Exam (elaborations)
Salesforce Sales Representative Certification Questions and Answers 2024
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Salesforce Sales Representative Certification
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Salesforce Sales RepresentativeCertification
SWOT analysis - answer strengths, weaknesses, opportunities, threats
Territory Management - answer he process by which sellers prioritize and manage a
group of customers and prospects, who are typically organized by segments
Order management lifecycle - answer Everything from when you hit order to and
beyond. Including cancelations, delivery, and returns.
SMART goals - answer Specific, Measurable, Attainable, Realistic, Timely
BANT - answer Budget - Is our product in the customers price range
Authority - Who needs to sign off on this deal
Need - Does our product fit the needs of the customer
Timing - Have the right timed sales cycle too long or short can lose deals
Sales Process Stages - answer1. Research - understand your ideal customer
2. Prospect - find leads, qualify leads, understand leads pain points
3. Sales Call and Close - pitch your product, follow up, demo, etc.
4. Relationship Building - Nurture your relationship to upsell in the future
Annual order value (AOV) - answerAnnual value of the contract
Total contract value (TCV) - answerTotal amount a contract is worth
Annual contract value (ACV) - answerHow much the value of a contract has gone up or
down compared to last year
Revenue - answerMoney your company earns and can recognize in its financial
statements
Deferred Revenue - answerCash up front on a subscription contract based on invoice
generated. This turns into revenue as you deliver the services.
Worldwide/company price list - answerList of prices for all product SKUs
Discount approval matrix - answerHierarchy of approvers for pricing discounts
Pricing system - answerOften color-coded, this guidance helps you know if your pricing
is great, good, or below average
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