Question 1

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

Answer: B

Question 2

A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. What are three elicitation techniques the sales rep should use?

Options :

A : Processing, pace analysis, and perseverance

B : Brainstorming, observation, and surveys

C : Developing, testing, and implementation

Answer: B

Question 3

What is animportant consideration for a sales representative as they create a sales proposal?

Options :

A : To leverage a standard approach for all sales quotes and customer accounts

B : To highlight how the solution addresses the customer's needs and challenges

C : To include adetailed diagram and explanation of the sales process

Answer: B

Question 4

A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution. What should they use?

Options :

A : Summary statement

B : Success story

C : Solution unit

Answer: B

Question 5

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.

Answer: C

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