Salesforce Sales-101 Exam - Topic 6 Question 4 Discussion

Actual exam question for Salesforce's Sales-101 exam

Question #: 4
Topic #: 6

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?

AProcessing, pace analysis, and perseverance

BBrainstorming, observation, and surveys

CDeveloping, testing, and implementation

Show Suggested Answer

Suggested Answer: B

Brainstorming, observation, and surveys are three elicitation techniques that the sales rep should use to gain a better understanding of their customer's business strategies, goals, initiatives, and challenges. Elicitation is the process of gathering information from various sources using different methods. Brainstorming is a technique that involves generating ideas or solutions through creative thinking and collaboration. Observation is a technique that involves watching or monitoring how customers perform their tasks or use their products. Surveys are a technique that involves collecting feedback or opinions from customers using structured questions or scales. Reference:https://trailhead.salesforce.com/en/content/learn/modules/sales-representative-certification-prep/sales-representative-certification-prep-prepare-for-your-exam

by Felicia at Oct 02, 2025, 05:55 AM

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Leontine

2 months ago

Wait, are we really saying surveys are reliable? I have my doubts.

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Bulah

3 months ago

Observation is key! You can learn so much just by watching.

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Eliz

3 months ago

I think B is the best choice! Brainstorming and surveys are super effective.

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Una

3 months ago

Not sure about B, though. What about A? Processing sounds important too.

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Natalie

3 months ago

Totally agree with B! Those techniques really help in understanding clients.

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Micah

3 months ago

I’m leaning towards option B because it sounds familiar, especially with brainstorming being a common technique for gathering insights.

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Talia

4 months ago

I feel like processing and pace analysis were mentioned in a similar question, but they don't seem right for elicitation.

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Essie

4 months ago

I remember practicing with surveys in class, but I can't recall if they were the best option for this scenario.

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Corazon

4 months ago

I think brainstorming is definitely one of the techniques, but I'm not sure about the others. Maybe observation?

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Delbert

4 months ago

Option B stands out to me as the most logical choice. Brainstorming, observation, and surveys give the sales rep multiple ways to gather the necessary information about the customer's business.

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Kina

5 months ago

I'm a little confused on this one. Processing, pace analysis, and perseverance don't seem like classic elicitation techniques to me. I think I'd go with option B to play it safe.

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Noel

5 months ago

I'm leaning towards option B. Brainstorming, observation, and surveys seem like a well-rounded approach to really dig into the customer's business. The other options don't seem as directly relevant.

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Corinne

5 months ago

Hmm, I'm not sure about that. Brainstorming could be useful to generate ideas, but I'm not sure how that directly helps the sales rep understand the customer's goals and challenges. Maybe something more targeted like pace analysis would be better.

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James

5 months ago

I think the key here is to focus on techniques that help the sales rep really understand the customer's business. Observation and surveys seem like good options to get that deeper insight.

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