Question # 1
| A forecast is based on the rollup of a set of opportunities. What are three dimensions in a forecast rollup? | | A. Contacts, product family, and revenue | | B. Time, categories, and territories | | C. Quotes, contacts, and territories |
B. Time, categories, and territories
Explanation: A forecast is a projection of how much revenue you can generate in a quarter. A forecast rollup is the aggregation of a set of opportunities based on three dimensions: time, categories, and territories. Time refers to the fiscal period, such as month or quarter, that the forecast covers. Categories refer to the stages of the sales process, such as commit, best case, or pipeline. Territories refer to the sales regions or markets that the forecast applies to.
Question # 2
A company is introducing a new product line.
How should a sales representative educate prospects on their products’ key benefits? | | A. Storytelling | | B. Customer journey maps | | C. Social media marketing |
A. Storytelling
Question # 3
| What measure will yield the most actionable information about an organization's territory model success? | | A. Organization-defined key metric | | B. Annualized Contract Value | | C. Pipeline |
A. Organization-defined key metric
Explanation: An organization-defined key metric is a measure that will yield the most actionable information about an organization’s territory model success. An organization- defined key metric is a specific and relevant indicator that reflects how well the territory model is aligned with the organization’s goals and strategies, such as market share, customer satisfaction, revenue growth, etc. An organization-defined key metric helps to evaluate performance, identify gaps and opportunities, and optimize results.
Question # 4
A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.
How should the sales rep introduce their value proposition to their customer? | | A. Collaborate internally to iterate on the value proposition for the customer. | | B. Unveil the value proposition to the customer after it is finalized. | | C. Make a draft of the value proposition and seek customer feedback. |
C. Make a draft of the value proposition and seek customer feedback.
Question # 5
| 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. Ask pointed questions to identify customer interests. | | C. Discuss the customer's concerns with their internal team. |
B. Ask pointed questions to identify customer interests.
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.
Question # 6
| A sales representative is engaging in a discovery conversation with a prospect. Which approach should the sales rep take during this conversation? | | A. Ask open-ended questions to understand the prospect's challenges and goals. | | B. Present the history and innovation of their company in bringing new products to market. | | C. Share the information gathered from online research about the customer's company. |
A. Ask open-ended questions to understand the prospect's challenges and goals.
Explanation: Asking open-ended questions to understand the prospect’s challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation that helps to uncover information about the prospect’s situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.
Question # 7
After a sales representative presents a proposal, the customer mentions return on investment as one of their concerns.
Which objection category does this fall into? | | A. Requirements | | B. Trust | | C. Price |
C. Price
Explanation: Price objections are related to the customer’s perception of the value of the solution and their ability or willingness to pay for it. Return on investment (ROI) is a measure of the value that the solution provides in relation to its cost. If the customer is concerned about ROI, it means they are not convinced that the solution is worth the price or that they can afford it. The sales representative should address this objection by demonstrating the value proposition of the solution, highlighting the benefits and outcomes that the customer can expect, and showing how the solution can help the customer achieve their goals and solve their problems. The sales representative should also explore the customer’s budget and decision-making process, and offer flexible payment options or discounts if possible.
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