Sales and Marketing Applications (12%) Flashcards by carina al-der

What all goes into the Sales Process(6)

Quotes, Opportunity Splits, Orders & Reduction Orders, Forecasting, Sales Process

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What is the sales process used for?

defines a custom sequence of sales stages.

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What is Quotes used for?

proposed price of a product for a customer

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What is Opportunity splits used for?

allows for splits among opportunity team members using opportunity splits

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What is orders & reduction order?

An order is an agreement with a customer to provide products or services.
Reduction Orders can be used for cancellations, returns, or reductions

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What is forecasting?

Can be utilized to predict sales revenue and quantities from the opportunity pipeline.

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What has to been done before forecasting can be used?

Opportunity stages are mapped for forecast categories

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what are the standard values for categories in a forecast?

Pipeline, Best case, Commit, Omitted, and Closed

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how can forecasts be measured by?

revenue, quantity or both

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How can quotes be enabled?

Quotes > settings

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What is Quote Syncing

allows users to link a quote to the opportunity that it was created from and reflect updates made between the two records

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What needs to be enabled before opportunity splits

team selling

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How do you enable team selling

setup > opportunity team settings> enable

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what is a Price book

Is an object that stores the list of products and their prices.

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Opportunity tools (8)

Big Deal Alerts & Update Reminders
Path
Kanban
Sales Console
Clone Opportunities
Team Selling
Sales Dialer
Macros

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Big Deal Alerts & Update Reminders

Can be used to send notifications when an opportunity of a certain value reaches a trigger probability and trigger amount.

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Kanban

Visually displays opportunities in each stage with a list view

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Sales Console

A custom app that allows working on multiple related records in one dashboard interface

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Sales Dialer ( 9 )

can be utilized by sales reps to access telephony features without ever leaving salesforce.

Voice Mails
Local Presence
Call Bridge
Call List
Call
Phone Fields
Call Recording
Multi-Tasking
Call monitoring

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Team Selling

Allows multiple team members that work together on an opportunity to be defined

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Sales Dialer ( 9 )

Can be utilized by sales reps to access telephony features without ever leaving salesforce.

Voice Mails
Local Presence
Call Bridge
Call List
Call
Phone Fields
Call Recording
Multi-Tasking
Call monitoring

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Einstein Lead Scoring

Uses data science and machine learning to score leads based on a company’s successful conversion patterns

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Einstein Opportunity Scoring

Gives each opportunity a score from 1 - 99 so you can better priorities opportunities that have a higher probability of closing

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Key Fields and Guidance

5 key fields can be added to display the most important record data for the users.

Guidance is a space for tips, instructions, links, or company information that will help users succeed.

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Voice Mails

Sales reps can record multiple voice messages for different types of prospects. Agents can store up to 20 voicemail messages.

Local Presence

Dynamically display phone numbers with the same are code as prospects

Call Bridge

Sales reps can use the call bridge to make a receive sales dialer calls with their desk or mobile phone

Call List

Allows sales reps to create a list of contacts to be called using Sales Dialer

Call Recording

Sales reps can record the calls made with sales dialer

Multi-tasking

Since call appear in the utility bar, sales reps can perform multiple task while on call

Call monitoring

Sales managers can silently monitor the calls of their sales reps and improve their sales performance through coaching

Opportunity workspace

provides a view of all information related to an opportunity

Product schedules

can be revenue or quantity schedule

Revenue schedule

can be used if customers make regular payments but receive the product once. example: Lay away, Financing

Quantity schedule

customers pay once but receive the products increments. example: Customers paying for an annual magazine subscription

Price book

group of products and their associated prices

Lead automation tools (10)

Lead Process, Lead Queues, Duplicate Leads, Lead Tools, Lead Conversion, Lead Workspace, Lead assignment rules, Lead Auto response rules, Web-to-lead, LinkedIn Lead Gen

Lead Process

Can be defined to represent the steps of a lead life cycle

Lead Queues

A place to store leads before they have an owner

How can you reduce Duplicate Leads

By using the potential duplicates lightning component

Lead Conversion

A lead can be converted in an account, contact, and opportunity

Lead workspace

Lead record page

Lead assignment rules

An assignment rule can be used to assign a lead to a user or queue

Lead Auto Response rules

An auto-response rule can be used to send an email on lead submission

Web-to-lead

Can be used to generate leads from information submitted by online visitors

LinkedIn Lead Gen

Leads can be generated automatically from LinkedIn Lead Gen advertisements

Lead actions

Are simply quick actions to add new or update existing lead records directly from list view

Quick actions

Top bar on leads [new, import, add to campaign, change status, change owner] that helps users manage their leads efficiently without clicking the record one by one.

Can lead assignment be specified in data loader and import wizard?

Yes

What falls under campaign management? (10)

Marketing, Campaign Path, Campaign Members, Member Status, Campaign Response, List Email, Campaign Hierarchy, Campaign Influence 1.0, Customizable campaign Influence, Campaign statistics and ROI

How are campaigns used for Marketing?

Campaigns are used to track marketing activities, such as online and print advertising

Campaign Path

Used to manage the lifecycle of campaigns

who can be Campaign Members

Lead or Contacts can be added to a campaign as members

Member Status

Can be defined for each campaign to track the status of its members

Campaign Response

After a campaign has been executed the member status for each member is updated. With the response

Campaign Hierarchy

used to link related campaigns there can be up to 5 levels and an unlimited number if sibling campaigns

Campaign Influence 1.0

understand the return on your campaign investments.

Customizable Campaign Influence

Understand how your campaigns are affecting your opportunity pipeline. **Use this for lightning experience!!!**

Campaign Statistics & ROI

Campaign Stats is used to analyze a campaign. | Campaign ROI is a campaigns return on investment.

Who can create, edit, and delete campaigns

Only designated marketing users

Campaign Influence Models

Default model or create a custom model

the effectiveness to a campaign is directly linked to

the number of successful opportunities