Salesforce-Sales-Representative-JPNのPDF問題集で2023年12月02日試験問題 有効なSalesforce-Sales-Representative-JPN問題集
究極のSalesforce-Sales-Representative-JPN準備ガイドで無料最新のSalesforce練習テスト問題集
質問 # 38
営業担当者は、営業プロセスの次の段階に進む前に、見込み客を評価します。
営業担当者がビジネスの獲得の可能性を評価する際に考慮すべき重要な要素は何ですか?
- A. 所在地、従業員数、市場セグメント
- B. 承認された予算、権限、ビジネス上の必要性、およびタイミング
- C. ソーシャル メディアの存在、Web サイトのデザイン、顧客のレビュー
正解：B
解説：
Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy within a reasonable time frame. Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
質問 # 39
ホワイトスペース分析は、営業担当者のアカウント管理戦略をどのように改善できるでしょうか?
- A. 現在の製品と追加製品を販売する機会を決定します。
- B. 関係を育むための主要な利害関係者と意思決定者を特定します。
- C. 契約期間とセグメントを分析して、維持の機会を特定します。
正解：A
解説：
Determining current products and opportunities to sell additional products is how whitespace analysis can improve a sales rep's account management strategy. Whitespace analysis is the process of identifying gaps or opportunities in an account where the sales rep can offer more products or services that can add value to the customer. Whitespace analysis helps to increase revenue, profitability, and customer loyalty, as well as to prevent competitors from entering the account.
質問 # 40
営業担当者は異議を受け取り、顧客がためらいや反応について詳しく説明するよう促します。
彼らはどのタイプの質問を活用していますか?
- A. 確認中
- B. 明確にする
- C. 変更
正解：B
解説：
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says. Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to provide relevant information or solutions. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
質問 # 41
営業担当者は、販売サイクルの終わり近くの会議中に価格に関する異議申し立てを受けるのを避けたいと考えています。
価格の問題を最小限に抑えるのに役立つ戦略はどれですか?
- A. 会話の最初に割引を提示します。
- B. 最初から価値観に基づいた会話を組み込む。
- C. 会議中に競合他社の価格マトリックスを表示します。
正解：B
解説：
Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-ended questions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them. Reference: https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips
質問 # 42
営業担当者は過去 1 年間、プライマリ アカウントを担当していました。彼らは、顧客に可能な限り最高のサービスと価値を提供し続けることを確実にしたいと考えています。
営業担当者はアカウント管理戦略の有効性をどのように総合的に評価できるでしょうか?
- A. 重要業績評価指標 (KPI)
- B. 顧客満足度調査
- C. チームによるパフォーマンスのレビュー
正解：A
解説：
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. Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-kpis
質問 # 43
顧客中心の発見により、顧客についてさらに学ぶことに加えて、営業担当者は何ができるようになるのでしょうか?
- A. 確認された課題に基づいて戦略を共同作成します。
- B. 価格設定と契約をできるだけ早く提示します。
- C. 顧客のニーズに関係なく製品を売り込みます。
正解：A
解説：
Co-creating strategies based on confirmed challenges is what customer-centric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and rapport, demonstrate expertise and differentiation, and influence purchase decisions.
質問 # 44
営業担当者は、詳細をあまり伝えずに次のステップに進む決定を遅らせている顧客と難しい会話をしています。
顧客が決定を遅らせている理由を明らかにするには、営業担当者は何をすべきでしょうか?
- A. 顧客の懸念事項について社内チームと話し合う。
- B. 顧客にとっての製品の利点を強調します。
- C. 顧客の関心を特定するために、鋭い質問をします。
正解：C
解説：
Asking pointed questions to identify customer interests is what the sales rep should do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer's hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action. Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
質問 # 45
Universal Containers の営業担当者は、見込み顧客が同社の製品やソリューションにもっと慣れてもらえるよう協力しています。
営業担当者が自社の製品やソリューションについて見込み客を教育するのに役立つのはどのアプローチですか?
- A. 各サービスを説明するときに業界の専門用語を使用して、見込み客に好印象を与えるように努めてください。
- B. 見込み顧客と同様の業界のアカウントの現在の顧客ストーリーを共有します。
- C. たとえ関連性のないものであっても、同様の業界のソリューションについて見込み顧客に伝えます。
正解：B
解説：
Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep's solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility. Reference: https://www.salesforce.com/resources/articles/customer-stories/#customer-stories-tips
質問 # 46
Universal Containers (UC) は第 3 会計四半期を開始しており、営業担当者のテリトリー計画を確実に成功させたいと考えています。
確実に成功させるために、UC とその営業担当者は年度半ばにどの活動を見直す必要がありますか?
- A. 見込み顧客とアカウントの品質を評価してリードに優先順位を付けます。
- B. 営業チームにアンケートをとり、推奨事項を入手します。
- C. 計画を変更して、各アカウントに新しいビューを提供します。
正解：A
解説：
Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy. Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
質問 # 47
販売ノルマが達成可能かどうかを判断するために、営業担当者はどの要素を理解する必要がありますか?
- A. 活動や成果などの尺度
- B. 報酬プランに上限があるか上限がない場合
- C. 変動報酬の割合
正解：A
解説：
Measures such as activity and outcome are elements that the sales rep should understand to determine if a sales quota is attainable. Activity measures are indicators of how much effort and action the sales rep puts into achieving their sales quota, such as number of calls made, emails sent, meetings scheduled, etc. Outcome measures are indicators of how much result and impact the sales rep achieves from their sales quota, such as number of leads generated, opportunities created, deals closed, etc. Reference: https://www.salesforce.com/resources/articles/sales-quota/#sales-quota-definition
質問 # 48
営業担当者は、主要な見込み客と最も効果的にコミュニケーションをとる方法について戦略を立てています。
どのアプローチを取るべきでしょうか?
