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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic	Details
Topic 1	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 2	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 3	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.
Topic 4	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.

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Salesforce Certified Sales Representative Sample Questions (Q20-Q25):

NEW QUESTION # 20
A sales representative plans to attend a large industry conference.
How can the sales rep ensure the largest return on investment for attending the conference?

A. Develop a targeted plan and coordinate a series of touchpoints.
B. Set up meet and greet opportunities with attendees.
C. Attend as many networking events as possible.

Answer: A

Explanation:
Developing a targeted plan and coordinating a series of touchpoints is a way to ensure the largest return on investment for attending a conference by maximizing the opportunities to connect with potential prospects, customers, and partners. A targeted plan should include identifying the goals, audience, and message for the conference, as well as scheduling meetings, events, and follow-ups with key contacts. Reference: https://www.salesforce.com/resources/articles/sales-conference/#sales-conference-tips

NEW QUESTION # 21
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. Acknowledge the objection and try to close with a different tactic.
B. Revisit the discovery phase of the sales process.
C. Highlight customer success stories to build credibility.

Answer: B

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 anygaps 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. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Value Selling"
* [Sales Rep Training], unit "Sell with Value"
* Salesforce Certified Sales Representative Exam Guide, section "Value Selling"

NEW QUESTION # 22
A sales representative wants to drive the adoption of a new product with a customer.
How should the sales rep address the customer's question: "What's in it for me?"

A. Articulate the business value.
B. Offer a product sample.
C. Provide product documentation.

Answer: A

Explanation:
Articulating the business value is how the sales rep should address the customer's question: "What's in it for me?" Business value is the benefit or advantage that the product provides to the customer in terms of improving their situation, solving their problems, fulfilling their needs, or achieving their goals. Articulating the business value helps to show the customer how the product can help them succeed and grow.References:
https://www.salesforce.com/resources/articles/value-selling/#value-selling-definition

NEW QUESTION # 23
When assigned a new sales territory, what is the first step to prioritizing selling efforts?

A. Determine the physical location of each account.
B. Determine the number of accounts and territory size.
C. Identify the territory's key accounts.

Answer: C

Explanation:
The first step to prioritizing selling efforts in a new sales territory is to identify the key accounts, which are the most valuable and strategic customers for the business. By focusing on the key accounts, the sales representative can maximize the impact of their efforts and build strong relationships with the decision-makers and influencers. Key accounts can also provide referrals, testimonials, and insights that can help the sales representative expand their network and opportunities in the territory. Reference:
Sales Rep Training: Prioritize Your Selling Efforts
Cert Prep: Salesforce Certified Sales Representative: Prioritize Your Selling Efforts

NEW QUESTION # 24
A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.
Which adjustment will help the sales rep win more work by being more customer-centric?

A. Remove the objectives since the prospect already knows them.
B. Focus more on anticipated outcomes than deliverables.
C. Move the investment to the top to get the objection out of the way.

Answer: B

Explanation:
A customer-centric proposalis one that emphasizes the value and benefits that the solution will provide to the customer, rather than the features and specifications of the product or service. By focusing more on the anticipated outcomes, the sales rep can show how the solution aligns with the customer's objectives and needs, and how it will help them achieve their desired results. This will also help the sales rep differentiate themselves from the competition and build trust and credibility with the customer. References:
* Cert Prep: Salesforce Certified Sales Representative, Unit 4: Value Selling
* [Sales Rep Training], Unit 2: Sell with Value
* Salesforce Certified Sales Representative Exam Guide, Section 4: Value Selling

NEW QUESTION # 25
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Pass Guaranteed Salesforce - Salesforce-Sales-Representative - Salesforce Certified Sales Representative Perfect Exam Tips

Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Exam Salesforce-Sales-Representative Tips | 100% Free Reliable Salesforce Certified Sales Representative Exam Prep

Salesforce Certified Sales Representative Sample Questions (Q20-Q25):

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