Salesforce Sales Representative Certification Exam Study Guide Solutions
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Course
Salesforce
Institution
Salesforce
Salesforce Sales Representative
Certification Exam Study Guide Solutions
SWOT analysis - ANSWER-strengths, weaknesses, opportunities, threats
Territory Management - ANSWER-he process by which sellers prioritize and manage a group of
customers and prospects, who are typically organized by segmen...
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) - ANSWER✔✔-Annual value of the contract
Total contract value (TCV) - ANSWER✔✔-Total amount a contract is worth
Annual contract value (ACV) - ANSWER✔✔-How much the value of a contract has gone up or down
compared to last year
Revenue - ANSWER✔✔-Money your company earns and can recognize in its financial statements
Deferred Revenue - ANSWER✔✔-Cash up front on a subscription contract based on invoice generated.
This turns into revenue as you deliver the services.
Worldwide/company price list - ANSWER✔✔-List of prices for all product SKUs
Discount approval matrix - ANSWER✔✔-Hierarchy of approvers for pricing discounts
Pricing system - ANSWER✔✔-Often color-coded, this guidance helps you know if your pricing is great,
good, or below average
Percentage-based pricing - ANSWER✔✔-List of products with derived pricing
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