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Salesforce Salesforce-Sales-Representative Salesforce Certified Sales Representative (SU24) Exam Practice Test

Salesforce Certified Sales Representative (SU24) Questions and Answers

Question 1

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?

Options:

A.

Base the pitch on what the prospect has explicitly told them in previous conversations.

B.

Base the pitch on the sales rep's company's proven, most successful product lines.

C.

Base the pitch on discovery research into the prospect's customers' challenges.

Question 2

A sales representative wants to interact with prospects on platforms they use regularly.

Which approach should the sales rep take?

Options:

A.

Social selling

B.

Cold calling

C.

Lead nurturing

Question 3

A sales representative is assigned to high-value prospects.

What can the sales rep do to gain their interest?

Options:

A.

Identify potential trigger events as the reason to reach out to prospects.

B.

Connect with customers associated with the prospect on social media.

C.

Focus on personal details when communicating with the prospect.

Question 4

A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product.

Which measurement should the sales rep use?

Options:

A.

Net Promoter Score (NPS)

B.

Customer Satisfaction Survey (CSAT)

C.

Customer Engagement Score (CES)

Question 5

A sales representative is struggling with forecast accuracy due to a lack of insight into the potential success of various opportunities.

Which technique will help improve the sales rep's forecasting accuracy?

Options:

A.

Focusing on industry trends to predict future outcomes

B.

Prioritizing deals based on seller intuition

C.

Implementing AI-based deal scoring systems

Question 6

A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.

What should they use?

Options:

A.

Summary statement

B.

Success story

C.

Solution unit

Question 7

A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue.

What is the best course of action in this scenario?

Options:

A.

Acknowledge the issue and explain to the customer that service is responsible for fixing it.

B.

Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

C.

Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.

Question 8

A sales representative is asked by their sales manager to lead a cold-calling campaign.

Where can the sales rep start?

Options:

A.

Identify prospect pain points.

B.

Enter prospect leads into an auto dialer.

C.

Gather prospect contact information.

Question 9

Before a sales representative can close a deal, they are providing the deadlines, payment schedule agreement, and requirements of the engagement.

Which document is the sales rep preparing to finalize this deal?

Options:

A.

Statement of work

B.

New order form

C.

Master service agreement

Question 10

A sales team knows the importance of building an accurate forecast.

Which foundational priority should be in place to help ensure data quality across teams?

Options:

A.

Collaboration

B.

Pipeline visibility

C.

Sales process

Question 11

During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.

What is an effective way to handle an objection?

Options:

A.

Ask questions to characterize the issue.

B.

Propose an alternative product.

C.

Offer friendlier terms and a lower price.

Question 12

A company is introducing a new product line.

How should a sales representative educate prospects on their products’ key benefits?

Options:

A.

Storytelling

B.

Customer journey maps

C.

Social media marketing

Question 13

A sales representative is looking for ways to engage with a prospect at a greenfield account on a digital platform.

Which customer-centric approach should be used by the sales rep?

Options:

A.

Promote a prospect's content on social media.

B.

Upsell to a prospect at an existing account.

C.

Send an email with content links to a prospect.

Question 14

Which communication approach has a higher likelihood of achieving a customer relationship built on trust?

Options:

A.

Appreciating the customer's time.

B.

Scheduling quarterly check-in calls.

C.

Hosting monthly product webinars.

Question 15

What is a prerequisite for preparing an initial proposal that will bring value to the prospect?

Options:

A.

Discover their business needs.

B.

Use a template to create a framework.

C.

Provide as much technical information as possible.

Question 16

A forecast is based on the rollup of a set of opportunities.

What are three dimensions in a forecast rollup?

Options:

A.

Contacts, product family, and revenue

B.

Time, categories, and territories

C.

Quotes, contacts, and territories

Question 17

A sales representative has a pipeline with a mix of opportunities at various stages.

The sales rep wants to improve stage velocity.

What should the sales rep do to improve stage velocity?

Options:

A.

Sort deals by size and focus on the largest ones first.

B.

Obtain guidance from a manager and create a follow-up cadence.

C.

Survey customers and engage them when the customer requests.

Question 18

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

Options:

A.

Analyzes contract length and segment to identify retention opportunities.

B.

Identifies key stakeholders and decision makers to nurture relationships.

C.

Determines current products and opportunities to sell additional products.

Question 19

When a sales representative faces an objection, what is an effective first step to overcome it?

Options:

A.

Provide an additional demonstration based on the objection.

B.

Explain policies and procedures that solve the objection.

