Leads, Opportunities and sales process

Question 1

What are the advantage of using leads as part of the sales process? ( As opposed to only using opportunities)

Answer 1

• Better tracking, reporting, and targeting marketing campaigns to prospective customers
• Help cies with sales teams working separately on prospective vs existing customers

Question 2

What automatic process can be used to import a new lead to Salesforce?

Answer 2

The web-to-Lead form that collects leads from your business website.

Question 3

What info is included in the “Lead Record”

Answer 3

1. The Campaign History
2. the lead’s Details tab
3. the lead’s Activity tab to log your calls and emails
4. Tasks or Events to plan future actions
5. the lead’s News tab to check the latest news for the lead’s industry
6. the lead’s Chatter tab to connect with Coworkers
7. The lead’s status is an important indicator that helps you track where each lead is in your sales process

Question 4

What does Salesforce do when you convert a lead that is a contact with a Company Name to an opportunity?

Answer 4

Salesforce uses the information stored in the lead record to create a business account, a contact, and an opportunity.

Question 5

What does Salesforce do when you convert a lead that is a contact without a Company Name to an opportunity?

Answer 5

If the lead record didn’t include a company name, Salesforce converts the lead into a person account and an opportunity.

• person accounts must be enabled by admin

Question 6

How do you convert a lead?

Answer 6

In the Lead record, Type “Convert” then choose Manually to create a new Account, Contact & Opportunity from the lead info (Salesforce will automatically create it) or choose an existing Account, contact or opportunity

Question 7

Your company wants to implement a naming convention for leads and opportunities. What tool should the admin use to automate this standardization?

Answer 7

Use Process Builder to automate the standardization of opportunity names

Question 8

When converting qualified leads, How does Salesforce converts campaign members?

Answer 8

Salesforce converts any campaign members as new contacts.

Question 9

Once a qualified lead is converted, what is the record access level of the lead?

Answer 9

The leads become read-only records unless your administrator gives you permission to edit them

Question 10

If existing accounts and contacts share the names specified on the leads, how does Salesforce record the information?

1. SF overwrites all the available new information in the existing accounts and contacts
2. SF creates a new account and Contact
3. SF updates the empty fields only from the info in the lead record
4. SF cannot proceed to conversion and shows an error message

Answer 10

3. SF updates the empty fields only from the info in the lead record

Explaination: Salesforce adds information from the lead into empty fields; Salesforce doesn’t overwrite existing account and contact data.

Question 11

How does salesforce save the activities from the converted lead?

1. Activities are left in the lead as read-only
2. All activities are automatically attached from the converted lead to the resulting account and contact
3. All activities are automatically attached from the converted lead to the resulting account and contact, and opportunity

Answer 11

• *Answer: #3.**
• *Explanation:** Salesforce attaches all activities from the converted lead to the resulting account, contact, and opportunity, except activities initiated from a High-Velocity Sales cadence.

Question 12

If the Lead record has Custom Lead fields. How can these fields also be converted into account, contact, and opportunity records?

Answer 12

• The admin must map Custom lead fields to custom account, contact, or opportunity fields

Question 13

What permission should the admin give a user who needs to view converted leads?

Answer 13

The admin should assign you the “View and Edit Converted Leads” permission.

Question 14

A user cannot view the converted view. Without assigning the “view and Edit Permission”, how can this user see the leads that have been converted?

Answer 14

Converted leads do appear in lead reports. Salesforce updates the Last Modified Date and Last Modified By system fields on converted leads when picklist values included on converted leads are changed.

Question 15

Once a lead is converted how is the team working on it automatically assigned?

1. If, lead is converted into a new account, contact, opportunity?

2. If Lead converted into an existing account, but a new contact and opportunity?

Answer 15

1. The new account, contact, and opportunity are assigned to the same division as the lead.
2. If you update an existing account during lead conversion, the account’s division isn’t changed, and the new contact and opportunity inherit the account’s division.

Question 16

During Lead conversion, How can administrators prevent duplicates?

Answer 16

The admin can set up Apex Lead Convert and Duplicate Management.

For example, the admin can require that you resolve the duplicates before you finish converting.

Question 17

How can Filter-based opportunity territory assignment be triggered during the lead conversion process?

Answer 17

Filter-based opportunity territory assignment isn’t triggered when an opportunity is created through lead conversion.

Question 18

How should an admin setup to differentiate leads that convert to person accounts from leads that convert to business accounts

Answer 18

The admin should create different lead record types and page layouts.

• A** *_best practice_ is to remove the Company field from the page layouts for leads that convert to person accounts.
• *Then, make the Company field required on the page layouts for**
• *leads that convert to business accounts.**

Question 19

Up to how many new leads can be generated by the company’s website Web-to-Lead option per day?

Answer 19

Web-to-Lead can automatically generate up to 500 new leads a day

Question 20

How can you Automatically send prospects emails after they’ve submitted information through your website?

Answer 20

You can set up email response rules to use different
email templates depending on the information submitted.

Note: make sure to create a default template to send when none of your response rules apply.

Question 21

What should an admin set up to make sure every lead is assigned to an individual or a queue, even if they fail to meet the other criteria in the assignment rule?

Answer 21

Choose a default owner of leads that fails to meet the criteria in your assignment rule using Lead Settings.

Question 22

The admin has created several lead assignment rules to assign web-generated leads to various sales users.

The Default owner of leads complains he is receiving too many leads, while the other sales users are not receiving any. What should the admin check first, to fix the problem?

Answer 22

Verify that the assigned rules to users or queues are activated. If the rule is inactive, all web-generated leads are assigned to the default owner you specify in Lead Settings.

