Online Access Free Sales-101 Exam Questions

A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

• A.Engage the prospect through different channels.
• B.Pause engagement and follow up at another time.
• C.Try calling the prospect at different times.

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?

• A.Base the pitch on discovery research into the prospect's customers' challenges.
• B.Base the pitch on what the prospect has explicitly told them in previous conversations.
• C.Base the pitch on the sales rep's company's proven, most successful product lines.

A sales representative learns from a survey that a strategic customer has a low satisfaction score because they are using only some of the products in their contract.
What should the sales rep do first to improve customer satisfaction?

• A.Encourage the customer to purchase additional products.
• B.Offer a comprehensive demo of the products to the customer.
• C.Add the customer to an educational marketing campaign.

A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?

• A.Ask open-ended questions to understand the prospect's challenges and goals.
• B.Present the history and innovation of their company in bringing new products to market.
• C.Share the information gathered from online research aboutthe customer's company.

How can whitespace analysis improve a sales representative's account management strategy?

• A.Identifies key stakeholders and decision makers to nurture relationships.
• B.Determines current products and opportunities to sell additional products.
• C.Analyzes contract length and segment to identify retention opportunities.