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Exam Guide

S A L E S F O R CE A CC R ED I TE D SA L E S P R OF E S S I O N A L Spring ‘18

S A L E S F O R C E A C C R E D I T E D S A L E S P R O F E S S I O N A L

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CONTENTS About the Salesforce Accredited Sales Professional Credential ..................................... 1

Section 1. Purpose of this Exam Guide ............................................................................. 2

Section 2. Audience Description: Salesforce Accredited Sales Professional ................ 3

Section 3. About the Exam ................................................................................................. 5

Section 4. Recommended Training and References ....................................................... 6

Section 5. Exam Outline ..................................................................................................... 7

Section 6. Maintaining a Credential .................................................................................. 9

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ABOUT THE SALESFORCE ACCREDITED SALES PROFESSIONAL CREDENTIAL The Salesforce Accredited Sales Professional credential is designed for Salesforce Partners who have the requisite skills and experience at selling Salesforce solutions to customers.

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SECTION 1. PURPOSE OF THIS EXAM GUIDE This exam guide is designed to help you evaluate if you are ready to successfully complete the Salesforce Accredited Sales Professional accreditation exam. This guide provides information about the target audience for the exam, the recommended training and documentation, and a complete list of exam objectives—all with the intent of helping you achieve a passing score. Salesforce highly recommends a combination of on-the-job experience, course attendance, and self-study to maximize your chances of passing the exam.

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SECTION 2. AUDIENCE DESCRIPTION: SALESFORCE ACCREDITED SALES PROFESSIONAL The Salesforce Accredited Sales Professional credential is for individuals who want to demonstrate their skills and knowledge in selling, demonstrating, creating a vision of customer value, implementing Salesforce solutions, and articulating the Salesforce Advantage regarding the Salesforce platform. The accreditation is relevant to partners and Salesforce employees.

The Salesforce Accredited Sales Professional will likely have at least one year of experience selling cloud applications to businesses and six months experience with cloud applications on the Salesforce platform. The Salesforce Accredited Sales Professional may work internally as an employee or as a consultant for a system integrator. The Salesforce Accredited Sales Professional may have passed either the Salesforce Certified Administrator examination, Salesforce Certified Sales Cloud Consultant or Salesforce Certified Service Cloud Consultant exams.

Typical job roles may include:

Account Executive

Business Development Manager

Project Manager

Technical Architect

Solution Engineer

Consultant

The Salesforce Accredited Sales Professional candidate has the experience, skills, knowledge, and ability to:

Look up account level information in a Salesforce Sales Cloud

Articulate the basic concepts and advantages of cloud computing

Present sales concepts using presentation software

Describe for customers the Salesforce 1:1:1 culture – and becoming part of the Salesforce Ohana

Articulate the Salesforce Advantage

Demonstrate product expertise on the latest Salesforce products and services

Conduct product demonstrations using Salesforce tools and techniques

Adjust customer conversations using competitive intelligence

Describe Salesforce Trust Messaging for customers

Conduct discovery techniques for better customer interaction

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Develop a personal storytelling philosophy

Demonstrate core objection handling to Salesforce technology and how to handle customer concerns

Conduct business case development using Value Selling techniques

Describe the Salesforce business model and how it supports partner growth

Describe the Salesforce selling motion and the role of partners

Articulate the team selling approach for partners and Salesforce

Project Management

Describe the Salesforce strategy for engaging partners to better support customers

Use the Salesforce platform to conduct data driven selling

Communicate the features and benefits of Salesforce industry solutions

A candidate for this exam will likely need assistance with:

Pricing Salesforce products

Review of submitted leads

Staying up to date with evolving product messaging

Staying up to date with new products from Salesforce

A candidate for this exam is not expected to know how to:

Quote Salesforce pricing

Technical implementation skills

Software development tools and technology

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SECTION 3. ABOUT THE EXAM The Salesforce Accredited Sales Professional exam has the following characteristics:

Content: 30 multiple-choice/multiple-select questions* (5 unscored items will be added)

Time allotted to complete the exam: 45 minutes (time allows for unscored questions)

Passing score: 74%

Registration fee: USD 500, plus applicable taxes as required per local law

Retake fee: USD 250, plus applicable taxes as required per local law

Delivery options: Online, unproctored exam.

