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Question # 1



After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction. Which step should the sales rep take next to address these objections?
A. Ask questions to determine if they can get the deal back on track.
B. Stand by the solution and point out their misunderstanding.
C. Compare risks and benefits using features, advantages, and benefits (FAB).



A.
  Ask questions to determine if they can get the deal back on track.

Explanation: Asking questions to determine if they can get the deal back on track is the next step that the sales rep should take to address the objections from the customers after understanding their reasoning and negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact of the objections, as well as to show empathy and respect for the customers’ concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objections.




Question # 2



A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product.
Which measurement should the sales rep use?
A. Net Promoter Score (NPS)
B. Customer Satisfaction Survey (CSAT)
C. Customer Engagement Score (CES)



A.
  Net Promoter Score (NPS)

Explanation: Net Promoter Score (NPS) is a metric that evaluates the loyalty and satisfaction of customers based on how likely they are to recommend a product or service to others. It is calculated by asking customers one question: “On a scale from 0 to 10, how likely are you to recommend this product/service to a friend or colleague?” Customers who respond with a 9 or 10 are considered promoters, customers who respond with a 7 or 8 are considered passives, and customers who respond with a 6 or lower are considered detractors. The NPS is then calculated by subtracting the percentage of detractors from the percentage of promoters. NPS can help sales reps identify their most enthusiastic and loyal customers, as well as those who are at risk of churn or dissatisfaction. NPS can also help sales reps generate referrals, testimonials, and reviews from their promoters, as well as improve their products and services based on the feedback from their detractors and passives.




Question # 3



A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.
Which customer-centric approach should be used by the sales rep?
A. Promote a prospect's content on social media.
B. Upsell to a prospect at an existing account.
C. Send an email with content links to a prospect.



A.
  Promote a prospect's content on social media.

Explanation: Promoting a prospect’s content on social media is a customer-centric approach that can be used by the sales rep to engage with a prospect at a greenfield account on a digital platform, because it shows that the sales rep is interested in the prospect’s work and values their expertise. This can help to build rapport and trust with the prospect, and create an opportunity for further conversation and relationship building. Upselling to a prospect at an existing account or sending an email with content links to a prospect are not customer centric approaches, because they are more focused on the sales rep’s own goals and interests, rather than the prospect’s. Upselling to a prospect at an existing account is not relevant to a greenfield account, which is a new account with no prior relationship or history with the sales rep or the company. Sending an email with content links to a prospect may be seen as spammy or intrusive, and may not capture the prospect’s attention or interest.




Question # 4



How can a sales rep use whiteboarding while exploring a customer's business challenges?
A. To organize ideas by level of importance
B. To illustrate how a product fits in with other products in the catalog
C. To present solutions without input from the customer



A.
  To organize ideas by level of importance

Explanation: 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.




Question # 5



A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?
A. Collaboration
B. Pipeline visibility
C. Sales process



A.
  Collaboration

Explanation: A sales process is a set of steps and stages that guide the sales team from prospecting to closing deals. A sales process helps ensure data quality across teams by providing a common framework, language, and methodology for managing opportunities and forecasting. A sales process also helps align the sales team with the customer’s buying journey, and enables them to track and measure their progress and performance. A sales process can improve the accuracy, consistency, and completeness of the data in the pipeline, and help the sales team make better decisions and predictions.




Question # 6



A sales representative is using a creative problem-solving process to help their customer uncover breakthrough solutions.
What is the name of this approach?
A. Linear sales
B. Design thinking
C. Agile methodology



B.
  Design thinking

Explanation: Design thinking is a creative problem-solving process that involves understanding the customer’s needs, challenges, and goals, and generating innovative solutions that address them. Design thinking is based on five stages: empathize, define, ideate, prototype, and test. By using design thinking, sales representatives can help their customers discover new possibilities, overcome obstacles, and create value.




Question # 7



After a sales representative presents a proposal, the customer mentions return on investment as one of their concerns.
Which objection category does this fall into?
A. Requirements
B. Trust
C. Price



C.
  Price

Explanation: Price objections are related to the customer’s perception of the value of the solution and their ability or willingness to pay for it. Return on investment (ROI) is a measure of the value that the solution provides in relation to its cost. If the customer is concerned about ROI, it means they are not convinced that the solution is worth the price or that they can afford it. The sales representative should address this objection by demonstrating the value proposition of the solution, highlighting the benefits and outcomes that the customer can expect, and showing how the solution can help the customer achieve their goals and solve their problems. The sales representative should also explore the customer’s budget and decision-making process, and offer flexible payment options or discounts if possible.




Question # 8



What is stage velocity in a sales pipeline?
A. The pace a deal moves from one stage to another
B. The number of stages an opportunity must go through
C. The average length of a customer's contract



A.
  The pace a deal moves from one stage to another

Explanation: Stage velocity is the pace a deal moves from one stage to another in a sales pipeline. It is a measure of how quickly and efficiently a sales representative can move an opportunity from the initial contact to the final close. Stage velocity can help the sales representative to forecast more accurately, identify and remove any bottlenecks or obstacles, and optimize their sales process. The number of stages an opportunity must go through or the average length of a customer’s contract are not the correct definitions of stage velocity, although they may affect it. The number of stages may vary depending on the complexity and size of the deal, and the average length of a customer’s contract may depend on the type and value of the solution.




Question # 9



What is the desired outcome of an upsell proposal?
A. To optimize existing product offerings
B. To decrease customer churn rate
C. To maintain current agreement during a renewal



A.
  To optimize existing product offerings

Explanation: The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps to increase revenue and profitability for the sales rep and the company.




Question # 10



What are the key elements of a successful cold call?
A. Several short questions and a shared link to product descriptions on the company website
B. A compelling hook that ties in a product or service and open-ended questions
C. Details about the decision maker and a follow-up with them soon after the call



B.
  A compelling hook that ties in a product or service and open-ended questions

Explanation: A cold call is a phone call to a potential customer who has not expressed any prior interest in your product or service. The key elements of a successful cold call are a compelling hook and open-ended questions. A compelling hook is a brief statement that captures the attention of the prospect and shows them how your product or service can solve their problem or meet their need. Open-ended questions are questions that require more than a yes or no answer, and that encourage the prospect to share more information about their situation, goals, challenges, and preferences. By using a compelling hook and open-ended questions, you can engage the prospect, build rapport, qualify them as a lead, and move them to the next stage of the sales process.



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Salesforce Certified Sales Representative (SU24) Exam Dumps


Exam Code: Salesforce-Sales-Representative
Exam Name: Salesforce Certified Sales Representative (SU24)

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