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Salesforce Certified Sales Representative Sample Questions (Q115-Q120):

NEW QUESTION # 115
What is stage velocity in a sales pipeline?

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

Answer: A

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. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 116
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges.
What are three elicitation techniques the sales rep should use?

A. Brainstorming, observation, and surveys
B. Developing, testing, and implementation
C. Processing, pace analysis, and perseverance

Answer: A

Explanation:
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. Reference: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam

NEW QUESTION # 117
A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?

A. Offer promotional discounts.
B. Extend a free trial.
C. Bundle additional products.

Answer: A

Explanation:
Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluable and close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution. Reference: https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples

NEW QUESTION # 118
A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?

A. Feature list
B. Value map
C. Contract review

Answer: B

Explanation:
A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to the customer. A value map shows how the solution aligns with the customer's strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tools

NEW QUESTION # 119
A sales representative proposes an engagement solution that works seamlessly across all media to a customer.
Which strategy supports the solution?

A. Two-way dialogue
B. Multi-channel
C. Social networks

Answer: B

Explanation:
Multi-channel is the strategy that supports an engagement solution that works seamlessly across all media. Multi-channel means using different communication channels (such as email, phone, social media, web chat, etc.) to reach and interact with customers and prospects. Multi-channel helps to increase customer satisfaction, loyalty, and retention by providing them with convenience, choice, and consistency. Reference: https://www.salesforce.com/resources/articles/multichannel-marketing/#multichannel-marketing-definition

NEW QUESTION # 120
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