最新のSalesforce-Sales-Representative試験問題集でSalesforce試験にはトレーニングを提供しています
合格できるSalesforce Salesforce Certified Sales RepresentativeのPDF問題集は最近更新された67問あります
質問 # 38
How can a sales representative begin a confirming question?
- A. "Tell me more about..."
- B. "What do you mean when...'
- C. "What I hear you saying is..."
正解：C
解説：
"What I hear you saying is..." is a way to begin a confirming question. A confirming question is a question that helps to verify or validate what the customer says or means. A confirming question helps to show understanding, empathy, and respect for the customer's concerns, as well as to avoid confusion, misunderstanding, or miscommunication. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
質問 # 39
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. Base the pitch on discovery research into the prospect's customers' challenges.
- B. Base the pitch on what the prospect has explicitly told them in previous conversations.
- C. Base the pitch on the sales rep's company's proven, most successful product lines.
正解：A
解説：
Basing the pitch on discovery research into the prospect's customers' challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect's business and market situation, and can provide solutions that can help them serve their customers better. Reference: https://www.salesforce.com/resources/articles/sales-pitch/#sales-pitch-tips
質問 # 40
How should a sales representative use a client profile during the sales process?
- A. To create messages that appeal to a broad audience
- B. To build a standard message to maximize return on investment (ROI)
- C. To tailor a message to meet a target audience's needs
正解：C
解説：
Tailoring a message to meet a target audience's needs is how a sales rep should use a client profile during the sales process. A client profile is a document that summarizes the characteristics, preferences, and behaviors of a specific segment or group of customers. A message is a communication or presentation that the sales rep delivers to the customers to persuade them to buy their product or service. Tailoring a message helps to show relevance, value, and differentiation to the target audience, as well as to capture their attention and interest.
質問 # 41
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. Focus on unrelated opportunities and assume the current opportunity will close.
- B. Update the opportunity's stage and forecast category to reflect the recent progress.
- C. Continue forecasting based on the previous stage until the deal closes.
正解：B
解説：
Updating the opportunity's stage and forecast category to reflect the recent progress is what the sales rep should do to ensure accurate forecasting. An opportunity is a qualified prospect who has a high probability of buying the product. An opportunity stage is a measure of how far along the opportunity is in the sales process, such as prospecting, qualification, proposal, negotiation, etc. A forecast category is a measure of how likely the opportunity is to close as won, such as pipeline, best case, commit, closed, etc. Updating the opportunity's stage and forecast category helps to reflect the current status and potential outcome of the opportunity, as well as to provide a realistic and reliable prediction of future sales revenue. Reference: https://www.salesforce.com/resources/articles/sales-forecasting/#sales-forecasting-definition
質問 # 42
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?
- A. Provide timely support and training.
- B. Share other customer success stories.
- C. Recommend additional products and services.
正解：A
解説：
Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer. Reference: https://www.salesforce.com/resources/articles/customer-service/#customer-service-tips
質問 # 43
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?
- A. Sort deals by size and focus on the largest ones first.
- B. Survey customers and engage them when the customer requests.
- C. Obtain guidance from a manager and create a follow-up cadence.
正解：C
解説：
Obtaining guidance from a manager and creating a follow-up cadence is what the sales rep should do to improve stage velocity. Stage velocity is the measure of how fast an opportunity moves from one stage to another in the sales process. Obtaining guidance from a manager helps to get feedback, advice, and support on how to advance the opportunity. Creating a follow-up cadence helps to maintain communication, engagement, and momentum with the customer. Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-metrics
質問 # 44
What measure will yield the most actionable information about an organization's territory model success?
- A. Organization-defined key metric
- B. Pipeline
- C. Annualized Contract Value
正解：A
解説：
An organization-defined key metric is a measure that will yield the most actionable information about an organization's territory model success. An organization-defined key metric is a specific and relevant indicator that reflects how well the territory model is aligned with the organization's goals and strategies, such as market share, customer satisfaction, revenue growth, etc. An organization-defined key metric helps to evaluate performance, identify gaps and opportunities, and optimize results. Reference: https://www.salesforce.com/resources/articles/sales-territory-management/#sales-territory-management-metrics
質問 # 45
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. Collaborate
- B. Create
- C. Connect
正解：B
解説：
Create is the phase of the sales process where this deal is when the sales rep is working to understand a prospect's pain points, desired outcomes, and emotional drivers. Create is the phase where the sales rep presents and demonstrates how their product can address the prospect's pain points and needs, and deliver tangible benefits and outcomes. Create is also where the sales rep builds rapport and trust with the prospect by showing empathy and understanding of their emotional drivers. Reference: https://www.salesforce.com/resources/articles/sales-process/#sales-process-stages
質問 # 46
A sales representative is given an objection and shows respect for the customer's opinion.
