Overview

About the Sales Representative CredentialThe Salesforce Certified Sales Representative exam is intended for individuals seeking to validate their knowledge, practical skills, and experience in key areas, including:Conducting discovery and research to create effective sales plansBuilding and maintaining important business relationships for customer engagementSupporting customers throughout each phase of the sales processProviding insights and guidance during customer interactionsDeveloping and presenting solutions based on customer needsManaging objections and leading negotiationsSecuring commitment to close salesDriving pipeline generation and monitoring pipeline progressionApplying forecasting techniques to manage opportunities and renewalsSupporting customer success through order management, service, and value deliveryAudience Description: Salesforce Sales RepresentativeSalesforce Certified Sales Representative candidates demonstrate a strong customer-focused approach to selling. They establish trust with customers, support successful outcomes by working closely with account teams, executive sponsors, and stakeholders, and take full responsibility for managing and analyzing their business activities.Their abilities include customer communication, research, discovery, team collaboration, value-focused selling, and account planning. Candidates consistently prioritize tasks, manage their personal growth, strengthen team coordination, and continue developing their skills as sales representatives. They maintain a thorough understanding of their customers, prioritize customer needs, and lead sales interactions with empathy and a focus on long-term success.Candidates are recommended to have between 6 months and 3 years of experience in a sales representative role.About the ExamDetails for the Salesforce Certified Sales Representative Exam are as follows:Format: 60 multiple-choice questions, with up to five unscored questionsTime allowed: 105 minutesPassing score: 70%Exam version: Aligned to the Winter '24 releaseRegistration fee: US$200 plus applicable local taxesRetake fee: US$100 plus applicable local taxesDelivery options: Available as a proctored exam at a testing center or through an online proctored platformReferences: No hard-copy or online reference materials are permitted during the examPrerequisites: NoneExam OutlineThe Salesforce Certified Sales Representative Exam measures a candidate's knowledge and skills related to the following objectives. Candidates should have sales knowledge and expertise in each of the areas below.Planning: 21%Describe the elements of territory planning.Create an approach to engage key accounts.Calculate sales quota attainability based on account, territory, and prospect insights.Develop business relationships and build partnerships with key roles and personas.Customer Engagement: 15%Demonstrate thought leadership and build credibility to shift the customer's thinking.Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs.Nurture relationships and drive product adoption to maximize value for the customer.Deal Management: 37%Identify how to qualify a prospect and when to move to the next stage of the sales process.Determine customer's business strategies, goals, initiatives, and challenges to define the scope of the solution.Develop and present the value proposition of a solution based on customer needs.Identify and remove all challenges to finalize the deal.Gain customer commitment and close formal contract.Pipeline Management: 12%Identify and generate new pipeline.Analyze pipeline health insights ensuring data integrity to improve customer relevance.Explain pipe progression and stage velocity.Forecasting: 6%Assess forecast accuracy to drive opportunity consistency.Measure the risks and opportunities associated with a business deal.Explain key inputs that drive the forecasting process.Customer Success: 9%Identify the actions needed to book and fulfill orders.Identify the post-sales customer journey.Assess customer realized and expected value.

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