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Salesforce-Sales-Representative Salesforce Certified Sales Representative (SU24) Questions and Answers

Questions 4

A sales representative is challenged by a customer with a competitor's product and features.

Which skill does the sales rep need to address this challenge?

Options:

A.

Sales acumen

B.

Product knowledge

C.

Forecasting

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Questions 5

A customer has questions about the features of one product they are evaluating.

What is the first step the sales representative should take to address this?

Options:

A.

Supply product references.

B.

Schedule new product demo.

C.

Dispatch service technician.

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Questions 6

A sales representative is asked by their sales manager to lead a cold-calling campaign.

Where can the sales rep start?

Options:

A.

Identify prospect pain points.

B.

Enter prospect leads into an auto dialer.

C.

Gather prospect contact information.

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Questions 7

A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.

How should the sales rep proceed to ensure a successful booking and fulfillment process?

Options:

A.

Acknowledge the tax requirements, but proceed with the standard process because the sales rep is unable to change company policies.

B.

Redirect the customer to address their tax requirements with the appropriate department internally within the company.

C.

Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.

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Questions 8

A sales representative is assigned to high-value prospects.

What can the sales rep do to gain their interest?

Options:

A.

Identify potential trigger events as the reason to reach out to prospects.

B.

Connect with customers associated with the prospect on social media.

C.

Focus on personal details when communicating with the prospect.

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Questions 9

How can whitespace analysis improve a sales representative's account management strategy?

Options:

A.

Analyzes contract length and segment to identify retention opportunities.

B.

Identifies key stakeholders and decision makers to nurture relationships.

C.

Determines current products and opportunities to sell additional products.

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Questions 10

A sales representative is having challenges getting access to the decision maker to close a deal.

How can the sales rep convince their contact to make an introduction to the decision maker?

Options:

A.

Focus the discussion on the contact's role and responsibilities.

B.

Share a customer success story based on real-world use cases and results.

C.

Increase the frequency of engagement with the contact.

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Questions 11

A sales representative is aware of an upcoming end-of-contract period for a key customer.

How should the sales rep adapt their sales activities to address this change?

Options:

A.

Wait for the contract to expire before engaging with the customer.

B.

Focus on finding new customers to replace the potentially last contract.

C.

Proactively engage with the customer to renew or expand the contract.

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Questions 12

A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.

In which phase of the sales process is this deal?

Options:

A.

Connect

B.

Create

C.

Collaborate

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Questions 13

A sales team knows the importance of building an accurate forecast.

Which foundational priority should be in place to help ensure data quality across teams?

Options:

A.

Collaboration

B.

Pipeline visibility

C.

Sales process

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Questions 14

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

Options:

A.

Lead conversion rate

B.

Calls made

C.

Onsite visits

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Questions 15

A sales representative has a low conversion rate during the proposal 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?

Options:

A.

Remove the objectives since the prospect already knows them.

B.

Move the investment to the top to get the objection out of the way.

C.

Focus more on anticipated outcomes than deliverables.

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Questions 16

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?

Options:

A.

Legal

B.

Operations

C.

Finance

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Questions 17

A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.

Which skill is the sales rep growing?

Options:

A.

Product knowledge

B.

Business acumen

C.

Sales acumen

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Questions 18

A sales representative wants to highlight a customer's return on their investment.

Which type of analysis should the sales rep use to show this?

Options:

A.

Root cause analysis

B.

Cost benefit analysis

C.

SWOT analysis

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Questions 19

A sales representative is approached by a prospect who is having difficulty managing their customer data effectively and is struggling to track sales activity and customer interactions.

Which first step should the sales rep take to define the scope of a solution for the prospect?

Options:

A.

Assemble a diverse project team.

B.

Frame the challenge.

C.

Suggest organizing their data in a spreadsheet.

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Questions 20

How can the sales rep work with marketing to improve the health of their pipeline?

Options:

A.

