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Salesforce Salesforce-Sales-Representative Salesforce Certified Sales Representative (WI25) Exam Practice Test

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Total 125 questions

Salesforce Certified Sales Representative (WI25) Questions and Answers

Question 1

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?

Options:

A.

Ask questions to characterize the issue.

B.

Propose an alternative product.

C.

Offer friendlier terms and a lower price.

Question 2

A sales representative is fulfilling an order using the step-by-step instructions for that specific customer

What are these instructions known as?

Options:

A.

Fulfilmentprocedures

B.

Standard operating procedures

C.

Standard engagement steps

Question 3

How can a sales representative identify and generate new pipeline?

Options:

A.

Attend industry conferences.

B.

Provide client support.

C.

Conduct product demos.

Question 4

What measure will yield the most actionable information about an organization's territory model success?

Options:

A.

Organization-defined key metric

B.

Annualized Contract Value

C.

Pipeline

Question 5

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

Options:

A.

Appreciating the customer's time.

B.

Scheduling quarterly check-in calls.

C.

Hosting monthly product webinars.

Question 6

Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

Options:

A.

Standard billing terms, legal authority, and payment methods

B.

Decision-making process, urgency for change, and openness to new solutions

C.

Preferred communication channels, time zone, and office hours

Question 7

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?

Options:

A.

Assumptive

B.

Summary

C.

Takeaway

Question 8

A sales representative wants to interact with prospects on platforms they use regularly.

Which approach should the sales rep take?

Options:

A.

Social selling

B.

Cold calling

C.

Lead nurturing

Question 9

How can a sales representative best identify a customer's challenges and initiatives?

Options:

A.

Elicit detailed responses by asking open-ended questions during meetings.

B.

Present an overview of new products their company has brought to market.

C.

Ask "yes" or "no" questions to make the discussion efficient.

Question 10

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?

Options:

A.

Continue using methods that have worked inthe past.

B.

Collaborate with internal departments.

C.

Follow standard sales scripts.

Question 11

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?

Options:

A.

Application

B.

Fact

C.

Benefit

Question 12

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?

Options:

A.

Ask questions to determine if they can get the deal back on track.

B.

Stand by the solution and point out their misunderstanding.

C.

Compare risks and benefits using features, advantages, and benefits (FAB).

Question 13

Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

Options:

A.

To expand and improve networking skills

B.

To avoid competing for the best leads

C.

To leverage additional expertise and resources

Question 14

How can the sales rep work with marketing to improve the health of their pipeline?

Options:

A.

Focus on behaviors and attributes that define a quality lead.

B.

Broaden the scope of the prospect profile.

C.

Expand the number of channels to reach more prospects.

Question 15

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?

Options:

A.

Competitor-based pricing

B.

Bundle pricing

C.

Price skimming

Question 16

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

Options:

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

Question 17

When assigned a new sales territory, what is the first step toprioritizing selling efforts?

Options:

A.

Determine the physical location of each account.

B.

Determine the number of accounts and territory size.

C.

Identify the territory's key accounts.

Question 18

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?

Options:

A.

Focusing on industry trends to predict future outcomes

B.

Prioritizing deals based on seller intuition

C.

Implementing AI-based deal scoring systems

Question 19

Which sales quota measurement focuses on the end result rather than the relationship with the customer?

Options:

A.

Leadconversion rate

B.

Calls made

C.

Onsite visits

Question 20

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?

Options:

A.

Key decision makers usually respond more readily to phone calls.

B.

Phone calls provide immediate feedback whether the lead is worth pursuing.

C.

Phone calls are a quicker and more scalable method of contact.

Question 21

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?

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.

Question 22

A sales representative plans to attend a large industry conference.

How can the sales repensure the largest return on investment for attending the conference?

Options:

A.

Set up meet and greet opportunities with attendees.

B.

Develop a targeted plan and coordinate a series of touchpoints.

C.

Attend as many networking events as possible.

Question 23

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?

Options:

A.

Legal

B.

Operations

C.

Finance

Question 24

A sales representative is strategizing on how to most effectively communicate with

a key prospect.

Which approach should they take?

Options:

A.

Repeat key messaging to make sure it lands with the prospect.

B.

Send emails to the prospect less frequently.

C.

Provide unique selling points to the prospect that add value each time.

Question 25

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?

Options:

A.

Sales acumen

B.

Product knowledge

C.

Forecasting

Question 26

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?

Options:

A.

Offer promotional discounts.

B.

Bundle additional products.

C.

Extend a free trial.

Question 27

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?

Options:

A.

These dealsmust be assigned a surcharge.

B.

These deals can be expedited if required.

C.

These deals can move to the next stage.

Question 28

What are the four elements of emotional intelligence?

Options:

A.

Plan, engage, execute, and close

B.

Discover, define, design, and deliver

C.

Self-awareness, self-management, empathy, and skilled relationships

Question 29

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?

Options:

A.

Improved experiences

B.

Innovate together

C.

Shared risks and shared accountability

Question 30

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?

Options:

A.

Remove the objectives since the prospect already knows them.

B.

Move the investment to the top to get the objection out of the way.

C.

Focus more on anticipated outcomes than deliverables.

Question 31

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?

Options:

A.

Statement of work

B.

New order form

C.

Master serviceagreement

Question 32

Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline,

Which best practice can the sales reps use to satisfy management?

Options:

A.

Rely on marketing to identify and qualify inbound deals.

B.

Keep dead deals open and move the next touchpoint dates forward.

C.

Routinely scrub pipeline records and consistently disposition deals.

Question 33

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

Question 34

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?

Options:

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.

Question 35

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

Options:

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.

Question 36

How can a sales representative begin a confirming question?

Options:

A.

"Tell me more about..."

B.

"What I hear you saying is..."

C.

"What do you mean when...'

Question 37

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?

Options:

A.

Promote a prospect's content on social media.

B.

Upsell to a prospect at an existing account.

C.

Send an email with content links to a prospect.

Page: 1 / 13
Total 125 questions