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Study Up on Deal Management

Learning Objectives

After completing this unit, you’ll be able to:

  • 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 contracts.

Key Topics

This unit prepares you for the Deal Management section of the Salesforce Sales Representative exam, which makes up 37% of the overall exam. This section of the exam tests these topics.

  • Presenting solutions
  • Handling objections
  • Removing obstacles
  • Gaining approval
  • Closing formal contract

This unit provides a number of interactive, real-world questions that are a lot like the ones you'll encounter as a Salesforce sales representative. Looking at these questions helps prepare you to take the Deal Management section of the Salesforce Sales Representative exam. As you tackle the practice questions, you get immediate feedback on your answers, along with detailed information on why your answers are correct (or incorrect).

The unit also contains interactive flashcards centered around study topics that help you prepare for the Deal Management section of the exam.

Like the previous units, this unit contains practice questions and flashcards.

Exam Practice Questions

Ready to jump in? The sample tool below is not scored—it’s just an easy way to quiz yourself. To use it, read the question, then click the answer you think is correct. Click Submit to learn whether the answer you chose is correct or incorrect, and why. If there’s a longer explanation, click Expand button to expand the window, then click anywhere in the window to close it. When you reach the end, you can review the answers or retake the questions.

Did you choose a wrong answer? Check out the table below for related study material.

Question 1 Review Sales Process Basics to see questions that will help you to Analyze a Customer’s Needs during qualification.

Question 2

Recap on Customer-Centric Discovery Strategies to understand how to connect with your customer.

Question 3

Understand Objection Handling Strategies to prepare for and diffuse objection situations. 

Question 4

Visit the Sales Contracts and Negotiation: Quick Look to learn steps to finalize contracts and gain customer commitment.

Exam Topic Flashcards

The following flashcards cover Deal Management. Use these interactive flashcards to brush up on some of the key topics you'll find on this part of the exam.

Read the question or term on each card, then click or tap the card to reveal the correct answer. Click the right-facing arrow to move to the next card, and the left-facing arrow to return to the previous card.

Did you choose a wrong answer? Check out the table for related study material.

Flashcard 1
 Master relationship building using Sales Process Basics.

Flashcard 2

Understand key sales terminology by reviewing Know the Difference Between Sales Process and Sales Methodology. 

Flashcard 3

Learn how to choose the optimum pricing strategy by revising Pricing Strategies and Sales Proposals. 

Flashcard 4

Study up on a deal’s pipeline stages with What Are the Stages of a Sales Pipeline?

Looking for more information? Explore these related badges.

Congratulations! You’ve studied up on Deal Management. Next, let’s take a look at Pipeline Management.