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Salesforce Sales-101 Exam Questions
Salesforce Certified Sales Foundations (Page 6 )

Updated On: 21-Feb-2026
Page 5 of 27
PDF with 127 Questions

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



What is the desired outcome of an upsell proposal?

  1. To optimize existing product offerings
  2. To decrease customer churn rate
  3. 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



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?

  1. Product inventory
  2. Shipping time
  3. 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



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?

  1. Tell the prospect about similar industry solutions, even if some may not be relevant.
  2. Try to impress the prospect by using their industry's jargon when describing each offering.
  3. 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



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

  1. To gain customer feedback and improve their approach
  2. To determine if the customer needs have changed
  3. 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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