Sales and Marketing Applications Flashcards
• Given a scenario, identify the capabilities and implications of the sales process. • Given a scenario, identify the appropriate sales productivity features using opportunity tools and know when products and Price Books should be used (e.g., big deal alerts, update reminders, similar opportunities, competitors, team selling). • Describe the capabilities of lead automation tools and campaign management. • Describe the capability of Salesforce Content.
How can duplicate Leads be identified and managed?
Using the ‘Find Duplicates’ button, fields can be selected to search on, and up to 3 Leads can be merged from the search results.
What tools and features are available to manage Leads?
Import Leads, Mass Delete Leads, Transfer Multiple Leads, Mass Email Leads, Mass Add Leads to Campaign, Mass Change Lead Status
What is Lead Conversion?
A way to convert Leads to linked newly created or existing Contact, Account and Opportunity records.
What is a Lead Process?
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.
What is the Opportunity Board?
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.
What are Lead Queues?
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.
How can Leads be automatically assigned?
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.
How can Leads be captured from a website and saved to Salesforce?
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.
How does Salesforce support estimating future revenue?
Customizable and Collaborative (now the default) Forecasting. Values are displayed in forecast categories (mapped from Opportunity stages) by Product family, revenue, quantity or both.
What is the Big Deal Alert?
An email notification that can be sent to selected users when an Opportunity value reaches a certain amount with a certain probability.
What are Opportunity Sales Stages?
A way to track the life cycle of an Opportunity from open to closed. Stages are mapped to a type, probability, and forecast category.
What are Opportunity Teams?
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.
What are Opportunity Splits?
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.
What is a Custom Opportunity Split?
A feature to define up to 3 splits between Opportunity team members on any currency field, for example defining how profit is split.
What are Account Insights?
Account Insights are pre-processed articles related to an Account, Industry or Executives that are displayed on the Account Details page or Home Page, In Lightning Experience once enabled.
How do Quotes and Syncing work?
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.
What is a Revenue Product Schedule?
Revenue schedules allow tracking of revenues that is not received up front and is paid in installments or a subscription.
What is a Quantity Product Schedule?
A Quantity Product Schedule is when a Product Quantity is delivered over time and allows tracking of shipping dates.
What are the different types of Pricebooks?
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.
What is Campaign ROI and how is it calculated?
Return on Investment of a Campaign. (Total value of Won Opportunities linked to a campaign - Actual cost of the campaign) / Cost of the campaign
What is Campaign Influence?
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.
What is the Campaign Hierarchy?
A way to link related Campaigns in a hierarchy of up to 5 levels and unlimited siblings. Total fields, eg: total value of Opportunities for all campaigns in a hierarchy can be displayed.
How can Campaign Members be added to a campaign?
Leads and 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.
How do Orders work?
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.
