[2023年11月]更新のSalesforce Salesforce-Sales-Representative試験一発合格保証！
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質問 # 39
In which way should a sales representative drive trust through professional competency?
- A. Collecting and processing information on products, competitors, and industries
- B. Understanding the buyer's experience in the market and years of service
- C. Asking questions to look for common interests, personal motivators, and hesitation
正解：A
解説：
Professional competency is the ability to demonstrate knowledge and skills that are relevant and valuable to the customer. By collecting and processing information on products, competitors, and industries, a sales rep can show their expertise, credibility, and confidence in providing solutions that meet the customer's needs and expectations. Reference: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam
質問 # 40
How should a sales representative identify and generate new additions to the pipeline?
- A. Conduct product demos.
- B. Attend industry conferences.
- C. Provide customer support.
正解：B
解説：
Attending industry conferences is how a sales rep should identify and generate new additions to the pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Attending industry conferences helps to network with prospects or customers who are interested or involved in the same field or market as the sales rep, as well as to showcase their products or services, generate leads, and build relationships.
質問 # 41
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?
- A. Schedule new product demo.
- B. Dispatch service technician.
- C. Supply product references.
正解：C
解説：
Supplying product references is the first step that the sales rep should take to address a customer's questions about the features of one product they are evaluating. Product references are testimonials or case studies from existing customers who have used the product and can vouch for its features and benefits. Product references help to answer questions, provide proof points, build trust and credibility, and influence purchase decisions. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-definition
質問 # 42
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?
- A. To build credibility with the prospect using their public speaking skills and professional appearance
- B. To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)
- C. To provide an in-depth analysis of the prospect's competitors and market trends
正解：B
解説：
The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect. Reference: https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-presentation
質問 # 43
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?
- A. Develop a roadmap with complementary products.
- B. Negotiate to finalize the contract.
- C. Propose and schedule an additional demo.
正解：B
解説：
Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction. Reference: https://www.salesforce.com/resources/articles/sales-process/#negotiate
質問 # 44
A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?
- A. Lead nurturing
- B. Cold calling
- C. Social selling
正解：C
解説：
Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects, build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects. Reference: https://www.salesforce.com/resources/articles/social-selling/#social-selling-definition
質問 # 45
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?
- A. To expand and improve networking skills
- B. To leverage additional expertise and resources
- C. To avoid competing for the best leads
正解：B
解説：
Leveraging additional expertise and resources is why collaborating with departments such as marketing and service is crucial to generating a new pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Collaborating with marketing and service helps to access their knowledge, skills, and tools that can help the sales rep generate more leads, nurture more prospects, and close more deals.
質問 # 46
A sales representative proposes an engagement solution that works seamlessly across all media to a customer.
Which strategy supports the solution?
- A. Two-way dialogue
- B. Multi-channel
- C. Social networks
正解：B
解説：
Multi-channel is the strategy that supports an engagement solution that works seamlessly across all media. Multi-channel means using different communication channels (such as email, phone, social media, web chat, etc.) to reach and interact with customers and prospects. Multi-channel helps to increase customer satisfaction, loyalty, and retention by providing them with convenience, choice, and consistency. Reference: https://www.salesforce.com/resources/articles/multichannel-marketing/#multichannel-marketing-definition
質問 # 47
A sales representative qualifies a prospect before moving to the next stage of the sales process.
What key factors should a sales rep consider when assessing the probability of winning the business?
- A. Location, number of employees, and market segment
- B. Approved budget, authority, business need, and timing
- C. Social media presence, website design, and customer reviews
正解：B
解説：
Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy within a reasonable time frame. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
質問 # 48
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?
- A. These deals can be expedited it required.
- B. These deals must be assigned a surcharge.
- C. These deals can move to the next stage.
正解：A
解説：
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer's urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability. Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-management
質問 # 49
Which first step should a sales representative take to gain insight on potential customers?
- A. Conduct stakeholder interviews.
- B. Create customer success plans.
- C. Analyze data about customers.
正解：C
解説：
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. Reference: https://www.salesforce.com/resources/articles/customer-analysis/#customer-analysis-definition
質問 # 50
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?
- A. Tell the prospect about similar industry solutions, even if some may not be relevant.
- B. Share a current customer story for an account in a similar industry as the prospect.
- C. Try to impress the prospect by using their industry's jargon when describing each offering.
正解：B
解説：
Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep's solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-tips
質問 # 51
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?
- A. Assess prospect and account quality to prioritize leads.
- B. Change plans to provide a fresh view on each account.
- C. Survey the sales team and get recommendations.
正解：A
解説：
Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
質問 # 52
What is the desired outcome of an upsell proposal?
- A. To decrease customer churn rate
- B. To maintain current agreement during a renewal
- C. To optimize existing product offerings
正解：C
解説：
The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps to increase revenue and profitability for the sales rep and the company. Reference: https://www.salesforce.com/resources/articles/upselling/#upselling-definition
質問 # 53
How does a sales representative determine if a customer might be a valid prospect for the product?
- A. Uncover what the customer is planning to do and the executive staff's purchasing preferences.
- B. Understand the customer's pain points and what they attempted in the past that was unsuccessful.
- C. Review the customer's website and tell the prospect that the product will solve their problems.
正解：B
解説：
Understanding the customer's pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospect for the product. This helps to identify the customer's needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
質問 # 54
A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?
- A. Ask open-ended questions to understand the prospect's challenges and goals.
- B. Present the history and innovation of their company in bringing new products to market.
- C. Share the information gathered from online research about the customer's company.
正解：A
解説：
Asking open-ended questions to understand the prospect's challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation that helps to uncover information about the prospect's situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.
質問 # 55
Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.
Which document is the sales rep preparing to finalize this deal?
- A. Master service agreement
- B. Statement of work
- C. New order form
正解：B
解説：
A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep's company and the customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes. Reference: https://www.salesforce.com/resources/articles/statement-of-work/#statement-of-work-definition
質問 # 56
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