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Aktuelle Salesforce Salesforce-Sales-Representative Prüfung pdf Torrent für Salesforce-Sales-Representative Examen Erfolg prep

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Salesforce Salesforce-Sales-Representative Prüfungsplan:

Thema
Einzelheiten

Thema 1

Customer Success: While covering this topic, sales professionals identify actions required for order booking and fulfillment. Recognizing the post-sales customer journey and assessing expected and realized value ensures alignment with customer goals, a vital area of knowledge for the exam.

Thema 2

Planning: In this topic, Salesforce Sales Professionals examine the elements of territory planning, such as account segmentation and prioritization. The focus of this topic is on creating approaches to engage key accounts effectively and developing robust business relationships with essential roles and personas.

Thema 3

Customer Engagement: In this topic, Salesforce Sales Professionals explore how to demonstrate thought leadership to shift customer perspectives and align solutions with needs. Moreover, the topic focuses on leveraging multiple touchpoints builds prospect interest, while nurturing relationships enhances product adoption.

Thema 4

Forecasting: In this topic, Salesforce Sales Professionals assess forecast accuracy to drive opportunity consistency and evaluate risks and opportunities in business deals. Understanding key inputs for the forecasting process helps optimize predictions, an essential skill for the Salesforce Certified Sales Representative Exam.

Salesforce Certified Sales Representative Salesforce-Sales-Representative Prüfungsfragen mit Lösungen (Q112-Q117):

112. Frage
Which behavior should a sales representative display to establish credibility with a customer?

A. Be sincere and transparent, even if it means losing a sale.
B. Reiterate product info when there is hesitancy to move forward.
C. Review the proposal and potential discount structures.

Antwort: A

Begründung:
Credibility is the quality of being trusted and believed in by the customer. A sales representative can establish credibility by being sincere and transparent, even if it means losing a sale. This shows that the sales rep is honest, ethical, and customer-centric, and that they value the customer's best interests over their own. Being sincere and transparent can also help the sales rep buildrapport, loyalty, and referrals with the customer. The other options are not effective ways to establish credibility, as they may come across as manipulative, self- serving, or repetitive. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Build and Maintain Relationships with Key Accounts"
* [Sales Rep Training], unit "Prepare Your Team to Sell Successfully"

113. Frage
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?

A. Offer friendlier terms and a lower price.
B. Ask questions to characterize the issue.
C. Propose an alternative product.

Antwort: B

Begründung:
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

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

Antwort: C

Begründung:
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

115. Frage
How can a sales rep use whiteboarding while exploring a customer's business challenges?

A. To illustrate how a product fits in with other products in the catalog
B. To present solutions without input from the customer
C. To organize ideas by level of importance

Antwort: C

Begründung:
A sales rep can use whiteboarding while exploring a customer's business challenges to organize ideas by level of importance. Whiteboarding is a technique that involves using a whiteboard or a similar tool to visually capture and structure information during a sales conversation. Whiteboarding can help the sales rep to understand the customer's situation, needs, and goals, and to prioritize the most critical issues or opportunities. Whiteboarding can also help the sales rep to engage the customer in a collaborative dialogue, and to demonstrate their expertise and credibility. Reference: [Sales Rep Training: Explore Customer Needs], [Cert Prep: Salesforce Certified Sales Representative: Explore Customer Needs]

116. Frage
Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.
Which activity should UC and its sales reps review mid-year to ensure success?

A. Assess prospect and account quality to prioritize leads.
B. Survey the sales team and get recommendations.
C. Change plans to provide a fresh view on each account.

Antwort: A

Begründung:
Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid- year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy.References:https://www.salesforce.com/resources
/articles/lead-generation/#lead-generation-strategies

117. Frage
......

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