Salesforce Exam Sales Cloud Consultant Topic 1 Question 112 Discussion

Actual exam question for Salesforce's Sales Cloud Consultant exam

Question #: 112
Topic #: 1

Sales leadership at Universal Containers is concerned that sales reps are negotiating deals with contacts without the authority to make a decision, resulting is lost deals.

What should the consultant recommend to resolve the issue?

AAllow sales reps to mark the contact on each opportunity as ''Primary'' to indicate the decision maker.

BRequire sales reps to add the stakeholder as the decision make on each opportunity before the rep can progress the stage.

CEnable Opportunity Teams so sales reps can track the decision maker for each opportunity.

Show Suggested Answer

Suggested Answer: B

To avoid lost deals due to negotiating with non-decision makers, requiring sales reps to identify and designate a contact as the decision maker on each opportunity ensures that the appropriate stakeholders are involved. This approach enforces the validation of the decision maker role, which can help prevent deals from stalling or being lost due to lack of authority on the contact's part. Salesforce allows configuration of required fields or processes to make sure critical information is captured before advancing stages, helping align the sales process with effective decision-making structures.

Refer to Salesforce's Opportunity Contact Roles documentation for further insights on managing contacts in opportunities.

by Rosendo at Mar 22, 2025, 11:09 AM

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Shaunna

8 days ago

Ha, imagine the sales reps trying to sneak past the decision makers. 'What? This guy? Oh, he's totally the boss, trust me!' B is the way to go.

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Arminda

10 days ago

Hmm, I'm not sure I agree with A. Letting reps just mark a contact as 'Primary' seems too open to abuse. Better to have a more structured process.

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Verona

20 days ago

I like option C - Opportunity Teams seem like a great way to keep track of the key decision makers. Seems more comprehensive than just marking one contact as 'Primary'.

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1 months ago

I think the consultant should recommend option A.

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