Sales-101 Exam Questions and Answers

QUESTION: 17

What is the desired outcome of an upsell proposal?

To optimize existing product offerings
To decrease customer churn rate
To maintain current agreement during a renewal

Answer(s): A

Explanation:

The desired outcome of an upsell proposal is to optimize existing product offerings by selling more features or services to an existing customer. Upselling helps to increase customer satisfaction, loyalty, and retention by providing them with more value and benefits from the product. Upselling also helps toincrease revenue and profitability for the sales rep and the company.

Reference:

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

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QUESTION: 18

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?

Product inventory
Shipping time
Pricing information

Answer(s): A

Explanation:

Product inventory is what the sales rep should check to fulfill the order through a different warehouse. Product inventory shows the availability and location of the productin different warehouses. Checking product inventory helps to ensure that the order can be fulfilled in a timely and efficient manner, as well as to avoid any delays or errors.

Reference:

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

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QUESTION: 19

A Universal Containers sales representative is working with an account prospect to get them more comfortable with the company's offerings and solutions.
Which approach would help the sales rep educate the prospect about their offerings and solutions?

Tell the prospect about similar industry solutions, even if some may not be relevant.
Try to impress the prospect by using their industry's jargon when describing each offering.
Share a current customer story for an account in a similar industry as the prospect.

Answer(s): C

Explanation:

Sharing a current customer story for an account in a similar industry as the prospect is an approach that can help the sales rep educate the prospect about their offerings and solutions. A customer story is a testimonial or case study that showcases how the sales rep's solution helped a customer achieve their goals, overcome their challenges, and improve their situation. A customer story can help the prospect relate to the solution, understand its value, and trust its credibility.

Reference:

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

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QUESTION: 20

A new sales representative is struggling to fill the top of their sales funnel.
What is the potential benefit of revisiting dead opportunities?

To gain customer feedback and improve their approach
To determine if the customer needs have changed
To see it new decision makers are available

Answer(s): B

Explanation:

Determining if the customer needs have changed is a potential benefit of revisiting dead opportunities. Dead opportunities are prospects who did not buy the product for various reasons, such as budget, timing, or fit. Revisiting dead opportunities can help to identify if their situation has changed, if their pain points have increased, or if they are more open to considering the product again.

Reference:

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

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QUESTION: 21

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?

Application
Fact
Benefit

Answer(s): C

Explanation:

A benefit is a part of a solution unit that clarifies how a specific customer will benefit from the solution proposed. A benefit is the value or advantage that the solution provides to the customer, such as saving time, money, or effort,or increasing productivity, quality, or satisfaction. A benefit should be specific, measurable, and relevant to the customer's pain points and needs.

Reference:

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

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QUESTION: 22

A sales representative wants to interact with prospects on platforms they use regularly.
Which approach should the sales rep take?

Social selling
Cold calling
Lead nurturing

Answer(s): A

Explanation:

Social selling is the approach that the sales rep should take to interact with prospects on platforms they use regularly. Social selling means using social media platforms (such as LinkedIn, Twitter, Facebook, etc.) to connect with prospects, build relationships, and generate leads. Social selling helps to increase brand awareness, trust, and credibility, as well as to provide value and insights to prospects.

Reference:

https://www.salesforce.com/resources/articles/social-selling/#social-selling- definition

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QUESTION: 23

During a sales cycle, a sales representative may be required to handle objections from the customer to close the deal.
What is an effective way to handle an objection?

Ask questions to characterize the issue.
Propose an alternative product.
Offer friendlier terms and a lower price.

Answer(s): A

Explanation:

Asking questions to characterize the issue is an effective way tohandle an objection from the customer. Asking questions helps to understand the root cause, scope, and impact of the objection, as well as to show empathy and respect for the customer's concerns. Asking questions also helps to clarify any misunderstandings, provide relevant information, and propose solutions that address the objection.

Reference:

https://www.salesforce.com/resources/articles/sales-objections/#sales- objections-handling

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QUESTION: 24

What measure will yield the most actionable information about an organization's territory model success?

Organization-defined key metric
Annualized Contract Value
Pipeline

Answer(s): A

Explanation:

An organization-defined key metric is a measure that will yield the most actionable information about an organization's territory model success. An organization-defined key metric is a specific and relevant indicator that reflects how well the territory model is alignedwith the organization's goals and strategies, such as market share, customer satisfaction, revenue growth, etc. An organization- defined key metric helps to evaluate performance, identify gaps and opportunities, and optimize results.

Reference:

https://www.salesforce.com/resources/articles/sales-territory- management/#sales-territory-management-metrics

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Salesforce Sales-101 Exam (page: 3) Salesforce Certified Sales Foundations Updated on: 12-Feb-2026

QUESTION: 17

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QUESTION: 18

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QUESTION: 19

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QUESTION: 20

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QUESTION: 21

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QUESTION: 22

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QUESTION: 23

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QUESTION: 24

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Salesforce Sales-101 Exam (page: 3)
Salesforce Certified Sales Foundations
Updated on: 12-Feb-2026