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Salesforce Certified Sales Representative Sample Questions (Q91-Q96):

NEW QUESTION # 91
What measure will yield the most actionable information about an organization's territory model success?

A. Organization-defined key metric
B. Annualized Contract Value
C. Pipeline

Answer: 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

NEW QUESTION # 92
How can the sales rep work with marketing to improve the health of their pipeline?

A. Broaden the scope of the prospect profile.
B. Focus on behaviors and attributes that define a quality lead.
C. Expand the number of channels to reach more prospects.

Answer: B

Explanation:
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. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies

NEW QUESTION # 93
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?

A. Customer needs
B. Product features
C. Marketing goals

Answer: A

Explanation:
Customer needs are what thesales 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.References:https://www.salesforce.com/resources/articles/sales-process
/#qualify

NEW QUESTION # 94
A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.
Which challenge could the sales rep encounter when developing the scope of a sales solution?

A. The customer's lack of product knowledge
B. Difficulty understanding the customer's pain points
C. Available discounts and payment terms to offer to the customer

Answer: C

Explanation:
A challenge that the sales rep could encounter when developing the scope of a sales solution for a new customer who has provided an abundance of information about their company's goals and objectives is the available discounts and payment terms to offer to the customer. The sales rep needs to balance the customer's budget and expectations with the company's profitability and policies. The sales rep also needs to consider the competitive landscape, the value proposition, and the customer's decision criteria. The sales rep should consult with their manager or team to determine the best pricing strategy and negotiation tactics for the deal. Reference: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 95
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?

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

Answer: 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

NEW QUESTION # 96
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