A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

• A.Fulfilment procedures
• B.Standard operating procedures
• C.Standard engagement steps

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A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?

• A.Acknowledge the customer's concerns while trying to find easier customers.
• B.Reassess the customer's expected value based on the current situation.
• C.Try to sell additional products or services to increase the realized value.

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After a sales representative presents a value proposition to customers, they raise some objections. The sales rep understands their reasoning and negative emotional reaction.
Which step should the sales rep take next to address these objections?

• A.Ask questions to determine if they can get the deal back on track.
• B.Stand by the solution and point out their misunderstanding.
• C.Compare risks and benefits using features, advantages, and benefits (FAB).

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A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.
Which type of questions are they leveraging?

• A.Change
• B.Clarifying
• C.Confirming

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A sales representative is using a creative problem-solving process to help their customer uncover breakthrough solutions.
What is the name of this approach?

• A.Linear sales
• B.Design thinking
• C.Agile methodology

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