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Salesforce Salesforce-Sales-Representative 考試大綱：

主題
簡介

主題 1

Customer Success: While covering this topic, sales professionals identify actions required for order booking and fulfillment. Recognizing the post-sales customer journey and assessing expected and realized value ensures alignment with customer goals, a vital area of knowledge for the exam.

主題 2

Deal Management: Salesforce Sales Professionals learn to qualify prospects and progress them through sales stages. In this topic, emphasis is placed on understanding customer goals, challenges, and initiatives to present tailored value propositions. Identifying obstacles, gaining commitment, and finalizing contracts are integral steps to successful deal management, a crucial focus area of the exam.

主題 3

Pipeline Management: In this topic, Salesforce Sales Professionals develop skills to generate and evaluate pipeline opportunities. Candidates also focus on analyzing pipeline health insights. It ensures data integrity, improves relevance, and enables accurate stage progression. These competencies underpin successful pipeline management strategies, measured in the Salesforce Certified Sales Representative Exam.

主題 4

Planning: In this topic, Salesforce Sales Professionals examine the elements of territory planning, such as account segmentation and prioritization. The focus of this topic is on creating approaches to engage key accounts effectively and developing robust business relationships with essential roles and personas.

主題 5

Forecasting: In this topic, Salesforce Sales Professionals assess forecast accuracy to drive opportunity consistency and evaluate risks and opportunities in business deals. Understanding key inputs for the forecasting process helps optimize predictions, an essential skill for the Salesforce Certified Sales Representative Exam.

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最新的 Sales Professional Salesforce-Sales-Representative 免費考試真題 (Q21-Q26):

問題 #21
A forecast is based on the rollup of a set of opportunities.
What are three dimensionsin a forecast rollup?

A. Time, categories, and territories
B. Contacts, product family, and revenue
C. Quotes, contacts, and territories

答案：A

解題說明：
A forecast is a projection of how much revenue you can generate in a quarter. A forecast rollup is the aggregation of a set of opportunities based on three dimensions: time, categories, and territories. Time refers to the fiscal period, such as month or quarter, that the forecast covers. Categories refer to the stages of the sales process, such as commit, best case, or pipeline. Territories refer to the sales regions or markets that the forecast applies to. References:
* Certification - Sales Representative - Trailhead
* Cert Prep: Salesforce Certified Sales Representative - Trailhead
* [Forecasting Guide - Salesforce Help]

問題 #22
Why is it important for a sales representative to follow their company's salesmethodology?

A. Creates consistent vision across sellers
B. Understands different approaches for achieving the same goal
C. Develops a better pipeline for growth

答案：A

解題說明：
Following the company's sales methodology is important because it creates a consistent vision across sellers.
A unified sales approach ensures that all sales representatives understand and adhere to the same principles, strategies, and goals. This consistency helps in delivering a uniform customer experience, aligning sales efforts with the company's objectives, and facilitating collaboration among team members. Salesforce highlights the significance of a structured sales methodology to streamline sales processes, improve efficiency, and achieve better sales outcomes.

問題 #23
A sales representative is strategizing on how to most effectively communicate with a key prospect.
Which approach should they take?

A. Provide unique selling points to the prospect that add value each time.
B. Repeat key messaging to make sure it lands with the prospect.
C. Send emails to the prospect less frequently.

答案：A

解題說明：
Providing unique selling points to the prospect that add value each time is the approach that the sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect's pain points or needs. Providing unique selling points helps to show how the product can help the prospect succeed and grow, as well as to persuade them to take action.

問題 #24
When a sales representative faces an objection, what is an effective first step to overcome it?

A. Explain policies and procedures that solve the objection.
B. Acknowledge the objection and ask follow-up questions.
C. Provide an additional demonstration based on the objection.

答案：B

解題說明：
Acknowledging the objection and asking follow-up questions is an effective first step to overcome an objection from the customer. Acknowledging the objection helps to show empathy and respect for the customer's concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact of the objection, as well as to clarify any misunderstandings or misinformation. Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

問題 #25
What is stage velocity in a sales pipeline?

A. The pace a deal moves from one stage to another
B. The average length of a customer's contract
C. The number of stages an opportunity must go through

答案：A

解題說明：
Stage velocity is the pace a deal moves from one stage to another in a sales pipeline. It is a measure of how quickly and efficiently a sales representative can move an opportunity from the initial contact to the final close. Stage velocity can help the sales representative to forecast more accurately, identify and remove any bottlenecks or obstacles, and optimize their sales process. The number of stages an opportunity must go through or the average length of a customer's contract are not the correct definitions of stage velocity, although they may affect it. The number of stages may vary depending on the complexity and size of the deal, and the average length of a customer's contract may depend on the type and value of the solution. Reference: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

問題 #26
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