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 sales representative presents a solution and the customer isinterested in moving forward.
How can the sales rep gain the customer's commitment and close the deal?

• A.Negotiate to finalize the contract.
• B.Propose and schedule an additional demo.
• C.Develop a roadmap with complementary products.

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Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

• A.Standard billing terms, legal authority, and payment methods
• B.Decision-making process, urgency for change, and openness to new solutions
• C.Preferred communication channels, time zone, and office hours

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When assigned a new sales territory, what is the first step toprioritizing selling efforts?

• A.Determine the physical location of each account.
• B.Determine the number of accounts and territory size.
• C.Identify the territory's key accounts.

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How should a sales representative reinforce elements of the value proposition for the customer?

• A.Share case studies and customer testimonials.
• B.Provide sales collateral and benefits.
• C.Address potential pitfalls of the solution.

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