Salesforce Updated Salesforce-Sales-Representative Exam Questions and Answers by laiba

During the prospecting stage, a sales representative identifies and reaches out to potential leads to assess their interest and fit for the company's offerings. Completing a qualification call with new leads at this stage is crucial to understanding their pain points, needs, and whether the company's solutions can meet those needs. This step is essential for efficiently allocating resources to leads with the highest potential for conversion. Salesforce emphasizes the importance of effective prospecting and qualification processes to ensure sales efforts are focused on the most promising opportunities.

Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract.References:https://www.salesforce.com/resources/articles/account-management/#account-management-renewals

A sales process is a set of steps and stages that guide the sales team from prospecting to closing deals. A sales process helps ensure data quality across teams by providing a common framework, language, and methodology for managing opportunities and forecasting. A sales process also helps align the sales team with the customer’s buying journey, and enables them to track and measure their progress and performance. A sales process can improve the accuracy, consistency, and completeness of the data in the pipeline, and help the sales team make better decisions and predictions. References:

• Cert Prep: Salesforce Certified Sales Representative, unit “Assess Risks and Opportunities”
• [Sales Rep Training], unit “Create Effective Selling Habits”
• Salesforce Certified Sales Representative Exam Guide, section “Assess Risks and Opportunities”

Analyzing data about customers is the first step that a sales rep should take to gain insight on potential customers. Data analysis is the process of collecting, processing, and interpreting information about customers using various sources and methods, such as CRM systems, web analytics, social media, surveys, etc. Data analysis helps to understand customers’ demographics, behaviors, preferences, needs, etc., as well as to segment them into groups based on their similarities or differences.References:https://www.salesforce.com/resources/articles/customer-analysis/#customer-analysis-definition