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Salesforce Sales-101 Exam (page: 1)
Salesforce Certified Sales Foundations
Updated on: 12-Feb-2026

Viewing Page 1 of 17
Sales-101 PDF 127 Questions

A sales representative presents a solution and the customer isinterested in moving forward. How can the sales rep gain the customer's commitment and close the deal?

  1. Negotiate to finalize the contract.
  2. Propose and schedule an additional demo.
  3. Develop a roadmap with complementary products.

Answer(s): A

Explanation:

Negotiating is the final stage of the sales process, where the sales rep and the customer agree on the terms and conditions of the deal. Negotiating helps to overcome any remaining objections, address any concerns, and close the deal with mutual satisfaction.


Reference:

https://www.salesforce.com/resources/articles/sales-process/#negotiate



A sales representative is fulfilling an order using the step-by-step instructions for that specific customer

What are these instructions known as?

  1. Fulfilmentprocedures
  2. Standard operating procedures
  3. Standard engagement steps

Answer(s): B

Explanation:

Standard operating procedures (SOPs) are detailed instructions that describe how to perform a specific task or process. SOPs help to ensure consistency, quality, and compliance in fulfilling orders for different customers.


Reference:

https://trailhead.salesforce.com/en/content/learn/modules/salesforce- essentials-basics/salesforce-essentials-sales-process



In which way should a sales representative drive trust through professional competency?

  1. Asking questions to look for common interests, personal motivators, and hesitation
  2. Collecting and processing information on products, competitors, and industries
  3. Understanding the buyer's experience in the market and years of service

Answer(s): B

Explanation:

Professional competency is the ability to demonstrate knowledge and skills that arerelevant and valuable to the customer. By collecting and processing information on products, competitors, and industries, a sales rep can show their expertise, credibility, and confidence in providing solutions that meet the customer's needs and expectations.


Reference:

https://trailhead.salesforce.com/en/content/learn/modules/sales-representative- certification-prep/sales-representative-certification-prep-prepare-for-your-exam



A sales representative is preparing a presentation to showcase the value proposition of their solution to a prospect.
What should be the main objective of this presentation?

  1. To provide an in-depth analysis of the prospect's competitors and market trends
  2. To build credibility with the prospect using their public speaking skills and professional appearance
  3. To communicate how the solution addresses the prospect's pain points and needs, and delivers tangible return on investment (ROI)

Answer(s): C

Explanation:

The main objective of a value proposition presentation is to show the prospect how the solution can solve their problems, fulfill their needs, and provide them with benefits that outweigh the costs. A value proposition presentation should highlight the unique features and advantages of the solution, as well as quantify the expected outcomes and ROI for the prospect.


Reference:

https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-presentation



A sales representative closed a deal with a customer 6 months ago. The customer is now experiencing issues with the solution and the sales rep is trying to assess the customer's realized value.
What should the sales rep do?

  1. Acknowledge the customer's concerns while trying to find easier customers.
  2. Reassess the customer's expected value based on the current situation.
  3. Try to sell additional products or services to increase the realized value.

Answer(s): B

Explanation:

Realized value is the difference between the expected value and the actual value that the customer receives from using the solution. If the customer is experiencing issues with the solution, the sales rep should reassess the customer's expected value based on the current situation, identify any gaps ordiscrepancies, and work with the customer to resolve themand ensure their satisfaction.


Reference:

https://www.salesforce.com/resources/articles/customer-success/#customer- success-metrics



Asales representative just closed a deal and wants to make sure the customer is set up for success. How can the sales rep ensure the customer has a great experience with the product?

  1. Share other customer success stories.
  2. Recommend additional productsand services.
  3. Provide timely support and training.

Answer(s): C

Explanation:

Providing timely support and training is one of the best ways to ensure the customer has a great experience with the product. Support and training help the customer to use the product effectively, efficiently, and confidently, as well as to troubleshoot any issues or challenges they may encounter. Support and training also help to build trust, loyalty, and retention with the customer.


Reference:

https://www.salesforce.com/resources/articles/customer-service/#customer- service-tips



A sales representative wants to avoid getting a price objection during a meeting near the end of thesales cycle.
Which strategy helps minimize price challenges?

  1. Showing a competitor pricing matrix during the meeting.
  2. Presenting a discount at the beginning of the conversation.
  3. Building in value-based conversation from the beginning.

Answer(s): C

Explanation:

Building in value-based conversation from the beginning is a strategy that helps minimize price challenges by focusing on how the solution can deliver value to the customer rather than on how much it costs. Value-based conversation involves asking open-endedquestions, listening actively, understanding the customer's pain points and needs, and presenting tailored solutions that address them.


Reference:

https://www.salesforce.com/resources/articles/value-selling/#value-selling-tips



A sales representative has a customer who is indecisive about the proposed solution and hesitant to close the contract.
How should the sales rep convince the customer to find the solution invaluable and close the contract?

  1. Offer promotional discounts.
  2. Bundle additional products.
  3. Extend a free trial.

Answer(s): C

Explanation:

Offering promotional discounts is a way to convince an indecisive customer to find the solution invaluableand close the contract by creating a sense of urgency, exclusivity, and reciprocity. Promotional discounts can motivate the customer to act quickly before they miss out on a good deal, as well as make them feel special and appreciated for choosing your solution.


Reference:

https://www.salesforce.com/resources/articles/sales-promotion/#sales- promotion-examples

Extending a free trial is a good way toconvince an indecisive customer to close the contract, as it allows them to experience the value of the solution firsthand and overcome any doubts or objections. A free trial also creates a sense of urgency and scarcity, as the customer knows that they have a limited time to take advantage of the offer. By extending a free trial, the sales rep can demonstrate confidence in the solution and show the customer that they are willing to accommodate their needs and preferences.


Turn Undecided Customers into Successful Sales - Upnify, section "Offer guarantees and flexible policies".
How to Handle Indecisive Customers? - Bitrix24, section "Offer a free trial or a money-back guarantee".



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