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Salesforce Certified Sales Representative Sample Questions (Q120-Q125):

NEW QUESTION # 120
How should a sales representative use a client profile during the sales process?

A. To create messages that appeal to a broad audience
B. To build a standard message to maximize return on investment (ROI)
C. To tailor a message to meet a target audience's needs

Answer: C

Explanation:
Tailoring a message to meet a target audience's needs is how a sales rep should use a client profile during the sales process. A client profile is a document that summarizes the characteristics, preferences, and behaviors of a specific segment or group of customers. A message is a communication or presentation that the sales rep delivers to the customers to persuade them to buy their product or service. Tailoring a message helps to show relevance, value, and differentiation to the target audience, as well as to capture their attention and interest.

NEW QUESTION # 121
A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.
What should the sales rep do to uncover why the customer is delaying the decision?

A. Highlightthe benefits of the product to the customer.
B. Ask pointed questions to identify customer interests.
C. Discuss the customer's concerns with their internal team.

Answer: B

Explanation:
Asking pointed questions to identify customer interests is what the sales repshould do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer's hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action.
References:https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 122
Why is it important for a sales representative to follow their company's salesmethodology?

A. Understands different approaches for achieving the same goal
B. Develops a better pipeline for growth
C. Creates consistent vision across sellers

Answer: C

Explanation:
Following the company's sales methodology is important because it creates a consistent vision across sellers.
A unified sales approach ensures that all sales representatives understand and adhere to the same principles, strategies, and goals. This consistency helps in delivering a uniform customer experience, aligning sales efforts with the company's objectives, and facilitating collaboration among team members. Salesforce highlights the significance of a structured sales methodology to streamline sales processes, improve efficiency, and achieve better sales outcomes.

NEW QUESTION # 123
How can a sales representative best identify a customer's challenges and initiatives?

A. Ask "yes" or "no" questions to make the discussion efficient.
B. Elicit detailed responses by asking open-ended questions during meetings.
C. Present an overview of new products their company has brought to market.

Answer: B

Explanation:
Asking open-ended questions is a key skill for sales representatives, as it allows them to uncover the customer's challenges and initiatives, as well as their goals, needs, and pain points. Open-ended questions are those that cannot be answered with a simple "yes" or "no", but require the customer to provide more information and explanation. For example, instead of asking "Are you happy with your current solution?", a sales rep can ask "What are the main challenges you are facing with your current solution?" or "How does your current solution help you achieve your goals?" By eliciting detailed responses, the sales rep can gain a deeper understanding of the customer's situation, identify opportunities to add value, and tailor their solution accordingly. Reference:
Sales Rep Training: Prepare Your Team to Sell Successfully, unit "Ask Open-Ended Questions to Uncover Customer Needs".
Cert Prep: Salesforce Certified Sales Representative, unit "Use Discovery to Understand Customer Needs".

NEW QUESTION # 124
How can whitespace analysis improve a sales representative's account management strategy?

A. Analyzes contract length and segment to identify retention opportunities.
B. Determines current products and opportunities to sell additional products.
C. Identifies key stakeholders and decision makers to nurture relationships.

Answer: B

Explanation:
Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep's account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.

NEW QUESTION # 125
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