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Question 1

When assigned a new sales territory, what is the first step to prioritizing selling efforts?

Options :

A : Determine the physical location of each account.

B : Determine the number of accounts and territory size.

C : Identify the territory-s key accounts.

Answer: C

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

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

Question 4

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?

Options :

A : Collaboration

B : Pipeline visibility

C : Sales process

Answer: C

Question 5

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue. What is the best course of action in this scenario?

Options :

A : Acknowledge the issue and explain to the customer that service is responsible for fixing it.

B : Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

C :

Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

Answer: B