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Salesforce Sales-101 시험요강:

주제	소개
주제 1	Pipeline Management: This section of the exam measures skills of Sales Representatives and involves generating new pipeline opportunities, analyzing pipeline health, and ensuring data integrity. It also covers monitoring progression across sales stages and improving customer relevance.
주제 2	Forecasting: This section of the exam measures skills of Account Executives and assesses forecasting accuracy, evaluating risks and opportunities, and understanding the inputs that drive forecasting. It ensures consistency in opportunity management and reliable business predictions.
주제 3	Deal Management: This section of the exam measures skills of Account Executives and includes qualifying prospects, understanding customer strategies and challenges, and defining solution scope. It emphasizes presenting value propositions, addressing challenges to close deals, and securing customer commitment for formal contracts.

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Sales-101시험패스 인증덤프, Sales-101높은 통과율 인기 덤프문제

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최신 Sales Professional Sales-101 무료샘플문제 (Q21-Q26):

질문 # 21
Asales representative wants to show a prospect the value of their product or service.
Which type of document should the sales rep provide to the prospect?

A. Whitespace analysis
B. Sales proposal
C. Marketing whitepaper

정답：B

설명：
A sales proposal is adocument that outlines the benefits and features of a product or service, as well as the pricing and terms of the deal. A sales proposal is designed to persuade the prospect to buy from the sales rep by showing them the value of the solution and how it meets their needs. A sales proposal should be customized to the specific prospect and their situation, and should include a clear call to action. References:
* Sales Rep Training: Create Effective Selling Habits (Unit: Write Winning Sales Proposals)
* Cert Prep: Salesforce Certified Sales Representative (Unit: Sales Strategy and Planning)

질문 # 22
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?

A. Root cause analysis
B. Cost benefit analysis
C. SWOT analysis

정답：B

설명：
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.

질문 # 23
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. Product knowledge
C. Sales acumen

정답：B

설명：
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]

질문 # 24
A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?

A. Discovery
B. Negotiation
C. Renewal

정답：A

설명：
Discovery is the session type that the sales rep should hold with the prospect after compiling research about them. Discovery is the process of asking open-ended questions, listening actively, and uncovering the prospect's pain points, needs,goals, and challenges. Discovery helps to build rapport, trust, and value with the prospect, as well as to qualify them as a potential customer.References: https://www.salesforce.com/resources
/articles/sales-process/#discovery

질문 # 25
A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?

A. The proposed approachmeets the criteria of being Bold, Ambitious, Noteworthy, and Thorough.
B. The prospective contact has Budget and Authority to buy,has Need for the product, and the Timing is right.
C. The deal is Beneficial, Acceptable to line management, Narrow in scope, and commercially Tight for sound legal management.

정답：B

설명：
BANT is a sales qualification model that stands for Budget, Authority, Need, and Timing. It helps sales representatives identify and prioritize the most qualified prospects based on four key criteria:
* Budget: The prospect has the financial resources to purchase the product or service.
* Authority: The prospect has the decision-making power or influence to approve the purchase.
* Need: The prospect has a specific problem or pain point that the productor service can solve.
* Timing: The prospect has a clear timeline or urgency to buy the product or service. BANT helps sales representatives focus on the most promising opportunities, avoid wasting time on unqualified leads, and align their sales process with the customer's buying journey. References: [Cert Prep: Salesforce Certified Sales Representative: Qualify Leads], [Sales Rep Training: Qualify Leads]

질문 # 26
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