Salesforce Sales Representative Certification Questions And Answers Latest Updates
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Course
Salesforce Sales Representative Certification
Institution
Salesforce Sales Representative Certification
BANT - ️️Budget - Is our product in the customers price range
Authority - Who needs to sign off on this deal
Need - Does our product fit the needs of the customer
Timing - Have the right timed sales cycle too long or short can lose deals
Territory Management - ️️he process by which sell...
Salesforce Sales Representative
Certification
BANT - ✔️✔️Budget - Is our product in the customers price range
Authority - Who needs to sign off on this deal
Need - Does our product fit the needs of the customer
Timing - Have the right timed sales cycle too long or short can lose deals
Territory Management - ✔️✔️he process by which sellers prioritize and manage a
group of customers and prospects, who are typically organized by segments
Deferred Revenue - ✔️✔️Cash up front on a subscription contract based on invoice
generated. This turns into revenue as you deliver the services.
Sales Process Stages - ✔️✔️1. Research - understand your ideal customer
2. Prospect - find leads, qualify leads, understand leads pain points
3. Sales Call and Close - pitch your product, follow up, demo, etc.
4. Relationship Building - Nurture your relationship to upsell in the future
Annual order value (AOV) - ✔️✔️Annual value of the contract
Total contract value (TCV) - ✔️✔️Total amount a contract is worth
Annual contract value (ACV) - ✔️✔️How much the value of a contract has gone up or
down compared to last year
Revenue - ✔️✔️Money your company earns and can recognize in its financial
statements
Worldwide/company price list - ✔️✔️List of prices for all product SKUs
Discount approval matrix - ✔️✔️Hierarchy of approvers for pricing discounts
Pricing system - ✔️✔️Often color-coded, this guidance helps you know if your pricing is
great, good, or below average
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