Sales-101 Practice Questions
Prepare for Sales-101 with more than an answer.
- Exam fee
- $75 USD
- Level
- Foundational
- Valid for
- Not specified (Salesforce credential)
Domains covered on the exam 6
- Planning21%
- Customer Engagement15%
- Deal Management37%
- Pipeline Management12%
- Forecasting6%
- Customer Success9%
- 1
A sales rep is designing a multi-touchpoint engagement strategy for a cold prospect. Which sequence represents the most effective 'Omnichannel' approach?
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Correct answer: C
An effective omnichannel strategy uses varied channels (Email, Social, Phone, Video) spread over a cadence. This increases the likelihood of reaching the prospect on their preferred channel without being perceived as spammy.
- 2
A prospect has signed up for a free trial but usage data shows they haven't logged in for 5 days. To drive product adoption and nurture the relationship, what is the best immediate action?
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Correct answer: B
This is a 'value-add' intervention. Low usage indicates a barrier to entry. Sending helpful, relevant content (not just a 'checking in' email) helps the user get unstuck and reinforces the solution's value, driving adoption while the lead is still warm.
- 3
When using 'Social Selling' on a platform like LinkedIn, which behavior is considered a best practice for building a pipeline?
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Correct answer: B
Social selling is about relationship building, not instant pitching (which is often ignored). Engaging with content builds familiarity and reciprocity. Sharing insights positions the rep as an expert, making the eventual outreach 'warm' rather than 'cold'.
- 4
A sales manager is currently realigning territories for the upcoming fiscal year. They have identified a specific geographic region that has historically generated high revenue (Cash Cow) but shows very little potential for new business growth due to market saturation. Conversely, a neighboring region has low current revenue but high growth potential (Star). Which resource alignment strategy best optimizes these territories?
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Correct answer: B
Territory planning requires aligning sales talent with market characteristics. A 'Cash Cow' market needs maintenance and relationship deepening (Farmer), while a high-growth 'Star' market requires aggressive prospecting and new business acquisition (Hunter). Assigning resources this way maximizes efficiency and revenue potential.
- 5
A sales representative is preparing for a quarterly business review with a Key Account. The account has a complex decision-making structure. To ensure a successful multi-threaded engagement strategy, which visual tool should the representative prioritize creating before the meeting?
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Correct answer: B
In complex key accounts, a multi-threaded strategy relies on understanding the political landscape. A relationship map visually organizes stakeholders by their influence and sentiment, allowing the rep to identify gaps in coverage and strategize how to leverage champions to influence decision-makers.
- 6
A sales director is setting quotas for a new fiscal year. One territory has a high Total Addressable Market (TAM) but very low historical penetration. Another has moderate TAM but high brand loyalty and existing penetration. When calculating quota attainability, which risk factor is most critical to consider for the high TAM/low penetration territory?
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Correct answer: B
While a high TAM suggests potential, low penetration indicates a 'greenfield' territory. The primary risk to quota attainability here is the time and effort required to build a pipeline from scratch (ramp-up) and the higher cost/effort to acquire new logos compared to upselling existing ones. Quotas must be adjusted to reflect this longer sales cycle.
