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Salesforce Sales-101 Exam - Topic 2 Question 11 Discussion

In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?
C) Co-create strategies based on confirmed challenges.
A) Present pricing and contracts as quickly as possible.
B) Pitch a product regardless of the customer's need.

Salesforce Sales-101 Exam - Topic 2 Question 11 Discussion

Actual exam question for Salesforce's Sales-101 exam
Question #: 11
Topic #: 2
[All Sales-101 Questions]

In addition to learning more about customers, what does customer-centric discovery allow a sales representative to do?

Show Suggested Answer Hide Answer
Suggested Answer: C

Co-creating strategies based on confirmed challenges is what customer-centric discovery allows a sales rep to do, in addition to learning more about customers. Customer-centric discovery is the process of asking questions and listening to customers to understand their situation, needs, goals, and challenges. Co-creating strategies means working with customers to design and propose solutions that can address their confirmed challenges and deliver value and outcomes. Co-creating strategies helps to build trust and rapport, demonstrate expertise and differentiation, and influence purchase decisions.


by Emmanuel at Mar 06, 2026, 12:15 PM

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Diane
4 days ago
Not sure if C is always feasible, depends on the situation.
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Chanel
9 days ago
Wait, people actually pitch products without knowing the customer's needs?
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Tawanna
14 days ago
I think A is important too, but not as much as C.
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Eve
19 days ago
C is definitely the way to go!
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Whitney
24 days ago
Not sure if C is always possible, depends on the customer.
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Lettie
2 months ago
Totally agree with C! It's all about collaboration.
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Shaunna
2 months ago
Wait, are we really just pitching products without knowing needs? That seems off.
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Devora
3 months ago
I think A is important too, but not as much as C.
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Malissa
3 months ago
C is definitely the way to go!
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Sharen
3 months ago
I’m a bit confused because I thought presenting pricing quickly was also important, but that doesn’t really fit with being customer-centric, right?
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Yong
3 months ago
I feel like I’ve seen questions like this before, and I think they emphasized the importance of aligning with customer challenges, which points to C.
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Therese
3 months ago
I'm not entirely sure, but I remember something about co-creating strategies being important in sales. It might be option C too.
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Eun
4 months ago
I think customer-centric discovery is all about understanding the customer's needs, so option C makes sense to me.
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Heidy
4 months ago
I vaguely recall that pitching a product without understanding the customer's needs is a big no-no, so that rules out B for me.
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Elena
4 months ago
I feel like presenting pricing quickly isn't really customer-centric, so I would lean towards C as well, but I could be wrong.
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Virgie
4 months ago
I'm not entirely sure, but I remember something about co-creating strategies in a similar practice question.
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Shanice
4 months ago
I think customer-centric discovery is really about understanding their needs, so option C makes sense to me.
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