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https://prepbolt.com/Question 1Question Type: MultipleChoiceWhy is collaborating with departments such as marketing and service crucial to generating a newpipeline?Options:A- To expand and improve networking skillsB- To avoid competing for the best leadsC- To leverage additional expertise and resourcesAnswer:CExplanation:Leveraging additional expertise and resources is why collaborating with departments such asmarketing and service is crucial to generatinga new pipeline. A pipeline is a set of opportunities orpotential customers that a sales rep is pursuing or managing in order to close sales. Collaborating withmarketing and service helps to access their knowledge, skills, and tools that can help the sales repgenerate more leads, nurture more prospects, and close more deals.Question 2Question Type: MultipleChoiceHow many days are recommended between calls when reaching out to contacts at strategic accounts?Options:A- Two business daysB- Four business daysC- Twenty-fivebusiness days
https://prepbolt.com/Answer:AExplanation:https://help.salesforce.com/s/articleView?id=sf.hvs_cadences_examples.htm&type=5Question 3Question Type: MultipleChoiceA sales representative is working to understand a prospect's pain points, desired outcomes, andemotional drivers.In which phaseof the sales process is this deal?Options:A- ConnectB- CreateC- CollaborateAnswer:BExplanation:Create is the phase of the sales process where this deal is when the sales rep is working to understanda prospect's pain points, desired outcomes, and emotional drivers. Create is the phase where the salesrep presents and demonstrates how their product can address the prospect's pain points and needs,and deliver tangible benefits and outcomes. Create is also where the sales rep builds rapport and trustwith the prospect by showing empathy and understanding of their emotionaldrivers.Reference:https://www.salesforce.com/resources/articles/sales-process/#sales-process-stagesThe create phase of the sales process is where the sales representative works to understand theprospect's pain points, desired outcomes, and emotional drivers. This phase involves asking openended questions, conducting discovery sessions, and identifyingthe prospect's challenges and goals.The create phase helps the sales representative to build rapport and trust with the prospect, and touncover the value proposition and the solution fit for their needs.Reference:Sales Rep Training: Define the Scope of a Solution, unit ''Use Discovery to Understand Customer
https://prepbolt.com/Needs''.Cert Prep: Salesforce Certified Sales Representative, unit ''Define the Scope of a Solution''.Question 4Question Type: MultipleChoiceA sales representative wants to transition to a recommendation in a way that demonstrates theirability to provide a competitive solution.What should they use?Options:A- Summary statementB- Success storyC- Solution unitAnswer:BExplanation:A success story is what the sales representative should use to transition to a recommendation in away that demonstrates their ability to provide a competitive solution, because it shows the customerhow the sales rep's solution has helped other customers with similar needs and challenges, and whatresults and benefits they have achieved. A success story can also help to build trust and credibilitywith the customer, and inspire them to take action. A summary statement or a solution unit are notthe best answers, because they are not as effective as a success story in demonstrating the salesrep's competitive advantage. A summary statement is a brief recap of the customer's situation, needs,and desired outcomes, but it does not show how the sales rep's solution can meet them. A solutionunit is a specific feature or benefit of the sales rep's solution, but it does not show how it has workedfor other customers or what outcomes it can deliver.Reference:Certification - Sales Representative -Trailhead,Sales Rep Training: Customer Engagement - Trailhead
https://prepbolt.com/Question 5Question Type: MultipleChoiceWhich first step should a sales representative take to gain insight on potential customers?Options:A- Conduct stakeholder interviews.B- Analyze data about customers.C- Create customer success plans.Answer:BExplanation:Analyzing data about customers is the first step that a sales rep should take to gain insight onpotential customers. Dataanalysis is the process of collecting, processing, and interpreting informationabout customers using various sources and methods, such as CRM systems, web analytics, socialmedia, 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 ordifferences.Reference:https://www.salesforce.com/resources/articles/customer-analysis/#customer-analysis-definitionQuestion 6Question Type: MultipleChoiceA sales representative is assigned to high-value prospects.What can the sales rep do to gain their interest?Options:A- Identify potential trigger events as the reason to reach out to prospects.B- Connect with customers associated with the prospect on social media.C- Focus on personal details when communicating with the prospect.
https://prepbolt.com/Answer:AExplanation:Identifying potential trigger events as the reason to reach out to prospects is what the sales rep cando to gain their interest when assigned to high-value prospects. A trigger event is an occurrence orchange that creates an opportunity or need for a product or service, such as a merger, expansion,launch, etc. Identifying trigger events helps to show relevance, timeliness, and value to the prospects,as well as to capture their attention andcuriosity.Reference:https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategiesQuestion 7Question Type: MultipleChoiceAfter a salesrepresentative presents a value proposition to customers, they raise some objections. Thesales rep understands their reasoning and negative emotional reaction.Which step should the sales rep take next to address these objections?Options:A- Ask questions to determine if they can get the deal back on track.B- Stand by the solution and point out their misunderstanding.C- Compare risks and benefits using features, advantages, and benefits (FAB).Answer:AExplanation:Asking questions to determine if they can get the deal backon track is the next step that the sales repshould take to address the objections from the customers after understanding their reasoning andnegative emotional reaction. Asking questions helps to understand the root cause, scope, and impactof the objections, as well as to show empathy and respect for the customers' concerns. Askingquestions also helps to clarify any misunderstandings, provide relevant information, and proposesolutions that address theobjections.Reference:https://www.salesforce.com/resources/articles/sales-objections/#sales-objections
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