During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer
What are these instructions known as?
How can a sales representative identify and generate new pipeline?
What measure will yield the most actionable information about an organization's territory model success?
Which communication approach has a higher likelihood of achieving a customer relationship built on trust?
Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?
A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.
Which closure practice should the sales rep use to gain a commitment with this prospect?
A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?
How can a sales representative best identify a customer's challenges and initiatives?
A junior sales representative is trying to develop relationships with customers in an industry that is changing rapidly. In addition, the number of channels to engage with customers has increased.
How can the sales rep identify the most effective way to communicate with new and existing customers?
A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?
After a salesrepresentative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?
How can the sales rep work with marketing to improve the health of their pipeline?
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?
How doesunderstanding a customer's business strategies and goals help a sales representative scope a solution?
When assigned a new sales territory, what is the first step toprioritizing selling efforts?
A sales representative is struggling with forecast accuracy due toa lack of insight into the potential success of various opportunities.
Which technique will help improve the sales rep's forecasting accuracy?
Which sales quota measurement focuses on the end result rather than the relationship with the customer?
A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started.
What is onebenefit of cold calling?
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 valueproposition to their customer?
A sales representative plans to attend a large industry conference.
How can the sales repensure the largest return on investment for attending the conference?
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?
A sales representative is strategizing on how to most effectively communicate with
a key prospect.
Which approach should they take?
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?
A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?
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?
What are the four elements of emotional intelligence?
A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.
Which customer success concept is the sales rep utilizing in this example?
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?
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.
Which document is the sales rep preparing to finalize this deal?
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline,
Which best practice can the sales reps use to satisfy management?
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?
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?
Which behavior should a sales representative display to establish credibility with a customer?
How can a sales representative begin a confirming question?
A sales representative is looking for ways to engage with a prospect at a greenfield accounton a digital platform.
Which customer-centric approach should be used by the sales rep?