Sales-101 Exam Dumps - Salesforce Sales Professional Questions and Answers

A success story is what the sales representative should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution, because it shows the customer how the sales rep’s solution has helped other customers with similar needs and challenges, and what results and benefits they have achieved. A success story can also help to build trust and credibility with the customer, and inspire them to take action. A summary statement or a solution unit are not the best answers, because they are not as effective as a success story in demonstrating the sales rep’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 solution unit is a specific feature or benefit of the sales rep’s solution, but it does not show how it has worked for other customers or what outcomes it can deliver. References: Certification - Sales Representative - Trailhead, Sales Rep Training: Customer Engagement - Trailhead

Customer needs are what thesales rep should focus on when qualifying a prospect who visited a company’s website and completed a form expressing interest in a product. Customer needs are the problems, challenges, goals, or desires that the prospect has and that the product can address. Focusing on customer needs helps to understand the value proposition of the product, build rapport and trust with the prospect, and determine their fit and readiness for the product.References:https://www.salesforce.com/resources/articles/sales-process/#qualify

Create is the phase of the sales process where this deal is when the sales rep is working to understand a prospect’s pain points, desired outcomes, and emotional drivers. Create is the phase where the sales rep 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 trust with the prospect by showing empathy and understanding of their emotional drivers.References:https://www.salesforce.com/resources/articles/sales-process/#sales-process-stages

The create phase of the sales process is where the sales representative works to understand the prospect’s pain points, desired outcomes, and emotional drivers. This phase involves asking open-ended 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 to uncover the value proposition and the solution fit for their needs. References:

Sales Rep Training: Define the Scope of a Solution, unit “Use Discovery to Understand Customer Needs”.

Cert Prep: Salesforce Certified Sales Representative, unit “Define the Scope of a Solution”.

Sales-qualified leads are leads that have been vetted by both marketing and sales teams and have expressed a clear interest in buying. They have gone through the stages of lead generation, lead nurturing, and lead qualification, and have met the criteria for being ready to buy. Sales-qualified leads should be given the highest priority, as they are the most likely to convert into customers and generate revenue. References:

Cert Prep: Salesforce Certified Sales Representative, unit “Sales Strategy and Planning”.

The Ultimate Guide to Lead Prioritization, section “Focus on inbound leads”.

A summary is a closure practice that the sales rep should use to gain a commitment with a prospect who is in discussions with multiple vendors. A summary is a concise recap of the valueproposition of the solution, highlighting how it addresses the prospect’s pain points and needs, and delivers tangible benefits and outcomes. A summary helps to reinforce the value of the solution, differentiate it from competitors, and persuade the prospect to take action.References:https://www.salesforce.com/resources/articles/sales-process/#close

A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to thecustomer. A value map shows how the solution aligns with the customer’s strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.References:https://www.salesforce.com/resources/articles/value-selling/#value-selling-tools

The first step to prioritizing selling efforts in a new sales territory is to identify the key accounts, which are the most valuable and strategic customers for the business. By focusing on the key accounts, the sales representative can maximize the impact of their efforts and build strong relationships with the decision-makers and influencers. Key accounts can also provide referrals, testimonials, and insights that can help the sales representative expand their network and opportunities in the territory. References:

Sales Rep Training: Prioritize Your Selling Efforts

Cert Prep: Salesforce Certified Sales Representative: Prioritize Your Selling Efforts

“What I hear you saying is…” is a way to begin a confirming question. A confirming question is a question that helps to verify or validate what the customer saysor means. A confirming question helps to show understanding, empathy, and respect for the customer’s concerns, as well as to avoid confusion, misunderstanding, or miscommunication.References:https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types

Asking open-ended questionsis a key skill for sales representatives, as it allows them to uncover the customer’s challenges and initiatives, as well as their goals, needs, and pain points. Open-ended questions are those that cannot be answered with a simple “yes” or “no”, but require the customer to provide more information and explanation. For example, instead of asking “Are you happy with your current solution?”, a salesrep can ask “What are the main challenges you are facing with your current solution?” or “How does your currentsolution help you achieve your goals?” By eliciting detailed responses, the sales rep can gain a deeper understanding of the customer’s situation, identify opportunities to add value, and tailor their solution accordingly. References:

Sales Rep Training: Prepare Your Team to Sell Successfully, unit “Ask Open-Ended Questions to Uncover Customer Needs”.

Cert Prep: Salesforce Certified Sales Representative, unit “Use Discovery to Understand Customer Needs”.

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