Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

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?

A sales representative is showing their customer how they can reduce their costs and improve productivity.

What is being delivered?

A sales representative is challenged by a customer with a competitor's product and features.

Which skill does the sales rep need to address this challenge?

A sales representative has a list of prospects to cold call but is unsure whether the task is beneficial. After a discussion with their mentor, the sales rep has the information they need and is ready to get started.

What is onebenefit of cold calling?

A sales representative has a prospect who is in discussions with multiple vendors about competing products. The sales rep is concerned the prospect might not remember the valuable benefits of the solution.

Which closure practice should the sales rep use to gain a commitment with this prospect?

A forecast is based on the rollup of a set of opportunities.

What are three dimensionsin a forecast rollup?

What is a prerequisite for preparing an initial proposal that will bring value to the prospect?

After a successful sale of their latest software product, a sales representativewants to nurture their long-term relationship with the customer by driving product

adoption.

What success metric for product adoption can the sales rep use?

How can a sales representative identify and generate new pipeline?

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

What are the key elements of a successful cold call?

A sales representative proposes an engagement solution that works seamlessly across all media to a customer.

Which strategy supports the solution?

A sales representative is trying to engage a prospect who is unresponsive to cold calls.

Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

Acompany is introducing a new product line.

How should a sales representative educate prospects on their products’ key benefits?

A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.

What is the first step to building trust with these stakeholders?

A sales representative wants to interact with prospects on platforms they use regularly.

Which approach should the sales rep take?

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

A new sales representative is struggling to fill the top of their sales funnel.

What is the potential benefit of revisiting dead opportunities?

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 differentwarehouse?

A sales representative is asked by their sales manager to lead a cold-calling campaign.

Where can the sales rep start?

A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.

Which strategy would help the sales rep increase their pipeline health?

Asales 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?

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?

How can the sales rep work with marketing to improve the health of their pipeline?

An experienced sales representative has several new leads and wants to understand their pain points and decide ifthe company can meet their needs.

At which stage should the sales rep complete a qualification call with the new leads?

A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle.

Which action should the sales rep take to ensure accurate forecasting?

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?

What should the sales rep focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements?

What is the primary benefit of team selling at a key account?

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?

A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.

How shouldthe sales rep proceed to ensure a successful booking and fulfillment process?

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

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?

A sales representative identifies a strong business case for a customer and hosts a demo to show them potential offerings and solutions.

What is the next sales pipeline stage the sales rep should enter to summarize and address the potential customer's needs?

A sales representative wants to avoid getting a price objection during a meeting near the end of thesales cycle.

Which strategy helps minimize price challenges?

What measure will yield the most actionable information about an organization's territory model success?