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Salesforce Sales-101 Exam Questions
- Topic 1: Planning: This section of the exam measures skills of Account Executives and covers territory planning, engaging key accounts, and calculating sales quota attainability. It also emphasizes developing strong business relationships and partnerships with key roles and personas to drive long-term success.
- Topic 2: Customer Engagement:This section of the exam measures skills of Sales Representatives and focuses on building credibility through thought leadership, using multiple touchpoints to generate interest, and aligning solutions with customer needs. It also highlights the importance of nurturing relationships and driving product adoption for maximum value.
- Topic 3: Deal Management: This section of the exam measures skills of Account Executives and includes qualifying prospects, understanding customer strategies and challenges, and defining solution scope. It emphasizes presenting value propositions, addressing challenges to close deals, and securing customer commitment for formal contracts.
- Topic 4: Pipeline Management: This section of the exam measures skills of Sales Representatives and involves generating new pipeline opportunities, analyzing pipeline health, and ensuring data integrity. It also covers monitoring progression across sales stages and improving customer relevance.
- Topic 5: Forecasting: This section of the exam measures skills of Account Executives and assesses forecasting accuracy, evaluating risks and opportunities, and understanding the inputs that drive forecasting. It ensures consistency in opportunity management and reliable business predictions.
- Topic 6: Customer Success: This section of the exam measures skills of Sales Representatives and explains post-sales actions, order booking, and fulfillment. It also reviews the customer journey after the sale and evaluates the realized versus expected value to ensure satisfaction and retention.
Free Salesforce Sales-101 Exam Actual Questions
Note: Premium Questions for Sales-101 were last updated On May. 29, 2026 (see below)
After a sales representative presents a proposal, the customer mentions return on investment as one of their concerns.
Which objection category does this fall into?
Price objections are related to the customer's perception of the value of the solution and their ability or willingness to pay for it. Return on investment (ROI) is a measure of the value that the solution provides in relation to its cost. If the customer is concerned about ROI, it means they are not convinced that the solution is worth the price or that they can afford it. The sales representative should addressthis objection by demonstrating the value proposition of the solution, highlighting the benefits and outcomes that the customer can expect, and showing how the solution can help the customer achieve their goals and solve their problems. The sales representative should also explore the customer's budget and decision-making process, and offer flexible payment options or discounts if possible.Reference:Certification - Sales Representative - Trailhead, [Sales Rep Training: Create Effective Selling Habits - Trailhead]
A sales representative compiled research about a prospect. The sales rep is now ready to set up an initial collaboration session with the prospect.
Which session type should the sales rep hold with the prospect?
A sales representative is working to understand a prospect's pain points, desired outcomes, and emotional drivers.
In which phaseof the sales process is this deal?
Create is the phase of the sales process where this deal is when the sales rep is working to understand a prospect's pain points, desired outcomes, and emotional drivers. Create is the phase where the sales rep presents and demonstrates how their product can address the prospect's pain points and needs, and deliver tangible benefits and outcomes. Create is also where the sales rep builds rapport and trust with the prospect by showing empathy and understanding of their emotional drivers.Reference:https://www.salesforce.com/resources/articles/sales-process/#sales-process-stages
The create phase of the sales process is where the sales representative works to understand the prospect's pain points, desired outcomes, and emotional drivers. This phase involves asking open-ended questions, conducting discovery sessions, and identifyingthe prospect's challenges and goals. The create phase helps the sales representative to build rapport and trust with the prospect, and to uncover the value proposition and the solution fit for their needs.Reference:
Sales Rep Training: Define the Scope of a Solution, unit ''Use Discovery to Understand Customer Needs''.
Cert Prep: Salesforce Certified Sales Representative, unit ''Define the Scope of a Solution''.
A company is struggling to acquire new customers. After careful analysis, it realizes its value proposition is not resonating with potential customers, so it develops a new value proposition.
Which metric should the company use to track the effectiveness of the new value proposition?
Lead conversion rate is a metric that the company should use to track the effectiveness of the new value proposition. A value proposition is a statement that summarizes how the product can solve the customer's problems, fulfill their needs, and provide them with benefits that outweigh the costs. Lead conversion rate is a measure ofhow many leads (prospects who have shown interest in the product) become customers (prospects who have bought the product). Lead conversion rate helps to evaluate how well the value proposition resonates with potential customers and influences their purchase decisions.Reference:https://www.salesforce.com/resources/articles/value-proposition/#value-proposition-metrics
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?
The stage in the sales process where asales representative delivers a proposal and checks in with the prospect on the perceived value and alignment is typically known as the 'Confirm' stage. During this phase, the sales rep seeks to ensure that the proposal meets the prospect's needs and expectations, and that there is a mutual understanding of the value the solution offers. This step is crucial for moving towards closing the sale, as it involves resolving any outstanding questions or concerns and solidifying the prospect's commitment to proceeding. Salesforce outlines various stages in the sales process, and the confirmation stage is critical for validating that both parties are aligned before finalizing the deal.
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