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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
7 months ago
That's true. Knowing about competitors can give us a competitive advantage.
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Vesta
7 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
7 months ago
C) To gain access to information about the customer's competitors
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Anabel
7 months ago
B) To increase the sales rep's personal network and influence
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Salena
7 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Armando
7 months ago
I think understanding customer's competitors can help us position ourselves better in the market.
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Wilson
7 months ago
Yes, having access to decision makers can also increase our influence.
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Mary
7 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
7 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
6 months ago
C) To gain access to information about the customer's competitors
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Stephane
6 months ago
B) To increase the sales rep's personal network and influence
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Luann
7 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Albina
7 months ago
But isn't gaining access to decision makers about increasing personal network too?
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Cathrine
7 months ago
I agree. That way, we can tailor our solutions better.
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Wilson
8 months ago
It's important to earn trust to understand customer needs.
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Candida
8 months ago
Increasing personal network and influence can lead to more opportunities.
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Maryrose
8 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
7 months ago
B) To increase the sales rep's personal network and influence
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Marci
7 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Latricia
8 months ago
I believe it's also crucial for building long-term relationships.
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Paola
8 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
7 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Jose
7 months ago
B) To increase the sales rep's personal network and influence
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Maryanne
7 months ago
A) To enhance the sales rep's understanding of the customer's needs
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Ming
8 months ago
Having access to decision makers can also speed up the sales process.
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Lynda
9 months ago
Agreed, it helps in providing tailored solutions.
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Kayleigh
9 months ago
I think it's important to earn trust to understand customer needs.
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