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Salesforce Salesforce-Sales-Representative Exam Syllabus Topics:

Topic
Details

Topic 1

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.

Topic 2

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 3

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 4

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 5

Customer Engagement: In this topic, Salesforce Sales Professionals explore how to demonstrate thought leadership to shift customer perspectives and align solutions with needs. Moreover, the topic focuses on leveraging multiple touchpoints builds prospect interest, while nurturing relationships enhances product adoption.

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Salesforce Certified Sales Representative Sample Questions (Q45-Q50):

NEW QUESTION # 45
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?

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

Answer: C

Explanation:
A customer-centric proposal is 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. Reference:
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 # 46
How can the sales rep work with marketing to improve the health of their pipeline?

A. Broaden the scope of the prospect profile.
B. Expand the number of channels to reach more prospects.
C. Focus on behaviors and attributes that define a quality lead.

Answer: C

Explanation:
Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce salescycles, and optimize resources.References:https://www.salesforce.com/resources
/articles/lead-generation/#lead-generation-strategies

NEW QUESTION # 47
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?

A. Schedule new product demo.
B. Supply product references.
C. Dispatch service technician.

Answer: B

NEW QUESTION # 48
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. Move the investment to the top to get the objection out of the way.
B. Remove the objectives since the prospect already knows them.
C. Focus more on anticipated outcomes than deliverables.

Answer: C

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 # 49
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 shouldthe sales rep proceed to ensure a successful booking and fulfillment process?

A. Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.
B. Redirect the customer to address their tax requirements with the appropriate department internally within the company.
C. Acknowledge the tax requirements, but proceed with the standard process because the sales rep is unable to change company policies.

Answer: A

Explanation:
According to the Salesforce Sales Representative Learning objectives, one of the skills that a sales rep should have is to ensure customer satisfaction through streamlined fulfillment and order management. This includes collaborating with internal teams to handle any special requests or requirements from the customer, such as tax, shipping, or billing issues. By working closely with the relevant departments, the sales rep can ensure that the customer's tax requirements are met and that the order is processed correctly. This will also help to avoid any delays, errors, or disputes that could affect the customer's experience and satisfaction. References:
* [Sales Rep Training: Prepare Your Team to Sell Successfully], Unit 4: Manage the Order Process
* Salesforce Certified Sales Representative Exam Guide, Section 5: Fulfillment and Order Management, Objective 5.2: Given a scenario, demonstrate how to handle special requests or requirements from the customer.

NEW QUESTION # 50
......

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