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Test Salesforce Sales-101 Guide Online & Sales-101 Reliable Practice Questions

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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

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

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.

Salesforce Certified Sales Foundations Sample Questions (Q18-Q23):

NEW QUESTION # 18
A sales representative is fulfilling an order using the step-by-step instructions for that specific customer What are these instructions known as?

A. Standard operating procedures
B. Fulfilmentprocedures
C. Standard engagement steps

Answer: A

Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.
References:https://trailhead.salesforce.com/en/content/learn/modules/salesforce-essentials-basics/salesforce- essentials-sales-process

NEW QUESTION # 19
A sales representative is given an objection and shows respect for the customer's opinion.
What level of listening is the sales rep leveraging?

A. Empathetic
B. Selective
C. Attentive

Answer: A

Explanation:
Empathetic listening is the level of listening that the sales rep is leveraging when they show respect for the customer's opinion after receiving an objection. An objection is a reason or concern that the customer has for not buying the product or service that the sales rep offers. Empathetic listening is a type of listening that involves understanding and sharing the feelings and emotions of the customer, as well as acknowledging and validating their perspective. Empathetic listening helps to build trust and rapport, reduce resistance, and resolve objections.

NEW QUESTION # 20
Asales representative just closed a deal and wants to make sure the customer is set up for success.
How can the sales rep ensure the customer has a great experience with the product?

A. Recommend additional productsand services.
B. Provide timely support and training.
C. Share other customer success stories.

Answer: B

Explanation:
Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.References:https://www.salesforce.com/resources
/articles/customer-service/#customer-service-tips

NEW QUESTION # 21
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 # 22
Which sales quota measurement focuses on the end result rather than the relationship with the customer?

A. Leadconversion rate
B. Calls made
C. Onsite visits

Answer: A

Explanation:
A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as itreflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Assess Risks and Opportunities"
* [Sales Rep Training], unit "Create Effective Selling Habits"
* Salesforce Certified Sales Representative Exam Guide, section "Assess Risks and Opportunities"

NEW QUESTION # 23
......

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