Salesforce Certified Sales Representative: SALESFORCE-SALES-REPRESENTATIVE

Correct Answer: B

Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's

expected value based on the current situation, identify any gaps or discrepancies, and work with the customer to resolve them and ensure their satisfaction.

References:

https://www.salesforce.com/resources/articles/customer-success/#customer-success-metrics

Correct Answer: B

Articulating the business value is how the sales rep should address the customer's question: "What's in it for me?" Business value is the benefit or advantage that the product provides to the customer in terms of improving their situation,

solving their problems, fulfilling their needs, or achieving their goals. Articulating the business value helps to show the customer how the product can help them succeed and grow.

References: https://www.salesforce.com/resources/articles/value-selling/#value-selling-definition

Correct Answer: B

Key performance indicators (KPIs) are measures that can help the sales rep comprehensively assess the effectiveness of their account management strategy. KPIs are quantifiable metrics that reflect how well the sales rep is achieving their

account management goals and objectives, such as revenue growth, customer retention, customer satisfaction, cross-selling, upselling, etc. KPIs help to track progress, identify strengths and weaknesses, and improve performance.

References:

https://www.salesforce.com/resources/articles/account-management/#account-management-kpis