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Exam Sales-101 Study Solutions - Sales-101 Reliable Test Dumps

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Salesforce Sales-101 Exam Syllabus Topics:

Topic
Details

Topic 1

Customer Success: This section of the exam measures skills of Sales Representatives and explains post-sales actions, order booking, and fulfillment. It also reviews the customer journey after the sale and evaluates the realized versus expected value to ensure satisfaction and retention.

Topic 2

Planning: This section of the exam measures skills of Account Executives and covers territory planning, engaging key accounts, and calculating sales quota attainability. It also emphasizes developing strong business relationships and partnerships with key roles and personas to drive long-term success.

Topic 3

Deal Management: This section of the exam measures skills of Account Executives and includes qualifying prospects, understanding customer strategies and challenges, and defining solution scope. It emphasizes presenting value propositions, addressing challenges to close deals, and securing customer commitment for formal contracts.

Topic 4

Pipeline Management: This section of the exam measures skills of Sales Representatives and involves generating new pipeline opportunities, analyzing pipeline health, and ensuring data integrity. It also covers monitoring progression across sales stages and improving customer relevance.

>> Exam Sales-101 Study Solutions <<

Sales-101 Reliable Test Dumps & Sales-101 Exam Answers

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Salesforce Certified Sales Foundations Sample Questions (Q104-Q109):

NEW QUESTION # 104
A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

A. Engage the prospect through different channels.
B. Try calling the prospect at different times.
C. Pause engagement and follow up at another time.

Answer: A

Explanation:
If a prospect is unresponsive to cold calls, the sales rep can take an alternative approach to build interest and align onwhy a solution meets the prospect's needs by engaging the prospect through different channels.
Different channels can include email, social media, text, video, or webinars. By using different channels, the sales rep can increase the chances of reaching theprospect, capture their attention, and provide relevant and personalized messages that showcase the value of the solution. The sales rep should also research the prospect' s preferences, needs, and pain points, and use a multi-touch strategy to nurture therelationship and move the prospect along the sales cycle. References: [Sales Rep Training: Generate Leads], [Cert Prep: Salesforce Certified Sales Representative: Generate Leads]

NEW QUESTION # 105
A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?

A. Highlight customer success stories to build credibility.
B. Revisit the discovery phase of the sales process.
C. Acknowledge the objection and try to close with a different tactic.

Answer: B

Explanation:
The discovery phase of the sales process is where the sales representative uncovers the customer's pain points, needs, goals, and challenges. By revisiting the discovery phase, the sales rep can better understand where the objection is coming from, and whether it is a valid concern or a hidden motive. Revisiting the discovery phase can also help the sales rep restate the value proposition, reinforce the benefits of the solution, and address anygaps or misunderstandings that may have caused the objection. The other options are not effective approaches, as they may ignore the customer's perspective, damage the trust, or create more resistance. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Value Selling"
* [Sales Rep Training], unit "Sell with Value"
* Salesforce Certified Sales Representative Exam Guide, section "Value Selling"

NEW QUESTION # 106
A sales representative uses job titles as an indicator to qualify leads.
Which relevant information does the job title typically indicate about the lead to the sales rep?

A. Whether the lead has sufficient buying power
B. Whether the lead is based within their region
C. Whether the lead is engaged in the sales process

Answer: A

Explanation:
Whether the lead has sufficient buying power is the relevant information that the job title typically indicates about the lead to the sales rep. A lead is a prospect who has shown interest in the product or service that the sales rep offers. A job title is a designation or position that a person holds in an organization or company. A job title helps to indicate whether the lead has sufficient buying power, which means that they have the authority or influence to make a purchase decision or approve a budget for the product or service.

NEW QUESTION # 107
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

A. Standard engagement steps
B. Fulfilmentprocedures
C. Standard operating procedures

Answer: C

Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.
References:https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce- essentials-sales-process

NEW QUESTION # 108
A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?

A. Extend a free trial.
B. Offer promotional discounts.
C. Bundle additional products.

Answer: A

Explanation:
Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluableand close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution.References:https://www.salesforce.com/resources/articles/sales- promotion/#sales-promotion-examples Extending a free trial is a good way toconvince an indecisive customer to close the contract, as it allows them to experience the value of the solution firsthand and overcome any doubts or objections. A free trial also creates a sense of urgency and scarcity, as the customer knows that they have a limited time to take advantage of the offer. By extending a free trial, the sales rep can demonstrate confidence in the solution and show the customer that they are willing to accommodate their needs and preferences. References:
* Turn Undecided Customers into Successful Sales - Upnify, section "Offer guarantees and flexible policies".
* How to Handle Indecisive Customers? - Bitrix24, section "Offer a free trial or a money-back guarantee".

NEW QUESTION # 109
......

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Chris Jones Chris Jones

Biography

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