Pass Your Sales Professional Sales-101 Exam on Mar 22, 2026 with 130 Questions [Q51-Q74]

NEW QUESTION 51
A new sales representative is taking over an account and has a goal to develop a relationship with the key stakeholders previously managed by a different sales rep.
What is the first step to building trust with these stakeholders?

NEW QUESTION 52
A sales representative’s existing customer is opening offices in new regions.
What should the sales rep focus on to increase the contract value?

NEW QUESTION 53
A customer’s order was sent to the incorrect warehouse for fulfillment. The order has yet to be fulfilled.
What should the sales representative check to fulfill the order through a differentwarehouse?

NEW QUESTION 54
A sales representative is strategizing on how to most effectively communicate with a key prospect.
Which approach should they take?

NEW QUESTION 55
A sales representative is aware of an upcoming end-of-contract period for a key customer.
How should the sales repadapt their sales activities to address this change?

NEW QUESTION 56
A sales representative wants to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution.
What should they use?

NEW QUESTION 57
A sales representative has a prospect who is in discussions with multiple vendors about competing products.
The sales rep is concerned the prospect might not remember the valuable benefits of the solution.
Which closure practice should the sales rep use to gain a commitment with this prospect?

NEW QUESTION 58
A prospect visited a company’s website and completed a form expressing interest in a product.
What should a sales rep focus on when qualifying the prospect?

NEW QUESTION 59
A sales representative is working on an opportunity that has recently progressed to a more advanced stage in the deal lifecycle.
Which action should the sales rep take to ensure accurate forecasting?

NEW QUESTION 60
A sales representative has a pipeline with a mix of opportunities at various stages.
The sales rep wants to improve stage velocity.
What should the sales rep do to improve stage velocity?

NEW QUESTION 61
After a number of meetings and conversations, a sales representative is invited to pitch to a prospective customer.
How should the sales rep build credibility with the prospect to better their chances of a successful pitch?

NEW QUESTION 62
A sales representative is doing a 9-month check-in with a customer following a successful deployment. The sales rep found an additional product that will help improve the customer value and adoption.
Which customer success concept is the sales rep utilizing in this example?

NEW QUESTION 63
A sales representative is using elicitation techniques to gain a better understanding of their customer’s business strategies, goals, initiatives, and challenges.
What are three elicitation techniques the sales rep should use?

NEW QUESTION 64
A sales representative wants to track which opportunities in their pipeline contain items that customers need for an event next month.
How does tracking this help the sales rep manage risk?

NEW QUESTION 65
A company uses the BANT model for sales qualification.
What does BANT indicate to sales representatives?

NEW QUESTION 66
How can a sales representative best identify a customer’s challenges and initiatives?

NEW QUESTION 67
A sales representative works at a heavily siloed company and is unable to gather insights for renewals.
How should the sales rep improve data integrity in the pipeline working across silos?

NEW QUESTION 68
How does a sales representative determine if a customer might be a valid prospect for the product?

NEW QUESTION 69
After verbally agreeing to the price and receiving a formal agreement, the customer informs the sales representative they are delaying the signature due to concerns about a liability risk.
Which customer role should the sales rep meet with to address the concerns?

NEW QUESTION 70
Which factor can the sales representative focus on to win the customer first and support their sales quota long term?

NEW QUESTION 71
A sales representative has spent countless hours on due diligence to make the appropriate recommendation. At the last minute, the customer makes an unexpected objection. The sales rep is surprised and wants to better understand where this objection is coming from.
Which approach should the sales rep take?

NEW QUESTION 72
A sales representative clarifies how a specific customer will benefit from the solution proposed.
Which part of a solution unit is the sales rep using?

NEW QUESTION 73
How can whitespace analysis improve a sales representative’s account management strategy?

NEW QUESTION 74
What is the primary benefit of team selling at a key account?