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A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?
A. Revisit the discovery phase of the sales process.
B. Highlight customer success stories to build credibility.
C. Acknowledge the objection and try to close with a different tactic.
Answer: A
Explanation:
The discovery phase of the sales process is where the sales representative uncovers the customer's pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address anygaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer's perspective, damage the trust, or create more resistance. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Value Selling"
* [Sales Rep Training], unit "Sell with Value"
* Salesforce Certified Sales Representative Exam Guide, section "Value Selling"
NEW QUESTION # 86
Which behavior should a sales representative display to establish credibility with a customer?
A. Review the proposal and potential discount structures.
B. Reiterate product info when there is hesitancy to move forward.
C. Be sincere and transparent, even if it means losing a sale.
Answer: C
Explanation:
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 "repare Your Team to Sell Successfully"
NEW QUESTION # 87
A sales representative is showing their customer how they can reduce their costs and improve productivity.
What is being delivered?
A. Value proposition
B. Success story
C. Use case
Answer: A
Explanation:
When a sales representative demonstrates how their products or services can reduce costs and enhance productivity for a customer, they are presenting a value proposition. A value proposition articulates the unique benefits and value that the company's offerings provide, distinguishing them from competitors. It focuses on the specific advantages the customer will experience, such as cost savings and productivity improvements.
Salesforce emphasizes the importance of understanding customer needs andeffectively communicating how their solutions can address those needs, which is central to crafting a compelling value proposition.
Reference:Salesforce Sales Cloud
NEW QUESTION # 88
What is the desired outcome of an upsell proposal?
A. To optimize existing product offerings
B. To maintain current agreement during a renewal
C. To decrease customer churn rate
Answer: A
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 toincrease revenue and profitability for the sales rep and the company.References:https://www.salesforce.com/resources/articles
/upselling/#upselling-definition
NEW QUESTION # 89
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?
A. Routinely scrub pipeline records and consistently disposition deals.
B. Rely on marketing to identify and qualify inbound deals.
C. Keep dead deals open and move the next touchpoint dates forward.
Answer: A
Explanation:
Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline.
These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities.References: https://www.salesforce.com/resources/articles
/sales-pipeline/#sales-pipeline-management
NEW QUESTION # 90
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