Question 1

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?

Options :

A : Lead Qualification

B : Prospecting

C : Proposal

Answer: C

Question 2

A sales representative wants to highlight a customer's return on their investment.Which type of analysis should the sales rep use to show this?

Options :

A : Root cause analysis

B : Cost benefit analysis

C : SWOT analysis

Answer: B

Question 3

A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment. Which adjustment will help the sales rep win more work by being more customer-centric?

Options :

A : Remove the objectives since the prospect already knows them.

B : Move the investment to the top to get the objection out of the way.

C : Focus more on anticipated outcomes than deliverables.

Answer: C

Question 4

How can a sales representative identify and generate new pipeline?

Options :

A : Attend industry conferences.

B : Provide client support.

C : Conduct product demos.

Answer: C

Question 5

How can whitespace analysis improve a sales representative's account management strategy?

Options :

A : Analyzes contract length and segment to identify retention opportunities.

B : Identifies key stakeholders and decision makers to nurture relationships.

C : Determines current products and opportunities to sell additional products.

Answer: C

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