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Questions # 1:

A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions.

What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

Options:

A.

Lead Qualification

B.

Prospecting

C.

Proposal

Expert Solution
Questions # 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.

Highlightthe 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.

Expert Solution
Questions # 3:

Which behavior should a sales representative display to establish credibility with a customer?

Options:

A.

Be sincere and transparent, even if it means losing a sale.

B.

Review the proposal and potential discount structures.

C.

Reiterate product info when there is hesitancy to move forward.

Expert Solution
Questions # 4:

A sales representative wants to highlight a customer's return on their investment.

Which type of analysis should the sales rep use to show this?

Options:

A.

Root cause analysis

B.

Cost benefit analysis

C.

SWOT analysis

Expert Solution
Questions # 5:

When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?

Options:

A.

Longer contracts increase cash flow predictability.

B.

Longer contracts increase flexibility on delivery timescales.

C.

Shorter contracts increase leverage for negotiation.

Expert Solution
Questions # 6:

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

Options:

A.

Share case studies and customertestimonials.

B.

Provide sales collateral and benefits.

C.

Address potential pitfalls of the solution.

Expert Solution
Questions # 7:

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?

Options:

A.

Summary statement

B.

Success story

C.

Solution unit

Expert Solution
Questions # 8:

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?

Options:

A.

Difficulty understanding the customer's pain points

B.

Available discounts and payment terms to offer to the customer

C.

The customer's lack of product knowledge

Expert Solution
Questions # 9:

A sales representative is looking for ways to engage with a prospect at a greenfield accounton a digital platform.

Which customer-centric approach should be used by the sales rep?

Options:

A.

Promote a prospect's content on social media.

B.

Upsell to a prospect at an existing account.

C.

Send an email with content links to a prospect.

Expert Solution
Questions # 10:

What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

Options:

A.

Industry

B.

Business

C.

People

Expert Solution
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