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[General] Valid Sales-101 Exam Review - 100% Updated Questions Pool

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【General】 Valid Sales-101 Exam Review - 100% Updated Questions Pool

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Salesforce Sales-101 Exam Syllabus Topics:
TopicDetails
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
  • 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 3
  • 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.

Salesforce Certified Sales Foundations Sample Questions (Q82-Q87):NEW QUESTION # 82
A sales representative conducts research with their customer and gains insights for developing a value proposition to solve their customer's challenges.
How should the sales rep introduce their valueproposition to their customer?
  • A. Make a draft of the value proposition and seek customer feedback.
  • B. Unveil the value proposition to the customer after it is finalized.
  • C. Collaborate internally to iterate on the value proposition for the customer.
Answer: A
Explanation:
Making a draft of the value proposition and seeking customer feedback is the best way to introduce the value proposition to the customer, because it allows the sales rep to validate their assumptions, test their hypotheses, and refine their solution based on the customer's input. This also helps to build trust and rapport with the customer, and demonstrate that the sales rep is genuinely interested in solving their challenges. Collaborating internally to iterate on the value proposition for the customer is not a bad idea, but it does not involve the customer in the process, and may result in a solution that does not match the customer's needs or expectations. Unveiling the value proposition to the customer after it is finalized is a risky strategy, because it may surprise or disappoint the customer, and leave no room for adjustments or negotiations. References: Certification - Sales Representative - Trailhead, [Sales RepTraining: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 83
A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?
  • A. Acknowledge the customer's concerns while trying to find easier customers.
  • B. Reassess the customer's expected value based on the current situation.
  • C. Try to sell additional products or services to increase the realized value.
Answer: B
Explanation:
Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's expected value based on the current situation, identify any gaps ordiscrepancies, and work with the customer to resolve themand ensure their satisfaction.References:https://www.salesforce.com
/resources/articles/customer-success/#customer-success-metrics

NEW QUESTION # 84
A sales representative wants to prioritize their leads based on the likelihood to buy.
Which leads should be given the highest priority?
  • A. New-unqualified
  • B. Marketing-qualified
  • C. Sales-qualified
Answer: C
Explanation:
Sales-qualified leads are leads that have been vetted by both marketing and sales teams and have expressed a clear interest in buying. They have gone through the stages of lead generation, lead nurturing, and lead qualification, and have met the criteria for being ready to buy. Sales-qualified leads should be given the highest priority, as they are the most likely to convert into customers and generate revenue. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Sales Strategy and Planning".
* The Ultimate Guide to Lead Prioritization, section "Focus on inbound leads".

NEW QUESTION # 85
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. Wait for the contract to expire before engaging with the customer.
  • B. Proactively engage with the customer to renew orexpand the contract.
  • C. Focus on finding new customers to replace the potentially last contract.
Answer: B
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 # 86
Why is collaborating with departments such as marketing and service crucial to generating a new pipeline?
  • A. To leverage additional expertise and resources
  • B. To avoid competing for the best leads
  • C. To expand and improve networking skills
Answer: A
Explanation:
Leveraging additional expertise and resources is why collaborating with departments such as marketing and service is crucial to generatinga new pipeline. A pipeline is a set of opportunities or potential customers that a sales rep is pursuing or managing in order to close sales. Collaborating with marketing and service helps to access their knowledge, skills, and tools that can help the sales rep generate more leads, nurture more prospects, and close more deals.

NEW QUESTION # 87
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