Question 1

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.

Answer: B

Question 2

After a sales representative presents a proposal, the customer mentions return on investment as one of their

concerns.

Which objection category does this fall into?

Options :

A : Requirements

B : Trust

C : Price

Answer: C

Question 3

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue. What is the best course of action in this scenario?

Options :

A : Acknowledge the issue and explain to the customer that service is responsible for fixing it.

B : Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

C :

Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

Answer: B

Question 4

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

Answer: B

Question 5

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges. How should the sales rep introduce their value proposition to their customer?

Options :

A : Collaborate internally to iterate on the value proposition for the customer.

B : Unveil the value proposition to the customer after it is finalized.

C : Make a draft of the value proposition and seek customer feedback.

Answer: C

Free Salesforce-Sales-Representative Mock Exam – Practice Online Confidently

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