Question 1

A sales representative delivers a proposal and is checking in with the prospect on the perceived value and alignment. At which stage are they in the sales process?

Options :

A : Connect

B : Collaborate

C : Confirm

Answer: C

Question 2

A forecast is based on the rollup of a set of opportunities. What are three dimensions in a forecast rollup?

Options :

A : Contacts, product family, and revenue

B : Time, categories, and territories

C : Quotes, contacts, and territories

Answer: B

Question 3

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges. How should the sales rep introduce their value proposition to their customer?

Options :

A : Collaborate internally to iterate on the value proposition for the customer.

B : Unveil the value proposition to the customer after it is finalized.

C : Make a draft of the value proposition and seek customer feedback.

Answer: C

Question 4

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue. What is the best course of action in this scenario?

Options :

A : Acknowledge the issue and explain to the customer that service is responsible for fixing it.

B : Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

C : Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

Answer: B

Question 5

A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect. Which session type should the sales rep hold with the prospect?

Options :

A : Negotiation

B : Renewal

C : Discovery

Answer: C