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Salesforce Certified Sales Representative Sample Questions (Q11-Q16):

NEW QUESTION # 11
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. Schedule new product demo.
B. Supply product references.
C. Dispatch service technician.

Answer: B

NEW QUESTION # 12
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. Product features
B. Customer needs
C. Marketing goals

Answer: B

Explanation:
Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company's website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify

NEW QUESTION # 13
After a salesrepresentative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?

A. Stand by the solution and point out their misunderstanding.
B. Compare risks and benefits using features, advantages, and benefits (FAB).
C. Ask questions to determine if they can get the deal back on track.

Answer: C

Explanation:
Asking questions to determine if they can get the deal backon track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers' concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objections.
References:https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

NEW QUESTION # 14
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.

Answer: C

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. Reference: https://www.salesforce.com/resources/articles/sales-forecasting/#sales-forecasting-definition

NEW QUESTION # 15
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?

A. Solution unit
B. Summary statement
C. Success story

Answer: C

Explanation:
A success story is what the sales representative should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution, because it shows the customer how the sales rep's solution has helped other customers with similar needs and challenges, and what results and benefits they have achieved. A success story can also help to build trust and credibility with the customer, and inspire them to take action. A summary statement or a solution unit are not the best answers, because they are not as effective as a success story in demonstrating the sales rep's competitive advantage. A summary statement is a brief recap of the customer's situation, needs, and desired outcomes, but it does not show how the sales rep's solution can meet them. A solution unit is a specific feature or benefit of the sales rep's solution, but it does not show how it has worked for other customers or what outcomes it can deliver. Reference: Certification - Sales Representative - Trailhead, Sales Rep Training: Customer Engagement - Trailhead

NEW QUESTION # 16
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