Focus on behaviors and attributes that define a quality lead.

B.

Broaden the scope of the prospect profile.

C.

Expand the number of channels to reach more prospects.

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Questions 21

A sales representative works at a heavily siloed company and is unable to gather insights for renewals.

How should the sales rep improve data integrity in the pipeline working across silos?

Options:

A.

Offer customer discounts to expedite the sale.

B.

Log in as the customer to review their data.

C.

Collaborate with other customer-facing teams.

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Questions 22

What is the primary benefit of team selling at a key account?

Options:

A.

Provides the customer with multiple points of contact

B.

Reduces the workload for individual sales representatives

C.

Leverages collective expertise to meet customer expectations

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Questions 23

How can a sales representative best identify a customer's challenges and initiatives?

Options:

A.

Elicit detailed responses by asking open-ended questions during meetings.

B.

Present an overview of new products their company has brought to market.

C.

Ask "yes" or "no" questions to make the discussion efficient.

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Questions 24

A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions.

What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

Options:

A.

Lead Qualification

B.

Prospecting

C.

Proposal

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Questions 25

A prospect visited a company's website and completed a form expressing interest in a product.

What should a sales rep focus on when qualifying the prospect?

Options:

A.

Customer needs

B.

Product features

C.

Marketing goals

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Questions 26

A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.

How does tracking this help the sales rep manage risk?

Options:

A.

These deals must be assigned a surcharge.

B.

These deals can be expedited it required.

C.

These deals can move to the next stage.

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Questions 27

A company uses the BANT model for sales qualification.

What does BANT indicate to sales representatives?

Options:

A.

The proposed approach meets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.

B.

The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.

C.

The prospective contact has Budget and Authority to buy, has Need for the product, and the Timing is right.

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Questions 28

A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.

Which strategy helps minimize price challenges?

Options:

A.

Showing a competitor pricing matrix during the meeting.

B.

Presenting a discount at the beginning of the conversation.

C.

Building in value-based conversation from the beginning.

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Questions 29

A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.

Which type of strategy should the sales rep use?

Options:

A.

Competitor-based pricing

B.

Bundle pricing

C.

Price skimming

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Questions 30

A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer.

How can the sales rep comprehensively assess the effectiveness of their account management strategy?

Options:

A.

Performance reviews with their team

B.

Key performance indicators (KPIs)

C.

Customer satisfaction surveys

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Questions 31

A sales representative qualifies a prospect before moving to the next stage of the sales process.

What key factors should a sales rep consider when assessing the probability of winning the business?

Options:

A.

Social media presence, website design, and customer reviews

B.

Location, number of employees, and market segment

C.

Approved budget, authority, business need, and timing

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Questions 32

A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.

Which strategy would help the sales rep increase their pipeline health?

Options:

A.

Be patient knowing that the numbers will eventually improve over time.

B.

Challenge their manager about whether their sales quota is realistic.

C.

Analyze the potential deal size and decision makers' authority.

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Questions 33

A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.

Which type of close was chosen?

Options:

A.

Summary

B.

Puppy Dog

C.

Assumptive

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Questions 34

Which element should a sales representative understand to determine if a sale quota is attainable?

Options:

A.

Measures such as activity and outcome

B.

If the compensation plan is capped or uncapped

C.

The percentage of variable compensation

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Questions 35

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?

Options:

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.

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Questions 36

A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.

How does tracking this help the sales rep manage risk?

Options:

A.

These deals must be assigned a surcharge.

B.

These deals can be expedited if required.

C.

These deals can move to the next stage.

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Questions 37

Which behavior should a sales representative display to establish credibility with a customer?

Options:

A.

Be sincere and transparent, even if it means losing a sale.

B.

Review the proposal and potential discount structures.

C.

Reiterate product info when there is hesitancy to move forward.

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Exam Name: Salesforce Certified Sales Representative (SU24)
Last Update: Dec 3, 2024
Questions: 124

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