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Which element should a sales representative understand to determine if a sale quota is attainable?
Which element should a sales representative understand to determine if a sale quota is attainable?A . Measures such as activity and outcomeB . If the compensation plan is capped or uncappedC . The percentage of variable compensationView AnswerAnswer: A Explanation: Measures such as activity and outcome are elements that the...
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 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...
In which way should a sales representative drive trust through professional competency?
In which way should a sales representative drive trust through professional competency?A . Asking questions to look for common interests, personal motivators, and hesitationB . Collecting and processing information on products, competitors, and industriesC . Understanding the buyer's experience in the market and years of serviceView AnswerAnswer: B Explanation: Professional...
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 mapB . Contract reviewC . Feature listView AnswerAnswer: A Explanation: A value map is...
What is an effective way to handle an objection?
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 . Ask questions to characterize the issue.B . Propose an alternative product.C . Offer friendlier terms and a lower price.View AnswerAnswer:...
Which closure practice should the sales rep use to gain a commitment with this prospect?
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 . AssumptiveB ....
What should the sales rep do to uncover why the customer is delaying the decision?
A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail. What should the sales rep do to uncover why the customer is delaying the decision?A . Highlight the benefits of the product to the customer.B ....
What should the sales representative check to fulfill the order through a different warehouse?
A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled. What should the sales representative check to fulfill the order through a different warehouse?A . Product inventoryB . Shipping timeC . Pricing informationView AnswerAnswer: A Explanation: Product inventory is what the sales...
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...
