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Sales Representative Exam Overview

Exam Guide, Scheduling your Exam, Recommended Training, and Quick Facts

~10 mins
Task

Planning

Exam Weight 21%

+600 points
Module

Sales Territories and Forecasting

Create balanced territories and forecast sales effectively with the Sales Cloud platform.

~30 mins
+200 points
Module

Sales Rep Training

Help your team think beyond their quotas and adopt creative sales techniques.

~10 mins
+200 points
Module

Sales Performance Strategies

Set performance goals and incentivize sales teams through strategic sales operations.

~15 mins
Link

Trust is Dead. Long Live Trust!

Dale Carnegie White Paper

~35 mins
Link

The Changing Role of the Modern Sales Team

Salesforce Hub

~15 mins
+700 points
Module

Relationship Selling

Use relationship-oriented techniques to facilitate the buying process.

~35 mins
Task

Customer Engagement

Exam Weight 15%

+300 points
Module

Strategies for Difficult Conversations with Customers

Learn best practices for handling challenging customer conversations.

~35 mins
+300 points
Module

Design Thinking for Sales

Discover what your prospects need so you can sell more effectively.

~15 mins
+200 points
Module

Cold Calling for Sales

Learn cold calling basics, from prospecting to call scripting and connecting with leads.

~20 mins
Link

How to Do Sales Prospecting the Right Way

Salesforce Resource Center

~10 mins
+300 points
Module

Prospecting to Improve Sales

Learn how strategic prospecting increases your sales pipeline.

~15 mins
Link

10 Steps To Get Your Product Adoption-Ready

https://www.salesforce.com/blog/product-adoption-strategy/

~6 mins
Link

The Value of Measuring Customer Satisfaction

Salesforce Learning Center

~20 mins
Task

Deal Management

Exam Weight 37%

Link

What are the Stages of a Sales Pipeline?

Salesforce Hub

~15 mins
+100 points
Module

Strategic Prospecting: Quick Look

Turn prospects into customers with these proven techniques.

~10 mins
Link

The Better Way for Sales Teams to Approach the BANT Framework

Salesforce Blog

~10 mins
+300 points
Module

Sales Process Basics

Learn how to successfully land a sale, from prospecting to closing the deal.

~20 mins
+500 points
Module

Customer-Centric Discovery Strategies

Learn customer goals and challenges to build the best strategy for their business.

~25 mins
+400 points
Module

Challenge Framing and Scoping

Learn best practices for framing and scoping a challenge and defining success.

~40 mins
Link

10 Types of Questions Small Businesses Can Ask to Identify Pain Points

Salesforce 360 Blog

~4 mins
Link

Matching Your Product’s Value with Your Customer’s Values

Salesforce Resource Center

~5 mins
+400 points
Module

Pricing Strategies and Sales Proposals

Use effective strategies to price a deal and craft a sales proposal.

~25 mins
+500 points
Module

Objection Handling Strategies

Use the 3 Ds method to manage customer objections with ease.

~30 mins
Link

7 Winning Steps for Effective Objection Handling

Salesforce 360 Blog

~7 mins
Link

How to Close Sales Like an Absolute Pro

Salesforce Resource Center

~11 mins
+100 points
Module

Sales Contracts and Negotiation: Quick Look

Understand the process of creating and negotiating business contracts.

~5 mins
Task

Pipeline Management

Exam Weight 12%

Link

How to Get Your Sales Pipeline to Flow and Grow

Salesforce Resource Center

~14 mins
Link

Building a Sales Pipeline: From Start to Finish

Salesforce Resource Center

+200 points
Module

Sales Pipeline Basics

Learn how to manage and grow a healthy sales pipeline.

~15 mins
Link

Deliveroo serves up a wider choice of great food from partners with Salesforce

Salesforce Resource Center

~15 mins
Link

Welcome to Stage 1 of your sales journey: Mastering Metrics.

Salesforce Site

~5 mins
Task

Forecasting

Exam Weight 6%

Link

The Complete Guide to Building a Sales Forecast

Salesforce Resource Center

~25 mins
Task

Customer Success

Customer Success

+600 points
Module

Salesforce Order Management

Learn to manage, fulfill, and service orders at scale with Salesforce Order Management.

~1 hr 10 mins
Link

Why You Want Value Realization, Not Value Creation

Salesforce Blog

~3 mins
Link

The Top 5 Factors Driving Customer Success Growth

Salesforce 360 Blog

~3 mins
+300 points
Module

Emotional Intelligence

Use self-awareness and self-management to strengthen relationships and be more productive.

~30 mins
+300 points
Module

Accurate Sales Forecasting with Xactly

Sponsored content: Improve forecast accuracy and build a Revenue Operations strategy.

~20 mins
+400 points
Module

Business Process Mapping

Increase efficiency and alignment by mapping processes.

~30 mins
Task

Additional Preparation

Additional resources to help prepare you for certification.

+700 points
Module

Cert Prep: Salesforce Certified Sales Representative

Study resources for the Sales Representative certification exam.

~35 mins