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Salesforce Sales-101 Exam Syllabus Topics:
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Salesforce Certified Sales Foundations Sample Questions (Q35-Q40):
NEW QUESTION # 35
A sales representative is approached by a prospect who is having difficulty managing their customer data effectively and is struggling to track sales activity and customer interactions.
Which first step should the sales rep take to define the scope of a solution for the prospect?
Answer: C
Explanation:
The first step in defining the scope of a solution for a prospect is to frame the challenge, which means understanding the problem, the desired outcome, and the value proposition. Framing the challenge helps the sales rep to align with the prospect on their needs and goals, and to establish credibilityand trust. Framing the challenge also helps the sales rep to identify the key stakeholders, decision makers, and influencers involved in the buying process, and to tailor their communication and messaging accordingly. References:
* Sales Rep Training: Define the Scope of a Solution
* Cert Prep: Salesforce Certified Sales Representative:Define the Scope of a Solution
NEW QUESTION # 36
A sales representative is strategizing on how to most effectively communicate with a key prospect.
Which approach should they take?
Answer: A
Explanation:
Providing unique selling points to the prospect that add value each time is the approach thatthe sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect's pain points or needs. Providing unique selling points helps toshow how the product can help the prospect succeed and grow, as well as to persuade them to take action.
NEW QUESTION # 37
How can a sales representative identify and generate new pipeline?
Answer: C
NEW QUESTION # 38
A sales representative wants to highlight a customer's return on their investment.
Which type of analysis should the sales rep use to show this?
Answer: B
Explanation:
A cost benefit analysis is a type of analysis that compares the costs and benefits of a project or decision, and calculates the net value or return on investment. A cost benefit analysis can help a sales rep highlight a customer's return on their investment by showing how the benefits of the product or service outweigh the costs, and by quantifying the value in monetary terms. A cost benefit analysis should include all relevant costs and benefits, such as initial costs, recurring costs,opportunity costs, direct benefits, indirect benefits, and intangible benefits. A cost benefit analysis should also consider the time value of money, the discount rate, and the payback period. References:
* Sales Rep Training: Create Effective Selling Habits, unit "Use Cost Benefit Analysis to Sell with Value".
* Cert Prep: Salesforce Certified Sales Representative, unit "Close Deals with Value".
* How to calculate your Return on Customer Investment.
NEW QUESTION # 39
What is a prerequisite for preparing an initial proposal that will bring value to the prospect?
Answer: B
Explanation:
A prerequisite for preparing an initial proposal that will bring value to the prospect is to discover their business needs. This involves askingopen-ended questions, listening actively, and using whiteboarding or other techniques to explore and understand the prospect's situation, goals, challenges, and pain points. By discovering their business needs, the sales representative can tailor the proposal to address the specific problems or opportunities that the prospect is facing, and to demonstrate how the solution can deliver value and benefits to the prospect. References: [Sales Rep Training: Explore Customer Needs], [Cert Prep:
Salesforce Certified Sales Representative: Explore Customer Needs]
NEW QUESTION # 40
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