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Salesforce Sales-101 Exam - Topic 1 Question 6 Discussion

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?
C) Base the pitch on discovery research into the prospect's customers' challenges.
A) Base the pitch on what the prospect has explicitly told them in previous conversations.
B) Base the pitch on the sales rep's company's proven, most successful product lines.

Salesforce Sales-101 Exam - Topic 1 Question 6 Discussion

Actual exam question for Salesforce's Sales-101 exam
Question #: 6
Topic #: 1
[All Sales-101 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?

Show Suggested Answer Hide Answer
Suggested Answer: C

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


by Ayesha at Nov 22, 2025, 04:21 AM

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Angelo
2 months ago
C could set us apart. It shows we did our homework.
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Eva
2 months ago
A feels more personal. It connects directly with them.
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Edmond
2 months ago
C is interesting. Knowing their customers' challenges is key.
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Devora
2 months ago
But B highlights our strengths. Proven success matters too.
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Noe
2 months ago
I agree, A builds trust. They feel understood.
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Tricia
2 months ago
I think A is the best choice. It shows we listened.
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Chery
3 months ago
Totally agree with A! Personalization is everything in sales.
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Oliva
3 months ago
Wait, can you really know a prospect's customers that well?
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Mireya
3 months ago
C makes sense too, understanding their customers is key.
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Lawrence
4 months ago
I think B is better. Highlighting success builds trust.
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Josphine
4 months ago
Definitely A! Tailoring the pitch shows you listened.
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Delbert
4 months ago
Haha, I bet the sales rep is sweating bullets right now. C is the way to go though, no doubt.
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Felton
4 months ago
I'd have to go with C. Demonstrating you know their customers' pain points is a smart move.
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Mozell
4 months ago
Definitely C. Basing the pitch on their needs shows you've done your homework.
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Micaela
4 months ago
C is the way to go. Showing you understand the prospect's challenges is key to building credibility.
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Horace
5 months ago
I practiced a similar question where we had to choose between personalizing the pitch or showcasing product success. It’s tricky!
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Micheline
5 months ago
I feel like option C could be really effective. Understanding the prospect's customers' challenges seems crucial for tailoring the pitch.
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Nadine
5 months ago
I’m not entirely sure, but I think focusing on the company's successful products might not resonate as much with the prospect's specific needs.
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Lawana
5 months ago
I'm a bit torn. A and B both have their merits, but C does seem like the strongest approach. Showing you've done your homework on the prospect's specific challenges is probably the best way to make a compelling pitch.
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Rebeca
5 months ago
I like the idea of option C. Demonstrating that deep understanding of the prospect's needs is crucial for building trust and credibility. Gotta go with that one.
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Melina
5 months ago
Option A is interesting, but I worry it might come across as a bit generic. Showing you've really listened and tailored the pitch is key. I'd probably lean towards C.
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Vanna
6 months ago
I remember we discussed the importance of aligning the pitch with what the prospect has shared before. It makes sense to build on that foundation.
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German
6 months ago
C is the clear winner here. Tailoring the pitch to their specific needs is a no-brainer.
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Vanda
6 months ago
Hmm, I'm not sure. Option B seems like a safe bet - highlighting the company's proven products could be a good way to build credibility. But C does sound like it could be more impactful.
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Elenor
7 months ago
I think I'd go with option C. Basing the pitch on research into the prospect's customers' challenges shows you've really taken the time to understand their business and how your solution can help.
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Sabra
29 days ago
Plus, it builds trust right from the start!
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Rodolfo
1 month ago
Right? It makes the pitch more relevant.
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Mohammad
1 month ago
Option A is good too, but C feels more impactful.
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Shanda
6 months ago
Definitely! Understanding their challenges is key.
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Maryann
6 months ago
I agree, option C really shows you care about their needs.
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