©EMILLECT 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
FIRST PUBLISH OCTOBER 2024
Salesforce Sales Representative
Certification Exam Study Guide Solutions
SWOT analysis - ANSWER✔✔-strengths, weaknesses, opportunities, threats
Territory Management - ANSWER✔✔-he process by which sellers prioritize and manage a group of
customers and prospects, who are typically organized by segments
Order management lifecycle - ANSWER✔✔-Everything from when you hit order to and beyond. Including
cancelations, delivery, and returns.
SMART goals - ANSWER✔✔-Specific, Measurable, Attainable, Realistic, Timely
BANT - ANSWER✔✔-Budget - Is our product in the customers price range
Authority - Who needs to sign off on this deal
Need - Does our product fit the needs of the customer
Timing - Have the right timed sales cycle too long or short can lose deals
Sales Process Stages - ANSWER✔✔-1. Research - understand your ideal customer
Page 1/5
, ©EMILLECT 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
FIRST PUBLISH OCTOBER 2024
2. Prospect - find leads, qualify leads, understand leads pain points
3. Sales Call and Close - pitch your product, follow up, demo, etc.
4. Relationship Building - Nurture your relationship to upsell in the future
Annual order value (AOV) - ANSWER✔✔-Annual value of the contract
Total contract value (TCV) - ANSWER✔✔-Total amount a contract is worth
Annual contract value (ACV) - ANSWER✔✔-How much the value of a contract has gone up or down
compared to last year
Revenue - ANSWER✔✔-Money your company earns and can recognize in its financial statements
Deferred Revenue - ANSWER✔✔-Cash up front on a subscription contract based on invoice generated.
This turns into revenue as you deliver the services.
Worldwide/company price list - ANSWER✔✔-List of prices for all product SKUs
Discount approval matrix - ANSWER✔✔-Hierarchy of approvers for pricing discounts
Pricing system - ANSWER✔✔-Often color-coded, this guidance helps you know if your pricing is great,
good, or below average
Percentage-based pricing - ANSWER✔✔-List of products with derived pricing
Page 2/5
FIRST PUBLISH OCTOBER 2024
Salesforce Sales Representative
Certification Exam Study Guide Solutions
SWOT analysis - ANSWER✔✔-strengths, weaknesses, opportunities, threats
Territory Management - ANSWER✔✔-he process by which sellers prioritize and manage a group of
customers and prospects, who are typically organized by segments
Order management lifecycle - ANSWER✔✔-Everything from when you hit order to and beyond. Including
cancelations, delivery, and returns.
SMART goals - ANSWER✔✔-Specific, Measurable, Attainable, Realistic, Timely
BANT - ANSWER✔✔-Budget - Is our product in the customers price range
Authority - Who needs to sign off on this deal
Need - Does our product fit the needs of the customer
Timing - Have the right timed sales cycle too long or short can lose deals
Sales Process Stages - ANSWER✔✔-1. Research - understand your ideal customer
Page 1/5
, ©EMILLECT 2024/2025 ACADEMIC YEAR. ALL RIGHTS RESERVED
FIRST PUBLISH OCTOBER 2024
2. Prospect - find leads, qualify leads, understand leads pain points
3. Sales Call and Close - pitch your product, follow up, demo, etc.
4. Relationship Building - Nurture your relationship to upsell in the future
Annual order value (AOV) - ANSWER✔✔-Annual value of the contract
Total contract value (TCV) - ANSWER✔✔-Total amount a contract is worth
Annual contract value (ACV) - ANSWER✔✔-How much the value of a contract has gone up or down
compared to last year
Revenue - ANSWER✔✔-Money your company earns and can recognize in its financial statements
Deferred Revenue - ANSWER✔✔-Cash up front on a subscription contract based on invoice generated.
This turns into revenue as you deliver the services.
Worldwide/company price list - ANSWER✔✔-List of prices for all product SKUs
Discount approval matrix - ANSWER✔✔-Hierarchy of approvers for pricing discounts
Pricing system - ANSWER✔✔-Often color-coded, this guidance helps you know if your pricing is great,
good, or below average
Percentage-based pricing - ANSWER✔✔-List of products with derived pricing
Page 2/5
