Deal Management37% of the exam
Building and presenting the value proposition
How to turn discovery into value: open with a confident summary statement, sell with Fact, Benefit, Application, write a short proposal built on the customer's challenges and ROI, and pick the pricing strategy that fits the goal.
Develop and present the value proposition of a solution based on customer needs.
~7 min read · 11 practice questions ·
What the exam expects
- Open a presentation with a summary statement that is quick, confident, specific and tied to the customer's goals.
- Classify statements as fact, benefit or application, and choose which facts to present from what discovery revealed.
- Show value that the buyer's own online research cannot, backed by evidence.
- Prepare, write and proofread a short sales proposal built on the customer's challenges, benefits and return on investment.
- Match a pricing strategy (cost plus, bundle, value-based, competitor-based, price skimming) to a business goal, and recognize value-based selling.
Key terms:
- Summary statement: the opening that says, from what you heard, how you can help and what you recommend.
- Fact, Benefit, Application: a provable fact, what any customer gains from it, and how this customer will use it.
- Sales proposal: a document that shows the value of your offering to this prospect.
- Value-based pricing: pricing on the customer's perception of how valuable the offering is.
- Value metric: what you charge by "unit", such as per user, seat or transaction.
Key facts
Summary statement opener
- Detail
- "Based on what you've told me..."
Summary statement style
- Detail
- Quick, simple, specific recommendation, confident tone
Fact
- Detail
- Specific, true, provable; some need proof
Benefit vs application
- Detail
- Benefit fits any customer; application is this customer's use
Proposal core elements
- Detail
- Offering, customer challenges, benefits, return on investment
Proposal length
- Detail
- About 2-3 pages is ideal
Pricing order in a proposal
- Detail
- Low to high
Bundle pricing
- Detail
- Gets a customer to try a service they had not used
Value-based pricing
- Detail
- Customer's perception of value, gauged by feedback and research
Value-based selling examples
- Detail
- Sandler, SPIN Selling, N.E.A.T. Selling
- Which five qualities make a strong summary statement?
- Why does the application resonate more than the benefit?
- When a prospect asks you for a proposal, what comes first?
- When does bundle pricing fit better than value-based pricing?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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- Core concepts
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The free Agentforce Sales Foundations pack includes:
- All 21 lessons of the Agentforce Sales Foundations guide, with reading progress
- Interactive decision walks and step-by-step sequence steppers
- Inline practice questions and one-click topic practice (11 questions for this lesson)
- An official source cited for every claim
- An AI tutor that answers from the guide (uses credits)
- Unlimited timed practice exams
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