Sales and Marketing Applications

Question 1

Custom fields in the Lead object can be mapped to what objects?

Answer 1

• Opportunity
• Account
• Contact

Question 2

Ursa Major Solar has an inside sales team that sells only warranty renewals, and an outside sales team that sells only products. Each type of sale captures different information and has a different sales cycle.

How should the system administrator configure Salesforce to meet these requirements?

Answer 2

Create a page layout, sales process, and record type for each type of sale.

Question 3

Ursa Major Solar offers a variety of products that are comparable to products from other companies. Sales representatives request a method to track product strengths and weaknesses compared to those offered by other vendors.

What should the system administrator implement?

Answer 3

Competitors on the opportunity page layout

Question 4

Ursa Major Solar wants the sales team to access information about Closed Won opportunities with a common competitor for all pending big deals.

What set of features should the system administrator implement?

Answer 4

Competitors and Similar Opportunities

Question 5

How should the system administrator implement weekly notifications for sales reps that include opportunities that need attention based on the opportunity owner’s last login, past due opportunities, and all opportunities that have not been updated in 30 days?

Answer 5

Create opportunity update reminders.

Question 6

Ursa Major Solar sells through many different reseller networks. Each reseller’s deals are tracked on separate opportunities. The sales manager is concerned that the pipeline report is not accurate due to multiple opportunities for the same end customer.

How should the sales process be modified to ensure opportunities are not double-counted in the pipeline?

Answer 6

Change the forecast category to Omitted on the duplicate opportunities.

Question 7

What two objects can be related to campaign members?

Answer 7

• Lead

- Contacts

Question 8

How can multiple Campaign records be associated with a single opportunity?

Answer 8

Campaign Influence

Question 9

What feature tracks how often a file is viewed?

Answer 9

Content Deliveries

Question 10

What feature tracks how often a file is viewed?

Answer 10

Content Deliveries