QUESTION 16
What is the desired outcome of an upsell proposal?

QUESTION 17
A sales representative is given an objection and shows respect for the customer’s opinion.
What level of listening is the sales rep leveraging?

QUESTION 18
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?

QUESTION 19
A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?

QUESTION 20
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?

QUESTION 21
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?

QUESTION 22
A sales representative is strategizing on how to most effectively communicate with a key prospect.
Which approach should they take?

QUESTION 23
Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives’ territory plans will be successful.
Which activity should UC and its sales reps review mid-year to ensure success?

QUESTION 24
Which element should a sales representative understand to determine if a sale quota is attainable?

QUESTION 25
How many days are recommended between calls when reaching out to contacts at strategic accounts?

QUESTION 26
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?

QUESTION 27
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?

QUESTION 28
In which way should a sales representative drive trust through professional competency?

QUESTION 29
A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.
How does tracking this help the sales rep manage risk?

QUESTION 30
A sales representative is assigned to high-value prospects.
What can the sales rep do to gain their interest?

QUESTION 31
A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.
What should be the main objective of this presentation?

QUESTION 32
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?

QUESTION 33
After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?

QUESTION 34
A customer’s order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.
What should the sales representative check to fulfill the order through a different warehouse?

QUESTION 35
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

QUESTION 36
How does a sales representative determine if a customer might be a valid prospect for the product?