In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

• A.Present pricing and contracts as quickly as possible.
• B.Pitch a product regardless of the customer's need.
• C.Co-create strategies based on confirmed challenges.

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A sales representative is having a difficult time identifying the root cause of their customer's issue. Thesales rep knows they need to first acknowledge the customer's experience and perspective.
What is the recommended action the sales rep should take next?

• A.Provide a product demo.
• B.Show empathy.
• C.Make recommendations.

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Which sales quota measurement focuses on the end result rather than the relationship with the customer?

• A.Lead conversion rate
• B.Calls made
• C.Onsite visits

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A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions.
Which approach would help the sales rep educate the prospect about their offerings and solutions?

• A.Tell the prospect about similar industry solutions, even if some may not be relevant.
• B.Try to impress the prospect by using their industry's jargon when describing each offering.
• C.Share a current customer story for an account in a similar industry as the prospect.

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After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?

• A.Legal
• B.Operations
• C.Finance

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