Which element should a sales representative understand todetermine if a sale quota is attainable?
Answer(s): A
Measures such as activity and outcome are elements that the sales repshould understand to determine if a sales quota is attainable. Activity measures are indicators of how much effort and action the sales rep puts into achieving their sales quota, such as number of calls made, emails sent, meetings scheduled, etc. Outcome measures are indicators of how much result and impact the sales rep achieves from their sales quota, such as number of leads generated, opportunities created, deals closed, etc.
https://www.salesforce.com/resources/articles/sales-quota/#sales-quota- definition
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?
Supplying product references is the first step that the sales rep should take to address a customer's questions about thefeatures of one product they are evaluating. Product references are testimonials or case studies from existing customers who have used the product and can vouch for its features and benefits. Product references help to answer questions, provide proof points, build trust and credibility, and influence purchase decisions.
https://www.salesforce.com/resources/articles/customer-stories/#customer- stories-definition
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?
Answer(s): C
Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline. These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities.
https://www.salesforce.com/resources/articles/sales-pipeline/#sales- pipeline-management
When a sales representative faces an objection, what is an effective first step to overcome it?
Acknowledging the objection and asking follow-up questions is an effective first step to overcome anobjection from the customer. Acknowledging the objection helps to show empathy and respect for the customer's concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact ofthe objection, as well as to clarify any misunderstandings or misinformation.
https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling
How can the sales rep work with marketing to improve the health of their pipeline?
Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce salescycles, and optimize resources.
https://www.salesforce.com/resources/articles/lead-generation/#lead- generation-strategies
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