NO.12 How doesunderstanding a customer’s business strategies and goals help a sales representative scope a solution?

NO.13 A sales representative is showing their customer how they can reduce their costs and improve productivity.
What is being delivered?

NO.14 After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?

NO.15 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?

NO.16 A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

NO.17 A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.
Which customer success concept is the sales rep utilizing in this example?

NO.18 Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

NO.19 What measure will yield the most actionable information about an organization’s territory model success?

NO.20 A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product.
Which measurementshould the sales rep use?

NO.21 A sales representative wants to gain access to new buyers byleveraging 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?

NO.22 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?

NO.23 How does a sales representative determine if a customer might be a valid prospect for the product?

NO.24 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?

NO.25 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 valueproposition to their customer?

NO.26 A sales representative is negotiating with a customer to renew their agreement. Historically, the customer has been unwilling to purchase additional products due to cost concerns.
Which type of strategy should the sales rep use?

NO.27 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?

NO.28 Asales representative wants to show a prospect the value of their product or service.
Which type of document should the sales rep provide to the prospect?

NO.29 A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?

NO.30 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?

NO.31 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?

NO.32 How should a sales representative use a client profile during the sales process?

NO.33 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?