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Sales-101 Exam
Salesforce.Sales-101.v2026-01-05.q47 Dumps

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Question 21

A junior sales representative engages with key accounts to understand their pain points, current solutions, and future goals.
Which skill is the sales rep growing?

A.Product knowledge
B.Business acumen
C.Sales acumen

Correct Answer: B

Business acumen is the ability to understand the business environment, the customer's industry, and the customer's specific challenges and goals. A junior sales representative who engages with key accounts to understand their pain points, current solutions, and future goals is growing their business acumen skill. By doing so, they can better align their product or service with the customer's needs and expectations, and create more value for them. Business acumen isone of the core competencies of a sales professional, as it helps them build credibility, trust, and rapport with the customer, and differentiate themselves from the competition. References:
* Cert Prep: Salesforce Certified Sales Representative, unit "Build and Maintain Relationships with Key Accounts"
* [Sales Rep Training], unit "Prepare Your Team to Sell Successfully"

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Question 22

A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment.
At which stage are they in the sales process?

A.Collaborate
B.Connect
C.Confirm

Correct Answer: C

The stage in the sales process where asales representative delivers a proposal and checks in with the prospect on the perceived value and alignment is typically known as the "Confirm" stage. During this phase, the sales rep seeks to ensure that the proposal meets the prospect's needs and expectations, and that there is a mutual understanding of the value the solution offers. This step is crucial for moving towards closing the sale, as it involves resolving any outstanding questions or concerns and solidifying the prospect's commitment to proceeding. Salesforce outlines various stages in the sales process, and the confirmation stage is critical for validating that both parties are aligned before finalizing the deal.
Reference:Salesforce Sales Cloud - Sales Process

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Question 23

Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

A.Standard billing terms, legal authority, and payment methods
B.Decision-making process, urgency for change, and openness to new solutions
C.Preferred communication channels, time zone, and office hours

Correct Answer: B

In the qualification process, a sales representative should consider aspects of a prospect's buying culture and climate such as the decision-making process, urgency for change, and openness to new solutions.
Understanding these elements helps the sales rep tailor their approach to align with the prospect's priorities and decision-making dynamics. Knowing who is involved in the decision-making, how urgent the need for a solution is, and how receptive the organization is to adopting new technologies or approaches can significantly impact the strategy for engaging with the prospect and ultimately, the success of the sale.
Salesforce advocates for a thorough qualification process that includes assessing these factors to better understand the prospect's needs and how to effectively addressthem.
Reference:Salesforce Blog - Understanding Customer Needs

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Question 24

When assessing the risks and opportunities of a deal, why is it important to consider the duration of a contract?

A.Longer contracts increase cash flow predictability.
B.Longer contracts increase flexibility on delivery timescales.
C.Shorter contracts increase leverage for negotiation.

Correct Answer: A

The duration of a contract is one of the factors that affect the value of a deal, along with the price, terms, and conditions. Longer contracts can increase thecash flow predictability for both the seller and the buyer, as they reduce the uncertainty and variability of future payments and revenues. Longer contracts can also help build stronger and more loyal relationships with customers, as they demonstrate trustand commitment. On the other hand, shorter contracts can increase the risk of losing customers to competitors, as they offer more opportunities for switching or renegotiating. Shorter contracts can also create more pressure on the seller to deliver valuequickly and consistently, as they have less time to prove their worth and earn customer satisfaction. References:
* Cert Prep:Salesforce Certified Sales Representative, unit "Assess Risks and Opportunities"
* [Sales Rep Training], unit "Create Effective Selling Habits"

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Question 25

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

Correct Answer: A

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

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