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How should the sales rep convince the customer to find the solution invaluable and close the contract?
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 . Offer promotional discounts.B . Bundle additional products.C . Extend a free trial.View AnswerAnswer:...
What should a sales rep focus on when qualifying the prospect?
A prospect visited a company's website and completed a form expressing interest in a product. What should a sales rep focus on when qualifying the prospect?A . Customer needsB . Product featuresC . Marketing goalsView AnswerAnswer: A Explanation: Customer needs are what the sales rep should focus on when qualifying...
What is the desired outcome of an upsell proposal?
What is the desired outcome of an upsell proposal?A . To optimize existing product offeringsB . To decrease customer churn rateC . 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...
How should the sales rep address the customer's question: "What's in it for me?
A sales representative wants to drive the adoption of a new product with a customer. How should the sales rep address the customer's question: "What's in it for me?"A . Offer a product sample.B . Articulate the business value.C . Provide product documentation.View AnswerAnswer: B Explanation: Articulating the business value...
Which best practice can the sales reps use to satisfy management?
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline. Which best practice can the sales reps use to satisfy management?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...
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...
