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What should the sales rep use to build their business case?
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 listView AnswerAnswer: A Explanation: A value map is...
What are the four elements of emotional intelligence?
What are the four elements of emotional intelligence?A . Plan, engage, execute, and close B. Discover, define, design, and deliver C. Self-awareness, self-management, empathy, and skilled relationshipsView AnswerAnswer: C Explanation: Self-awareness, self-management, empathy, and skilled relationships are the four elements of emotional intelligence. Emotional intelligence is the ability to understand...
How does a sales representative determine if a customer might be a valid prospect for the product?
How does a sales representative determine if a customer might be a valid prospect for the product?A . Review the customer's website and tell the prospect that the product will solve their problems. B. Understand the customer's pain points and what they attempted in the past that was unsuccessful. C....
Which type of customer does the sales rep want to target?
A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization. Which type of customer does the sales rep want to target?A . Supportive B. Champion C. FavorableView AnswerAnswer: B Explanation: A...
How can the sales rep ensure the largest return on investment for attending the conference?
A sales representative plans to attend a large industry conference. How can the sales rep ensure the largest return on investment for attending the conference?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...
How can the sales rep ensure the customer has a great experience with the product?
A sales representative just closed a deal and wants to make sure the customer is set up for success. How can the sales rep ensure the customer has a great experience with the product?A . Share other customer success stories. B. Recommend additional products and services. C. Provide timely support...
What is the desired outcome of an upsell proposal?
What is the desired outcome of an upsell proposal?A . To optimize existing product offerings B. To decrease customer churn rate C. To maintain current agreement during a renewalView AnswerAnswer: A Explanation: The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or...
Which activity should UC and its sales reps review mid-year to ensure success?
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...
How can the sales rep gain the customer's commitment and close the deal?
A sales representative presents a solution and the customer is interested in moving forward. How can the sales rep gain the customer's commitment and close the deal?A . Negotiate to finalize the contract. B. Propose and schedule an additional demo. C. Develop a roadmap with complementary products.View AnswerAnswer: A Explanation:...
Which approach would help the sales rep educate the prospect about their offerings and solutions?
A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions. Which approach would help the sales rep educate the prospect about their offerings and solutions?A . Tell the prospect about similar industry solutions, even if some may not...
