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Question 1

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges. How should the sales rep introduce their value proposition to their customer?

Options :

A : Collaborate internally to iterate on the value proposition for the customer.

B : Unveil the value proposition to the customer after it is finalized.

C : Make a draft of the value proposition and seek customer feedback.

Answer: C

Question 2

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?

Options :

A : Sort deals by size and focus on the largest ones first.

B : Obtain guidance from a manager and create a follow-up cadence.

C : Survey customers and engage them when the customer requests.

Answer: B

Question 3

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 4

A forecast is based on the rollup of a set of opportunities. What are three dimensions in a forecast rollup?

Options :

A : Contacts, product family, and revenue

B : Time, categories, and territories

C : Quotes, contacts, and territories

Answer: B

Question 5

Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?

Options :

A : Rely on marketing to identify and qualify inbound deals.

B : Keep dead deals open and move the next touchpoint dates forward.

C : Routinely scrub pipeline records and consistently disposition deals.

Answer: C