Salesforce Sales Representative Certification Practice Test

Jonnie Karnath2023-08-09T08:45:47+00:00

The Salesforce Sales Representative Certification is intended for professionals who want to demonstrate their knowledge and expertise in selling products and services on the Salesforce platform. If you’re preparing for the Salesforce Sales Representative Certification exam, Certspots offers a free online Salesforce Sales Representative practice test to help you gauge your readiness. With this Salesforce Sales Representative practice test, you can get a feel for the types of questions you can expect to see on the actual exam and identify areas where you may need to focus your studying. Best of all, you can take the practice test online from anywhere, at any time.

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1. What are the four elements of emotional intelligence?

Plan, engage, execute, and close

Discover, define, design, and deliver

Self-awareness, self-management, empathy, and skilled relationships

2. A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.

What should they use?

Summary statement

Success story

Solution unit

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

Industry

Business

People

4. A sales representative is engaging in a discovery conversation with a prospect.

Which approach should the sales rep take during this conversation?

Ask open-ended questions to understand the prospect's challenges and goals.

Present the history and innovation of their company in bringing new products to market.

Share the information gathered from online research about the customer's company.

5. How should a sales representative use a client profile during the sales process?

To create messages that appeal to a broad audience

To build a standard message to maximize return on investment (ROI)

To tailor a message to meet a target audience's needs

6. A sales representative is strategizing on how to most effectively communicate with a key prospect.

Which approach should they take?

Repeat key messaging to make sure it lands with the prospect.

Send emails to the prospect less frequently.

Provide unique selling points to the prospect that add value each time.

7. 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?

Tell the prospect about similar industry solutions, even if some may not be relevant.

Try to impress the prospect by using their industry's jargon when describing each offering.

Share a current customer story for an account in a similar industry as the prospect.

8. A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.

What should the sales rep do?

Acknowledge the customer's concerns while trying to find easier customers.

Reassess the customer's expected value based on the current situation.

Try to sell additional products or services to increase the realized value.

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

Present pricing and contracts as quickly as possible.

Pitch a product regardless of the customer's need.

Co-create strategies based on confirmed challenges.

10. A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.

Which type of questions are they leveraging?

Change

Clarifying

Confirming

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11. 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?

These deals must be assigned a surcharge.

These deals can be expedited it required.

These deals can move to the next stage.

12. How can a sales representative begin a confirming question?

"Tell me more about..."

"What I hear you saying is..."

"What do you mean when...'

13. How does understanding a customer's business strategies and goals help a sales representative scope a solution?

Helps predict if the opportunity will close in the current quarter

Tailors the sales pitch and offers to align with the customers objectives

Allows the sales rep to move on to their next deal more quickly

14. A sales representative is assigned to high-value prospects.

What can the sales rep do to gain their interest?

Identify potential trigger events as the reason to reach out to prospects.

Connect with customers associated with the prospect on social media.

Focus on personal details when communicating with the prospect.

15. A sales representative worked with a primary account for the past year. They want to make sure they continue providing the best possible service and value to the customer.

How can the sales rep comprehensively assess the effectiveness of their account management strategy?

Performance reviews with their team

Key performance indicators (KPIs)

Customer satisfaction surveys

16. After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.

How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

Base the pitch on what the prospect has explicitly told them in previous conversations.

Base the pitch on the sales rep's company's proven, most successful product lines.

Base the pitch on discovery research into the prospect's customers' challenges.

17. Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline.

Which best practice can the sales reps use to satisfy management?

Rely on marketing to identify and qualify inbound deals.

Keep dead deals open and move the next touchpoint dates forward.

Routinely scrub pipeline records and consistently disposition deals.

18. 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?

Collaboration

Pipeline visibility

Sales process

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

Which strategy helps minimize price challenges?

Showing a competitor pricing matrix during the meeting.

Presenting a discount at the beginning of the conversation.

Building in value-based conversation from the beginning.

20. 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?

Continue forecasting based on the previous stage until the deal closes.

Focus on unrelated opportunities and assume the current opportunity will close.

Update the opportunity's stage and forecast category to reflect the recent progress.

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