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Salesforce Certified Sales Foundations Sample Questions (Q35-Q40):

NEW QUESTION # 35
A sales representative is challenged by a customer with a competitor's product and features.
Which skill does the sales rep need to address this challenge?

A. Forecasting
B. Product knowledge
C. Sales acumen

Answer: B

Explanation:
Product knowledge isthe skill that the sales rep needs to address this challenge, because it enables the sales rep to confidently and convincingly explain how their product is superior to the competitor's product, and how it can better solve the customer's needs and challenges. The sales rep should be able to highlight the unique features and benefits of their product, and differentiate it from the competitor's product in terms of value, quality, and performance. Sales acumen and forecasting are not the best answers, because they are not directly related to the challenge of dealing with a customer who is comparing products. Sales acumen is the ability to understand the sales process and the customer's behavior, and apply the best strategies and techniques to close the deal. Forecasting is the ability to predict the future sales outcomes based on the current pipeline and historical data. References: Certification - Sales Representative - Trailhead, [Sales Rep Training:
Create Effective Selling Habits - Trailhead]

NEW QUESTION # 36
What is the primary benefit of team selling at a key account?

A. Leverages collective expertise to meet customer expectations
B. Reduces the workload for individual sales representatives
C. Provides the customer with multiple points of contact

Answer: A

Explanation:
Team selling is a strategy of using a group of salespeople with different skills and expertise to sell toand serve major accounts. The primary benefit of team selling at a key account is that it leverages the collective expertise of the team members to meet the customer's expectations and needs. Team selling can help create value for the customer by providingcustomized solutions, addressing complex problems, and delivering superior service. Team selling can also help build trust and loyalty with the customer by demonstrating commitment, collaboration, and professionalism. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Build and Maintain Relationships with Key Accounts"
* Team Selling: The Secret Weapon in Major Accounts

NEW QUESTION # 37
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

A. Base the pitch on what the prospect has explicitly told them in previous conversations.
B. Base the pitch on the sales rep's company's proven, most successful product lines.
C. Base the pitch on discovery research into the prospect's customers' challenges.

Answer: C

Explanation:
Basing the pitch on discovery research into the prospect's customers' challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect's business and market situation, and can provide solutions that can help them serve their customers better.References:https://www.salesforce.com/resources/articles/sales-pitch/#sales- pitch-tips

NEW QUESTION # 38
A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?

A. Discovery
B. Negotiation
C. Renewal

Answer: A

Explanation:
Discovery is the session type that the sales rep should hold with the prospect after compiling research about them. Discovery is the process of asking open-ended questions, listening actively, and uncovering the prospect's pain points, needs,goals, and challenges. Discovery helps to build rapport, trust, and value with the prospect, as well as to qualify them as a potential customer.References: https://www.salesforce.com/resources
/articles/sales-process/#discovery

NEW QUESTION # 39
A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?

A. Reassess the customer's expected value based on the current situation.
B. Acknowledge the customer's concerns while trying to find easier customers.
C. Try to sell additional products or services to increase the realized value.

Answer: A

Explanation:
Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's expected value based on the current situation, identify any gaps ordiscrepancies, and work with the customer to resolve themand ensure their satisfaction.References:https://www.salesforce.com
/resources/articles/customer-success/#customer-success-metrics

NEW QUESTION # 40
......

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Mia Anderson Mia Anderson

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