Sales-101 Online Practice Questions

Explanation:
BANT is a sales qualification model that stands for Budget, Authority, Need, and Timing. It helps sales representatives identify and prioritize the most qualified prospects based on four key criteria: Budget: The prospect has the financial resources to purchase the product or service. Authority: The prospect has the decision-making power or influence to approve the purchase.
Need: The prospect has a specific problem or pain point that the productor service can solve. Timing: The prospect has a clear timeline or urgency to buy the product or service. BANT helps sales representatives focus on the most promising opportunities, avoid wasting time on unqualified leads, and align their sales process with the customer’s buying journey.
Reference: [Cert Prep: Salesforce Certified Sales Representative: Qualify Leads], [Sales Rep Training: Qualify Leads]

Explanation:
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says.
Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to
provide relevant information or
solutions.
Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-
questions-types

Explanation:
The first step to prioritizing selling efforts in a new sales territory is to identify the key accounts, which are the most valuable and strategic customers for the business. By focusing on the key accounts, the sales representative can maximize the impact of their efforts and build strong relationships with the decision-makers and influencers. Key accounts can also provide referrals, testimonials, and insights that can help the sales representative expand their network and opportunities in the territory.
Reference: Sales Rep Training: Prioritize Your Selling Efforts
Cert Prep: Salesforce Certified Sales Representative: Prioritize Your Selling Efforts

Explanation:
A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep’s company and the customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes.
Reference: https://www.salesforce.com/resources/articles/statement-of-work/#statement-of-work-definition

Explanation:
Identifying potential trigger events as the reason to reach out to prospects is what the sales rep can do to gain their interest when assigned to high-value prospects. A trigger event is an occurrence or change that creates an opportunity or need for a product or service, such as a merger, expansion, launch, etc. Identifying trigger events helps to show relevance, timeliness, and value to the prospects, as well as to capture their attention and curiosity.
Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies