SALESFORCE-SALES-REPRESENTATIVE EXAM STUDY GUIDE & SALESFORCE-SALES-REPRESENTATIVE PDF PREP MATERIAL & SALESFORCE-SALES-REPRESENTATIVE EXAM TRAINING TEST

Salesforce-Sales-Representative Exam Study Guide & Salesforce-Sales-Representative PDF prep material & Salesforce-Sales-Representative Exam Training Test

Salesforce-Sales-Representative Exam Study Guide & Salesforce-Sales-Representative PDF prep material & Salesforce-Sales-Representative Exam Training Test

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

TopicDetails
Topic 1
  • Pipeline Management: In this topic, Salesforce Sales Professionals develop skills to generate and evaluate pipeline opportunities. Candidates also focus on analyzing pipeline health insights. It ensures data integrity, improves relevance, and enables accurate stage progression. These competencies underpin successful pipeline management strategies, measured in the Salesforce Certified Sales Representative Exam.
Topic 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.
Topic 3
  • 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.

Salesforce Certified Sales Representative Sample Questions (Q17-Q22):

NEW QUESTION # 17
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

  • A. Standard operating procedures
  • B. Standard engagement steps
  • C. Fulfilment procedures

Answer: A

Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers. Reference: https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce-essentials-sales-process


NEW QUESTION # 18
A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.
Which closure practice should the sales rep use to gain a commitment with this prospect?

  • A. Takeaway
  • B. Summary
  • C. Assumptive

Answer: B

Explanation:
A summary is a closure practice that the sales rep should use to gain a commitment with a prospect who is in discussions with multiple vendors. A summary is a concise recap of the value proposition of the solution, highlighting how it addresses the prospect's pain points and needs, and delivers tangible benefits and outcomes. A summary helps to reinforce the value of the solution, differentiate it from competitors, and persuade the prospect to take action. Reference: https://www.salesforce.com/resources/articles/sales-process/#close


NEW QUESTION # 19
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. Engage the prospect through different channels.
  • B. Try calling the prospect at different times.
  • C. Pause engagement and follow up at another time.

Answer: A

Explanation:
If a prospect is unresponsive to cold calls, the sales rep can take an alternative approach to build interest and align on why 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 the prospect, 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 the relationship and move the prospect along the sales cycle. Reference: [Sales Rep Training: Generate Leads], [Cert Prep: Salesforce Certified Sales Representative: Generate Leads]


NEW QUESTION # 20
What is an important consideration for a sales representative as they create a sales proposal?

  • A. To include a detailed diagram and explanation of the sales process
  • B. To highlight how the solution addresses the customer's needs and challenges
  • C. To leverage a standard approach for all sales quotes and customer accounts

Answer: B

Explanation:
Highlighting how the solution addresses the customer's needs and challenges is an important consideration for a sales representative as they create a sales proposal, because it shows the customer the value and benefits of the solution, and how it can help them achieve their desired outcomes. The sales proposal should be customized and tailored to the customer's specific situation, and include relevant data, testimonials, and case studies to support the value proposition. To leverage a standard approach for all sales quotes and customer accounts or to include a detailed diagram and explanation of the sales process are not the best answers, because they do not focus on the customer's needs and challenges, which are the primary drivers of the purchase decision. A standard approach may not suit the customer's unique requirements or preferences, and a detailed diagram and explanation of the sales process may be too technical or complex for the customer to understand or appreciate. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]


NEW QUESTION # 21
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. Contract review
  • B. Feature list
  • C. Value map

Answer: C

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 # 22
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