When a sales representative faces an objection, what is an effective first step to overcome it?
Answer(s): C
Acknowledging the objection and asking follow-up questions is an effective first step to overcome an objection 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 of the 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?
Answer(s): A
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 sales cycles, and optimize resources.
https://www.salesforce.com/resources/articles/lead-generation/#lead-generation- strategies
A prospect visited a company's website and completed a form expressing interest in a product. What should a sales rep focus on when qualifying the prospect?
Customer needs are what the sales rep should focus on when qualifying a prospect who visited a company's website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product.
https://www.salesforce.com/resources/articles/sales-process/#qualify
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. What are three elicitation techniques the sales rep should use?
Answer(s): B
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales.
https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification- prep/sales-representative-certification-prep-prepare-for-your-exam
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.Which document is the sales rep preparing to finalize this deal?
A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep's company and the customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes.
https://www.salesforce.com/resources/articles/statement-of-work/#statement- of-work-definition
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