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Salesforce Certified Sales Foundations Exam Guide

Contents

About the Salesforce Certified Sales Foundations Exam
Audience Description: Salesforce Certified Sales Foundations
Purpose of This Exam Guide
About the Exam
Exam Outline
Recommended Training and Resources
Salesforce Certification Candidate Code of Conduct
Maintaining Your Salesforce Certification

 

About the Salesforce Certified Sales Foundations Exam

The Salesforce Certified Sales Foundations Exam is for individuals who want to demonstrate their knowledge, skills, and experience in the following areas.

  • Guiding discovery and research to create a sales plan
  • Fostering key business relationships for customer engagement
  • Engaging customers through each stage of the sales process
  • Demonstrating thought leadership during all customer engagement
  • Formulating and presenting solutions based on customers’ needs
  • Handling objections and negotiations
  • Gaining commitment to close deals
  • Identifying pipeline generation and pipeline progression
  • Applying knowledge of forecasting to drive opportunities and renewals
  • Achieving customer success through order management and fulfillment, service and support, and customer value

 

Audience Description: Salesforce Certified Sales Foundations

Salesforce Certified Sales Foundations candidates exemplify sales excellence using a customer-centric methodology. The Salesforce Certified Sales Foundations candidate develops trusted relationships with their customers; ensures deal success by aligning with entire account teams, executive sponsors, and stakeholders; and takes full ownership of the sales process by planning, managing, and analyzing their business.

Salesforce Certified Sales Foundations candidates possess skills that span customer communication, research, discovery, team selling, value selling, and account planning and strategy. Candidates consistently manage their time and priorities, control personal development, create better team alignment, and grow confidently in their role as sales representatives. The Salesforce Certified Sales Foundations candidate has a detailed understanding of their customers, puts them at the center with a commitment to their success, and leads with empathy.

Candidates for this exam should have 6 months to 3 years experience as a sales representative.

 

Purpose of This Exam Guide

This exam guide is designed to help you prepare for the Salesforce Certified Sales Foundations Exam. This guide provides information about the target audience, the recommended training and documentation, and a complete list of exam objectives. Salesforce highly recommends a combination of on-the-job experience and self-study to maximize your chances of passing the exam.

 

About the Exam

Here are details about the Salesforce Certified Sales Foundations Exam.

  • Content: 40 multiple-choice questions and up to five unscored questions
  • Time allotted to complete the exam: 105 minutes
  • Passing score: 70%
  • Version: Exam questions align to the Winter '24 release
  • Registration fee: US$75, JPY¥10,000, plus applicable taxes as required per local law
  • Retake fee: Free 
  • Delivery options: Proctored exam delivered onsite at a testing center or in an online environment; find more information on scheduling an exam here.
  • References: No hard-copy or online materials may be referenced during the exam.
  • Prerequisite: None

This exam may contain up to five additional unscored questions to gather performance data. Unscored questions are randomly integrated and have no impact on your final exam result.

 

Exam Outline

The Salesforce Certified Sales Foundations Exam measures a candidate’s knowledge and skills related to the following objectives. Candidates should have sales knowledge and expertise in each of the areas below.
 

Planning: 21%
  • Describe the elements of territory planning.
  • Create an approach to engage key accounts.
  • Calculate sales quota attainability based on account, territory, and prospect insights.
  • Develop business relationships and build partnerships with key roles and personas.

 

Customer Engagement: 15%
  • Demonstrate thought leadership and build credibility to shift the customer's thinking.
  • Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs.
  • Nurture relationships and drive product adoption to maximize value for the customer.

 

Deal Management: 37%
  • Identify how to qualify a prospect and when to move to the next stage of the sales process.
  • Determine customer's business strategies, goals, initiatives, and challenges to define the scope of the solution.
  • Develop and present the value proposition of a solution based on customer needs.
  • Identify and remove all challenges to finalize the deal.
  • Gain customer commitment and close formal contract.

 

Pipeline Management: 12%
  • Identify and generate new pipeline.
  • Analyze pipeline health insights ensuring data integrity to improve customer relevance.
  • Explain pipe progression and stage velocity.

 

Forecasting: 6%
  • Assess forecast accuracy to drive opportunity consistency.
  • Measure the risks and opportunities associated with a business deal.
  • Explain key inputs that drive the forecasting process.

 

Customer Success: 9%
  • Identify the actions needed to book and fulfill orders.
  • Identify the post-sales customer journey.
  • Assess customer realized and expected value.

 

Recommended Training and Resources

As preparation for this exam, we recommend a combination of hands-on experience, training course completion, Trailhead Trails, and self-study in the areas listed in the Exam Outline section of this exam guide.

The self-study materials recommended for this exam include:

To review online documentation, tip sheets, and user guides, search for the topics listed in the Exam Outline section of this guide on Salesforce Help and study the information related to those topics. 

 

Salesforce Certification Candidate Code of Conduct

At Salesforce, Trust is our #1 value. Protecting the security of Salesforce Certifications is up to all of us. As a participant in the Salesforce Certification Program, you’re required to review and accept the terms of the Salesforce Certification Program Agreement and Code of Conduct at the beginning of each exam.

 

Maintaining Your Salesforce Certification

There's no required maintenance for the Salesforce Certified Sales Foundations Exam certification at this time. Continued learning is encouraged through the Trailblazer Community, Trailhead, and Trailhead Academy.

Bookmark these useful resources for maintaining your certifications.

 
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