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Salesforce Certified Sales Representative Sample Questions (Q19-Q24):

NEW QUESTION # 19
How can whitespace analysis improve a sales representative's account management strategy?

A. Identifies key stakeholders and decision makers to nurture relationships.
B. Determines current products and opportunities to sell additional products.
C. Analyzes contract length and segment to identify retention opportunities.

Answer: B

Explanation:
Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep's account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.

NEW QUESTION # 20
A sales representative's existing customer is opening offices in new regions.
What should the sales rep focus on to increase the contract value?

A. Efficiency target
B. Growth target
C. Expansion target

Answer: C

Explanation:
Expansion target is the best answer because it refers to the opportunity to sell more products or services to an existing customer who is growing their business or entering new markets. The sales rep should focus on understanding the customer's needs and goals in the new regions, and offer solutions that can help them achieve them. Efficiency target and growth target are not relevant to this scenario, because they are related to the sales rep's own performance and objectives, not the customer's. Efficiency target is about improving the sales rep's productivity and effectiveness, while growth target is about acquiring new customers or increasing market share. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Prepare Your Team to Sell Successfully - Trailhead]

NEW QUESTION # 21
A sales representative presents a solution and the customer is interested in moving forward.
How can the sales rep gain the customer's commitment and close the deal?

A. Develop a roadmap with complementary products.
B. Negotiate to finalize the contract.
C. Propose and schedule an additional demo.

Answer: B

Explanation:
Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction. Reference: https://www.salesforce.com/resources/articles/sales-process/#negotiate

NEW QUESTION # 22
A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.
Which skill is the sales rep growing?

A. Product knowledge
B. Business acumen
C. Sales acumen

Answer: B

Explanation:
Business acumen is the ability to understand the business environment, the customer's industry, and the customer's specific challenges and goals. A junior sales representative who engages with key accounts to understand their pain points, current solutions, and future goals is growing their business acumen skill. By doing so, they can better align their product or service with the customer's needs and expectations, and create more value for them. Business acumen is one of the core competencies of a sales professional, as it helps them build credibility, trust, and rapport with the customer, and differentiate themselves from the competition. Reference:
Cert Prep: Salesforce Certified Sales Representative, unit "Build and Maintain Relationships with Key Accounts"
[Sales Rep Training], unit "Prepare Your Team to Sell Successfully"

NEW QUESTION # 23
An experienced sales representative has several new leads and wants to understand their pain points and decide if the company can meet their needs.
At which stage should the sales rep complete a qualification call with the new leads?

A. Research
B. Relationship building
C. Prospecting

Answer: C

Explanation:
During the prospecting stage, a sales representative identifies and reaches out to potential leads to assess their interest and fit for the company's offerings. Completing a qualification call with new leads at this stage is crucial to understanding their pain points, needs, and whether the company's solutions can meet those needs. This step is essential for efficiently allocating resources to leads with the highest potential for conversion. Salesforce emphasizes the importance of effective prospecting and qualification processes to ensure sales efforts are focused on the most promising opportunities.

NEW QUESTION # 24
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100% Pass Quiz Salesforce - Salesforce-Sales-Representative - The Best Salesforce Certified Sales Representative New APP Simulations

Salesforce-Sales-Representative Exams Collection | Salesforce-Sales-Representative Flexible Learning Mode

Salesforce Certified Sales Representative Sample Questions (Q19-Q24):

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