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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	Deal Management: Salesforce Sales Professionals learn to qualify prospects and progress them through sales stages. In this topic, emphasis is placed on understanding customer goals, challenges, and initiatives to present tailored value propositions. Identifying obstacles, gaining commitment, and finalizing contracts are integral steps to successful deal management, a crucial focus area of 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.

Salesforce Certified Sales Representative Sample Questions (Q31-Q36):

NEW QUESTION # 31
How does a sales representative determine if a customer might be a valid prospect for the product?

A. Review the customer's website and tell the prospect that the product will solve their problems.
B. Understand the customer's pain points and what they attempted in the past that was unsuccessful.
C. Uncover what the customer is planning to do and the executive staff's purchasing preferences.

Answer: B

Explanation:
Understanding the customer's pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer's needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify

NEW QUESTION # 32
A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.
In which phase of the sales process is this deal?

A. Connect
B. Create
C. Collaborate

Answer: B

Explanation:
Create is the phase of the sales process where this deal is when the sales rep is working to understand a prospect's pain points, desired outcomes, and emotional drivers. Create is the phase where the sales rep presents and demonstrates how their product can address the prospect's pain points and needs, and deliver tangible benefits and outcomes. Create is also where the sales rep builds rapport and trust with the prospect by showing empathy and understanding of their emotional drivers. Reference: https://www.salesforce.com/resources/articles/sales-process/#sales-process-stages

NEW QUESTION # 33
A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.
Which strategy helps minimize price challenges?

A. Building in value-based conversation from the beginning.
B. Presenting a discount at the beginning of the conversation.
C. Showing a competitor pricing matrix during the meeting.

Answer: A

Explanation:
Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips

NEW QUESTION # 34
A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.
What should be the main objective of this presentation?

A. To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)
B. To provide an in-depth analysis of the prospect's competitors and market trends
C. To build credibility with the prospect using their public speaking skills and professional appearance

Answer: A

Explanation:
The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect.References:https://www.salesforce.com/resources/articles/value- proposition/#value-proposition-presentation

NEW QUESTION # 35
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 # 36
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New Salesforce-Sales-Representative Test Tutorial, Exam Salesforce-Sales-Representative Reference

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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Salesforce Certified Sales Representative Sample Questions (Q31-Q36):