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
