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Salesforce Sales-101 Exam Syllabus Topics:

Topic
Details

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

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

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.

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.

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Salesforce Certified Sales Foundations Sample Questions (Q111-Q116):

NEW QUESTION # 111
How can the sales rep work with marketing to improve the health of their pipeline?

A. Focus on behaviors and attributes that define a quality lead.
B. Expand the number of channels to reach more prospects.
C. Broaden the scope of the prospect profile.

Answer: A

Explanation:
Focusing on behaviors and attributes that define a quality lead is a way that the sales rep can work with marketing to improve the health of their pipeline. A quality lead is a prospect who has shown interest in the product, has a need or problem that the product can solve, has the authority and budget to make a purchase decision, and is ready to buy within a reasonable time frame. Focusing on quality leads helps to increase conversion rates, reduce salescycles, and optimize resources.References:https://www.salesforce.com/resources
/articles/lead-generation/#lead-generation-strategies

NEW QUESTION # 112
After a sales representative presents a proposal, the customer mentions return on investment as one of their concerns.
Which objection category does this fall into?

A. Requirements
B. Price
C. Trust

Answer: B

Explanation:
Price objections are related to the customer's perception of the value of the solution and their ability or willingness to pay for it. Return on investment (ROI) is a measure of the value that the solution provides in relation to its cost. If the customer is concerned about ROI, it means they are not convinced that the solution is worth the price or that they can afford it. The sales representative should addressthis objection by demonstrating the value proposition of the solution, highlighting the benefits and outcomes that the customer can expect, and showing how the solution can help the customer achieve their goals and solve their problems.
The sales representative should also explore the customer's budget and decision-making process, and offer flexible payment options or discounts if possible. References: Certification - Sales Representative - Trailhead,
[Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 113
A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.
How does tracking this help the sales rep manage risk?

A. These deals can move to the next stage.
B. These dealsmust be assigned a surcharge.
C. These deals can be expedited if required.

Answer: C

Explanation:
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. These deals have a higher urgency and a shorter sales cycle than other deals, and they may face challenges such as inventory shortages, delivery delays, or customer dissatisfaction. By trackingthese deals, the sales rep can prioritize them, communicate with the customer and the internal team, and ensure that the items are delivered on time and meet the customer's expectations. References: [Sales Rep Training: Manage Your Pipeline], [Cert Prep:
Salesforce Certified Sales Representative: Manage Your Pipeline]

NEW QUESTION # 114
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 # 115
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. Offer customer discounts toexpedite the sale.
B. Log in as the customer to review their data.
C. Collaborate with other customer-facing teams.

Answer: C

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 # 116
......

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