QUESTION 29
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 30
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?

QUESTION 31
A sales representative presents a solution and the customer is interested in moving forward.
How can the sales rep gain the customer’s commitment and close the deal?

QUESTION 32
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 33
A sales representative plans to attend a large industry conference.
How can the sales rep ensure the largest return on investment for attending the conference?

QUESTION 34
In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

QUESTION 35
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?

QUESTION 36
How should a sales representative identify and generate new additions to the pipeline?

QUESTION 37
When a sales representative faces an objection, what is an effective first step to overcome it?

QUESTION 38
What are the four elements of emotional intelligence?

QUESTION 39
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?

QUESTION 40
A sales representative just closed a deal and wants to make sure the customer is set up for success.
How can the sales rep ensure the customer has a great experience with the product?

QUESTION 41
How should a sales representative use a client profile during the sales process?

QUESTION 42
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 43
A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?

QUESTION 44
During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?

QUESTION 45
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?