QUESTION: 13

What are the four elements of emotional intelligence?

Plan, engage, execute, and close
Discover, define, design, and deliver
Self-awareness, self-management, empathy, and skilled relationships

Answer(s): C

Explanation:

Self-awareness, self-management, empathy, and skilled relationships are the four elements of emotional intelligence. Emotional intelligence is the ability to understand and manage one's own emotions and those of others. Emotional intelligence helps to improve communication, collaboration, and influence in sales.

Reference:

https://trailhead.salesforce.com/en/content/learn/modules/emotional-intelligence/emotional- intelligence-introduction

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QUESTION: 14

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?

Value map
Contract review
Feature list

Answer(s): A

Explanation:

A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to the customer. A value map shows how the solution aligns with the customer's strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.

Reference:

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

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QUESTION: 15

How does a sales representative determine if a customer might be a valid prospect for the product?

Review the customer's website and tell the prospect that the product will solve their problems.
Understand the customer's pain points and what they attempted in the past that was unsuccessful.
Uncover what the customer is planning to do and the executive staff's purchasing preferences.

Answer(s): B

Explanation:

Understanding the customer's pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer's needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value.

Reference:

https://www.salesforce.com/resources/articles/sales- process/#qualify

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QUESTION: 16

A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization.
Which type of customer does the sales rep want to target?

Supportive
Champion
Favorable

Answer(s): B

Explanation:

A champion is a type of customer who is loyal to the sales rep, likely to recommend their solution, and well respected in their organization. A champion can help the sales rep gain access to new buyers by influencing their decision-making process, providing referrals and testimonials, and advocating for the solution within their organization.

Reference:

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

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Free Salesforce-Sales-Representative Exam Braindumps (page: 4)

QUESTION: 13

Explanation:

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QUESTION: 14

Explanation:

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QUESTION: 15

Explanation:

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QUESTION: 16

Explanation:

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