Explain Common Sales Processes and Key Considerations. AGENTFORCE-SALES-CONSULTANT Practice Questions (Page 1)

Questions 1–5

1. 1foundation · easy

   Which BANT criterion is being evaluated when a sales rep asks, 'Who is the ultimate decision-maker for this purchase?'

   • ANeed
   • BAuthority
   • CTimeline
   • DBudget
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2. 2application · medium

   A company has just closed a deal with a new customer. The sales rep wants to ensure a smooth transition to the customer success team. What should the rep do to support the post-sale process?

   • ADelete the opportunity record from the CRM to keep the pipeline clean.
   • BStop all communication with the customer after the deal is closed.
   • CDocument key customer information and hand off the account to the customer success team in the CRM.
   • DWait for the customer to contact the support team if they have issues.
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4. 3application · medium

   A B2B software company receives a high volume of inbound leads from its website. The sales team is spending too much time on leads that never have budget or authority to purchase. The sales manager wants a consistent way to prioritize leads before they are assigned to sales reps. Which approach best addresses this need?

   • AIncrease the number of sales reps to handle the higher volume of leads.
   • BUse a lead scoring model based on BANT criteria to automatically rank leads before assignment.
   • CAssign all leads to sales reps in the order they arrive and let each rep decide which to pursue.
   • DSend all leads directly to the sales manager for manual review and assignment.
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5. 4application · medium

   A sales rep is preparing a proposal for a customer. The rep knows the product can meet the customer's needs but is tempted to exaggerate some features to close the deal. What should the rep do to maintain compliance and ethical standards?

   • AAccurately represent the product's capabilities and limitations in the proposal.
   • BExaggerate the features to increase the chance of closing the deal.
   • COmit any limitations of the product from the proposal.
   • DPromise features that are not yet available to secure the deal.
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6. 5expert · hard

   A sales leader wants to identify which stage of the sales process is causing the most deals to be lost. The team tracks opportunities in the CRM with stage history. Which metric or analysis would best help the leader pinpoint the bottleneck?

   • ATrack the number of leads generated per month.
   • BAnalyze the stage conversion rates to see where the largest drop-off occurs.
   • CMeasure the average deal size for won opportunities.
   • DCalculate the overall win rate for the entire sales team.
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