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Customizable Salesforce Sales-101 Exam Mode, Sales-101 Certification

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Salesforce Sales-101 Exam Syllabus Topics:

Topic
Details

Topic 1

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 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

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.

Topic 4

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.

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Salesforce Certified Sales Foundations Sample Questions (Q29-Q34):

NEW QUESTION # 29
A sales representative is having challenges getting access to the decision maker to close a deal.
How can the sales rep convince their contact to make an introduction to the decision maker?

A. Share a customer success story based on real-world use cases and results.
B. Focus the discussion on the contact's role and responsibilities.
C. Increase the frequency of engagement with the contact.

Answer: A

Explanation:
Sharing a customer success story is a powerful way to convince a contact to make an introduction to the decisionmaker, as it demonstrates the value and credibility of the sales rep's solution. A customer success story should include the following elements: the customer's challenge, the solution they implemented, and the results they achieved. The sales rep should also tailor the story to match the contact's industry, role, and pain points, and highlight how the solution can help them achieve their goals. By sharing a customer success story, the sales rep can create a sense of urgency and curiosity in the contact, and motivate them to introduce the sales rep to the decision maker who can benefit from the solution as well. References:
* Sales Rep Training: Create Effective Selling Habits, unit "Use Customer Success Stories to Sell with Value".
* Cert Prep: Salesforce Certified Sales Representative, unit "Close Deals with Value".

NEW QUESTION # 30
A sales representative presents a solution and the customer isinterested in moving forward.
How can the sales rep gain the customer's commitment and close the deal?

A. Propose and schedule an additional demo.
B. Negotiate to finalize the contract.
C. Develop a roadmap with complementary products.

Answer: B

Explanation:
Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction.References: https://www.salesforce.com/resources/articles/sales-process
/#negotiate

NEW QUESTION # 31
A sales representative plans to attend a large industry conference.
How can the sales repensure the largest return on investment for attending the conference?

A. Develop a targeted plan and coordinate a series of touchpoints.
B. Attend as many networking events as possible.
C. Set up meet and greet opportunities with attendees.

Answer: A

Explanation:
Developing a targeted plan and coordinating a series of touchpoints is a way to ensure the largest return on investment for attending a conference by maximizing the opportunities to connect with potential prospects, customers, and partners. A targeted plan should include identifying the goals, audience, and message for the conference, as well as scheduling meetings, events, and follow-ups with key contacts.References: https://www.
salesforce.com/resources/articles/sales-conference/#sales-conference-tips

NEW QUESTION # 32
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 is engaged in the sales process
B. Whether the lead is based within their region
C. Whether the lead has sufficient buying power

Answer: C

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 # 33
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?

A. Success story
B. Summary statement
C. Solution unit

Answer: A

Explanation:
A success story is what the sales representative should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution, because it shows the customer how the sales rep's solution has helped other customers with similar needs and challenges, and what results and benefits they have achieved. A success story can also help to build trust and credibility with the customer, and inspire them to take action. A summary statement or a solution unit are not the best answers, because they are not as effective as a success story in demonstrating the sales rep's competitive advantage. A summary statement is a brief recap of the customer's situation, needs, and desired outcomes, but it does not show how the sales rep's solution can meet them. A solution unit is a specific feature or benefit of the sales rep's solution, but it does not show how it has worked for other customers or what outcomes it can deliver. References: Certification - Sales Representative - Trailhead, Sales Rep Training: Customer Engagement - Trailhead

NEW QUESTION # 34
......

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Nick West Nick West

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