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

What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

Options :

A : Industry

B : Business

C : People

Answer: C

Question 3

A sales representative wants to highlight a customer's return on their investment.Which type of analysis should the sales rep use to show this?

Options :

A : Root cause analysis

B : Cost benefit analysis

C : SWOT analysis

Answer: B

Question 4

How can a sales representative begin a confirming question?

Options :

A : "Tell me more about..."

B : "What I hear you saying is..."

C : "What do you mean when...'

Answer: B

Question 5

How can whitespace analysis improve a sales representative's account management strategy?

Options :

A : Analyzes contract length and segment to identify retention opportunities.

B : Identifies key stakeholders and decision makers to nurture relationships.

C : Determines current products and opportunities to sell additional products.

Answer: C