What level of listening is the sales rep leveraging?
- A. Attentive
- B. Selective
- C. Empathetic
正解：C
解説：
Empathetic listening is the level of listening that the sales rep is leveraging when they show respect for the customer's opinion after receiving an objection. An objection is a reason or concern that the customer has for not buying the product or service that the sales rep offers. Empathetic listening is a type of listening that involves understanding and sharing the feelings and emotions of the customer, as well as acknowledging and validating their perspective. Empathetic listening helps to build trust and rapport, reduce resistance, and resolve objections.
質問 # 47
A sales representative is strategizing on how to most effectively communicate with a key prospect.
Which approach should they take?
- A. Provide unique selling points to the prospect that add value each time.
- B. Repeat key messaging to make sure it lands with the prospect.
- C. Send emails to the prospect less frequently.
正解：A
解説：
Providing unique selling points to the prospect that add value each time is the approach that the sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect's pain points or needs. Providing unique selling points helps to show how the product can help the prospect succeed and grow, as well as to persuade them to take action.
質問 # 48
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
- A. Present pricing and contracts as quickly as possible.
- B. Co-create strategies based on confirmed challenges.
- C. Pitch a product regardless of the customer's need.
正解：B
解説：
Co-creating strategies based on confirmed challenges is what customer-centric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and rapport, demonstrate expertise and differentiation, and influence purchase decisions.
質問 # 49
A sales representative uses job titles as an indicator to qualify leads.
Which relevant information does the job title typically indicate about the lead to the sales rep?
- A. Whether the lead has sufficient buying power
- B. Whether the lead is engaged in the sales process
- C. Whether the lead is based within their region
正解：A
解説：
Whether the lead has sufficient buying power is the relevant information that the job title typically indicates about the lead to the sales rep. A lead is a prospect who has shown interest in the product or service that the sales rep offers. A job title is a designation or position that a person holds in an organization or company. A job title helps to indicate whether the lead has sufficient buying power, which means that they have the authority or influence to make a purchase decision or approve a budget for the product or service.
質問 # 50
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. Brainstorming, observation, and surveys
- B. Processing, pace analysis, and perseverance
- C. Developing, testing, and implementation
正解：A
解説：
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. Reference: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam
質問 # 51
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. Ask questions to characterize the issue.
- B. Propose an alternative product.
- C. Offer friendlier terms and a lower price.
正解：A
解説：
Asking questions to characterize the issue is an effective way to handle an objection from the customer. Asking questions helps to understand the root cause, scope, and impact of the objection, as well as to show empathy and respect for the customer's concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objection. Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling
質問 # 52
What are the four elements of emotional intelligence?
- A. Self-awareness, self-management, empathy, and skilled relationships
- B. Discover, define, design, and deliver
- C. Plan, engage, execute, and close
正解：A
解説：
Self-awareness, self-management, empathy, and skilled relationships are the four elements of emotional intelligence. Emotional intelligence is the ability to understand and manage one's own emotions and those of others. Emotional intelligence helps to improve communication, collaboration, and influence in sales. Reference: https://trailhead.salesforce.com/en/content/learn/modules/emotional-intelligence/emotional-intelligence-introduction
質問 # 53
A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization.
Which type of customer does the sales rep want to target?
- A. Favorable
- B. Supportive
- C. Champion
正解：C
解説：
A champion is a type of customer who is loyal to the sales rep, likely to recommend their solution, and well respected in their organization. A champion can help the sales rep gain access to new buyers by influencing their decision-making process, providing referrals and testimonials, and advocating for the solution within their organization. Reference: https://www.salesforce.com/resources/articles/sales-champion/#sales-champion-definition
質問 # 54
A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions.
Which approach would help the sales rep educate the prospect about their offerings and solutions?
- A. Share a current customer story for an account in a similar industry as the prospect.
- B. Tell the prospect about similar industry solutions, even if some may not be relevant.
- C. Try to impress the prospect by using their industry's jargon when describing each offering.
正解：A
解説：
Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep's solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-tips
質問 # 55
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. Showing a competitor pricing matrix during the meeting.
- B. Presenting a discount at the beginning of the conversation.
- C. Building in value-based conversation from the beginning.
正解：C
解説：
Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips
質問 # 56
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