매달, 우리는 1000명 이상의 사람들이 시험 준비를 잘하고 시험을 잘 통과할 수 있도록 도와줍니다.
Salesforce Certified Sales Foundations 온라인 연습
최종 업데이트 시간: 2026년02월14일
당신은 온라인 연습 문제를 통해 Salesforce Sales-101 시험지식에 대해 자신이 어떻게 알고 있는지 파악한 후 시험 참가 신청 여부를 결정할 수 있다.
시험을 100% 합격하고 시험 준비 시간을 35% 절약하기를 바라며 Sales-101 덤프 (최신 실제 시험 문제)를 사용 선택하여 현재 최신 125개의 시험 문제와 답을 포함하십시오.
정답:
Explanation:
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”.
정답:
Explanation:
A success story is what the sales representative should use to transition to a recommendation in a way that demonstrates their ability to provide a competitive solution, because it shows the customer how the sales rep’s solution has helped other customers with similar needs and challenges, and what results and benefits they have achieved. A success story can also help to build trust and credibility with the customer, and inspire them to take action. A summary statement or a solution unit are not the best answers, because they are not as effective as a success story in demonstrating the sales rep’s competitive advantage. A summary statement is a brief recap of the customer’s situation, needs, and desired outcomes, but it does not show how the sales rep’s solution can meet them. A solution unit is a specific feature or benefit of the sales rep’s solution, but it does not show how it has worked for other customers or what outcomes it can deliver.
Reference: Certification - Sales Representative - Trailhead, Sales Rep Training: Customer Engagement - Trailhead
정답:
Explanation:
Analyzing data about customers is the first step that a sales rep should take to gain insight on potential customers. Dataanalysis is the process of collecting, processing, and interpreting information about customers using various sources and methods, such as CRM systems, web analytics, social media, surveys, etc. Data analysis helps to understand customers’ demographics, behaviors, preferences, needs, etc., as well as to segment them into groups based on their similarities or differences.
Reference: https://www.salesforce.com/resources/articles/customer-analysis/#customer-analysis-definition
정답:
Explanation:
Identifying potential trigger events as the reason to reach out to prospects is what the sales rep can do to gain their interest when assigned to high-value prospects. A trigger event is an occurrence or change that creates an opportunity or need for a product or service, such as a merger, expansion, launch, etc. Identifying trigger events helps to show relevance, timeliness, and value to the prospects, as well as to capture their attention and curiosity.
Reference: https://www.salesforce.com/resources/articles/lead-generation/#lead-generation-strategies
정답:
Explanation:
Asking questions to determine if they can get the deal backon track is the next step that the sales rep
should take to address the objections from the customers after understanding their reasoning and
negative emotional reaction. Asking questions helps to understand the root cause, scope, and impact
of the objections, as well as to show empathy and respect for the customers’ concerns. Asking
questions also helps to clarify any misunderstandings, provide relevant information, and propose
solutions that address the
objections.
Reference: https://www.salesforce.com/resources/articles/sales-objections/#sales-
objections-handling
정답:
Explanation:
Tailoring the sales pitch and offers to align with the customers objectives is how understanding a customer’s business strategies and goals helps a sales rep scope a solution. Scoping asolution means defining and presenting the features, benefits, and value of the product that can address the customer’s pain points and needs. Tailoring the sales pitch and offers helps to show how the solution can help the customer achieve their desiredoutcomes, as well as to differentiate it from competitors.
Reference: https://www.salesforce.com/resources/articles/sales-process/#present
정답:
Explanation:
Proactively engaging with the customer to renew or expand the contract is how the sales rep should adapt their sales activities to address the upcoming end-of-contract period for a key customer. Proactively engaging means reaching out to the customer before the contract expires, and initiating a conversation about their satisfaction, needs, and goals. This helps to build trust and loyalty, demonstrate value and differentiation, and identify opportunities to renew or upsell thecontract.
Reference: https://www.salesforce.com/resources/articles/account-
management/#account-management-renewals
정답:
Explanation:
Updating the opportunity’s stage and forecast category to reflect therecent progress is what the sales rep should do to ensure accurate forecasting. An opportunity is a qualified prospect who has a high probability of buying the product. An opportunity stage is a measure of how far along the opportunity is in the sales process, such as prospecting, qualification, proposal, negotiation, etc. A forecast category is a measure of how likely the opportunity is to close as won, such as pipeline, best case, commit, closed, etc. Updating the opportunity’s stage and forecast category helps to reflect the current status and potential outcome of the opportunity, as well as to provide a realistic and reliable prediction of future sales revenue.
Reference: https://www.salesforce.com/resources/articles/sales-forecasting/#sales-forecasting-definition
정답:
Explanation:
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
정답:
Explanation:
Asking pointed questions to identify customer interests is what the sales repshould do to uncover why the customer is delaying the decision. Pointed questions are questions that are direct, specific, and focused on a particular topic or issue. Pointed questions help to get to the core of the customer’s hesitation, concerns, or objections, as well as to provide relevant information or solutions that can persuade them to take action.
Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-questions-types
정답:
Explanation:
A sales quota is a target or goal that a sales representative or a sales team is expected to achieve within a given period of time. Sales quotas can be measured by different criteria, such as revenue, profit, units sold, market share, or customer satisfaction. A lead conversion rate is the percentage of leads that become customers. This is a sales quota measurement that focuses on the end result rather than the relationship with the customer, as itreflects the final outcome of the sales process. The other options are sales quota measurements that focus on the relationship with the customer, as they reflect the activities and interactions that the sales representative or the sales team performs to engage and nurture the leads.
Reference: Cert Prep: Salesforce Certified Sales Representative, unit “Assess Risks and Opportunities”
[Sales Rep Training], unit “Create Effective Selling Habits”
Salesforce Certified Sales Representative Exam Guide, section “Assess Risks and Opportunities”
정답:
Explanation:
“What I hear you saying is…” is a way to begin a confirming question. A confirming question is a
question that helps to verify or validate what the customer saysor means. A confirming question
helps to show understanding, empathy, and respect for the customer’s concerns, as well as to avoid
confusion, misunderstanding, or
miscommunication.
Reference: https://www.salesforce.com/resources/articles/sales-
questions/#sales-questions-types
정답:
Explanation:
Tracking which opportunities in their pipeline contain items that customers need for an event next month helps the sales rep manage risk by allowing them to expedite these deals if required. Expediting means accelerating or speeding up the delivery or completion of these deals to meet the customer’s urgent or specific needs. Expediting helps to ensure customer satisfaction, loyalty, and
retention, as well as to increase revenue and
profitability.
Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-
pipeline-management
정답:
Explanation:
Approved budget, authority, business need, and timing are key factors that the sales rep should
consider when assessing the probability of winning the business. These factors are also known as
BANT criteria, which are used to qualify a prospect as a potential customer. Approved budget means
that the prospect has enough money to buy the product. Authority means that the prospect has the
power or influence to make a purchase decision. Business need means that the prospect has a
problem or challenge that the product can solve. Timing means that the prospect is ready or willing
to buy withina reasonable time
frame.
Reference: https://www.salesforce.com/resources/articles/sales-process/#qualify
정답:
Explanation:
Clarifying questions are the type of questions that the sales rep is leveraging when they encourage the customer to elaborate on their hesitation and responses. Clarifying questions are questions that help to understand, verify, or confirm the information or meaning of what the customer says.
Clarifying questions help to avoid confusion, misunderstanding, or miscommunication, as well as to
provide relevant information or
solutions.
Reference: https://www.salesforce.com/resources/articles/sales-questions/#sales-
questions-types