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Salesforce Salesforce-Sales-Representative Exam Sample Questions

Question # 1

Which sales quota measurement focuses on the end result rather than the relationship with the customer?

A. Lead conversion rate

B. Calls made

C. Onsite visits

Answer

A. Lead conversion rate

Explanation: A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as it reflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads.

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Question # 2

A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from. Which approach should the sales rep take?

A. Highlight customer success stories to build credibility.

B. Revisit the discovery phase of the sales process.

C. Acknowledge the objection and try to close with a different tactic.

Answer

B. Revisit the discovery phase of the sales process.

Explanation: The discovery phase of the sales process is where the sales representative uncovers the customer’s pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address any gaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer’s perspective, damage the trust, or create more resistance.

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Question # 3

A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition. Which metric should the company use to track the effectiveness of the new value proposition?

A. Lead quality score

B. Customer satisfaction score

C. Lead conversion rate

Answer

C. Lead conversion rate

Explanation: Lead conversion rate is a metric that the company should use to track the effectiveness of the new value proposition. A value proposition is a statement that summarizes how the product can solve the customer’s problems, fulfill their needs, and provide them with benefits that outweigh the costs. Lead conversion rate is a measure of how many leads (prospects who have shown interest in the product) become customers (prospects who have bought the product). Lead conversion rate helps to evaluate how well the value proposition resonates with potential customers and influences their purchase decisions.

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Question # 4

In which way should a sales representative drive trust through professional competency?

A. Asking questions to look for common interests, personal motivators, and hesitation

B. Collecting and processing information on products, competitors, and industries

C. Understanding the buyer's experience in the market and years of service

Answer

B. Collecting and processing information on products, competitors, and industries

Explanation: Professional competency is the ability to demonstrate knowledge and skills that are relevant and valuable to the customer. By collecting and processing information on products, competitors, and industries, a sales rep can show their expertise, credibility, and confidence in providing solutions that meet the customer’s needs and expectations.

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Question # 5

How should a sales representative use a client profile during the sales process?

A. To create messages that appeal to a broad audience

B. To build a standard message to maximize return on investment (ROI)

C. To tailor a message to meet a target audience's needs

Answer

C. To tailor a message to meet a target audience's needs

Explanation: Tailoring a message to meet a target audience’s needs is how a sales rep should use a client profile during the sales process. A client profile is a document that summarizes the characteristics, preferences, and behaviors of a specific segment or group of customers. A message is a communication or presentation that the sales rep delivers to the customers to persuade them to buy their product or service. Tailoring a message helps to show relevance, value, and differentiation to the target audience, as well as to capture their attention and interest.

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