- A. 見込み客にメールを送信する頻度を減らします。
- B. 重要なメッセージを繰り返して、見込み顧客の心に確実に届くようにします。
- C. 毎回価値を付加する独自のセールス ポイントを見込み客に提供します。
正解：C
解説：
Providing unique selling points to the prospect that add value each time is the approach that the sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect's pain points or needs. Providing unique selling points helps to show how the product can help the prospect succeed and grow, as well as to persuade them to take action.
質問 # 49
営業担当者は、顧客のビジネス戦略、目標、取り組み、課題をより深く理解するために、引き出しテクニックを使用しています。
営業担当者が使用すべき 3 つの引き出しテクニックとは何ですか?
- A. ブレーンストーミング、観察、調査
- B. プロセッシング、ペース分析、忍耐力
- C. 開発、テスト、実装
正解：A
解説：
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. Reference: https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam
質問 # 50
顧客の戦略的優先事項と要件をサポートする信頼できる接続を構築および維持するために、営業担当者は何に焦点を当てるべきでしょうか?
- A. 人
- B. ビジネス
- C. 業界
正解：A
解説：
People are what the sales rep should focus on to create and maintain a trusted connection that supports the customer's strategic priorities and requirements. People are the individuals or groups who are involved in or affected by the customer's business decisions, such as stakeholders, decision makers, influencers, end users, etc. Focusing on people helps to understand their roles, needs, goals, preferences, and emotions, as well as to build rapport, trust, and loyalty with them.
質問 # 51
営業担当者は 6 か月前に顧客との取引を成立させました。現在、顧客はソリューションに関する問題に直面しており、営業担当者は顧客の実現価値を評価しようとしています。
営業担当者は何をすべきでしょうか?
- A. 顧客の懸念を認識しながら、より容易な顧客を見つけるよう努めます。
- B. 現状を踏まえて顧客の期待値を再評価する。
- C. 実現価値を高めるために、追加の製品またはサービスを販売しようとします。
正解：B
解説：
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. Reference: https://www.salesforce.com/resources/articles/customer-success/#customer-success-metrics
質問 # 52
営業担当者は、主要顧客の契約終了期間が近づいていることを認識しています。
営業担当者は、この変化に対応するために営業活動をどのように適応させるべきでしょうか?
- A. 顧客とやり取りする前に、契約の期限が切れるまで待ってください。
- B. 顧客と積極的に関わり、契約を更新または拡大します。
- C. 最後の契約になる可能性がある新しい顧客を見つけることに重点を置きます。
正解：B
解説：
Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell the contract. Reference: https://www.salesforce.com/resources/articles/account-management/#account-management-renewals
質問 # 53
顧客との関係ではなく、最終結果に焦点を当てた販売ノルマ測定はどれですか?
- A. 現地訪問
- B. 電話をかけた回数
- C. リードコンバージョン率
正解：B
解説：
Calls made is a sales quota measurement that focuses on the end result rather than the relationship with the customer. A sales quota is a target or goal that a sales rep has to achieve within a specific time period. Calls made is a measure of how many calls a sales rep makes to prospects or customers in order to generate leads, opportunities, or sales. Calls made is an activity-based measure that reflects the quantity or volume of the sales rep's efforts, rather than the quality or value of their interactions with the customer. Reference: https://www.salesforce.com/resources/articles/sales-quota/#sales-quota-types
質問 # 54
営業担当者は異議を申し立てられ、顧客の意見を尊重します。
営業担当者はどのレベルの傾聴を活用していますか?
- A. 気配りあり
- B. 共感する
- C. 選択的
正解：B
解説：
Empathetic listening is the level of listening that the sales rep is leveraging when they show respect for the customer's opinion after receiving an objection. An objection is a reason or concern that the customer has for not buying the product or service that the sales rep offers. Empathetic listening is a type of listening that involves understanding and sharing the feelings and emotions of the customer, as well as acknowledging and validating their perspective. Empathetic listening helps to build trust and rapport, reduce resistance, and resolve objections.
質問 # 55
営業チームは、正確な予測を立てることの重要性を理解しています。
チーム全体でデータ品質を確保するには、どの基本的な優先事項を設定する必要がありますか?
- A. 販売プロセス
- B. パイプラインの可視性
- C. コラボレーション
正解：A
解説：
Sales process is the foundational priority that should be in place to help ensure data quality across teams when building an accurate forecast. A forecast is a prediction or estimation of future sales revenue based on current and historical data. A sales process is a series of steps or stages that guide a sales rep from finding prospects to closing deals. Having a sales process helps to ensure data quality across teams by providing a common framework, language, and criteria for entering, updating, and reporting data in a consistent and reliable way.
質問 # 56
アップセルの提案で望ましい結果は何ですか?
- A. 顧客離れ率を下げるため
- B. 既存の製品を最適化するため
- C. 更新時に現在の契約を維持するため
正解：B
解説：
The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps to increase revenue and profitability for the sales rep and the company. Reference: https://www.salesforce.com/resources/articles/upselling/#upselling-definition
質問 # 57
営業担当者は、定期的に使用しているプラットフォームで見込み顧客とやり取りしたいと考えています。
営業担当者はどのアプローチを取るべきでしょうか?
- A. ソーシャル販売
- B. リードナーチャリング
- C. コールドコール
正解：A
解説：
Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects, build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects. Reference: https://www.salesforce.com/resources/articles/social-selling/#social-selling-definition
質問 # 58
......
合格率 取得する秘訣はSalesforce-Sales-Representative-JPN認定試験エンジンPDF：https://www.passtest.jp/Salesforce/Salesforce-Sales-Representative-JPN-shiken.html