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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	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.
Topic 2	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.
Topic 3	Deal Management: Salesforce Sales Professionals learn to qualify prospects and progress them through sales stages. In this topic, emphasis is placed on understanding customer goals, challenges, and initiatives to present tailored value propositions. Identifying obstacles, gaining commitment, and finalizing contracts are integral steps to successful deal management, a crucial focus area of the exam.

Salesforce Certified Sales Representative Sample Questions (Q49-Q54):

NEW QUESTION # 49
A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

A. Pause engagement and follow up at another time.
B. Try calling the prospect at different times.
C. Engage the prospect through different channels.

Answer: C

Explanation:
If a prospect is unresponsive to cold calls, the sales rep can take an alternative approach to build interest and align onwhy a solution meets the prospect's needs by engaging the prospect through different channels.
Different channels can include email, social media, text, video, or webinars. By using different channels, the sales rep can increase the chances of reaching theprospect, capture their attention, and provide relevant and personalized messages that showcase the value of the solution. The sales rep should also research the prospect' s preferences, needs, and pain points, and use a multi-touch strategy to nurture therelationship and move the prospect along the sales cycle. References: [Sales Rep Training: Generate Leads], [Cert Prep: Salesforce Certified Sales Representative: Generate Leads]

NEW QUESTION # 50
What is the desired outcome of an upsell proposal?

A. To decrease customer churn rate
B. To maintain current agreement during a renewal
C. To optimize existing product offerings

Answer: C

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. Reference: https://www.salesforce.com/resources/articles/upselling/#upselling-definition

NEW QUESTION # 51
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.
Which document is the sales rep preparing to finalize this deal?

A. Master service agreement
B. New order form
C. Statement of work

Answer: C

Explanation:
A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep's company and the customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes. Reference: https://www.salesforce.com/resources/articles/statement-of-work/#statement-of-work-definition

NEW QUESTION # 52
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 # 53
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.
Which metric should the company use to track the effectiveness of the new value proposition?

A. Customer satisfaction score
B. Lead quality score
C. Lead conversion rate

Answer: C

Explanation:
Lead conversion rate is a metric that the company should use to track the effectiveness of the new value proposition. A value proposition is a statement that summarizes how the product can solve the customer's problems, fulfill their needs, and provide them with benefits that outweigh the costs. Lead conversion rate is a measure ofhow many leads (prospects who have shown interest in the product) become customers (prospects who have bought the product). Lead conversion rate helps to evaluate how well the value proposition resonates with potential customers and influences their purchase decisions.References:https://www.salesforce.
com/resources/articles/value-proposition/#value-proposition-metrics

NEW QUESTION # 54
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