Exam: Sales-101
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QUESTION 1
A sales representative presents a solution and the customer isinterested in
moving forward.
How can the sales rep gain the customer's commitment and close the deal?
A. Negotiate to finalize the contract.
B. Propose and schedule an additional demo.
C. Develop a roadmap with complementary products.
Answer: A
Explanation:
Negotiating is the final stage of the sales process, where the sales rep and the
customer agree on the
terms and conditions of the deal. Negotiating helps to overcome any remaining
objections, address
any concerns, and close the deal with mutual satisfaction.Reference:
QUESTION 2
A sales representative is fulfilling an order using the step-by-step
instructions for that specific customer
What are these instructions known as?
A. Fulfilmentprocedures
B. Standard operating procedures
C. Standard engagement steps
Answer: B
Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how
to perform a
specific task or process. SOPs help to ensure consistency, quality, and
compliance in fulfilling orders for different
QUESTION 3
In which way should a sales representative drive trust through professional
competency?
A. Asking questions to look for common interests, personal motivators, and
hesitation
B. Collecting and processing information on products, competitors, and
industries
C. Understanding the buyer's experience in the market and years of service
Answer: B
Explanation:
Professional competency is the ability to demonstrate knowledge and skills that
arerelevant and
valuable to the customer. By collecting and processing information on products,
competitors, and
industries, a sales rep can show their expertise, credibility, and confidence in
providing solutions that
meet the customers needs and expectations.
QUESTION 4
A sales representative is preparing a presentation to showcase the value
proposition of their solution to a prospect.
What should be the main objective of this presentation?
A. To provide an in-depth analysis of the prospect's competitors and market
trends
B. To build credibility with the prospect using their public speaking skills and
professional appearance
C. To communicate how the solution addresses the prospect's pain points and
needs, and delivers tangible return on investment (ROI)
Answer: C
Explanation:
The main objective of a value proposition presentation is to show the prospect
how the solution can
solve their problems, fulfill their needs, and provide them with benefits that
outweigh the costs. A
value proposition presentation should highlight the unique features and
advantages of the solution,
as well as quantify the expected outcomes and ROI for the
QUESTION 5
A sales representative closed a deal with a customer 6 months ago. The
customer is now
experiencing issues with the solution and the sales rep is trying to assess the
customer's realized value.
What should the sales rep do?
A. Acknowledge the customer's concerns while trying to find easier customers.
B. Reassess the customer's expected value based on the current situation.
C. Try to sell additional products or services to increase the realized value.
Answer: B
Explanation:
Realized value is the difference between the expected value and the actual value
that the customer
receives from using the solution. If the customer is experiencing issues with
the solution, the sales
rep should reassess the customers expected value based on the current situation,
identify any gaps
ordiscrepancies, and work with the customer to resolve themand ensure their
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QUESTION 1
A sales representative presents a solution and the customer isinterested in
moving forward.
How can the sales rep gain the customer's commitment and close the deal?
A. Negotiate to finalize the contract.
B. Propose and schedule an additional demo.
C. Develop a roadmap with complementary products.
Answer: A
Explanation:
Negotiating is the final stage of the sales process, where the sales rep and the
customer agree on the
terms and conditions of the deal. Negotiating helps to overcome any remaining
objections, address
any concerns, and close the deal with mutual satisfaction.Reference:
QUESTION 2
A sales representative is fulfilling an order using the step-by-step
instructions for that specific customer
What are these instructions known as?
A. Fulfilmentprocedures
B. Standard operating procedures
C. Standard engagement steps
Answer: B
Explanation:
Standard operating procedures (SOPs) are detailed instructions that describe how
to perform a
specific task or process. SOPs help to ensure consistency, quality, and
compliance in fulfilling orders for different
QUESTION 3
In which way should a sales representative drive trust through professional
competency?
A. Asking questions to look for common interests, personal motivators, and
hesitation
B. Collecting and processing information on products, competitors, and
industries
C. Understanding the buyer's experience in the market and years of service
Answer: B
Explanation:
Professional competency is the ability to demonstrate knowledge and skills that
arerelevant and
valuable to the customer. By collecting and processing information on products,
competitors, and
industries, a sales rep can show their expertise, credibility, and confidence in
providing solutions that
meet the customers needs and expectations.
QUESTION 4
A sales representative is preparing a presentation to showcase the value
proposition of their solution to a prospect.
What should be the main objective of this presentation?
A. To provide an in-depth analysis of the prospect's competitors and market
trends
B. To build credibility with the prospect using their public speaking skills and
professional appearance
C. To communicate how the solution addresses the prospect's pain points and
needs, and delivers tangible return on investment (ROI)
Answer: C
Explanation:
The main objective of a value proposition presentation is to show the prospect
how the solution can
solve their problems, fulfill their needs, and provide them with benefits that
outweigh the costs. A
value proposition presentation should highlight the unique features and
advantages of the solution,
as well as quantify the expected outcomes and ROI for the
QUESTION 5
A sales representative closed a deal with a customer 6 months ago. The
customer is now
experiencing issues with the solution and the sales rep is trying to assess the
customer's realized value.
What should the sales rep do?
A. Acknowledge the customer's concerns while trying to find easier customers.
B. Reassess the customer's expected value based on the current situation.
C. Try to sell additional products or services to increase the realized value.
Answer: B
Explanation:
Realized value is the difference between the expected value and the actual value
that the customer
receives from using the solution. If the customer is experiencing issues with
the solution, the sales
rep should reassess the customers expected value based on the current situation,
identify any gaps
ordiscrepancies, and work with the customer to resolve themand ensure their
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Students Feedback / Reviews/ Discussion
Mahrous Mostafa Adel Amin 1 week, 2 days ago - Abuhib- United Arab
Emirates
Passed the exam today, Got 98 questions in total, and 2 of them weren’t from
exam topics. Rest of them was exactly the same!
upvoted 4 times
Mbongiseni Dlongolo - South Africa2 weeks, 5 days ago
Thank you so much, I passed Sales-101 today! 41 questions out of 44 are from
Certkingdom
upvoted 2 times
Kenyon Stefanie 1 month, 1 week ago - USA State / Province = Virginia
Thank you so much, huge help! I passed Sales-101 Salesforce today! The big majority
of questions were from here.
upvoted 2 times
Danny 1 month, 1 week ago - United States CUSTOMER_STATE_NAME: Costa Mesa =
USA
Passed the exam today, 100% points. Got 44 questions in total, and 3 of them
weren’t from exam topics. Rest of them was exactly the same!
MENESES RAUL 93% 2 week ago - USA = Texas
was from this topic! I did buy the contributor access. Thank you certkingdom!
upvoted 4 times
Zemljaric Rok 1 month, 2 weeks ago - Ljubljana Slovenia
Cleared my exam today - Over 80% questions from here, many thanks certkingdom
and everyone for the meaningful discussions.
upvoted 2 times
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