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 list

View Answer

Answer: A

Explanation:

A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to the customer. A value map shows how the solution aligns with the customer’s strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.

Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tools