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Salesforce Sales Representative Certification Exam Sample Questions | SPOTO

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Question #1
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
A. Present pricing and contracts as quickly as possible
B. Pitch a product regardless of the customer's need
C. Co-create strategies based on confirmed challenges
View answer
Correct Answer: C
Question #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
View answer
Correct Answer: A
Question #3
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
View answer
Correct Answer: B
Question #4
A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle. Which action should the sales rep take to ensure accurate forecasting?
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
View answer
Correct Answer: C
Question #5
Which sales quota measurement focuses on the end result rather than the relationship with the customer?
A. Lead conversion rate
B. Calls madecorrect
C. Onsite visits
View answer
Correct Answer: B
Question #6
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 #7
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 #8
In assessing customer realized value, what should be considered? (Choose two)
A. The customer's perception of the product's worth
B. The frequency of marketing communications
C. The alignment of the product with customer needs
D. The color scheme of the product packaging
View answer
Correct Answer: AC
Question #9
How can a sales representative begin a confirming question?
A. "Tell me more about
B. "What I hear you saying is
C. "What do you mean when
View answer
Correct Answer: B
Question #10
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
View answer
Correct Answer: C
Question #11
What measure will yield the most actionable information about an organization's territory model success?
A. Organization-defined key metriccorrect
B. Annualized Contract Value
C. Pipeline
View answer
Correct Answer: A
Question #12
On what should a value proposition be developed?
A. General market trends
B. Specific customer requirements and challenges
C. The most advanced features of the product
D. The pricing strategy of competitors
View answer
Correct Answer: B
Question #13
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
View answer
Correct Answer: C
Question #14
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 procedurescorrect
C. Standard engagement steps
View answer
Correct Answer: B
Question #15
A prospect visited a company's website and completed a form expressing interest in a product. What should a sales rep focus on when qualifying the prospect?
A. Customer needscorrect
B. Product features
C. Marketing goals
View answer
Correct Answer: A
Question #16
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
View answer
Correct Answer: A
Question #17
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
View answer
Correct Answer: A
Question #18
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 procedurescorrect
C. Standard engagement steps
View answer
Correct Answer: B
Question #19
How can businesses measure customer success? (Select all that apply)
A. Customer feedback and surveys
B. Ignoring customer interactions
C. Tracking customer complaints
D. Counting the number of sales calls made
View answer
Correct Answer: AC
Question #20
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
View answer
Correct Answer: C
Question #21
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
A. Present pricing and contracts as quickly as possible
B. Pitch a product regardless of the customer's need
C. Co-create strategies based on confirmed challenges
View answer
Correct Answer: C
Question #22
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 industries
C. Understanding the buyer's experience in the market and years of service
View answer
Correct Answer: B
Question #23
A sales representative is assigned to high-value prospects.What can the sales rep do to gain their interest?
A. Identify potential trigger events as the reason to reach out to prospects
B. Connect with customers associated with the prospect on social media
C. Focus on personal details when communicating with the prospect
View answer
Correct Answer: A
Question #24
Which actions are effective for identifying and generating a new pipeline? (Choose two)
A. Networking and establishing partnerships
B. Focusing only on repeat customers
C. Utilizing customer referrals and testimonials
D. Avoiding the use of digital marketing tools
View answer
Correct Answer: AC
Question #25
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
View answer
Correct Answer: A
Question #26
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
A. Present pricing and contracts as quickly as possible
B. Pitch a product regardless of the customer's need
C. Co-create strategies based on confirmed challenges
View answer
Correct Answer: C
Question #27
A customer has questions about the features of one product they are evaluating. What is the first step the sales representative should take to address this?
A. Supply product references
B. Schedule new product demo
C. Dispatch service technician
View answer
Correct Answer: B
Question #28
Which factors should be considered when calculating sales quota attainability using historical data? (Select all that apply)
A. Past performance of the sales team
B. Market volatility
C. Current economic conditions
D. Ignoring historical data
View answer
Correct Answer: ABC
Question #29
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 industries
C. Understanding the buyer's experience in the market and years of service
View answer
Correct Answer: B
Question #30
How can a sales representative best identify a customer's challenges and initiatives?
A. Elicit detailed responses by asking open-ended questions during meetings
B. Present an overview of new products their company has brought to market
C. Ask 'yes' or 'no' questions to make the discussion efficient
View answer
Correct Answer: A

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