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Pass Guaranteed Sales-101 - Salesforce Certified Sales Foundations Updated Latest Dumps Pdf

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Salesforce Certified Sales Foundations Sample Questions (Q120-Q125):

NEW QUESTION # 120
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 must be assigned a surcharge.
B. These deals can be expedited it required.
C. These deals can moveto the next stage.

Answer: B

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. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer's urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and retention, as well as to increase revenue and profitability.References:https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline- management

NEW QUESTION # 121
An experienced sales representative has several new leads and wants to understand their pain points and decide ifthe company can meet their needs.
At which stage should the sales rep complete a qualification call with the new leads?

A. Prospecting
B. Relationship building
C. Research

Answer: A

Explanation:
During the prospecting stage, a sales representative identifies and reaches out to potential leads to assess their interest and fit for the company's offerings. Completing a qualification call with new leads at this stage is crucial to understanding their pain points, needs, and whether the company's solutions can meet those needs.
This step is essential for efficiently allocating resources to leads with the highest potential for conversion.
Salesforce emphasizes the importance of effective prospecting and qualification processes to ensure sales efforts are focused on the most promising opportunities.
Reference:Salesforce Blog - Prospecting

NEW QUESTION # 122
A sales representative is using elicitation techniques to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges.
What are three elicitation techniques the sales rep should use?

A. Brainstorming, observation, and surveys
B. Processing, pace analysis, and perseverance
C. Developing, testing, and implementation

Answer: A

Explanation:
Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products.
Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. References:https://trailhead.salesforce.com/en/content/learn/modules/sales-representative- certification-prep/sales-representative-certification-prep-prepare-for-your-exam

NEW QUESTION # 123
A sales representative is challenged by a customer with a competitor's product and features.
Which skill does the sales rep need to address this challenge?

A. Forecasting
B. Sales acumen
C. Product knowledge

Answer: C

Explanation:
Product knowledge isthe skill that the sales rep needs to address this challenge, because it enables the sales rep to confidently and convincingly explain how their product is superior to the competitor's product, and how it can better solve the customer's needs and challenges. The sales rep should be able to highlight the unique features and benefits of their product, and differentiate it from the competitor's product in terms of value, quality, and performance. Sales acumen and forecasting are not the best answers, because they are not directly related to the challenge of dealing with a customer who is comparing products. Sales acumen is the ability to understand the sales process and the customer's behavior, and apply the best strategies and techniques to close the deal. Forecasting is the ability to predict the future sales outcomes based on the current pipeline and historical data. References: Certification - Sales Representative - Trailhead, [Sales Rep Training:
Create Effective Selling Habits - Trailhead]

NEW QUESTION # 124
A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.
Which strategy would help the sales rep increase their pipeline health?

A. Be patient knowing that the numbers will eventually improve over time.
B. Analyze the potential deal size and decision makers' authority.
C. Challenge their manager about whether their sales quota is realistic.

Answer: B

Explanation:
Analyzing the potential deal size and decision makers' authority is the best strategy to increase the pipeline health, because it can help the sales rep to prioritize the most valuable and likely opportunities, and focus on influencing the key stakeholders who can approve the purchase.This can increase the average deal size and the win rate, and ultimately help the sales rep to achieve their quota. Being patient or challenging the manager are not effective strategies, because they do not address the root cause of the low pipeline volume, and may result in missed targets or reduced motivation. The sales rep should take proactive actions to improve their pipeline quality and quantity, and seek feedback and guidance from their manager if needed. References: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

NEW QUESTION # 125
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