Q28. 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?

Q29. Which element should a sales representative understand to determine if a sale quota is attainable?

Q30. A sales representative uses job titles as an indicator to qualify leads.
Which relevant information does the job title typically indicate about the lead to the sales rep?

Q31. A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?

Q32. A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.
What should the sales rep do to uncover why the customer is delaying the decision?

Q33. A sales representative is given an objection and shows respect for the customer’s opinion.
What level of listening is the sales rep leveraging?

Q34. A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?

Q35. What should the sales rep focus on to create and maintain a trusted connection that supports the customer’s strategic priorities and requirements?

Q36. In which way should a sales representative drive trust through professional competency?

Q37. Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives’ territory plans will be successful.
Which activity should UC and its sales reps review mid-year to ensure success?

Q38. A new sales representative is struggling to fill the top of their sales funnel.
What is the potential benefit of revisiting dead opportunities?

Q39. 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?

Q40. A sales representative is assigned to high-value prospects.
What can the sales rep do to gain their interest?

Q41. 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?

Q42. A sales representative wants to gain access to new buyers by leveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization.
Which type of customer does the sales rep want to target?