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Exam (elaborations)

sales force exam 1 questions and answers fully solved

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  • Salesforce
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  • Salesforce

Exam of 2 pages for the course salesforce at salesforce (sales force exam 1)

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  • November 5, 2024
  • 2
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
sales force exam 1

key roles of salespeople - answer financial contributors, change agents, communication
agent, customer value agent

financial contributors - answer revenue production - "bottom line"

change agents - answer stimulate sales cycle and help customers reach buying
decisions asap

communication agent - answer responsible for communication of products and services

customer value agent - answer helping create, communicate, deliver, and increase
customer value

defining a "world class" salesperson - answer personally accountable
understand our business
be on our side
easily accessible
solve problems
innovative in responding to our needs

core competencies of successful salespeople - answer has written goals, follows goals,
consistent prospecting, discovering why prospects buy, qualifies prospects, controls
emotions, can talk about money, listening skillz

criteria for adding customer value - answercustomer/market knowledge, coordination,
efficiency, strategic alignment, trustworthiness

mental states selling - answerAICDA - attention, interest, conviction, desire, action (the
salesperson leads the customer through the stages in the buying process)

personal selling techniques - basic vs. complicated - answermental state selling > need
satisfaction selling > problem solving selling

need satisfaction selling - answercustomers will be motivated to buy in order to satisfy
particular needs - help become aware of their needs

problem solving selling - answerdevelops solutions for satisfying customer needs

SPIN selling - answersituation, problem, implication, need-payoff

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