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Salesforce Sales-101 Exam (page: 2)
Salesforce Certified Sales Foundations
Updated on: 12-Feb-2026

Viewing Page 2 of 17
Sales-101 PDF 127 Questions

Universal Containers (UC) is starting its third fiscal quarter and wants to ensure its sales representatives' territory plans will be successful.
Which activity should UC and its sales reps review mid-year to ensure success?

  1. Survey the sales team and get recommendations.
  2. Change plans to provide a fresh view on each account.
  3. Assess prospect and account quality to prioritize leads.

Answer(s): C

Explanation:

Assessing prospect and account quality to prioritize leads is an activity that can help ensure sales success mid-year by focusing on the most promising opportunities and allocating resources accordingly. Assessing prospect and account quality involves evaluating factors such as fit, interest, urgency, and authority, and ranking leads based on their likelihood and readiness to buy.


Reference:

https://www.salesforce.com/resources/articles/lead-generation/#lead-generation- strategies



A sales representative plans to attend a large industry conference. How can the sales repensure the largest return on investment for attending the conference?

  1. Set up meet and greet opportunities with attendees.
  2. Develop a targeted plan and coordinate a series of touchpoints.
  3. Attend as many networking events as possible.

Answer(s): B

Explanation:

Developing a targeted plan and coordinating a series of touchpoints is a way to ensure the largest return on investment for attending a conference by maximizing the opportunities to connect with potential prospects, customers, and partners. A targeted plan should include identifying the goals, audience, and message for the conference, as well as scheduling meetings, events, and follow-ups with key contacts.


Reference:

https://www.salesforce.com/resources/articles/sales- conference/#sales-conference-tips



A sales representative proposes an engagement solution that works seamlessly across all media to a customer.
Which strategy supports the solution?

  1. Multi-channel
  2. Two-way dialogue
  3. Social networks

Answer(s): A

Explanation:

Multi-channel is the strategy that supports an engagement solution that works seamlessly across all media. Multi-channel means using different communication channels (such as email, phone, social media, web chat, etc.) to reach and interact with customers and prospects. Multi-channel helps to increase customersatisfaction, loyalty, and retention by providing them with convenience, choice, and consistency.


Reference:

https://www.salesforce.com/resources/articles/multichannel- marketing/#multichannel-marketing-definition



What are the four elements of emotional intelligence?

  1. Plan, engage, execute, and close
  2. Discover, define, design, and deliver
  3. Self-awareness, self-management, empathy, and skilled relationships

Answer(s): C

Explanation:

Self-awareness, self-management, empathy, and skilled relationships are the four elements of emotional intelligence. Emotional intelligence is the ability to understand and manage one's own emotions and those of others. Emotional intelligence helps to improve communication, collaboration, and influence in sales.


Reference:

https://trailhead.salesforce.com/en/content/learn/modules/emotional- intelligence/emotional-intelligence-introduction



A sales representative is in the closing stages of a deal and wants to summarize the benefits their solution provides to the customer.
What should the sales rep use to build their business case?

  1. Value map
  2. Contract review
  3. Feature list

Answer(s): A

Explanation:

A value map is a tool that can be used to build a business case by summarizing the benefits that the solution provides to thecustomer. A value map shows how the solution aligns with the customer's strategic objectives, key performance indicators (KPIs), pain points, and needs. A value map also quantifies the expected outcomes and return on investment (ROI) for the customer.


Reference:

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



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

  1. Review the customer's website and tell the prospect that the product will solve their problems.
  2. Understand the customer's pain points and what they attempted in the past that was unsuccessful.
  3. Uncoverwhat the customer is planning to do and the executive staff's purchasing preferences.

Answer(s): B

Explanation:

Understanding the customer's pain points and what they attempted in the past that was unsuccessful is a way to determine if a customer might be a valid prospectfor the product. This helps to identify the customer's needs, challenges, goals, and motivations, as well as to assess their fit and readiness for the product. This also helps to position the product as a solution that can address their pain points and provide value.


Reference:

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



A sales representative wants to gain access to new buyers byleveraging people who are loyal to them, likely to recommend their solution, and well respected in their organization.
Which type of customer does the sales rep want to target?

  1. Supportive
  2. Champion
  3. Favorable

Answer(s): B

Explanation:

A champion is a type of customer who is loyal to the sales rep, likely to recommend their solution, and well respected in their organization. A champion can help the sales rep gain access to new buyers by influencing their decision-making process, providing referrals and testimonials,and advocating for the solution within their organization.


Reference:

https://www.salesforce.com/resources/articles/sales-champion/#sales- champion-definition



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?

  1. Base the pitch on what the prospect has explicitly told them in previous conversations.
  2. Base the pitch on the sales rep's company's proven, most successful product lines.
  3. Base the pitch on discovery research into the prospect's customers' challenges.

Answer(s): C

Explanation:

Basing the pitch on discovery research into the prospect's customers' challenges is a way to build credibility with the prospect and increase the chances of a successful pitch. This shows that the sales rep has done their homework, understands the prospect's business and market situation, and can provide solutions that can help them serve their customers better.


Reference:

https://www.salesforce.com/resources/articles/sales-pitch/#sales-pitch-tips



Viewing Page 2 of 17



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