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SFA > Sales and Marketing Applications (14%) > Flashcards

Sales and Marketing Applications (14%) Flashcards

1
Q

What is the Opportunity Board?

A

Shows Opportunities of one record type on a board with columns for each Sales Stage. It shows the totals for each stage and Opportunities can be moved between stages by dragging and dropping.

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2
Q

What is the Big Deal Alert?

A

An email notification that can be sent to selected users when an Opportunity value reaches a certain amount with a certain percentage.

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3
Q

How does Salesforce support estimating future revenue?

A

Customizable and Collaborative (now default) forecasting. Values are displayed in forecast categories (mapped from Opportunity stages) by Product family, revenue, quantity or both.

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4
Q

What are Opportunity Teams?

A

Records multiple users that work together on an Opportunity. The role and access level can be specified for each user. Each user can specify a default team that can be added automatically to an Opportunity.

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5
Q

What are Opportunity Sales Stages?

A

A way to track the lifecycle of an Opportunity from open to closed. Stages are mapped to a type, probability and forecast category.

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6
Q

What is a Custom Opportunity Split?

A

A feature to define up to 3 splits between Opportunity team members on any currency field, for example defining how profit is split.

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7
Q

What are Opportunity Splits?

A

Splits revenue or other currency field values among the Opportunity team. When enabled, a revenue split (must total 100%) and an overlay split (doesn’t have to total 100%) is added.

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8
Q

How do Quotes and Syncing work?

A

Multiple quotes can be associated with an Opportunity with one marked as the ‘syncing’ quote. Changes to Opportunity Products or quote Products are kept in ‘sync’ for the ‘syncing’ quote.

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9
Q

What are Account Insights?

A

Account Insights are preprocessed articles related to an Account, Industry or Executives that are displayed on the Account Details page or Home page, in Lightning Experience once enabled.

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10
Q

What is a Quantity Product Schedule?

A

A Quantity schedule is when a Product quantity is delivered over time and allows tracking of shipping dates.

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11
Q

What is a Revenue Product Schedule?

A

Revenue schedules allow tracking of revenue that is not received up front and is paid in installments or a subscriptions.

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12
Q

How do Orders work?

A

Agreement to supply a quantity of Product or service at a certain quantity and date. Created from an Account, Contract or from the order tab.

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13
Q

What are the different types of Pricebooks?

A

Standard and Custom. The standard pricebook can be used if there is one price for all customers. If there are multiple prices for different customers custom pricebooks can be used.

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14
Q

How can Paths be defined?

A

A path can be set for each record type of an object. Paths can be created for most Standard and all custom objects that have picklists.

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15
Q

What is a Reduction Order?

A

Returns, cancellations and reduction in quantity are recorded as reduction orders.

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16
Q

When forecasting by schedule date, which values are used by Salesforce to calculate forecast amounts?

A

Salesforce uses the values from a product schedule’s Date and Revenue or Quantity fields to calculate forecast amounts.

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17
Q

Which Salesforce feature can be used by sales reps to make and receive calls in Salesforce as well as log call details automatically?

A

Lightning Dialer

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18
Q

What can be created and run in a Lightning Sales Console to automate repetitive tasks such as updating opportunities and sending an email?

A

Macro

19
Q

In Lightning Experience, which type of team can be used if a partner user needs to work with an internal user on a particular opportunity?

A

Opportunity Team

20
Q

When using Lightning Dialer, which feature allows sales reps to use a separate business line to make and receive calls?

A

Call Bridge

21
Q

Which Lightning Dialer feature can be utilized by sales reps to refer back to important conversations to improve their selling techniques?

A

Call Recording

22
Q

Which forecast type should be used to enable territory forecasts in Collaborative Forecasting?

A

Opportunity Revenue by Territory

23
Q

Which access levels are possible when a forecast manager shares his forecasts page with another user?

A

‘View Only’ or ‘View and Edit’

24
Q

What are territory forecasts based on when a forecast manager is not assigned to a territory?

A

The territory’s forecasts are based on the individual users assigned to the territory. Users can drill down to an individual rep’s forecasts for a territory.

25
Q

How can duplicate Leads be identified and managed?

A

Using the ‘Find Duplicates’ button, fields can be selected to search on, and up to 3 Leads can be merged from the search results

26
Q

What tools and features are available to manage Leads?

A

Import Leads, Mass Delete Leads, Transfer Multiple Leads, Mass Email Leads, Mass Add Leads to Campaigns, Mass Change Lead Status

27
Q

What is Lead Conversion?

A

A way to convert Leads to linked newly created or existing Contact, Account and Opportunity records.

28
Q

What is a Lead Process?

A

A group of Lead statuses mapped to a Lead record type. Allows for different steps in a Lead life-cycle to be defined for different types of Leads.

29
Q

How can Leads be automatically assigned?

A

Lead assignment rules can automatically assign Leads to users or queues based on criteria matching field values and can be evaluated upon creating or editing a Lead.

30
Q

What are Lead Queues?

A

Lead Queues are a place to hold Leads that have not been assigned an owner. They are accessed via a list view and users with access to the queue can ‘accept’ Leads to take ownership.

31
Q

What needs to be connected to Salesforce to generate leads from LinkedIn?

A

A LinkedIn member account with one or more ad accounts

32
Q

How can Leads be captured from a website and saved in Salesforce?

A

Web to Lead allows Leads to be captured from a company website and saved in Salesforce. The Lead form can include standard and custom Lead fields. Generated HTML can be added to a public website.

33
Q

What is Campaign Influence?

A

One or more campaigns that have influenced an Opportunity linked to an Opportunity, with one being marked as the primary. Values from the primary are used for the campaign statistics.

34
Q

What can be done to make sure that users don’t convert leads to opportunities in Lightning Experience?

A

The opportunity section in the Convert Lead window can be hidden in ‘Lead Settings’.

35
Q

How can Campaign Members be added to a campaign?

A

Leads & Contacts can be added using a report, list view, from a Lead or Contact record, using the import wizard or data loader or using ‘Add Member’ button on the campaign.

36
Q

What is Campaign ROI and how is it calculated?

A

Return on investment of a campaign. ((Total value of won Opportunities linked to a campaign –
Actual cost of the campaign) / Cost of the campaign) * 100

37
Q

What is Salesforce Content?

A

A content management system to organize, collaborate, tag, search, version control and share different types of files internally and outside of the organization.

38
Q

What is the Campaign Hierarchy?

A

A way to link related campaigns in a hierarchy of up to 5 levels and unlimited siblings. Total fields e.g. total value of Opportunities for all campaigns in a hierarchy can be displayed.

39
Q

How can CRM Content be shared externally?

A

By defining a Content Delivery. Salesforce creates a URL that can be accessed by external parties to view content.

40
Q

How is CRM Content organized?

A

Files are organized into libraries. Libraries can be personal (e.g. not shared with others) or shared. Access and permissions on shared libraries can be defined by user or public group.

41
Q

How can an email be sent to all members of a campaign in Lightning Experience?

A

List emails can be sent directly to all members of a campaign in Lightning Experience using ‘Send List Email’

42
Q

What is a Content Delivery?

A

A way to create a web based view of a file that can be shared via URL with external parties. Options include setting an expiry date and if the file can be downloaded or just viewed.

43
Q

In Lightning Experience, which feature can be configured to visually track the progress of campaigns?

A

Path

44
Q

Which setting can be enabled in Web-to-Lead Settings to reject any bogus leads?

A

‘Require reCAPTCHA Verification’

SFA (12 decks)

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