QUESTION: 5

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?

Acknowledge the customer's concerns while trying to find easier customers.
Reassess the customer's expected value based on the current situation.
Try to sell additional products or services to increase the realized value.

Answer(s): B

Explanation:

Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's expected value based on the current situation, identify any gaps or discrepancies, and work with the customer to resolve them and ensure their satisfaction.

Reference:

https://www.salesforce.com/resources/articles/customer-success/#customer-success- metrics

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QUESTION: 6

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?

Share other customer success stories.
Recommend additional products and services.
Provide timely support and training.

Answer(s): C

Explanation:

Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.

Reference:

https://www.salesforce.com/resources/articles/customer-service/#customer-service-tips

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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?

Showing a competitor pricing matrix during the meeting.
Presenting a discount at the beginning of the conversation.
Building in value-based conversation from the beginning.

Answer(s): C

Explanation:

Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.

Reference:

https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips

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QUESTION: 8

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?

Offer promotional discounts.
Bundle additional products.
Extend a free trial.

Answer(s): A

Explanation:

Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluable and close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution.

Reference:

https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples

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QUESTION: 5

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QUESTION: 6

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QUESTION: 7

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QUESTION: 8

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