Salesforce Certified Sales Representative Exam: Comprehensive Study Guide 2023 (Online Access Included)

Congratulations on taking the next step to prepare for your Salesforce Certified Sales Representative credential. This exam guide has the information you need to help you study and prepare for your exam.

Welcome to our ebook, "Salesforce Certified Sales Representative". This resource has been meticulously crafted to provide a comprehensive guide for those who are aspiring to take a significant step in their Salesforce career.
Exam outline
The 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.

This ebook covers all these areas in detail. We delve deep into each topic, breaking down complex concepts into comprehensible nuggets. We also provide practical examples and scenarios to aid your understanding and prepare you for the type of questions you might encounter in the exam.