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Focus on Force new guide > Sales and Marketing Applications (12%) > Flashcards

Sales and Marketing Applications (12%) Flashcards

1
Q

What all goes into the Sales Process(6)

A

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

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2
Q

What is the sales process used for?

A

defines a custom sequence of sales stages.

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3
Q

What is Quotes used for?

A

proposed price of a product for a customer

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4
Q

What is Opportunity splits used for?

A

allows for splits among opportunity team members using opportunity splits

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5
Q

What is orders & reduction order?

A

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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6
Q

What is forecasting?

A

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

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7
Q

What has to been done before forecasting can be used?

A

Opportunity stages are mapped for forecast categories

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8
Q

what are the standard values for categories in a forecast?

A

Pipeline, Best case, Commit, Omitted, and Closed

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9
Q

how can forecasts be measured by?

A

revenue, quantity or both

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10
Q

How can quotes be enabled?

A

Quotes > settings

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11
Q

What is Quote Syncing

A

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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12
Q

What needs to be enabled before opportunity splits

A

team selling

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13
Q

How do you enable team selling

A

setup > opportunity team settings> enable

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14
Q

what is a Price book

A

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

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15
Q

Opportunity tools (8)

A 
Big Deal Alerts & Update Reminders
Path
Kanban
Sales Console
Clone Opportunities
Team Selling
Sales Dialer
Macros
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16
Q

Big Deal Alerts & Update Reminders

A

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

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17
Q

Kanban

A

Visually displays opportunities in each stage with a list view

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18
Q

Sales Console

A

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

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19
Q

Sales Dialer ( 9 )

A

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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20
Q

Team Selling

A

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

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21
Q

Sales Dialer ( 9 )

A

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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22
Q

Einstein Lead Scoring

A

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

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23
Q

Einstein Opportunity Scoring

A

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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24
Q

Key Fields and Guidance

A

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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25
Q

Voice Mails

A

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

26
Q

Local Presence

A

Dynamically display phone numbers with the same are code as prospects

27
Q

Call Bridge

A

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

28
Q

Call List

A

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

29
Q

Call Recording

A

Sales reps can record the calls made with sales dialer

30
Q

Multi-tasking

A

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

31
Q

Call monitoring

A

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

32
Q

Opportunity workspace

A

provides a view of all information related to an opportunity

33
Q

Product schedules

A

can be revenue or quantity schedule

34
Q

Revenue schedule

A

can be used if customers make regular payments but receive the product once.

example: Lay away, Financing

35
Q

Quantity schedule

A

customers pay once but receive the products increments.

example: Customers paying for an annual magazine subscription

36
Q

Price book

A

group of products and their associated prices

37
Q

Lead automation tools (10)

A

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

38
Q

Lead Process

A

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

39
Q

Lead Queues

A

A place to store leads before they have an owner

40
Q

How can you reduce Duplicate Leads

A

By using the potential duplicates lightning component

41
Q

Lead Conversion

A

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

42
Q

Lead workspace

A

Lead record page

43
Q

Lead assignment rules

A

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

44
Q

Lead Auto Response rules

A

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

45
Q

Web-to-lead

A

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

46
Q

LinkedIn Lead Gen

A

Leads can be generated automatically from LinkedIn Lead Gen advertisements

47
Q

Lead actions

A

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

48
Q

Quick actions

A

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.

49
Q

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

A

Yes

50
Q

What falls under campaign management? (10)

A

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

51
Q

How are campaigns used for Marketing?

A

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

52
Q

Campaign Path

A

Used to manage the lifecycle of campaigns

53
Q

who can be Campaign Members

A

Lead or Contacts can be added to a campaign as members

54
Q

Member Status

A

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

55
Q

Campaign Response

A

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

56
Q

Campaign Hierarchy

A

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

57
Q

Campaign Influence 1.0

A

understand the return on your campaign investments.

58
Q

Customizable Campaign Influence

A

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

59
Q

Campaign Statistics & ROI

A

Campaign Stats is used to analyze a campaign.

Campaign ROI is a campaigns return on investment.

60
Q

Who can create, edit, and delete campaigns

A

Only designated marketing users

61
Q

Campaign Influence Models

A

Default model or create a custom model

62
Q

the effectiveness to a campaign is directly linked to

A

the number of successful opportunities

Focus on Force new guide (9 decks)

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