Salesforce Certified Sales Foundations - Sales-101 Exam Practice Test

Question 1

A sales representative's existing customer is opening offices in new regions.
What should the sales rep focus on to increase the contract value?

A. Efficiency target

B. Growth target

C. Expansion target

Correct Answer: C

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Question 2

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?

A. Negotiate to finalize the contract.

B. Develop a roadmap with complementary products.

C. Propose and schedule an additional demo.

Correct Answer: A

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Question 3

What is animportant consideration for a sales representative as they create a sales proposal?

A. To leverage a standard approach for all sales quotes and customer accounts

B. To include adetailed diagram and explanation of the sales process

C. To highlight how the solution addresses the customer's needs and challenges

Correct Answer: C

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Question 4

A sales representative is having a difficult conversation with a customer who is delaying making a decision to move forward without providing much detail.
What should the sales rep do to uncover why the customer is delaying the decision?

A. Ask pointed questions to identify customer interests.

B. Discuss the customer's concerns with their internal team.

C. Highlightthe benefits of the product to the customer.

Correct Answer: A

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Question 5

How can a sales rep use whiteboarding while exploring a customer's business challenges?

A. To present solutions without input from the customer

B. Toorganize ideas by level of importance

C. To illustrate how a product fits in with other products in the catalog

Correct Answer: B

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Question 6

A sales representative delivers a proposal and checks in with the prospect on the perceived value and alignment.
At which stage are they in the sales process?

A. Confirm

B. Connect

C. Collaborate

Correct Answer: A

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Question 7

A sales representative wants to prioritize their leads based on the likelihood to buy.
Which leads should be given the highest priority?

A. Marketing-qualified

B. New-unqualified

C. Sales-qualified

Correct Answer: C

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Question 8

A sales representative has a low conversion rate during theproposal phase of the pipeline. They notice there are a few sentences about the prospect objectives, two pages on the specifications and deliverables, and then a small portion on the investment.
Which adjustment will help the sales rep win more work by being more customer-centric?

A. Move the investment to the top to get the objection out of the way.

B. Focus more on anticipated outcomes than deliverables.

C. Remove the objectives since the prospect already knows them.

Correct Answer: B

Explanation: Only visible for Actualtests4sure members. You can sign-up / login (it's free).

Question 9

Which aspects of a prospect's buying culture and climate should a sales representative consider as part of the qualificationprocess?

A. Standard billing terms, legal authority, and payment methods

B. Decision-making process, urgency for change, and openness to new solutions

C. Preferred communication channels, time zone, and office hours

Correct Answer: B

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Salesforce Certified Sales Foundations - Sales-101 Exam Practice Test

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