A sales representative is aware of an upcoming end-of-contract period for a key customer.
How should the sales repadapt their sales activities to address this change?

• A.Wait for the contract to expire before engaging with the customer.
• B.Focus on finding new customers to replace the potentially last contract.
• C.Proactively engage with the customer to renew orexpand the contract.

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A customer has questions about the features of one product they are evaluating.
What is the first step the sales representative should take to address this?

• A.Supply product references.
• B.Schedule new product demo.
• C.Dispatch service technician.

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A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?

• A.Ask open-ended questions to understand the prospect's challenges and goals.
• B.Present the history and innovation of their company in bringing new products to market.
• C.Share the information gathered from online research aboutthe customer's company.

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A sales representative uses job titles as an indicator to qualify leads.
Which relevant information does the job title typically indicate about the lead to the sales rep?

• A.Whether the lead is engaged in the sales process
• B.Whether the lead is based within their region
• C.Whether the lead has sufficient buying power

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When a sales representative faces an objection, what is an effective first step to overcome it?

• A.Provide an additional demonstration based on the objection.
• B.Explain policies and procedures that solve the objection.
• C.Acknowledge the objection and ask follow-up questions.

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