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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	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.
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	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.

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Salesforce Certified Sales Representative Sample Questions (Q10-Q15):

NEW QUESTION # 10
How many days are recommended between calls when reaching out to contacts at strategic accounts?

A. Twenty-five business days
B. Two business days
C. Four business days

Answer: B

Explanation:
https://help.salesforce.com/s/articleView?id=sf.hvs_cadences_examples.htm&type=5

NEW QUESTION # 11
A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?

A. Offer promotional discounts.
B. Extend a free trial.
C. Bundle additional products.

Answer: A

Explanation:
Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluable and close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution. Reference: https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples

NEW QUESTION # 12
How can a sales representative best identify a customer's challenges and initiatives?

A. Ask "yes" or "no" questions to make the discussion efficient.
B. Present an overview of new products their company has brought to market.
C. Elicit detailed responses by asking open-ended questions during meetings.

Answer: C

Explanation:
Asking open-ended questionsis a key skill for sales representatives, as it allows them to uncover the customer' s challenges and initiatives, as well as their goals, needs, and pain points. Open-ended questions are those that cannot be answered with a simple "yes" or "no", but require the customer to provide more information and explanation. For example, instead of asking "Are you happy with your current solution?", a salesrep can ask
"What are the main challenges you are facing with your current solution?" or "How does your currentsolution help you achieve your goals?" By eliciting detailed responses, the sales rep can gain a deeper understanding of the customer's situation, identify opportunities to add value, and tailor their solution accordingly. References:
* Sales Rep Training: Prepare Your Team to Sell Successfully, unit "Ask Open-Ended Questions to Uncover Customer Needs".
* Cert Prep: Salesforce Certified Sales Representative, unit "Use Discovery to Understand Customer Needs".

NEW QUESTION # 13
A sales representative just closed a deal and wants to make sure the customer is set up for success.
How can the sales rep ensure the customer has a great experience with the product?

A. Provide timely support and training.
B. Recommend additional products and services.
C. Share other customer success stories.

Answer: A

Explanation:
Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer. Reference: https://www.salesforce.com/resources/articles/customer-service/#customer-service-tips

NEW QUESTION # 14
How can a sales representative begin a confirming question?

A. "Tell me more about..."
B. "What do you mean when...'
C. "What I hear you saying is..."

Answer: C

Explanation:
"What I hear you saying is..." is a way to begin a confirming question. A confirming question is a question that helps to verify or validate what the customer says or means. A confirming question helps to show understanding, empathy, and respect for the customer's concerns, as well as to avoid confusion, misunderstanding, or miscommunication. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 15
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