Question 1

A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions. What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

Options :

A : Lead Qualification

B : Prospecting

C : Proposal

Answer: C

Question 2

A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution. What should they use?

Options :

A : Summary statement

B : Success story

C : Solution unit

Answer: B

Question 3

What is animportant consideration for a sales representative as they create a sales proposal?

Options :

A : To leverage a standard approach for all sales quotes and customer accounts

B : To highlight how the solution addresses the customer's needs and challenges

C : To include adetailed diagram and explanation of the sales process

Answer: B

Question 4

A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment. Which adjustment will help the sales rep win more work by being more customer-centric?

Options :

A : Remove the objectives since the prospect already knows them.

B : Move the investment to the top to get the objection out of the way.

C : Focus more on anticipated outcomes than deliverables.

Answer: C

Question 5

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?

Options :

A : Acknowledge the customer's concerns while trying to find easier customers.

B : Reassess the customer's expected value based on the current situation.

C : Try to sell additional products or services to increase the realized value.

Answer: B