ベスト良質なSalesforce Salesforce-Sales-Representative-JPN試験問題Fast2testリアル練習試験 [2023]
重要な試験問題でSalesforce Certified Sales Representative (Salesforce-Sales-Representative日本語版一発合格
質問 # 31
営業担当者は、来月のイベントに向けて顧客が必要とする商品がパイプライン内のどの商談に含まれているかを追跡したいと考えています。
これを追跡することは、営業担当者のリスク管理にどのように役立ちますか?
- A. これらの取引は次の段階に進むことができます。
- B. これらの取引は必要に応じて迅速に対応できます。
- C. これらの取引には追加料金を割り当てる必要があります。
正解：B
解説：
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer's urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability. Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management
質問 # 32
営業担当者は、営業プロセス中に顧客プロファイルをどのように使用する必要がありますか?
- A. 投資収益率 (ROI) を最大化するための標準メッセージを構築する
- B. 幅広い視聴者にアピールするメッセージを作成する
- C. 対象ユーザーのニーズに合わせてメッセージを調整する
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 # 33
Universal Containers (UC) は第 3 会計四半期を開始しており、営業担当者のテリトリー計画を確実に成功させたいと考えています。
確実に成功させるために、UC とその営業担当者は年度半ばにどの活動を見直す必要がありますか?
- A. 見込み顧客とアカウントの品質を評価してリードに優先順位を付けます。
- B. 営業チームにアンケートをとり、推奨事項を入手します。
- C. 計画を変更して、各アカウントに新しいビューを提供します。
正解：A
解説：
Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
質問 # 34
営業担当者は異議を受け取り、顧客がためらいや反応について詳しく説明するよう促します。
彼らはどのタイプの質問を活用していますか?
- A. 明確にする
- B. 確認中
- C. 変更
正解：A
解説：
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says. Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to provide relevant information or solutions. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
質問 # 35
顧客中心の発見により、顧客についてさらに学ぶことに加えて、営業担当者は何ができるようになるのでしょうか?
- A. 顧客のニーズに関係なく製品を売り込みます。
- B. 確認された課題に基づいて戦略を共同作成します。
- C. 価格設定と契約をできるだけ早く提示します。
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 # 36
顧客との関係ではなく、最終結果に焦点を当てた販売ノルマ測定はどれですか?
- A. 現地訪問
- B. 電話をかけた回数
- C. リードコンバージョン率
正解：B
解説：
Calls made is a sales quota measurement that focuses on the end result rather than the relationship with the customer. A sales quota is a target or goal that a sales rep has to achieve within a specific time period. Calls made is a measure of how many calls a sales rep makes to prospects or customers in order to generate leads, opportunities, or sales. Calls made is an activity-based measure that reflects the quantity or volume of the sales rep's efforts, rather than the quality or value of their interactions with the customer. Reference: https://www.salesforce.com/resources/articles/sales-quota/#sales-quota-types
質問 # 37
営業担当者は、営業プロセスの次の段階に進む前に、見込み客を評価します。
営業担当者がビジネスの獲得の可能性を評価する際に考慮すべき重要な要素は何ですか?
- A. 承認された予算、権限、ビジネス上の必要性、およびタイミング
- B. ソーシャル メディアの存在、Web サイトのデザイン、顧客のレビュー
- C. 所在地、従業員数、市場セグメント
正解：A
解説：
Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy within a reasonable time frame. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
質問 # 38
ある会社は新規顧客の獲得に苦戦しています。注意深く分析した結果、自社の価値提案が潜在顧客の共感を呼んでいないことに気づき、新しい価値提案を開発します。
企業は新しい価値提案の有効性を追跡するためにどの指標を使用する必要がありますか?
- A. 顧客満足度スコア
- B. リードの品質スコア
- C. リード転換率
正解：C
解説：
Lead conversion rate is a metric that the company should use to track the effectiveness of the new value proposition. A value proposition is a statement that summarizes how the product can solve the customer's problems, fulfill their needs, and provide them with benefits that outweigh the costs. Lead conversion rate is a measure of how many leads (prospects who have shown interest in the product) become customers (prospects who have bought the product). Lead conversion rate helps to evaluate how well the value proposition resonates with potential customers and influences their purchase decisions. Reference: https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-metrics
質問 # 39
営業担当者は、見込み顧客の問題点、望ましい結果、感情的な要因を理解するよう努めています。
この取引は販売プロセスのどの段階にありますか?