Question 23

While using web-to-lead, How can I be sure that leads won’t be lost?

Answer 23

If a new lead cannot be generated due to errors in your Web-to-Lead setup, Customer Support is notified so that SF can assist you in correcting it.

Question 24

If your organization’s Web-to-Lead generates 625 leads one day what will happen?

1. SF will charge additional fees for every 25 additional leads
2. 125 extra leads info will be uploaded the next day
3. 25 extra leads will be lost
4. The additional lead information will be sent via email to the assigned Default Lead Creator

Answer 24

4. The additional lead information will be sent via email to the assigned Default Lead Creator

Note: If your company regularly exceeds the Web-to-Lead limit, request for a higher limit directly to Salesforce

Question 25

How can I tell which of my leads are new?

Answer 25

When a lead is assigned to you, either manually transferred, imported, or generated from the web, the lead is marked as “Unread,” that is, it has a checkmark in the Unread column on leads list views. To view your new leads, select the My Unread Leads list view on the Leads tab. When you view or edit an “Unread” lead, it is automatically marked as “Read.”

Question 26

What are opportunities?

Answer 26

Opportunities are deals in progress

Question 27

How can you estimate the likelihood of a sale in Salesforce?

Answer 27

Each stage of an opportunity is associated with a probability of winning the deal. Probabilities are used in creating forecasts.

Question 28

What are the specifics of Opportunity teams?

Answer 28

• An opportunity team is a temporary group
• Opportunity team members have special visibility into an opportunity, such as related Chatter posts
• Admin can enable opportunity splits to let the opportunity owner share credit ( can help determine commission or end-of-year bonus)

Question 29

What is Path?

Answer 29

Path shows you at a glance where the record is in your sales process. Use the Path to update the record’s status.

Path needs to be enabled and configured by the Admin

Question 30

What is a Kanban View?

Answer 30

The Kanban view is a visual summary of the records in a list view. It gives you a big picture view of all your work and lets you easily sort, summarize, filter, and move your opportunities along your pipeline.

Question 31

On what objects can the Path component be used in Salesforce?

Answer 31

The Path component is used on the standard objects opportunity, lead, campaign, contract, contact, order, and custom object record detail pages in Lightning Experience.

Question 32

What are the steps to create a Sales Process?

Answer 32

1. Create a new Process: Setup/Sales Processes
2. Create record types corresponding to your new sales process. Specify the Sales process to use in this report type
3. Apply the new record type to the appropriate users
4. Customize the Path

Question 33

Considerations while customizing Path

Answer 33

• Path must be enabled by admin first
• When you activate your path, Kanban also shows key fields and guidance for views based on the same object, record type, and picklist.

Question 34

What is “Path”?

Answer 34

Complete processes fast by keeping users focused on what’s most important. By guiding users to the right fields and content at the right time, Path enforces and ensures adoption of your company’s process.

Question 35

What can be customized in the Path Component?

Answer 35

• Which object and records type a path is related to
• Which fields and content appear for your users at each step in the process.
• What good advice, reminders, links, and best practices to include at each step.
• Provide different paths for inside sales and outside sales, or for delivery status of different products or services.
• When paths are available to your users.

Question 36

How can a sales rep customize his Kaban view?

Answer 36

• List View Controls: Create, clone, edit, save and share different list views
• Select Fields to Display, Sharing Settings, Edit list filters
• Add filters
• Add a chart
• Move an opportunity by sliding the card to another stage

Question 37

What is Account Team?

Answer 37

ensemble of users with different roles or profiles who need to collaborate on the same account

Account Team must be enabled by the admin: Setup / Account Team
Once enabled: available in Lightning, Classic, and mobile app. Users may prepare default account teams for speedy setup of new accounts. Account Teams are not the same as opportunity teams.

Question 38

Sales Forecasting

Answer 38

• Tracking of your top performers
• Estimating your sales in a specific timeline

Question 39

Forecast Categories

Answer 39

• *Best Case** – assigned to opportunities with a high likelihood of closing, opportunity amounts that were already closed and won, and the amounts under the Commit Category. Opportunities belonging to this group have a 50-75% probability.
• *Pipeline** – Opportunities with less than 50% of probability. It may include amounts from all of your open opportunities.
• *Commit** – This value includes opportunities you strongly see as future closed-won. That’s why opportunities in the Commit category have high probability rates, usually at 75-99%. It also includes amounts that were already marked as closed-won.
• *Omitted** – These include amounts that really don’t contribute to your overall business forecast.
• *Closed** – Amounts from closed-won opportunities are classified under this category.

Question 40

Objects associated with Forecasts

Answer 40

• Opportunities
• Opportunities Splits
• Product famillies
• Territories

Question 41

Considerations for Deleting Price Books

Answer 41

• You can’t delete a price book while it’s in use on opportunities or quotes. If you try to, the system creates a list of the opportunities or quotes that the price book is used on.
• When you delete a price book, you delete all entries in the price book. The deleted price book and its entries are moved to the Recycle Bin. You can restore them for up to 15 days.

Question 42

Considerations for Removing a Product from a Price Book

Answer 42

• If you remove a product from a price book, all related price book entries are removed.
• If you restore the product from the Recycle Bin, any related price book entries are restored with it.
• If opportunities, quotes, service contracts, or contract line items are associated with a product, you can’t remove the product. If you try to remove it, Salesforce displays a list of the opportunities and quotes. That way, you can remove the product from those opportunities and quotes and try again. If you don’t want to remove the product from all opportunities and quotes, you can deactivate (recommended) or archive the product.

Question 43

Quotes

Answer 43

• Is an out-of-the-box feature in SF
• Can Create a PDF to send directely from Salesforce to Customer