Question 1

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 2

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

Question 3

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 4

A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers. In which phase of the sales process is this deal?

Options :

A : Connect

B : Create

C : Collaborate

Answer: B

Question 5

How should a sales representative reinforce elements of the value proposition for the customer?

Options :

A : Share case studies and customer testimonials.

B : Provide sales collateral and benefits.

C : Address potential pitfalls of the solution.

Answer: A