Leads & Opportunities for Lightning Experience

Question 1

How do leads fit into the sales process?

Answer 1

Leads are people and companies that you’ve identified as potential customers, but are unqualified. Leads can be a great way to separate unqualified and qualified leads(opportunities) from each other so that sales teams can work more efficiently and cater their sales process to them.

Question 2

What happens when you convert a lead?

Answer 2

Business lead converts into a business account, opportunity, and business contact.

Person lead converts into personal account and opportunity: Must be enabled and the company name must be enabled

Question 3

How do you create and convert leads?

Answer 3

Create lead: setup>leads>new

Convert lead: setup>leads>convert

Question 4

Describe how to use opportunities

Answer 4

use opportunities for qualified customer leads that have yet to be closed

Question 5

How do you create an opportunity

Answer 5

opportunities>new

Question 6

How do you add contact roles to an opportunity

Answer 6

opportunity>contact roles

Question 7

leads activity tab serves what purpose?

Answer 7

this is where you log calls and emails to help you remember what you talked about

Question 8

leads news tab serves what purpose?

Answer 8

allows you to check the latest news in the leads industry, or twitter feed.

Question 9

leads chatter tab serves what purpose?

Answer 9

allows you to connect with your coworkers to ask questions, seek advice, or provide information on the leads chatter tab

Question 10

why is a leads status important?

Answer 10

important indicator that helps you track where each lead is in your sales process

Question 11

What is a qualifying lead?

Answer 11

This is an opportunity, the lead has an actual interest in your companies products!

Question 12

What are opportunities?

Answer 12

are deals in progress

Question 13

Explain when to use opportunity teams and account teams

Answer 13

Opportunity team- temporary group

Account team- a permanent group used to form a long term relationship with the customer.

Question 14

How do you apply revenue splits and overlay splits to an opportunity

Answer 14

opportunity>related list>opportunity splits

Question 15

what are default opportunity teams

Answer 15

temporary teams made up of the people you work with on a regular basis.

Question 16

revenue splits

Answer 16

created for crediting team members who are directly responsible for the sale total 100%

Question 17

overlay splits

Answer 17

gives you a way to credit supporting team members. It can total any percentage, even over 100%

Question 18

Team members working on an opportunity can roll their sales credits into forecasts, quotas and pipeline reports for the entire team. What reports types do they have to choose from?

Answer 18

split opportunities
split opportunities with products
split opportunities with products and schedules

Question 19

How can you update a records stage or status using path

Answer 19

Editing the record directly or using kanban drag and drop

Question 20

How do you update records in the Kanban view

Answer 20

drag and drop, honey

Question 21

How do you use filters and view charts in the Kanban view

Answer 21

you can view charts in several different ways. Add filters to find data quicker

Question 22

what is a path?

Answer 22

everything including the status bar, key field, and guidance for success

Question 23

what is Key field

Answer 23

highlight the information you need most when you open a record so you don’t need to waste time searching in a different tab

Question 24

state what a permission set group is

Answer 24

group of permission sets, so you assign a group of these sets instead of individual sets or individual permissions in a set.

Question 25

describe two use cases for using permission set groups

Answer 25

you have a group of users that require a specific function, package development*

Question 26

explain how permissions are calculated in a permission set group

Answer 26

law of least permission. so users will only be allow as much access as they need no more no less.

Question 27

what happens when you change something in a permission set group?

Answer 27

the permission sets are recalculated every time there’s a change, addition, or deletion of a permission set. While it recalculates permission set groups retain the permissions of the las completed recalculation

Question 28

how do you create a permission set group?

Answer 28

first create the permission sets. then setup>permission set groups> new permission set group>save

add permission sets to group>setup>permission set groups>permission sets in group>add permission set>select>add and save

Question 29

how do you assign users to a permission set group

Answer 29

setup>permission set group>manage assignments

Question 30

how do you create a permission set?

Answer 30

setup>permission set>find setting: what are you looking for example: orders, contracts>change and save

Question 31

describe why you might mute a permission

Answer 31

if you want to assign a user to a permission set group but don’t want them to have access to a few permission sets

Question 32

how do you mute permissions in a permission set group

Answer 32

setup>permission set groups> muting group permission set> pick object>choose what to mute in that object