Salesforce Certified Sales Foundations Sales-101 Exam Practice Test

Answer : C

Acknowledging the objection and asking follow-up questions is an effective first step to overcome anobjection from the customer. Acknowledging the objection helps to show empathy and respect for the customer's concerns, as well as to avoid confrontation or defensiveness. Asking follow-up questions helps to understand the root cause, scope, and impact ofthe objection, as well as to clarify any misunderstandings or misinformation.Reference:https://www.salesforce.com/resources/articles/sales-objections/#sales-objections-handling

Answer : C

A customer-centric proposalis one that emphasizes the value and benefits that the solution will provide to the customer, rather than the features and specifications of the product or service. By focusing more on the anticipated outcomes, the sales rep can show how the solution aligns with the customer's objectives and needs, and how it will help them achieve their desired results. This will also help the sales rep differentiate themselves from the competition and build trust and credibility with the customer.Reference:

Cert Prep: Salesforce Certified Sales Representative, Unit 4: Value Selling

[Sales Rep Training], Unit 2: Sell with Value

Salesforce Certified Sales Representative Exam Guide, Section 4: Value Selling

Answer : C

Approved budget, authority, business need, and timing are key factors that the sales rep should consider when assessing the probability of winning the business. These factors are also known as BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means that the prospect has enough money to buy the product. Authority means that the prospect has the power or influence to make a purchase decision. Business need means that the prospect has a problem or challenge that the product can solve. Timing means that the prospect is ready or willing to buy withina reasonable time frame.Reference:https://www.salesforce.com/resources/articles/sales-process/#qualify

Answer : C

Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluableand close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution.Reference:https://www.salesforce.com/resources/articles/sales-promotion/#sales-promotion-examples

Extending a free trial is a good way toconvince an indecisive customer to close the contract, as it allows them to experience the value of the solution firsthand and overcome any doubts or objections. A free trial also creates a sense of urgency and scarcity, as the customer knows that they have a limited time to take advantage of the offer. By extending a free trial, the sales rep can demonstrate confidence in the solution and show the customer that they are willing to accommodate their needs and preferences.Reference:

Turn Undecided Customers into Successful Sales - Upnify, section ''Offer guarantees and flexible policies''.

How to Handle Indecisive Customers? - Bitrix24, section ''Offer a free trial or a money-back guarantee''.

Answer : B

A forecast is a projection of how much revenue you can generate in a quarter. A forecast rollup is the aggregation of a set of opportunities based on three dimensions: time, categories, and territories. Time refers to the fiscal period, such as month or quarter, that the forecast covers. Categories refer to the stages of the sales process, such as commit, best case, or pipeline. Territories refer to the sales regions or markets that the forecast applies to.Reference:

Certification - Sales Representative - Trailhead

Cert Prep: Salesforce Certified Sales Representative - Trailhead

[Forecasting Guide - Salesforce Help]

Answer : C

Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell thecontract.Reference:https://www.salesforce.com/resources/articles/account-management/#account-management-renewals

Answer : B

A puppy dog close is a sales technique that involves letting the prospect try out the product or service for a limited time, hoping that they will fall in love with it and buy it. This type of close is often used for products thathave a high emotional appeal, such as cars, jewelry, or pets. The sales representative in this scenario chose a puppy dog close because they suspected the prospect was unsure about the product and wanted to give them a chance to experience its benefits firsthand.Reference:

Cert Prep: Salesforce Certified Sales Representative, Unit 5: Close the Deal

[Sales Rep Training], Unit 2:Close the Deal

Salesforce Certified Sales Representative Exam Guide, Section 5: Closing Deals