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How should the sales rep build credibility with the prospect to better their chances of a successful pitch?
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer. How should the sales rep build credibility with the prospect to better their chances of a successful pitch?A . Base the pitch on what the prospect has explicitly told them in previous...
What are three elicitation techniques the sales rep should use?
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. What are three elicitation techniques the sales rep should use?A . Processing, pace analysis, and perseveranceB . Brainstorming, observation, and surveysC . Developing, testing, and implementationView AnswerAnswer: B Explanation:...
Which strategy helps minimize price challenges?
A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle. Which strategy helps minimize price challenges?A . Showing a competitor pricing matrix during the meeting.B . Presenting a discount at the beginning of the conversation.C . Building in value-based conversation...
What key factors should a sales rep consider when assessing the probability of winning the business?
A sales representative qualifies a prospect before moving to the next stage of the sales process. What key factors should a sales rep consider when assessing the probability of winning the business?A . Social media presence, website design, and customer reviewsB . Location, number of employees, and market segmentC ....
Which type of questions are they leveraging?
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses. Which type of questions are they leveraging?A . ChangeB . ClarifyingC . ConfirmingView AnswerAnswer: B Explanation: Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the...
What should the sales rep do to improve stage velocity?
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...
What should the sales rep do?
A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value. What should the sales rep do?A . Acknowledge the customer's concerns while trying to find easier customers.B...
Which strategy supports the solution?
A sales representative proposes an engagement solution that works seamlessly across all media to a customer. Which strategy supports the solution?A . Multi-channelB . Two-way dialogueC . Social networksView AnswerAnswer: A Explanation: Multi-channel is the strategy that supports an engagement solution that works seamlessly across all media. Multi-channel means using...
What are the four elements of emotional intelligence?
What are the four elements of emotional intelligence?A . Plan, engage, execute, and closeB . Discover, define, design, and deliverC . 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 can the sales rep comprehensively assess the effectiveness of their account management strategy?
A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer. How can the sales rep comprehensively assess the effectiveness of their account management strategy?A . Performance reviews with their teamB ....
