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Salesforce Exam Salesforce Sales Representative Topic 5 Question 16 Discussion

Actual exam question for Salesforce's Salesforce Sales Representative exam
Question #: 16
Topic #: 5
[All Salesforce Sales Representative Questions]

In the context of deal management, why is it important for a sales representative to earn a deeper level of trust and access to decision makers within the customer's organization?

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Suggested Answer: A

Earning a deeper level of trust and access to decision makers within the customer's organization is important for a sales representative in the context of deal management, because it can help the sales rep to enhance their understanding of the customer's needs, challenges, goals, and preferences. This can enable the sales rep to tailor their solution and value proposition to the customer's specific situation, and address any objections or concerns that may arise during the sales process. It can also help the sales rep to influence the decision makers and persuade them to choose their solution over the competitors'. Increasing the sales rep's personal network and influence or gaining access to information about the customer's competitors are not the best answers, because they are not directly related to the customer's needs, which are the primary focus of deal management. The sales rep should use their network and influence to support the customer's needs, not their own. The sales rep should also focus on differentiating their solution from the competitors', rather than obtaining information about them.Reference:Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]


by Hermila at Feb 07, 2024, 03:04 PM

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Cathrine
10 months ago
That's true. Knowing about competitors can give us a competitive advantage.
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Vesta
11 months ago
I'd go with Option D: To get free lunch meetings with the decision makers. That's the real reason, let's be honest!
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Filiberto
10 months ago
C) To gain access to information about the customer's competitors
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Anabel
10 months ago
B) To increase the sales rep's personal network and influence
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Salena
10 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Armando
11 months ago
I think understanding customer's competitors can help us position ourselves better in the market.
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Wilson
11 months ago
Yes, having access to decision makers can also increase our influence.
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Mary
11 months ago
Trust and access are essential for any successful sales relationship. This is all about putting the customer first, so Option A is the right choice.
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Alex
11 months ago
While gaining competitive intel can be valuable, the main purpose is to enhance the sales rep's understanding of the customer. Option A is the way to go.
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Virgie
10 months ago
C) To gain access to information about the customer's competitors
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Stephane
10 months ago
B) To increase the sales rep's personal network and influence
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Luann
10 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Albina
11 months ago
But isn't gaining access to decision makers about increasing personal network too?
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Cathrine
11 months ago
I agree. That way, we can tailor our solutions better.
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Wilson
11 months ago
It's important to earn trust to understand customer needs.
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Candida
11 months ago
Increasing personal network and influence can lead to more opportunities.
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Maryrose
11 months ago
Increasing personal influence and network is important, but that's not the primary reason. I'd go with Option A.
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Gregoria
11 months ago
B) To increase the sales rep's personal network and influence
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Marci
11 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Latricia
11 months ago
I believe it's also crucial for building long-term relationships.
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Paola
12 months ago
Earning trust and access to decision makers is key to understanding the customer's needs and challenges. Option A is the clear winner here.
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Barrie
11 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Jose
11 months ago
B) To increase the sales rep's personal network and influence
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Maryanne
11 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Ming
12 months ago
Having access to decision makers can also speed up the sales process.
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Lynda
12 months ago
Agreed, it helps in providing tailored solutions.
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Kayleigh
1 years ago
I think it's important to earn trust to understand customer needs.
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