
Question #14
A sales representative is strategizing on how to most effectively communicate with a key prospect.Which approach should they take?
A. Repeat key messaging to make sure it lands with the prospect
B. Send emails to the prospect less frequently
C. Provide unique selling points to the prospect that add value each time
View answer
Correct Answer: C
Question #15
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
View answer
Correct Answer: A
Question #16
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
View answer
Correct Answer: A
Question #17
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
View answer
Correct Answer: C
Question #18
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
View answer
Correct Answer: C
Question #19
Why is understanding the post-sales customer journey crucial in customer success?
A. It allows for reduced customer support costs
B. Enhances customer retention and loyalty
C. Focuses only on new customer acquisition
D. Limits the need for product improvements
View answer
Correct Answer: B
Question #20
How can pipeline health insights improve customer relevance?
A. By reducing the number of prospects contacted
B. Through targeted marketing strategies
C. By increasing product prices
D. Limiting feedback mechanisms
View answer
Correct Answer: B
Question #21
A sales representative's existing customer is opening offices in new regions. What should the sales rep focus on to increase the contract value?
A. Efficiency target
B. Growth target
C. Expansion target
View answer
Correct Answer: C
Question #22
How does a sales representative determine if a customer might be a valid prospect for the product?
A. Review the customer's website and tell the prospect that the product will solve their problems
B. Understand the customer's pain points and what they attempted in the past that was unsuccessful
C. Uncover what the customer is planning to do and the executive staff's purchasing preferences
View answer
Correct Answer: B
Question #23
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)correct
C. Customer satisfaction surveys
View answer
Correct Answer: B
Question #24
How does a sales representative determine if a customer might be a valid prospect for the product?
A. Review the customer's website and tell the prospect that the product will solve their problems
B. Understand the customer's pain points and what they attempted in the past that was unsuccessful
C. Uncover what the customer is planning to do and the executive staff's purchasing preferences
View answer
Correct Answer: B
Question #25
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
View answer
Correct Answer: A
Question #26
A sales representative just closed a deal and wants to make sure the customer is set up for success. How can the sales rep ensure the customer has a great experience with the product?
A. Share other customer success stories
B. Recommend additional products and services
C. Provide timely support and training
View answer
Correct Answer: C
Question #27
A sales team knows the importance of building an accurate forecast.Which foundational priority should be in place to help ensure data quality across teams?
A. Collaboration
B. Pipeline visibility
C. Sales process
View answer
Correct Answer: C
Question #28
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
View answer
Correct Answer: A
Question #29
A sales representative is fulfilling an order using the step - by - step instructions for that specific customer What are these instructions known as?
A. Fulfilment procedures
B. Standard operating procedures
C. Standard engagement steps
View answer
Correct Answer: B
Question #30
What are important aspects to assess when ensuring forecast accuracy? (Choose two)
A. Alignment with historical trends and data accuracy
B. The personal goals of the sales team
C. The company's year-end financial targets
D. Current economic conditions and market dynamics
View answer
Correct Answer: AD

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