50 Sales Foundations Practice Questions: Question Bank 2025

A new sales rep needs to track companies, people at those companies, and potential revenue in Salesforce. Which set of standard objects should they primarily use?

A sales manager wants each Opportunity to progress through defined stages so the team can forecast consistently. What should the admin configure?

A sales operations analyst needs a report that shows total Opportunity Amount by Stage and allows drilling into the underlying opportunities. Which report type is best?

A rep wants to ensure they never forget to follow up after a customer call. What Salesforce feature is most appropriate?

A company wants to prevent sales reps from selecting 'Closed Won' unless a required field called "Primary Competitor" is filled in. What should the admin use?

Sales leadership wants each sales rep to see a prioritized list of their open Opportunities that are likely to close this month. Which tool best fits this requirement?

An admin imported Accounts and Contacts from a spreadsheet, but several Contacts were created without being related to their Account. What is the most likely cause?

A sales manager wants to compare pipeline by two dimensions: Stage and Close Month, and see totals for Amount in the grid. Which report format should be used?

A company sells different product lines and wants Opportunities for each line to have different picklist values for Stage and different page layouts. What is the best design approach?

Sales leadership wants forecasting to reflect a rep’s best estimate for each deal (not strictly derived from Stage probability), and they want reps to adjust forecast amounts without changing the Opportunity Amount. Which feature should be used?

A sales rep wants to relate multiple contacts (e.g., an evaluator and an approver) to a single Opportunity and track each person’s role. Which Sales Cloud feature supports this?

A sales manager wants a dashboard that shows their team’s pipeline and open activities, and it should refresh automatically without manual edits. What should the admin do?

A rep wants to quickly update multiple Leads after a trade show (e.g., set Lead Status to "Working"). What is the simplest way to do this in Salesforce?

Sales leadership wants the probability of closing to be consistent for all reps based on the Opportunity Stage (e.g., "Proposal" = 60%). How should this be implemented?

A company sells multiple product lines and wants to track revenue by product on each Opportunity. Which approach best supports this requirement?

A manager needs a report showing total pipeline amount grouped by Stage, but only for Opportunities expected to close this quarter. Which report feature best meets this need?

A sales rep logs calls and emails, but the sales manager’s activity report shows missing activities for some Opportunities. What is the most likely reason?

A sales operations analyst wants to ensure that key fields (Stage, Close Date, Amount) are completed before reps can move an Opportunity to a later stage. What is the recommended declarative solution?

A company wants different sales teams to see different Opportunity stages and picklist values based on their sales motion (e.g., SMB vs. Enterprise). Which configuration supports this while keeping a single Opportunity object?

After importing new Accounts and Contacts, users report many duplicates and inconsistent company names (e.g., "Acme Inc" vs "ACME, Incorporated"). What should the admin implement to reduce duplicates going forward?

A sales manager wants to ensure all reps follow the same steps when qualifying new business and that key fields are completed before an opportunity can move forward. Which Sales Cloud feature best supports this requirement?

A sales rep wants to quickly see all open opportunities they own that are expected to close this month. Which list view approach is most appropriate?

A company wants every Account to have a unique external identifier from their ERP system so records can be matched during integrations. Which field type and setting is the best fit?

Sales leadership wants a single view showing pipeline by stage, total pipeline amount, and win rate by rep. What is the best way to deliver this in Salesforce?

A sales ops team imports leads weekly. They notice duplicates because some files use different email capitalization (e.g., Pat@Acme.com vs pat@acme.com). What is the best way to reduce duplicates at import time?

A manager wants opportunities over a certain amount to require approval before being marked Closed Won. Which capability best meets this requirement?

Reps complain that when they convert a Lead, the resulting Opportunity is missing key details they collected on the Lead (e.g., a custom field like “Implementation Timeline”). What should an admin check first?

A global sales organization wants to forecast revenue by region and product family. Reps should submit forecasts, and managers should view rollups for their teams. Which solution aligns best with standard Salesforce capabilities?

An executive dashboard shows pipeline totals that seem inflated. Investigation finds many opportunities have multiple products, and the report is built using Opportunity Products as the primary object. What is the most likely cause of the inflated totals?

A company wants sales reps to log customer emails automatically in Salesforce and relate them to the correct Contacts and Opportunities with minimal manual effort. Which approach best supports this requirement using standard productivity tools?

A sales manager wants all Opportunities to follow consistent stages and required information at each stage. Which Salesforce capability best supports this requirement?

A sales rep says they can't see the "New" button to create a Lead, but other reps can. What is the most likely cause?

A manager needs a quick way to see how much pipeline is expected to close this month, grouped by sales rep. Which report type is most appropriate?

A rep wants to log call notes and schedule follow-up tasks directly from an Opportunity record. Which feature supports this with minimal effort?

A company wants to prevent users from creating Opportunities unless an Amount is entered and a Close Date is within the next 365 days. What should the admin use?

Marketing imports a list of Leads and wants Salesforce to avoid creating duplicates when a matching email already exists. Which approach best supports this requirement?

A sales manager wants to forecast revenue using Opportunities and see rollups by rep and by team. Which Salesforce feature is designed for this purpose?

A rep wants a single place to see their daily tasks, upcoming meetings, and recently viewed records to plan their day. What should they use?

An admin needs different sales teams to use different Opportunity stages and page layouts while still reporting on Opportunities across the company. What is the best solution?

A company wants reps to relate multiple contacts to a single Opportunity and track each contact’s role in the deal (e.g., Decision Maker, Influencer). Which feature should be enabled/used?

A sales manager wants reps to consistently capture the reason a deal was lost so leadership can report on trends. What is the best way to support this requirement in Sales Cloud?

A rep created a report but cannot see Opportunities owned by other reps in the same role. The manager can see them. Which setting most likely explains this behavior?

A rep wants to quickly log that they left a voicemail for a customer without creating a detailed note. Which Salesforce feature best fits this need?

A company sells a 1-year subscription with optional add-ons. Sales leadership wants reps to create accurate quotes and easily include optional items. What is the best approach in Sales Cloud?

A sales operations analyst needs a dashboard that shows pipeline by stage, total forecast for the month, and top opportunities. Which capability is required to present multiple views on one page?

A company wants to ensure reps follow a consistent qualification process and capture key fields before moving an Opportunity forward. What should an admin implement?

Reps report they are creating duplicate Leads for the same person. Sales operations wants Salesforce to warn users and prevent most duplicates during Lead creation. Which feature should be configured?

A sales manager wants to compare performance across regions using the same metrics, and ensure every manager uses the same dashboard layout. What is the best practice to support this?

After converting a Lead, a rep expects the Lead's activities (emails, calls) to appear on the new Contact and Opportunity, but some activities seem missing. Which explanation is most accurate?

A company sells through a multi-step process where some Opportunities require additional legal review before a contract can be sent. Sales leadership wants reps to follow the process, but also wants flexibility so not every deal requires legal review. What is the most scalable approach?