Explain Common Sales Processes and Key Considerations. AGENTFORCE-SALES-CONSULTANT Practice Questions (Page 6)

Questions 26–30

1. 26expert · hard

   A sales rep is creating a quote for a customer who wants a 15% discount and a 60-day payment term. The rep has authority for up to 10% discount and net-30 terms. The customer is a strategic account with high growth potential. What should the rep do to balance the customer's request with company policy?

   • ACreate the quote with the requested terms without approval to close the deal faster.
   • BOffer the 10% discount and net-30 terms, and refuse to negotiate further.
   • CTell the customer that the requested terms are impossible and offer no alternatives.
   • DRequest approval for the 15% discount and 60-day terms, presenting a business case for the strategic account.
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2. 27foundation · easy

   Which activity is typically part of the closing stage of a B2B sales process?

   • AFinalizing the contract and obtaining signatures
   • BQualifying the lead against BANT criteria
   • CDelivering the product and training the customer
   • DIdentifying potential leads through market research
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4. 28foundation · easy

   In opportunity management, what does the probability percentage typically represent?

   • AThe amount of time the sales rep has spent on the opportunity
   • BThe percentage of discount the customer is requesting
   • CThe portion of the product that has been delivered
   • DThe likelihood that the opportunity will close successfully
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5. 29foundation · easy

   When creating a proposal, which consideration is most important regarding pricing?

   • AIgnoring discounts to keep the process simple
   • BEnsuring the price aligns with the customer's budget and the value delivered
   • CUsing the same price for all customers regardless of circumstances
   • DSetting the price as high as possible to maximize profit
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6. 30application · medium

   A sales manager wants to forecast revenue more accurately for the upcoming quarter. Currently, opportunities are tracked with a stage and a simple amount field. The manager notices that deals in the later stages are more likely to close. What should the manager implement to improve forecast accuracy?

   • AUse the total amount of all open opportunities as the forecast.
   • BWait until deals are closed before recording any revenue in the forecast.
   • CTrack only the number of opportunities in each stage without amounts.
   • DAssign a probability percentage to each stage and calculate expected revenue as amount multiplied by probability.
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