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100% Pass Salesforce - Efficient Sales-101 - Salesforce Certified Sales Foundations Question Explanations

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Salesforce Sales-101 Exam Syllabus Topics:

Topic	Details
Topic 1	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 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.
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.

>> Sales-101 Question Explanations <<

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Salesforce Certified Sales Foundations Sample Questions (Q59-Q64):

NEW QUESTION # 59
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

A. Base the pitch on the sales rep's company's proven, most successful product lines.
B. Base the pitch on what the prospect has explicitly told them in previous conversations.
C. Base the pitch on discovery research into the prospect's customers' challenges.

Answer: C

Explanation:
Basing the pitch on discovery research into the prospect's customers' challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect's business and market situation, and can provide solutions that can help them serve their customers better.References:https://www.salesforce.com/resources/articles/sales-pitch/#sales- pitch-tips

NEW QUESTION # 60
A sales representative receives an objection and encourages the customer to elaborate on their hesitation and responses.
Which type of questions are they leveraging?

A. Confirming
B. Change
C. Clarifying

Answer: C

Explanation:
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says. Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to provide relevant information or solutions.References:https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 61
A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.
Which skill is the sales rep growing?

A. Business acumen
B. Product knowledge
C. Sales acumen

Answer: A

Explanation:
Business acumen is the ability to understand the business environment, the customer's industry, and the customer's specific challenges and goals. A junior sales representative who engages with key accounts to understand their pain points, current solutions, and future goals is growing their business acumen skill. By doing so, they can better align their product or service with the customer's needs and expectations, and create more value for them. Business acumen isone of the core competencies of a sales professional, as it helps them build credibility, trust, and rapport with the customer, and differentiate themselves from the competition. 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 # 62
A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.
What is the first step to building trust with these stakeholders?

A. Use a multi-channel approach to present an update on current product offerings.
B. Review records the previous rep left to understand the needs of the stakeholders.
C. Set upan introductory meeting and explain the reason for the transition.

Answer: C

Explanation:
The firststep to building trust with the key stakeholders of an account that is being taken over by a new sales representative is to set up an introductory meeting and explain the reason for the transition. This shows respect and transparency, and helps to establish rapport and credibility with the stakeholders. The new sales representative should also express appreciation for the opportunity to work with them, and demonstrate enthusiasm and confidence. The introductory meeting is a chance to learn more about the stakeholders' roles, expectations, goals, and challenges, and to communicate how the new sales representative can add value and support them. References: [Sales Rep Training: Plan for Success], [Cert Prep: Salesforce Certified Sales Representative: Plan forSuccess]

NEW QUESTION # 63
A sales representative works at a heavily siloed company and is unable to gather insights for renewals.
How should the sales rep improve data integrity in the pipeline working across silos?

A. Log in as the customer to review their data.
B. Collaborate with other customer-facing teams.
C. Offer customer discounts toexpedite the sale.

Answer: B

Explanation:
Data integrity is the accuracy, completeness, and consistency of data in the pipeline. Data integrity is essential for effective forecasting, reporting, and decision making. A sales representative who works at a heavily siloed company may face challenges in gathering insights for renewals, such as customer satisfaction, usage, feedback, and retention. To improve data integrity in thepipeline working across silos, the sales rep should collaborate with other customer-facing teams, such as service, support, marketing, and product. By sharing information and insights with these teams, the sales rep can gain a holistic view of the customer's needs, expectations, and challenges, and plan accordingly for renewals. The other options are not effective ways to improve data integrity, as they may compromise customer trust, violate privacy, or reduce profitability. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Assess Risks and Opportunities"
* [Sales Rep Training], unit "Create Effective SellingHabits"

NEW QUESTION # 64
......

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Bill Adams

Biography

100% Pass Salesforce - Efficient Sales-101 - Salesforce Certified Sales Foundations Question Explanations

Salesforce Sales-101 Exam Syllabus Topics:

Pass The Exam With Real Salesforce Sales-101 Questions

Salesforce Certified Sales Foundations Sample Questions (Q59-Q64):

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