Salesforce Exam CRT-251 Topic 24 Question 100 Discussion

Actual exam question for Salesforce's CRT-251 exam

Question #: 100
Topic #: 24

Sales leadership at Universal Containers is concerned that sales reps are negotiating deals with contacts without the authority to make a decision, resulting is lost deals.

What should the consultant recommend to resolve the issue?

AAllow sales reps to mark the contact on each opportunity as ''Primary'' to indicate the decision maker.

BRequire sales reps to add the stakeholder as the decision make on each opportunity before the rep can progress the stage.

CEnable Opportunity Teams so sales reps can track the decision maker for each opportunity.

Show Suggested Answer

Suggested Answer: B

To avoid lost deals due to negotiating with non-decision makers, requiring sales reps to identify and designate a contact as the decision maker on each opportunity ensures that the appropriate stakeholders are involved. This approach enforces the validation of the decision maker role, which can help prevent deals from stalling or being lost due to lack of authority on the contact's part. Salesforce allows configuration of required fields or processes to make sure critical information is captured before advancing stages, helping align the sales process with effective decision-making structures.

Refer to Salesforce's Opportunity Contact Roles documentation for further insights on managing contacts in opportunities.

by Helene at Nov 17, 2024, 10:03 PM

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