Sales Practices Flashcards
When using Einstein Forecasting for sales revenue prediction, how are the prediction values on the forecasts page determined? (3)
- Wins from existing deals
- Wins from new deals
- Pulled in opportunities from a later forecasting period.
A company has a sales team with inside sales reps who regularly reach out to prospects. They work on each lead using a specific set of actions. However, they spend too much time navigating from one lead to another and managing associated tasks. Often they are not sure who to contact next. Which solution can streamline this process and give the reps a prioritized list of tasks to work on leads?
Sales Engagement
What does the sales pipeline show?
The total value of Opportunities grouped by stage.
Which selling methodology focuses on collaborating with customers to help them visualize how a product or service can help them achieve their goals and solve their problems?
Customer-Centric Selling
Which selling methodology focuses on an account based approach to prospecting and selling products where sales reps are not assigned opportunities.
Target Account Selling
Which selling methodology is a problem led approach where, instead of just highlighting the features of a product, the sales team focuses on the problem faced by the customer and how it can be solved using the product.
Solution Selling
Which selling methodology focuses on asking questions based on situation, problem, implication and need payoff
SPIN
What does SPIN stand for in the SPIN selling methodology
Situation
Problem
Implication
Need Payoff
When “Roll Up of Activities to a Contact’s Primary Account” is enabled, where are related tasks and events displayed?
On the Contact’s primary account.
When “Roll Up of Activities to a Contact’s Primary Account” is enabled, what happens to existing activities?
They are not affected unless something triggers a recalculation of the roll-up.
How can AI be utilized to save time when entering contact information?
Enable Einstein Automated Contacts and add the Einstein Insights component to the account page.
Which sales methodology can be used to break down large deals into manageable components which are incorporated into an effective strategy that aims to increase the efficiency of resource allocation and shorten the selling cycle.
Target Account Selling
Which sales methodology focuses on leveraging the capabilities of the company and the buying process of the customer to create a plan for closing deals. The emphasis is on understanding and reinforcing why a certain offer is valuable to the customer.
Value Selling
Which sales methodology focuses on addressing the issues experienced by a customer by offering appropriate solutions.
Solution Selling
Which sales methodology places an emphasis on effective management of the decision-makers involved in a customer’s buying process and gathering of relevant information about the customer’s concept of the product to close deals. It is based on the idea that the customer wants to buy the concept of a solution rather than a specific product.
Conceptual Selling
What are 2 things that cannot be done in Salesforce mobile?
- Create recurring events
- Create and edit reports and dashboards
Can reports and dashboards be viewed in Salesforce mobile?
Yes
What Einstein feature enables sales reps to research people and companies and provide news related insights?
Einstein Relationship Insights
In a console app, what can be set up to determine whether records should be opened as a workspace tab or a subtab?
Navigation Rules
Which objects to Sales reps typically work with?
Accounts, Contacts, Leads and Opportunities. NOT Cases. Support reps work with cases.
What are the 5 steps of a strategic marketing process?
- Mission and Objectives
- Marketing Analysis (including 5C, SWOT and PEST Analysis)
- Marketing Strategy
- Marketing Mix Planning (Product, Price, Promotion and Place)
- Implementation and Control
Which factors influence the percentage of sales quota achieved?
- Sales forecast accuracy
- Number of opportunities closed
Which features provide a visual representation of the sales process in Lightning Experience?
Path and Kanban
What are the 4 components of the marketing mix?
Product, Price, Promotion, Place
What are the core marketing processes?
- Campaign Management
- Lead Management
- Content Developments
- Analytics
Which type of reports can be used to identify active users?
Administrative reports
What are 4 elements of a smart marketing campaign?
- Parent-child campaign relationships
- Naming conventions
- Contact scoring
- Lead scoring
Which list view filter can a sales manager use to view all the opportunities owned by their direct and indirect reports?
My Team’s Opportunities
Which factors are important to consider for ensuring sales growth in an organization?
Number of opportunities generated and closed
Which feature can be used to automatically add new contacts and opportunity contact roles based on email and event activity in Salesforce?
Einstein Automated Contacts
