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[General] Sales-101 Lab Questions | Sales-101 Pass Rate

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【General】 Sales-101 Lab Questions | Sales-101 Pass Rate

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Salesforce Sales-101 Exam Syllabus Topics:
TopicDetails
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
  • 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 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
  • 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 5
  • 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.

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Salesforce Certified Sales Foundations Sample Questions (Q60-Q65):NEW QUESTION # 60
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. Develop a roadmap with complementary products.
  • B. Negotiate to finalize the contract.
  • C. Propose and schedule an additional demo.
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 # 61
Leadership at Universal Containers is pressuring sales representatives to maintain a healthy pipeline, Which best practice can the sales reps use to satisfy management?
  • A. Routinely scrub pipeline records and consistently disposition deals.
  • B. Rely on marketing to identify and qualify inbound deals.
  • C. Keep dead deals open and move the next touchpoint dates forward.
Answer: A
Explanation:
Routinely scrubbing pipeline records and consistently dispositioning deals is a best practice that the sales reps can use to satisfy management and maintain a healthy pipeline. Scrubbing pipeline records means reviewing and updating the status, accuracy, and quality of the opportunities in the pipeline. Dispositioning deals means moving the opportunities to the next stage, closing them as won or lost, or removing them from the pipeline.
These practices help to ensure that the pipeline reflects the reality of the sales situation, as well as to identify and prioritize the most promising opportunities.References: https://www.salesforce.com/resources/articles
/sales-pipeline/#sales-pipeline-management

NEW QUESTION # 62
A sales representative is having a difficult time identifying the root cause of their customer's issue. Thesales rep knows they need to first acknowledge the customer's experience and perspective.
What is the recommended action the sales rep should take next?
  • A. Provide a product demo.
  • B. Make recommendations.
  • C. Show empathy.
Answer: C
Explanation:
When faced with a customer issue and after acknowledging the customer's experience, the recommended next step for a sales representative is to show empathy. Empathy involves understanding and sharing the feelings of another, which in this context means recognizing the impactof the issue on the customer and conveying genuine concern. This approach helps build a rapport and trust with the customer, demonstrating that thesales rep is not just focused on a transaction but cares about the customer's overall experience and success.
Salesforce emphasizes the importance of empathy in customer interactions as a way to strengthen relationships and foster loyalty.
Reference:Salesforce Blog - Empathy in Sales

NEW QUESTION # 63
A customer's order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.
What should the sales representative check to fulfill the order through a differentwarehouse?
  • A. Pricing information
  • B. Product inventory
  • C. Shipping time
Answer: B
Explanation:
Product inventory is what the sales rep should check to fulfill the order through a different warehouse.
Product inventory shows the availability and location of the productin different warehouses. Checking product inventory helps to ensure that the order can be fulfilled in a timely and efficient manner, as well as to avoid any delays or errors.References:https://trailhead.salesforce.com ... modules/salesforce- essentials-basics/salesforce-essentials-sales-process

NEW QUESTION # 64
A sales representative is working with a customer who has recently placed an order. The customer informs the sales rep that they have unique tax requirements.
How shouldthe sales rep proceed to ensure a successful booking and fulfillment process?
  • A. Redirect the customer to address their tax requirements with the appropriate department internally within the company.
  • B. Acknowledge the tax requirements, but proceed with the standard process because the sales rep is unable to change company policies.
  • C. Work closely with the relevant departments to address the tax requirements and ensure accurate order processing.
Answer: C
Explanation:
According to the Salesforce Sales Representative Learning objectives, one of the skills that a sales rep should have is to ensure customer satisfaction through streamlined fulfillment and order management. This includes collaborating with internal teams to handle any special requests or requirements from the customer, such as tax, shipping, or billing issues. By working closely with the relevant departments, the sales rep can ensure that the customer's tax requirements are met and that the order is processed correctly. This will also help to avoid any delays, errors, or disputes that could affect the customer's experience and satisfaction. References:
* [Sales Rep Training: Prepare Your Team to Sell Successfully], Unit 4: Manage the Order Process
* Salesforce Certified Sales Representative Exam Guide, Section 5: Fulfillment and Order Management, Objective 5.2: Given a scenario, demonstrate how to handle special requests or requirements from the customer.

NEW QUESTION # 65
......
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