Some questions may have more than one correct option. Partial credit will be awarded for questions with multiple correct answers. 

1.
Question 1
Tushar has been a sales manager for almost three years. He is known for his dedication and hard work. He has always been able to meet his sales targets. Last week, Kiran, Tushar’s manager, gets a complaint from one of the reps in Tushar’s team. Rehan has been reporting to Tushar for more than a year.

Rehan's issue is that Tushar tends to get over-involved with their sales techniques, calls out issues in front of the client, and doesn’t take criticism very well. Kiran investigates the issue and concludes that the problem is with Tushar’s leadership style.

Which techniques can Kiran use to resolve the problem?

Select all that apply.

4 points

Interim solution.


Preventive solution.


Adaptive solution.


Corrective solution.

2.
Question 2
Ainsley is a sales trainer with the ERP optimization team. He is currently responsible for training new hires for up-selling and cross-selling opportunities from the existing portfolio of ERP services. The new hires are responsible for the following:

Reducing the cost of customer acquisition.

Enhancing customer retention rates.

Reducing the sales cycle.

Ainsley has developed a 3-day training program for all the new hires. The program includes situations a sales rep would encounter in the real world while engaging with customers. Ainsley is responsible for tracking the success criteria for the training program. In Ainsley’s scenario, what would constitute success?

Select all that apply.

4 points

Selling opportunities increased by more than 5%.


The sales cycle reduced by at least a month.


95% of the new hires completed the training.


There was no technical glitch during the training session.

3.
Question 3
Brian from the Service Oriented Architecture (SOA) team has planned to run 30 roadshows in Q2. The goal is to bring together the SOA community in-person in order to exchange ideas on how to increase the sales volume, help the organization generate leads for its tools and solutions, and drive customer referrals.

Brian also wanted the SOA community to stay connected online before and after the roadshows. So, his team used social media to promote the event as well as to help participants stay connected.

What aspects should Brian measure to test how successful his campaign was?

Select all that apply.

4 points

Percentage increase from previous sales baselines.


How well he stays within the budget.


How much experience he gains on organizing roadshows.


The likeliness of a customer referring Brian's team to others using NPS.

4.
Question 4
Zach is a sales lead with the Cloud Solutions Sales Team. He, along with his team, is taking part in a quarterly sales challenge. Seven different business units are contending for the champion’s trophy. The team with the highest revenue at the end of the quarter will be declared the winner.

Zach and his team need to use their time and effort efficiently in order to get the best returns from the existing clients and win the challenge.

Listed below is an existing client that Zach deals with. Read the descriptions carefully and help Zach categorize the client and draw up a winning strategy with the help of the Ease and effectiveness matrix.

View the Ease and Effective Matrix below to assign the given solutions to the specific quadrant.


Client A is an old client. They have small requirements that can be fulfilled easily. But they have a delayed payment cycle.

3 points

Quadrant 1


Quadrant 2


Quadrant 3


Quadrant 4

5.
Question 5
Zach is a sales lead with the Cloud Solutions Sales Team. He, along with his team, is taking part in a quarterly sales challenge. Seven different business units are contending for the champion’s trophy. The team with the highest revenue at the end of the quarter will be declared the winner.

Zach and his team need to use their time and effort efficiently in order to get the best returns from the existing clients and win the challenge.

Listed below is an existing client that Zach deals with. Read the descriptions carefully and help Zach categorize the client and draw up a winning strategy with the help of the Ease and effectiveness matrix.

View the Ease and Effective Matrix below to assign the given solutions to the specific quadrant.


Client B has been a long-term client providing regular business flow but in small deals. Zack has a good rapport with them. They make quarterly payments.

3 points

Quadrant 1


Quadrant 2


Quadrant 3


Quadrant 4

6.
Question 6
Zach is a sales lead with the Cloud Solutions Sales Team. He, along with his team, is taking part in a quarterly sales challenge. Seven different business units are contending for the champion’s trophy. The team with the highest revenue at the end of the quarter will be declared the winner.

Zach and his team need to use their time and effort efficiently in order to get the best returns from the existing clients and win the challenge.

Listed below is an existing client that Zach deals with. Read the descriptions carefully and help Zach categorize the client and draw up a winning strategy with the help of the Ease and effectiveness matrix.

View the Ease and Effective Matrix below to assign the given solutions to the specific quadrant.


Client C is a large client. They have a huge requirement. However, they can be billed only after the entire deal is delivered.

3 points

Quadrant 1


Quadrant 2


Quadrant 3


Quadrant 4