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Salesforce Sales-101 考試大綱：

主題
簡介

主題 1

Planning: This section of the exam measures skills of Account Executives and covers territory planning, engaging key accounts, and calculating sales quota attainability. It also emphasizes developing strong business relationships and partnerships with key roles and personas to drive long-term success.

主題 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.

主題 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.

主題 4

Customer Engagement:This section of the exam measures skills of Sales Representatives and focuses on building credibility through thought leadership, using multiple touchpoints to generate interest, and aligning solutions with customer needs. It also highlights the importance of nurturing relationships and driving product adoption for maximum value.

最新的 Sales Professional Sales-101 免費考試真題 (Q93-Q98):

問題 #93
Which communication approach has a higher likelihood of achieving a customer relationship built on trust?

A. Appreciating the customer's time.
B. Hosting monthly product webinars.
C. Scheduling quarterly check-in calls.

答案：A

解題說明：
Appreciating the customer's time is a communication approach that fosters trust by acknowledging and respecting the value of their time. This approach involves being punctual for meetings, ensuring communications are concise and relevant, and expressing gratitude for their engagement. Building trust with customers is foundational to long-term relationships, and demonstrating respectfor their time is a tangible way to show that their needs and priorities are taken seriously. Salesforce highlights the importance of trust in customer relationships and recommends practices that contribute to a respectful and professional interaction.
ference:Salesforce Blog - Building Customer Trust

問題 #94
A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?

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

答案：B

解題說明：
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]

問題 #95
A sales representative spends time building their pipeline with many opportunities. Their conversion percentage is fairly high, yet the total pipeline volume is far from their quota.
Which strategy would help the sales rep increase their pipeline health?

A. Be patient knowing that the numbers will eventually improve over time.
B. Analyze the potential deal size and decision makers' authority.
C. Challenge their manager about whether their sales quota is realistic.

答案：B

解題說明：
Analyzing the potential deal size and decision makers' authority is the best strategy to increase the pipeline health, because it can help the sales rep to prioritize the most valuable and likely opportunities, and focus on influencing the key stakeholders who can approve the purchase.This can increase the average deal size and the win rate, and ultimately help the sales rep to achieve their quota. Being patient or challenging the manager are not effective strategies, because they do not address the root cause of the low pipeline volume, and may result in missed targets or reduced motivation. The sales rep should take proactive actions to improve their pipeline quality and quantity, and seek feedback and guidance from their manager if needed. References: Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]

問題 #96
A sales representative is trying to engage a prospect who is unresponsive to cold calls.
Which approach can the sales rep take as an alternative to build interest and align on why a solution meets the prospect's needs?

A. Try calling the prospect at different times.
B. Engage the prospect through different channels.
C. Pause engagement and follow up at another time.

答案：B

解題說明：
If a prospect is unresponsive to cold calls, the sales rep can take an alternative approach to build interest and align onwhy a solution meets the prospect's needs by engaging the prospect through different channels.
Different channels can include email, social media, text, video, or webinars. By using different channels, the sales rep can increase the chances of reaching theprospect, capture their attention, and provide relevant and personalized messages that showcase the value of the solution. The sales rep should also research the prospect' s preferences, needs, and pain points, and use a multi-touch strategy to nurture therelationship and move the prospect along the sales cycle. References: [Sales Rep Training: Generate Leads], [Cert Prep: Salesforce Certified Sales Representative: Generate Leads]

問題 #97
How can a sales representative identify and generate new pipeline?

A. Attend industry conferences.
B. Provide client support.
C. Conduct product demos.

答案：C

問題 #98
......

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