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 sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail. What should the sales rep do to uncover why the customer is delaying the decision?

Options :

A : Highlight the benefits of the product to the customer.

B : Ask pointed questions to identify customer interests.

C : Discuss the customer-s concerns with their internal team.

Answer: B

Question 3

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 4

A sales representative is strategizing on how to most effectively communicate with a key prospect. Which approach should they take?

Options :

A : Repeat key messaging to make sure it lands with the prospect.

B : Send emails to the prospect less frequently.

C : Provide unique selling points to the prospect that add value each time.

Answer: C

Question 5

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