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Free Salesforce-Sales-Representative Exam Braindumps (page: 8)

Page 7 of 17
PDF with 126 Questions

During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?

  1. Ask questions to characterize the issue.
  2. Propose an alternative product.
  3. Offer friendlier terms and a lower price.

Answer(s): A

Explanation:

Asking questions to characterize the issue is an effective way to handle an objection from the customer. Asking questions helps to understand the root cause, scope, and impact of the objection, as well as to show empathy and respect for the customer's concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objection.


Reference:

https://www.salesforce.com/resources/articles/sales-objections/#sales- objections-handling



What measure will yield the most actionable information about an organization's territory model success?

  1. Organization-defined key metric
  2. Annualized Contract Value
  3. Pipeline

Answer(s): A

Explanation:

An organization-defined key metric is a measure that will yield the most actionable information about an organization's territory model success. An organization-defined key metric is a specific and relevant indicator that reflects how well the territory model is aligned with the organization's goals and strategies, such as market share, customer satisfaction, revenue growth, etc. An organization- defined key metric helps to evaluate performance, identify gaps and opportunities, and optimize results.


Reference:

https://www.salesforce.com/resources/articles/sales-territory- management/#sales-territory-management-metrics



A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.
Which closure practice should the sales rep use to gain a commitment with this prospect?

  1. Assumptive
  2. Summary
  3. Takeaway

Answer(s): B

Explanation:

A summary is a closure practice that the sales rep should use to gain a commitment with a prospect who is in discussions with multiple vendors. A summary is a concise recap of the value proposition of the solution, highlighting how it addresses the prospect's pain points and needs, and delivers tangible benefits and outcomes. A summary helps to reinforce the value of the solution, differentiate it from competitors, and persuade the prospect to take action.


Reference:

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



Which element should a sales representative understand to determine if a sale quota is attainable?

  1. Measures such as activity and outcome
  2. If the compensation plan is capped or uncapped
  3. The percentage of variable compensation

Answer(s): A

Explanation:

Measures such as activity and outcome are elements that the sales rep should 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.


Reference:

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






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