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Sales-101 Exam Actual Tests, Sales-101 Best Preparation Materials

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Salesforce Certified Sales Foundations Sample Questions (Q87-Q92):

NEW QUESTION # 87
In which way should a sales representative drive trust through professional competency?

A. Asking questions to look for common interests, personal motivators, and hesitation
B. Collecting and processing information on products, competitors, and industries
C. Understanding the buyer's experience in the market and years of service

Answer: B

Explanation:
Professional competency is the ability to demonstrate knowledge and skills that arerelevant and valuable to the customer. By collecting and processing information on products, competitors, and industries, a sales rep can show their expertise, credibility, and confidence in providing solutions that meet the customer's needs and expectations. References:https://trailhead.salesforce.com/en/content/learn/modules/sales-representative- certification-prep/sales-representative-certification-prep-prepare-for-your-exam

NEW QUESTION # 88
A sales team knows the importance of building an accurate forecast.
Which foundational priority should be in place to help ensure data quality across teams?

A. Pipeline visibility
B. Collaboration
C. Salesprocess

Answer: B

Explanation:
A sales process is a set of steps and stages that guide the sales team from prospecting to closing deals. A sales process helps ensure data quality across teams by providing a common framework, language, and methodology for managing opportunities and forecasting. A sales process also helps align the sales team with the customer's buying journey, and enables them to track and measure their progress and performance. A sales process can improve the accuracy, consistency, and completeness of the data in the pipeline, and help the sales team make better decisions and predictions. References:
* Cert Prep: Salesforce CertifiedSales Representative, unit "Assess Risks and Opportunities"
* [Sales Rep Training], unit "Create Effective Selling Habits"
* Salesforce Certified Sales Representative ExamGuide, section "Assess Risks and Opportunities"

NEW QUESTION # 89
A sales representative is engaging in a discovery conversation with a prospect.
Which approach should the sales rep take during this conversation?

A. Ask open-ended questions to understand the prospect's challenges and goals.
B. Present the history and innovation of their company in bringing new products to market.
C. Share the information gathered from online research aboutthe customer's company.

Answer: A

Explanation:
Asking open-ended questions to understand the prospect's challenges and goals is the approach that the sales rep should take during a discovery conversation with a prospect. A discovery conversation is a conversation thathelps to uncover information about the prospect's situation, needs, pain points, and objectives. Asking open-ended questions is an effective way to elicit detailed and meaningful responses from the prospect, as well as to show interest and empathy for their challenges and goals.

NEW QUESTION # 90
A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.
What should the sales rep do to uncover why the customer is delaying the decision?

A. Highlightthe benefits of the product to the customer.
B. Discuss the customer's concerns with their internal team.
C. Ask pointed questions to identify customer interests.

Answer: C

Explanation:
Asking pointed questions to identify customer interests is what the sales repshould do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer's hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action.
References:https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

NEW QUESTION # 91
Which first step should a sales representative take to gain insight on potential customers?

A. Analyze data about customers.
B. Create customer success plans.
C. Conduct stakeholder interviews.

Answer: A

Explanation:
Analyzing data about customers is the first step that a sales rep should take to gain insight on potential customers. Dataanalysis is the process of collecting, processing, and interpreting information about customers using various sources and methods, such as CRM systems, web analytics, social media, surveys, etc. Data analysis helps to understand customers' demographics, behaviors, preferences, needs, etc., as well as to segment them into groups based on their similarities or differences.References:https://www.salesforce.com
/resources/articles/customer-analysis/#customer-analysis-definition

NEW QUESTION # 92
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