- A. 協力する
- B. 作成
- C. 接続する
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 # 40
Universal Containers のリーダーシップは、健全なパイプラインを維持するよう営業担当者に圧力をかけています。営業担当者が経営陣を満足させるために使用できるベスト プラクティスはどれですか?
- A. パイプライン記録と一貫した処分取引を定期的にスクラブします。
- B. 成立していない取引をオープンのままにし、次のタッチポイントの日付を前倒しします。
- C. マーケティングに頼ってインバウンド取引を特定し、評価します。
正解：A
解説：
Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline. These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities. Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management
質問 # 41
営業担当者は、提案されたソリューションから特定の顧客がどのようなメリットを受けるかを明確にします。
営業担当者はソリューション ユニットのどの部分を使用していますか?
- A. 特典
- B. アプリケーション
- C. 事実
正解：A
解説：
A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort, or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer's pain points and needs. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-definition
質問 # 42
営業担当者は、競争力のあるソリューションを提供する能力を示す方法で推奨事項に移行したいと考えています。
彼らは何を使えばいいのでしょうか？
- A. ソリューションユニット
- B. 成功事例
- C. 概要説明
正解：A
解説：
A solution unit is what the sales rep should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution. A solution unit is a statement that consists of three parts: fact, application, and benefit. A fact is a feature or attribute of the product that is relevant to the customer's pain points or needs. An application is how the fact can be used or applied by the customer in their situation. A benefit is how the application provides value or advantage to the customer in terms of solving their problems or achieving their goals. A solution unit helps to show how the product can meet or exceed the customer's expectations and differentiate it from competitors. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-methods
質問 # 43
新しい営業担当者は、セールスファネルのトップを埋めるのに苦労しています。
失われた機会を再訪することで得られる潜在的な利点は何でしょうか?
- A. 顧客からのフィードバックを取得し、アプローチを改善するため
- B. それを確認するには、新しい意思決定者が利用可能です
- C. 顧客のニーズが変化したかどうかを判断するため
正解：C
解説：
Determining if the customer needs have changed is a potential benefit of revisiting dead opportunities. Dead opportunities are prospects who did not buy the product for various reasons, such as budget, timing, or fit. Revisiting dead opportunities can help to identify if their situation has changed, if their pain points have increased, or if they are more open to considering the product again. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
質問 # 44
アップセルの提案で望ましい結果は何ですか?
- A. 更新時に現在の契約を維持するため
- B. 既存の製品を最適化するため
- C. 顧客離れ率を下げるため
正解：B
解説：
The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps to increase revenue and profitability for the sales rep and the company. Reference: https://www.salesforce.com/resources/articles/upselling/#upselling-definition
質問 # 45
戦略的アカウントの連絡先に連絡する場合、通話の間隔は何日が推奨されますか?
- A. 2営業日
- B. 4営業日
- C. 25営業日
正解：B
解説：
Four business days is the recommended number of days between calls when reaching out to contacts at strategic accounts. A strategic account is a high-value account that has a significant impact on the sales rep's revenue, growth, and reputation. Four business days is a reasonable interval that allows the sales rep to maintain communication, engagement, and momentum with the contacts, as well as to avoid being too pushy or annoying. Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-best-practices
質問 # 46
営業担当者が反対意見に直面したとき、それを克服するための効果的な最初のステップは何でしょうか?
- A. 反対意見を解決するためのポリシーと手順を説明します。
- B. 異議を認め、追加の質問をします。
- C. 異議に基づいて追加の実証を提供します。
正解：B
解説：
Acknowledging the objection and asking follow-up questions is an effective first step to overcome an objection from the customer. Acknowledging the objection helps to show empathy and respect for the customer's concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact of the objection, as well as to clarify any misunderstandings or misinformation. Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling
質問 # 47
営業担当者は、自社のソリューションの価値提案を見込み顧客に紹介するためのプレゼンテーションを準備しています。
このプレゼンテーションの主な目的は何ですか?
