A new sales representative is struggling to fill the top of their sales funnel. What is the potential benefit of revisiting dead opportunities?
Answer(s): B
Determining if the customer needs have changed is a potential benefit of revisiting dead opportunities. Dead opportunities are prospects who did not buy the product for various reasons, such as budget, timing, or fit. Revisiting dead opportunities can help to identify if their situation has changed, if their pain points have increased, or if they are more open to considering the product again.
https://www.salesforce.com/resources/articles/lead-generation/#lead-generation- strategies
A sales representative clarifies how a specific customer will benefit from the solution proposed.Which part of a solution unit is the sales rep using?
Answer(s): C
A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort, or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer's pain points and needs.
https://www.salesforce.com/resources/articles/value-selling/#value-selling-definition
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?
Key performance indicators (KPIs) are measures that can help the sales rep comprehensively assess the effectiveness of their account management strategy. KPIs are quantifiable metrics that reflect how well the sales rep is achieving their account management goals and objectives, such as revenue growth, customer retention, customer satisfaction, cross-selling, upselling, etc. KPIs help to track progress, identify strengths and weaknesses, and improve performance.
https://www.salesforce.com/resources/articles/account-management/#account-management-kpis
A sales representative wants to interact with prospects on platforms they use regularly.Which approach should the sales rep take?
Answer(s): A
Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects, build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects.
https://www.salesforce.com/resources/articles/social-selling/#social-selling- definition
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?
Asking questions to characterize the issue is an effective way to handle an objection from the customer. Asking questions helps to understand the root cause, scope, and impact of the objection, as well as to show empathy and respect for the customer's concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objection.
https://www.salesforce.com/resources/articles/sales-objections/#sales- objections-handling
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