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Salesforce Certified Sales Representative Sample Questions (Q41-Q46):

NEW QUESTION # 41
A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.
Which type of strategy should the sales rep use?

A. Price skimming
B. Bundle pricing
C. Competitor-based pricing

Answer: B

Explanation:
A type of strategy that the sales rep should use when negotiating with a customer who has been unwilling to purchase additional products due to cost concerns is bundle pricing. Bundle pricing is a pricing strategy that involves offering a set of products or services together at a lower price than if they were sold separately. Bundle pricing can help the sales rep to increase the perceived value of the solution, cross-sell or upsell additional products or services, and differentiate from competitors. Bundle pricing can also help the customer to save money, simplify the purchase decision, and meet their needs more effectively. Reference: [Sales Rep Training: Negotiate and Close], [Cert Prep: Salesforce Certified Sales Representative: Negotiate and Close]

NEW QUESTION # 42
A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.
What should the sales rep do to uncover why the customer is delaying the decision?

A. Highlight the benefits of the product to the customer.
B. Discuss the customer's concerns with their internal team.
C. Ask pointed questions to identify customer interests.

Answer: C

Explanation:
Asking pointed questions to identify customer interests is what the sales rep should do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer's hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 43
A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions.
What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

A. Lead Qualification
B. Prospecting
C. Proposal

Answer: C

Explanation:
According to the Salesforce Sales Representative Learning objectives, the proposal stage is the next step after the demo stage, where the sales rep should summarize the customer's needs, present the value proposition, and address any objections or concerns. The proposal stage is also where the sales rep should negotiate the terms and conditions of the deal, and ask for the customer's commitment to buy. References:
* Sales Rep Training: Create Effective Selling Habits
* Sales Pipeline Stages: A Visual Guide

NEW QUESTION # 44
When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?

A. Longer contracts increase cash flow predictability.
B. Shorter contracts increase leverage for negotiation.
C. Longer contracts increase flexibility on delivery timescales.

Answer: A

Explanation:
The duration of a contract is one of the factors that affect the value of a deal, along with the price, terms, and conditions. Longer contracts can increase the cash flow predictability for both the seller and the buyer, as they reduce the uncertainty and variability of future payments and revenues. Longer contracts can also help build stronger and more loyal relationships with customers, as they demonstrate trust and commitment. On the other hand, shorter contracts can increase the risk of losing customers to competitors, as they offer more opportunities for switching or renegotiating. Shorter contracts can also create more pressure on the seller to deliver value quickly and consistently, as they have less time to prove their worth and earn customer satisfaction. Reference:
Cert Prep: Salesforce Certified Sales Representative, unit "Assess Risks and Opportunities"
[Sales Rep Training], unit "Create Effective Selling Habits"

NEW QUESTION # 45
A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?

A. The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.
B. The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.
C. The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.

Answer: B

Explanation:
BANT is a sales qualification model that stands for Budget, Authority, Need, and Timing. It helps sales representatives identify and prioritize the most qualified prospects based on four key criteria:
Budget: The prospect has the financial resources to purchase the product or service.
Authority: The prospect has the decision-making power or influence to approve the purchase.
Need: The prospect has a specific problem or pain point that the product or service can solve.
Timing: The prospect has a clear timeline or urgency to buy the product or service. BANT helps sales representatives focus on the most promising opportunities, avoid wasting time on unqualified leads, and align their sales process with the customer's buying journey. Reference: [Cert Prep: Salesforce Certified Sales Representative: Qualify Leads], [Sales Rep Training: Qualify Leads]

NEW QUESTION # 46
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Valid Salesforce-Sales-Representative Exam Simulator - Salesforce-Sales-Representative Latest Dumps Book

Salesforce-Sales-Representative Latest Dumps Book, Salesforce-Sales-Representative Test Answers

Salesforce Certified Sales Representative Sample Questions (Q41-Q46):

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