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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	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.
Topic 2	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 3	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 4	Forecasting: In this topic, Salesforce Sales Professionals assess forecast accuracy to drive opportunity consistency and evaluate risks and opportunities in business deals. Understanding key inputs for the forecasting process helps optimize predictions, an essential skill for the Salesforce Certified Sales Representative Exam.

Salesforce Certified Sales Representative Sample Questions (Q81-Q86):

NEW QUESTION # 81
An experienced sales representative has several new leads and wants to understand their pain points and decide ifthe company can meet their needs.
At which stage should the sales rep complete a qualification call with the new leads?

A. Prospecting
B. Relationship building
C. Research

Answer: A

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 # 82
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. Sales acumen
B. Product knowledge
C. Forecasting

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 # 83
Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

A. Standard billing terms, legal authority, and payment methods
B. Decision-making process, urgency for change, and openness to new solutions
C. Preferred communication channels, time zone, and office hours

Answer: B

Explanation:
In the qualification process, a sales representative should consider aspects of a prospect's buying culture and climate such as the decision-making process, urgency for change, and openness to new solutions.
Understanding these elements helps the sales rep tailor their approach to align with the prospect's priorities and decision-making dynamics. Knowing who is involved in the decision-making, how urgent the need for a solution is, and how receptive the organization is to adopting new technologies or approaches can significantly impact the strategy for engaging with the prospect and ultimately, the success of the sale.
Salesforce advocates for a thorough qualification process that includes assessing these factors to better understand the prospect's needs and how to effectively addressthem.

NEW QUESTION # 84
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. Feature list
B. Contract review
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 # 85
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

A. To leverage additional expertise and resources
B. To expand and improve networking skills
C. To avoid competing for the best leads

Answer: A

Explanation:
Leveraging additional expertise and resources is why collaborating with departments such as marketing and service is crucial to generating a new pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Collaborating with marketing and service helps to access their knowledge, skills, and tools that can help the sales rep generate more leads, nurture more prospects, and close more deals.

NEW QUESTION # 86
......

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Free PDF The Best Salesforce-Sales-Representative - Salesforce Certified Sales Representative Downloadable PDF

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