Salesforce Updated Sales-101 Exam Questions and Answers by elisa

A statement of work is a document that the sales rep prepares to finalize a deal with the customer. A statement of work defines the scope, deliverables, timeline, and terms of the engagement between the sales rep’s company and the customer. A statement of work helps to clarify expectations, responsibilities, and obligations for both parties, as well as to prevent any misunderstandings or disputes.References: https://www.salesforce.com/resources/articles/statement-of-work/#statement-of-work-definition

Providing unique selling points to the prospect that add value each time is the approach thatthe sales rep should take to communicate with a key prospect. A unique selling point is a feature or benefit of the product that distinguishes it from competitors and appeals to the prospect’s pain points or needs. Providing unique selling points helps toshow how the product can help the prospect succeed and grow, as well as to persuade them to take action.

Following the company's sales methodology is important because it creates a consistent vision across sellers. A unified sales approach ensures that all sales representatives understand and adhere to the same principles, strategies, and goals. This consistency helps in delivering a uniform customer experience, aligning sales efforts with the company's objectives, and facilitating collaboration among team members. Salesforce highlights the significance of a structured sales methodology to streamline sales processes, improve efficiency, and achieve better sales outcomes.

Sharing a customer success story is a powerful way to convince a contact to make an introduction to the decisionmaker, as it demonstrates the value and credibility of the sales rep’s solution. A customer success story should include the following elements: the customer’s challenge, the solution they implemented, and the results they achieved. The sales rep should also tailor the story to match the contact’s industry, role, and pain points, and highlight how the solution can help them achieve their goals. By sharing a customer success story, the sales rep can create a sense of urgency and curiosity in the contact, and motivate them to introduce the sales rep to the decision maker who can benefit from the solution as well. References:

Sales Rep Training: Create Effective Selling Habits, unit “Use Customer Success Stories to Sell with Value”.

Cert Prep: Salesforce Certified Sales Representative, unit “Close Deals with Value”.