Question 1

A sales representative has a pipeline with a mix of opportunities at various stages. The sales rep wants to improve stage velocity. What should the sales rep do to improve stage velocity?

Options :

A : Sort deals by size and focus on the largest ones first.

B : Obtain guidance from a manager and create a follow-up cadence.

C : Survey customers and engage them when the customer requests.

Answer: B

Question 2

Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?

Options :

A : Rely on marketing to identify and qualify inbound deals.

B : Keep dead deals open and move the next touchpoint dates forward.

C : Routinely scrub pipeline records and consistently disposition deals.

Answer: C

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

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

Question 5

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