References: No hard-copy or online materials may be referenced during the exam.

Prerequisite: None required

*Please note that as of November 16, 2017, all Salesforce certification exams will contain five additional, randomly placed, unscored questions to gather data on question performance. The duration of each exam has been evaluated and adjusted to accommodate the inclusion of the unscored questions. These five questions will be in addition to the 60 scored questions on your exam, and will have no impact whatsoever on your score.

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SECTION 4. RECOMMENDED TRAINING AND REFERENCES To prepare for this exam, Salesforce recommends attending a Partner Fast Forward Bootcamp. Salesforce recommends the following Trailhead content to guide your study:

Navigate the Salesforce Advantage

Salesforce Ohana Culture

Getting Started with Service Cloud

Salesforce User Basics

Getting Started with Salesforce Mobile App

Understanding the AppExchange Product Lifecycle

Getting Started with Salesforce CRM

Build Your Practice as a Consulting Partner

Get to Know Salesforce Identity

In addition, we recommend reviewing online Documentation, Tip Sheets, and User Guides by searching for the topics listed in the Exam Outline section of the study guide and studying the information related to those topics. Documentation, Tip Sheets, and User Guides can also be accessed through Help & Training.

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SECTION 5. EXAM OUTLINE The Salesforce Accredited Sales Professional exam measures a candidate’s knowledge and skills related to the following objectives.

SALESFORCE OHANA • Demonstrates knowledge of the value of company culture.

• Demonstrates knowledge of the Salesforce 1-1-1 model.

• Describe how Salesforce Ohana culture is an effective tool in the sales conversation.

SALESFORCE ADVANTAGE • Can describe the 6 principles of the Salesforce Advantage.

• Can differentiate the 6 principles of the Salesforce Advantage.

• Demonstrates an understanding of how to use the Salesforce Advantage in a competitive selling environment.

PRODUCT POSITIONING • Describe the process for selling across the clouds.

• Can describe the product positioning statements of Sales Cloud.

• Can describe the product positioning statements of Marketing Cloud.

• Can describe the product positioning statements of the Salesforce Platform.

• Can describe the product positioning statements of Service Cloud.

OBJECTION HANDLING

• Identify the most effective responses to customer objections to Salesforce solutions.

• Describe appropriate responses to customer objections.

DISCOVERY • Describe the components of the Customer Centric Discovery Model.

• Identify the correct process for conducting Customer Centric Discovery.

Weighting

10%

Weighting

30%

Weighting

18%

Weighting

10%

Weighting

12%

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COMPETITIVE INTELLIGENCE • Understand key competitive selling strategies.

• Describe how to speak to customers about the competition.

• Describe how to conduct a sales presentation in a competitive selling environment.

• Know the top competitors for Salesforce products.

LEVERAGE SALESFORCE TEAM AND PARTNER RESOURCES

• Describe the Salesforce team selling motion.

• Describe the role of Partners in the Salesforce team selling motion.

• Identify the key roles in the team selling motion.

• Describe the advantages of team selling.

SELLING WITH STORIES • Describe the value of storytelling in creating effective sales presentations. • Describe a personal story to add credibility and authenticity to seller

communications.

Weighting

5%

Weighting

5%

Weighting

12%

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SECTION 6. MAINTAINING A CREDENTIAL

One of the benefits of holding a Salesforce credential is always being up to date on new product releases. Our release exams are designed to ensure you have the latest information you need to be a successful Salesforce expert.

Bookmark these useful resources for maintaining your credentials: · Maintenance Exam Due Dates · Credential Status Request Overview · Overall Maintenance Requirements Don’t let your hard-earned credential expire! Once you earn the credential, if you do not complete all maintenance requirements by the due date, your credential will expire, or in some cases, become suspended. For more information, click here.

ABOUT TRAILHEAD Trailhead is your path into the Salesforce economy. It’s the fun way to learn the skills you need to transform your company, earn credentials that grow your career, and connect with a global movement of Trailblazers to continue learning together.

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