A sales representative has a pipeline with a mix of opportunities at various stages.The sales rep wants to improve stage velocity.What should the sales rep do to improve stage velocity?
Answer(s): B
Obtaining guidance from a manager and creating a follow-up cadence is what the sales rep should do to improve stage velocity. Stage velocity is the measure of how fast an opportunity moves from one stage to another in the sales process. Obtaining guidance from a manager helps to get feedback, advice, and support on how to advance the opportunity. Creating a follow-up cadence helps to maintain communication, engagement, and momentum with the customer.
https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-metrics
A sales representative wants to drive the adoption of a new product with a customer. How should the sales rep address the customer's question: "What's in it for me?"
Articulating the business value is how the sales rep should address the customer's question: "What's in it for me?" Business value is the benefit or advantage that the product provides to the customer in terms of improving their situation, solving their problems, fulfilling their needs, or achieving their goals. Articulating the business value helps to show the customer how the product can help them succeed and grow.
https://www.salesforce.com/resources/articles/value-selling/#value- selling-definition
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.Which type of questions are they leveraging?
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 within a 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
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