- A. 見込み客の競合他社と市場動向の詳細な分析を提供するため
- B. ソリューションが見込み客の問題点やニーズにどのように対処し、具体的な投資収益率 (ROI) を実現するかを伝えるため
- C. 人前で話すスキルとプロフェッショナルな外見を活用して、見込み客との信頼関係を築く
正解：B
解説：
The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect. Reference: https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-presentation
質問 # 48
営業担当者は、主要顧客の契約終了期間が近づいていることを認識しています。
営業担当者は、この変化に対応するために営業活動をどのように適応させるべきでしょうか?
- A. 顧客と積極的に関わり、契約を更新または拡大します。
- B. 顧客とやり取りする前に、契約の期限が切れるまで待ってください。
- C. 最後の契約になる可能性がある新しい顧客を見つけることに重点を置きます。
正解：A
解説：
Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract. Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-renewals
質問 # 49
営業担当者はパイプラインへの新しい追加をどのように特定して生成すべきでしょうか?
- A. 業界カンファレンスに出席します。
- B. 製品のデモを実施します。
- C. カスタマーサポートを提供します。
正解：A
解説：
Attending industry conferences is how a sales rep should identify and generate new additions to the pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Attending industry conferences helps to network with prospects or customers who are interested or involved in the same field or market as the sales rep, as well as to showcase their products or services, generate leads, and build relationships.
質問 # 50
営業チームは、正確な予測を立てることの重要性を理解しています。
チーム全体でデータ品質を確保するには、どの基本的な優先事項を設定する必要がありますか?
- A. 販売プロセス
- B. コラボレーション
- C. パイプラインの可視性
正解：A
解説：
Sales process is the foundational priority that should be in place to help ensure data quality across teams when building an accurate forecast. A forecast is a prediction or estimation of future sales revenue based on current and historical data. A sales process is a series of steps or stages that guide a sales rep from finding prospects to closing deals. Having a sales process helps to ensure data quality across teams by providing a common framework, language, and criteria for entering, updating, and reporting data in a consistent and reliable way.
質問 # 51
営業担当者は、販売サイクルの終わり近くの会議中に価格に関する異議申し立てを受けるのを避けたいと考えています。
価格の問題を最小限に抑えるのに役立つ戦略はどれですか?
- A. 最初から価値観に基づいた会話を組み込む。
- B. 会話の最初に割引を提示します。
- C. 会議中に競合他社の価格マトリックスを表示します。
正解：A
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 # 52
何度も会議や会話を行った後、営業担当者は見込み顧客への売り込みに招待されます。
売り込みが成功する可能性を高めるために、営業担当者は見込み客との信頼関係をどのように築くべきでしょうか?
- A. 見込み顧客が以前の会話で明確に伝えたことに基づいてピッチを作成します。
- B. 営業担当者の会社で実績があり、最も成功している製品ラインに基づいて売り込みを行います。
- C. 見込み客の顧客の課題に関する発見調査に基づいて提案を行います。
正解：C
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 # 53
顧客のビジネス戦略と目標を理解することは、営業担当者がソリューションを検討するのにどのように役立ちますか?
- A. 営業担当者がより迅速に次の取引に移れるようにします。
- B. 商談が現在の四半期に成立するかどうかを予測するのに役立ちます
- C. 顧客の目的に合わせてセールストークを調整し、提案を行う
正解：C
解説：
Tailoring the sales pitch and offers to align with the customers objectives is how understanding a customer's business strategies and goals helps a sales rep scope a solution. Scoping a solution means defining and presenting the features, benefits, and value of the product that can address the customer's pain points and needs. Tailoring the sales pitch and offers helps to show how the solution can help the customer achieve their desired outcomes, as well as to differentiate it from competitors. Reference: https://www.salesforce.com/resources/articles/sales-process/#present
質問 # 54
顧客の戦略的優先事項と要件をサポートする信頼できる接続を構築および維持するために、営業担当者は何に焦点を当てるべきでしょうか?
- A. 人
- B. ビジネス
- C. 業界
正解：A
解説：
People are what the sales rep should focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements. People are the individuals or groups who are involved in or affected by the customer's business decisions, such as stakeholders, decision makers, influencers, end users, etc. Focusing on people helps to understand their roles, needs, goals, preferences, and emotions, as well as to build rapport, trust, and loyalty with them.
質問 # 55
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