A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.Which type of questions are they leveraging?
Answer(s): B
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says.Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to provide relevant information or solutions.
https://www.salesforce.com/resources/articles/sales-questions/#sales- questions-types
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?
Answer(s): C
Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy withina reasonable time frame.
https://www.salesforce.com/resources/articles/sales-process/#qualify
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?
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer's urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability.
https://www.salesforce.com/resources/articles/sales-pipeline/#sales- pipeline-management
How can a sales representative begin a confirming question?
"What I hear you saying is..." is a way to begin a confirming question. A confirming question is a question that helps to verify or validate what the customer saysor means. A confirming question helps to show understanding, empathy, and respect for the customer's concerns, as well as to avoid confusion, misunderstanding, or miscommunication.
https://www.salesforce.com/resources/articles/sales- questions/#sales-questions-types
Which sales quota measurement focuses on the end result rather than the relationship with the customer?
Answer(s): A
A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as itreflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads.
Cert Prep: Salesforce Certified Sales Representative, unit "Assess Risks and Opportunities"[Sales Rep Training], unit "Create Effective Selling Habits" Salesforce Certified Sales Representative Exam Guide, section "Assess Risks and Opportunities"
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