Salesforce Certified Sales Representative (WI24)
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Total Questions : 126
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Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline,
Which best practice can the sales reps use to satisfy management?
When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
A sales representative presents a solution and the customer is interested in moving forward.
How can the sales rep gain the customer's commitment and close the deal?
A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.
Which customer success concept is the sales rep utilizing in this example?
A sales representative just closed a deal and wants to make sure the customer is set up for success.
How can the sales rep ensure the customer has a great experience with the product?
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?
A sales representative wants to avoid getting a price objection during a meeting near the end of the sales cycle.
Which strategy helps minimize price challenges?
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?
A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?
A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.
Which technique will help improve the sales rep's forecasting accuracy?
A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.
Which strategy would help the sales rep increase their pipeline health?
After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.
Which type of questions are they leveraging?
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.
Which metric should the company use to track the effectiveness of the new value proposition?
A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle.
Which action should the sales rep take to ensure accurate forecasting?
A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges.
What are three elicitation techniques the sales rep should use?
A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?
A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.
Which customer-centric approach should be used by the sales rep?
A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?
A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment.
At which stage are they in the sales process?
A sales representative is asked by their sales manager to lead a cold-calling campaign.
Where can the sales rep start?
Which element should a sales representative understand to determine if a sale quota is attainable?
A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?
A sales representative wants to drive the adoption of a new product with a customer.
How should the sales rep address the customer's question: "What's in it for me?"
A sales representative is working with a new customer who has provided an abundance of information about their company's goals and objectives.
Which challenge could the sales rep encounter when developing the scope of a sales solution?
In which way should a sales representative drive trust through professional competency?
A sales representative is showing their customer how they can reduce their costs and improve productivity.
What is being delivered?
During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?
A sales representative presented a solution and overcame the objections, but the prospect is still not completely ready to commit. The sales rep suspects the prospect is unsure about the product and will want to return it. The sales rep decides to let the prospect try out the product for a predetermined period.
Which type of close was chosen?
A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?
How does a sales representative determine if a customer might be a valid prospect for the product?
A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.
What should the sales representative check to fulfill the order through a different warehouse?
A sales representative wants to prioritize their leads based on the likelihood to buy.
Which leads should be given the highest priority?
A sales representative wants to improve the overall health of their pipeline.
Why is it important to take a strategic approach to prospecting?
TESTED 13 May 2024
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