C.

Acknowledge the objection and ask follow-up questions.

Question 20

A sales representative works at a heavily siloed company and is unable to gather insights for renewals.

How should the sales rep improve data integrity in the pipeline working across silos?

Options:

A.

Offer customer discounts to expedite the sale.

B.

Log in as the customer to review their data.

C.

Collaborate with other customer-facing teams.

Question 21

A sales representative has a low conversion rate during the proposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.

Which adjustment will help the sales rep win more work by being more customer-centric?

Options:

A.

Remove the objectives since the prospect already knows them.

B.

Move the investment to the top to get the objection out of the way.

C.

Focus more on anticipated outcomes than deliverables.

Question 22

How does a sales representative determine if a customer might be a valid prospect for the product?

Options:

A.

Review the customer's website and tell the prospect that the product will solve their problems.

B.

Understand the customer's pain points and what they attempted in the past that was unsuccessful.

C.

Uncover what the customer is planning to do and the executive staff's purchasing preferences.

Question 23

A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.

How should the sales rep introduce their value proposition to their customer?

Options:

A.

Collaborate internally to iterate on the value proposition for the customer.

B.

Unveil the value proposition to the customer after it is finalized.

C.

Make a draft of the value proposition and seek customer feedback.

Question 24

In which way should a sales representative drive trust through professional competency?

Options:

A.

Asking questions to look for common interests, personal motivators, and hesitation

B.

Collecting and processing information on products, competitors, and industries

C.

Understanding the buyer's experience in the market and years of service

Question 25

A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.

What should the sales representative check to fulfill the order through a different warehouse?

Options:

A.

Product inventory

B.

Shipping time

C.

Pricing information

Question 26

How many days are recommended between calls when reaching out to contacts at strategic accounts?

Options:

A.

Two business days

B.

Four business days

C.

Twenty-five business days

Question 27

After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.

Which step should the sales rep take next to address these objections?

Options:

A.

Ask questions to determine if they can get the deal back on track.

B.

Stand by the solution and point out their misunderstanding.

C.

Compare risks and benefits using features, advantages, and benefits (FAB).

Question 28

A sales representative qualifies a prospect before moving to the next stage of the sales process.

What key factors should a sales rep consider when assessing the probability of winning the business?

Options:

A.

Social media presence, website design, and customer reviews

B.

Location, number of employees, and market segment

C.

Approved budget, authority, business need, and timing

Question 29

After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.

Which customer role should the sales rep meet with to address the concerns?

Options:

A.

Legal

B.

Operations

C.

Finance

Question 30

A junior sales representative is trying to develop relationships with customers in an industry that is changing rapidly. In addition, the number of channels to engage with customers has increased.

How can the sales rep identify the most effective way to communicate with new and existing customers?

Options:

A.

Continue using methods that have worked in the past.

B.

Collaborate with internal departments.

C.

Follow standard sales scripts.

Question 31

A sales representative wants to highlight a customer's return on their investment.

Which type of analysis should the sales rep use to show this?

Options:

A.

Root cause analysis

B.

Cost benefit analysis

C.

SWOT analysis

Question 32

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?

Options:

A.

Offer a comprehensive demo of the products to the customer.

B.

Encourage the customer to purchase additional products.

C.

Add the customer to an educational marketing campaign.

Question 33

How can the sales rep work with marketing to improve the health of their pipeline?

Options:

A.

Focus on behaviors and attributes that define a quality lead.

B.

Broaden the scope of the prospect profile.

C.

Expand the number of channels to reach more prospects.

Question 34

A prospect visited a company's website and completed a form expressing interest in a product.

What should a sales rep focus on when qualifying the prospect?

Options:

A.

Customer needs

B.

Product features

C.

Marketing goals

Question 35

A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.

What is the first step to building trust with these stakeholders?

Options:

A.

Set up an introductory meeting and explain the reason for the transition.

B.

Review records the previous rep left to understand the needs of the stakeholders.

C.

Use a multi-channel approach to present an update on current product offerings.

Question 36

What is the primary benefit of team selling at a key account?

Options:

A.

Provides the customer with multiple points of contact

B.

Reduces the workload for individual sales representatives

C.

Leverages collective expertise to meet customer expectations

Question 37

A sales representative is strategizing on how to most effectively communicate with

a key prospect.

Which approach should they take?

Options:

A.

Repeat key messaging to make sure it lands with the prospect.

B.

Send emails to the prospect less frequently.

C.

Provide unique selling points to the prospect that add value each time.