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How doesunderstanding a customer's business strategies and goals help a sales representative scope a solution?

A.

Helps predict if the opportunity will close in the current quarter

B.

Tailors the sales pitch and offers to align with the customers objectives

C.

Allows the sales rep to move on to their next deal more quickly

Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.

Which activity should UC and its sales reps review mid-year to ensure success?

A.

Survey the sales team and get recommendations.

B.

Change plans to provide a fresh view on each account.

C.

Assess prospect and account quality to prioritize leads.

A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.

What should the sales rep use to build their business case?

A.

Value map

B.

Contract review

C.

Feature list

A sales representative has a pipeline with a mix of opportunities at various stages.

The sales rep wants to improve stage velocity.

What should the sales rep do to improve stage velocity?

A.

Sort deals by size and focus on the largest ones first.

B.

Obtain guidance from a manager and create a follow-up cadence.

C.

Survey customers and engage them when the customer requests.

Which communication approach has a higher likelihood of achieving a customer relationship built on trust?

A.

Appreciating the customer's time.

B.

Scheduling quarterly check-in calls.

C.

Hosting monthly product webinars.

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

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.

When a sales representative faces an objection, what is an effective first step to overcome it?

A.

Provide an additional demonstration based on the objection.

B.

Explain policies and procedures that solve the objection.

C.

Acknowledge the objection and ask follow-up questions.

A sales representative is engaging in a discovery conversation with a prospect.

Which approach should the sales rep take during this conversation?

A.

Ask open-ended questions to understand the prospect's challenges and goals.

B.

Present the history and innovation of their company in bringing new products to market.

C.

Share the information gathered from online research aboutthe customer's company.

What is a key indicator of a healthy sales pipeline for a sales representative?

A.

A high volume of new deals entering the pipeline each month

B.

A high percentage of deals in the last stage of the pipeline

C.

A balanced distribution of deals across different stages of the pipeline

A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.

Which challenge could the sales rep encounter when developing the scope of a sales solution?

A.

Difficulty understanding the customer's pain points

B.

Available discounts and payment terms to offer to the customer

C.

The customer's lack of product knowledge