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Salesforce Salesforce-Sales-Representative Exam Sample Questions


Question # 1

What are the key elements of a successful cold call?
A. Several short questions and a shared link to product descriptions on the company website
B. A compelling hook that ties in a product or service and open-ended questions
C. Details about the decision maker and a follow-up with them soon after the call


B. A compelling hook that ties in a product or service and open-ended questions
Explanation: A cold call is a phone call to a potential customer who has not expressed any prior interest in your product or service. The key elements of a successful cold call are a compelling hook and open-ended questions. A compelling hook is a brief statement that captures the attention of the prospect and shows them how your product or service can solve their problem or meet their need. Open-ended questions are questions that require more than a yes or no answer, and that encourage the prospect to share more information about their situation, goals, challenges, and preferences. By using a compelling hook and open-ended questions, you can engage the prospect, build rapport, qualify them as a lead, and move them to the next stage of the sales process.




Question # 2

After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?
A. Legal
B. Operations
C. Finance


A. Legal
Explanation: The customer role that the sales rep should meet with to address the concerns about a liability risk is legal. Legal is the customer role that is responsible for reviewing and approving the contractual terms and conditions, ensuring compliance with laws and regulations, and mitigating any potential risks or liabilities. The sales rep should consult with their own legal team and work collaboratively with the customer’s legal team to resolve any issues or objections, and to finalize the agreement.




Question # 3

A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?
A. Application
B. Fact
C. Benefit


C. Benefit
Explanation: A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort, or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer’s pain points and needs.




Question # 4

What can help a sales representative frame a solution around a customer's business challenges?
A. Focusing on their personal sales targets
B. Offering the lowest price possible
C. Addressing the customer's pain points


C. Addressing the customer's pain points




Question # 5

A sales representative delivers a proposal and is checking in with the prospect on the perceived value and alignment.

At which stage are they in the sales process?
A. Connect
B. Collaborate
C. Confirm


C. Confirm
Explanation: Confirming is the stage in the sales process where the sales representative delivers the proposal and checks in with the prospect on the perceived value and alignment. This stage is also known as the presentation or proposal stage, and it involves demonstrating how the solution meets the prospect’s needs, goals, and challenges, and addressing any objections or concerns. The sales representative should also confirm the decision criteria, timeline, and next steps with the prospect, and ask for their commitment to move forward. Connecting is the stage where the sales representative identifies and reaches out to potential prospects, and establishes rapport and trust. Collaborating is the stage where the sales representative works with the prospect to understand their situation, needs, and desired outcomes, and co-creates a solution that fits their requirements.



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