Sales and Marketing Applications Flashcards
1
Q
Custom Splits
A
- Can be created to better fit the business operation requirements
- Up to 6 of these can be defined
- Can be defined on most Opportunity Currency fields, including custom currency fields and roll-up summary fields, but NOT formula currency fields
- These types of splits can be configured to be required to total 100% or not
2
Q
Big Deal Alert
A
- Can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount
- The alert can be triggered from a Workflow Rule, Flow, or process and criteria defined
- The recipient email addresses and, optionally, Opportunity owner can be specified
- The Alert email will use a format defined by the page layout assigned to a User that is selected
- An Alert will be sent again if the probability drops below the trigger and reaches it again
- The Alert will trigger when the Opportunity reaches the trigger probability but will not send again if it goes higher
- When creating this, the Alert name, Trigger Amount, and Trigger Probability are required - This is triggered for Opportunities with the probability and amount equal or greater to the specified values
3
Q
Sales Console
A
- A custom app that allows working on multiple related records in 1 dashboard interface
- Objects displayed and layouts used can be configured in this tool
- A record can be selected on the pinned (can be on the left or on top) display of list of records based on the object selected in the navigation list
- Components can be added and configured to increase the productivity of sales users
4
Q
Highlights Panel
A
- Component in Sales Console which can display up to 7 key fields from a record by configuring the object’s compact layout
5
Q
Voice Mails
A
- Sales Dialer feature where Sales reps can record multiple voicemail messages for different types of prospects
- Agents can receive and store up to 20 voicemail messages
6
Q
Dashboard Components
A
- Used to show report data in a different visual chart display
- Different types, such as Gauge, Chart, Metric, can be used
- ALL report formats can be used, but tabular reports MUST be limited by row
7
Q
Einstein Opportunity Scoring
A
- Gives each opportunity a score from 1 to 99
- The score is based on information about the Opportunity owner (such as yearly win rates), record details, history, and related activities of the Opportunity and related account
- This field appears on:
1.) Opportunity Records
2.) Reports
3.) List Views
4.) Forecasts page, if Collaborative Forecasting is enabled - Part of Sales Cloud at NO extra cost
8
Q
Pipeline Inspection
A
- Provides sales managers greater visibility of their pipeline by providing informationon key metrics, Opportunities, and weekly changes
- Filters can be applied to narrow the view by criteria or to help identify areas of concern
- Custom views and filters can also be created
- Recent changes to amounts, close dates, forecast categories, and stages, as well as the number of days since the last activity, are highlighted
- Key performance indicators for Sales pipelines are displayed as metrics, such as ‘Open Pipeline’ and totals for different forecast categories
- The fields that provide more information about the Opportunity pipeline include Age, Days in Stage, Important, Push Count, etc.
- Details related to past and upcoming activity are displayed when an Opportunity is clicked
- Aggregate activity counts are also shown
- Opportunities are categorized into high, medium, and low tiers
- This falls under the Sales Cloud Included license in Performance and Unlimited editions, and is a paid add-on for others
- The ‘Flow’ tab can be accessed to view the Pipeline Flowchart that shows changes to opportunities in different forecast categories over time
- Filters for close date and user can be applied in the Pipeline Flow chart to view specific opportunities
- Time period can also be specified
- A user needs the Revenue Intelligence User or the Revenue Intelligence Admin permission set to access the Flow tab
- The feature must also be enabled in Setup
9
Q
Campaigns
A
- Standard object which can be used to store marketing efforts that are used to obtain Leads and store them in SF
- Tracks marketing information about direct mail programs, seminars, print ads, e-mails, and other kinds of marketing activities in SF
- Can be created to market directly to Leads so that Prospects can be turned into Sales Opportunities
- It IS possible to organize these into hierarchies to analyze what works best for the company’s sales
- SF can be used to record, manage, and report on these
10
Q
Lead Queues
A
- 2nd capability of Lead Automation Tools
- Can be created to store Leads before they have an owner
- Allows for Leads to be assigned to a group of Users who are responsible for certain criteria
- Ex: Assignment rules can be used to direct leads to different queues based on defined criteria
11
Q
Lead Status
A
- Contains the Lead process values defined for the Lead Life Cycle
- Ex:
1.) Open
2.) Contacted
3.) Unqualified
4.) Qualified (Converted)
12
Q
Lead Assignment Rules
A
- Can assign a Lead to a User or Queue according to matching field values with the assignment criteria
- A number of rules can be setup but only one can be active at one time
- Each rule can have one or more rule entries where field criteria or a formula can be specified
- The rule entries are evaluated one at a time,and as soon as a match is found the Lead is assigned
- Used in BOTH Data Loader and Data Import Wizard
13
Q
Campaign
A
- Standard object which can be used to store marketing efforts that are used to obtain Leads and store them in SF
- Tracks marketing information about direct mail programs, seminars, print ads, e-mails, and other kinds of marketing activities in SF
- Can be created to market directly to Leads so that Prospects can be turned into Sales Opportunities
- It IS possible to organize these into hierarchies to analyze what works best for the company’s sales
- SF can be used to record, manage, and report on these
- Targets can be existing Leads, Contacts, Accounts, or New Leads imported
- Execution takes place OUTSIDE of SF, and SF has a mass e-mail limit of 5,000 per day
- An AppExchange app can be used to send more mass e-mails
14
Q
10 Capabilities of Campaign Management
A
1.) Marketing
2.) Campaign Path
3.) Campaign Members
4.) Member Status
5.) Campaign Response
6.) List E-mail
7.) Campaign Hierarchy
8.) Campaign Influence 1.0
9.) Customizable Campaign Influence
10.) Campaign Statistics and ROI
15
Q
Campaign Hierarchy
A
- 7th capabillity of Campaign Management
- Where related Campaigns can be linked together
- There can be up to 5 levels and an unlimited number of sibling campaigns
16
Q
Revenue Product Schedule
A
Allows tracking of revenue that is not received up front and is paid in installments or a subscriptions
