Sales and Marketing Applications Flashcards
What do opportunities track?
Opportunities track sales deals and are used to produce the sales forecast.
What is the key field on opportunities?
Stage
What is a Path?
A customizable visual representation that provides tailored guidance at each stage of a process.
How is expected revenue calculated?
Multiplying the amount by the probability percentage (aligned with stage, but editable).
What are Forecasts?
A way of estimating revenue for products and services in the future based on Opportunities and their stages and values.
What must be done before Forecasting can be used?
Opportunity Stages must be mapped to Forecast Categories
Where can you customize cumulative rollup names in Forecasts?
Manage Forecast Rollups in Forecast Settings page
What are Quotes?
Records that show the proposed prices of the organization’s products and services.
Can Quotes be used out-of-the-box?
They must be enabled first, in Quotes > Settings.
Multiple quotes can be associated with an opportunity (T/F)
True
What does quote syncing do? (plus two caveats)
Allows users to link a quote to the opportunity it was created from and reflect updates made between the two records.
Only one quote can be the ‘syncing’ quote.
Does not sync custom Opportunity fields with custom Quote fields or custom Opportunity line item fields with custom Quote line item fields. For that, you need an AppExchange app or to write a trigger.
What are Opportunity Splits?
They allow opportunity revenue or other Opportunity currency fields to be split among the opportunity field members.
What is the process of enabling Opportunity Splits?
- Enable ‘Team Selling” from the Opportunity Team Setup page
- Opportunity Splits Settings, customize
- Opportunity page layout & add related list
What two splits are added when Opportunity Splits are enabled?
Revenue splits - split Opportunity amount field, must equal 100%, used in revenue-based forecasts
Overlay splits - based on amount field, does not need to total 100%
How many custom splits can be defined?
Up to 6
What is an Order?
An agreement to provide products or services to a customer at a certain quantity, price, and date.
Where can Orders be created from?
An Account, Contract, or from the Order tab
Which objects can Orders be related to?
Opportunities and Quotes via Lookups
Contracts in order to track the fulfillment of a contract agreement
Orders must be enabled in Order Settings in order to work (T/F)
True
What are the additional Order Settings?
Enable Reduction Orders
Enable Negative Quantity
Enable Zero Quantity
Enable Enhanced Commerce Orders
Enable Optional Price Books for Orders
Enable Order Events
What must be selected in order to add products to Orders?
A Pricebook
What are Reduction Orders used for?
To record cancellations, returns, or a reduction in order quantity?
An order can have multiple reduction orders applied.
A reduction order can only be applied to one order.
Where can you find additional Sales Dashboards?
The AppExchange (“Salesforce CRM Dashboards”)
How is Lead Score Calculation accomplished?
By creating various custom fields for different factors and calculating them together to form a single value.
Where does the Opportunity Score field appear?
Opportunity Records
Reports
List Views
Forecasts page, if Collaborative Forecasting is enabled
What is the Home Page Assistant?
A standard Lightning component available for the Home Page that allows sales users to view important updates about their leads and opportunities over the course of the day.
Which objects can Paths be defined for?
Leads
Accounts
Contacts
Campaigns
Opportunities
Custom Objects
Paths can be defined per _____ _______.
Record type
Where can you access the Macros utility?
The utility bar of the Lightning Sales console.
How can you create and run macros?
The Macro Builder
Where can macros be used?
All objects that allow quick actions and have a customizable page layout.
What is Sales Dialer?
It allows sales reps access to telephony features without leaving Salesforce (voice mails, local presence, call bridge)
What is Pipeline Inspection?
A tool that provides sales managers greater visibility of their pipeline by providing information on key metrics, opportunities, and weekly changes.
What are Products? What objects can they be added to?
Products represent items or services that are sold to customers. A product can be added to an Opportunity, Quote, Order, or Service Contract.
What are two kinds of schedules a Product can be associated with?
Revenue or Quantity
Revenue = regular payments, receive the product once
Quantity = one payment, receive the product in increments
What is a Price Book?
A group of products and their associated prices.
What is a list price?
The custom price that users can associate with a product in a custom price book.
What are the org-wide sharing options for price books? Where are the settings located?
Use (default) = allows visibility and to use it on opps
View Only = allows visibility but not to use it on opps
No access = no visibility
Setup > Sharing Settings
What’s a Big Deal Alert? Where are the settings located?
A tool used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount.
Setup > Big Deal Alert
What are Opportunity Update reminders?
Email reminders about open opportunities
Setup > Update Reminders
What does Team Selling do? Where are the settings located?
It allows multiple team members to work together on an Opportunity.
Opportunities > Opportunity Teams > Settings
What are Account Teams used for?
To simplify access for a sales team to an account. Each team member has a role (editable in Setup), and their access to the account is specified.
