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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	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	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 4	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 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.

Salesforce Certified Sales Foundations Sample Questions (Q62-Q67):

NEW QUESTION # 62
A customer experiences issues with a product after the sale is complete. The sales representative and service team were not able to resolve the issue.
What is the best course of action in this scenario?

A. Highlight that all procedural processes have been completed and there is nothing more they can do until more details are known.
B. Acknowledge the issue and explain to the customer that service is responsible for fixing it.
C. Escalate the issue to higher-level stakeholders and work collaboratively to find a solution.

Answer: C

Explanation:
When a customer experiences issues with a product after the sale is complete, the sales representative should not pass the responsibility to the service team, nor should theygive up on finding a solution. Instead, the sales representative should escalate the issue to higher-level stakeholders, such as managers, executives, or product experts, and work collaboratively with them and the service team to find a solution that satisfies the customer.
This shows the customer that the sales representative cares about their success and is willing to go the extra mile to resolve the issue. References: [Sales Rep Training: Handle Customer Issues], [Cert Prep: Salesforce Certified Sales Representative: Service and Support]

NEW QUESTION # 63
What is the desired outcome of an upsell proposal?

A. To optimize existing product offerings
B. To maintain current agreement during a renewal
C. To decrease customer churn rate

Answer: A

Explanation:
The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps toincrease revenue and profitability for the sales rep and the company.References:https://www.salesforce.com/resources/articles
/upselling/#upselling-definition

NEW QUESTION # 64
How should a sales representative use a client profile during the sales process?

A. To tailor a message to meet a target audience's needs
B. To build a standard message to maximize return on investment (ROI)
C. To create messages that appeal to a broad audience

Answer: A

Explanation:
Tailoring a message to meet a target audience's needs is how a sales rep should use a client profile during the sales process. A client profile is a document that summarizesthe characteristics, preferences, and behaviors of a specific segment or group of customers. A message is a communication or presentation that the sales rep delivers to the customers to persuade them to buy their product or service. Tailoring a message helps to show relevance, value, and differentiation to the target audience, as well as to capture their attention and interest.

NEW QUESTION # 65
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. Share other customer success stories.
B. Provide timely support and training.
C. Recommend additional productsand services.

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 # 66
A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?

A. Negotiation
B. Renewal
C. Discovery

Answer: C

Explanation:
Discovery is the session type that the sales rep should hold with the prospect after compiling research about them. Discovery is the process of asking open-ended questions, listening actively, and uncovering the prospect's pain points, needs,goals, and challenges. Discovery helps to build rapport, trust, and value with the prospect, as well as to qualify them as a potential customer.References: https://www.salesforce.com/resources
/articles/sales-process/#discovery

NEW QUESTION # 67
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Sales-101 Reliable Test Labs | Sales-101 Valid Torrent

Sales-101 Valid Torrent - Sales-101 Valid Learning Materials

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Salesforce Certified Sales Foundations Sample Questions (Q62-Q67):

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