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Salesforce Sales-101 Exam Syllabus Topics:

Topic
Details

Topic 1

Customer Engagement:This section of the exam measures skills of Sales Representatives and focuses on building credibility through thought leadership, using multiple touchpoints to generate interest, and aligning solutions with customer needs. It also highlights the importance of nurturing relationships and driving product adoption for maximum value.

Topic 2

Forecasting: This section of the exam measures skills of Account Executives and assesses forecasting accuracy, evaluating risks and opportunities, and understanding the inputs that drive forecasting. It ensures consistency in opportunity management and reliable business predictions.

Topic 3

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 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.

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Salesforce Certified Sales Foundations Sample Questions (Q122-Q127):

NEW QUESTION # 122
Which behavior should a sales representative display to establish credibility with a customer?

A. Review the proposal and potential discount structures.
B. Be sincere and transparent, even if it means losing a sale.
C. Reiterate product info when there is hesitancy to move forward.

Answer: B

Explanation:
Credibility is the quality of being trusted and believed in by the customer. A sales representative can establish credibility by being sincere and transparent, even if it means losing a sale. This shows that the sales rep is honest, ethical, and customer-centric, and that they value the customer's best interests over their own. Being sincere and transparent can also help the sales rep buildrapport, loyalty, and referrals with the customer. The other options are not effective ways to establish credibility, as they may come across as manipulative, self- serving, or repetitive. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Build and Maintain Relationships with Key Accounts"
* [Sales Rep Training], unit "Prepare Your Team to Sell Successfully"

NEW QUESTION # 123
A sales representative is aware of an upcoming end-of-contract period for a key customer.
How should the sales repadapt their sales activities to address this change?

A. Proactively engage with the customer to renew orexpand the contract.
B. Focus on finding new customers to replace the potentially last contract.
C. Wait for the contract to expire before engaging with the customer.

Answer: A

Explanation:
Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell thecontract.References:https://www.salesforce.com/resources/articles
/account-management/#account-management-renewals

NEW QUESTION # 124
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. Pause engagement and follow up at another time.
B. Engage the prospect through different channels.
C. Try calling the prospect at different times.

Answer: B

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 # 125
When assigned a new sales territory, what is the first step toprioritizing selling efforts?

A. Identify the territory's key accounts.
B. Determine the number of accounts and territory size.
C. Determine the physical location of each account.

Answer: A

Explanation:
The first step to prioritizing selling efforts in a new sales territory is to identify the key accounts, which are the most valuable and strategic customers for the business. By focusing on the key accounts, the sales representative can maximize the impact of their efforts and build strong relationships with the decision- makers and influencers. Key accounts can also provide referrals, testimonials, and insights that can help the sales representative expand their network and opportunities in the territory. References:
* Sales Rep Training: Prioritize Your Selling Efforts
* Cert Prep: Salesforce Certified Sales Representative: Prioritize Your Selling Efforts

NEW QUESTION # 126
A sales representative has a pipeline with a mix of opportunities at various stages.
The sales rep wants to improve stage velocity.
What should the sales rep do to improve stage velocity?

A. Sort deals by size and focus on the largest ones first.
B. Obtain guidance from a manager and create a follow-up cadence.
C. Survey customers and engage them when the customer requests.

Answer: B

Explanation:
Obtaining guidance from a manager and creating a follow-up cadence is what the sales rep should do to improve stage velocity. Stage velocity is the measure of how fast an opportunity moves from one stage to another in the sales process. Obtaining guidance from a manager helps to get feedback, advice, and support on how to advance the opportunity. Creating a follow-up cadence helps to maintain communication, engagement, and momentum with the customer.References:https://www.salesforce.com/resources/articles/sales-pipeline
/#sales-pipeline-metrics

NEW QUESTION # 127
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Bill Cooper Bill Cooper

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