Sales and marketing applications

Question 1

What is the opportunity board?

Answer 1

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.

Question 2

What is the big deal alert?

Answer 2

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

Question 3

How does Salesforce support estimating future revenue?

Answer 3

Customizable and collaborative forecasting. Values are displayed in forecast categories by product family, revenue, quantity or both.

Question 4

What are opportunity terms?

Answer 4

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.

Question 5

What are opportunities sales stages?

Answer 5

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

Question 6

What is a custom opportunity split?

Answer 6

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

Question 7

What are opportunities splits?

Answer 7

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.

Question 8

How do you quotes and syncing work?

Answer 8

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 the sync for the syncing quote.

Question 9

What are account insights?

Answer 9

Account insights are processed articles related to an account, industry or executives that are displayed on the account details page or homepage, in lightening experience once enabled.

Question 10

What is a quantity product schedule?

Answer 10

The quantity schedule is when a product quantity is delivered over time and allows tracking of shipping dates.

Question 11

What is a revenue product schedule?

Answer 11

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

Question 12

How do orders work?

Answer 12

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.

Question 13

What are the different types of price books?

Answer 13

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

Question 14

How can paths be defined?

Answer 14

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 picklist.

Question 15

What is reduction order?

Answer 15

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

Question 16

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

Answer 16

Salesforce uses the values from a product schedule’s date and revenue or quantity fields to calculate forecast amounts.

Question 17

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

Answer 17

Lightning dialer

Question 18

What can be created and run in a lightning sales console to automate repetitive tasks such as updating opportunities and sending email?

Answer 18

Macro

Question 19

In lightening experience, which type of team can be used if a partner user needs to work with an internal user or a particular opportunity?

Answer 19

Opportunity team

Question 20

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

Answer 20

Call bridge

Question 21

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

Answer 21

Call recording

Question 22

Which forecast type should be used to enable territory forecasts in collaborative forecasting?

Answer 22

Opportunity revenue by territory

Question 23

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

Answer 23

“view only” or “View and Edit”

Question 24

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

Answer 24

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.

Question 25

How can duplicate leads been identified and managed?

Answer 25

Using the “find duplicate” button, fields can be selected to search on, and up to three leads can be merged from the search results.

Question 26

What tools and features are available to manage leads?

Answer 26

Import leads, mass delete leads, transfer multiple leads, mass email leads, mass add leads to campaigns, mass change lead status.

Question 27

What is lead conversion?

Answer 27

A way to convert leads to linked newly created or existing contact, account and opportunity records.

Question 28

What is Lead process?

Answer 28

A group of lead statuses mapped to a lead record type. Allows for different steps in a lead lifecycle to be different for different types of leads.

Question 29

How can leads be automatically assigned?

Answer 29

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.

Question 30

What are lead queues?

Answer 30

Lead queues are a place to hold leads and have not been assigned an owner. They are accessed via a list view and users access to the question can accept leads you can except wait to take ownership.

Question 31

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

Answer 31

LinkedIn member account with one or more ad accounts.

Question 32

How can the leads be captured from a website and saved in salesforce?

Answer 32

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.

Question 33

What is campaign in influence?

Answer 33

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

Question 34

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

Answer 34

The opportunity section in the convert lead window can be hidden in Lead Settings.

Question 35

How can campaign members be added to a campaign?

Answer 35

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.

Question 36

What is campaign are ROI and how is it calculated?

Answer 36

Return on investment of the campaign.

((Total value of won opportunities linked to a campaign -Actual cost of the campaign) / Cost of the campaign) * 100

Question 37

What is Salesforce Content?

Answer 37

The content management system to organize, collaborate, Tag, search, version control and share different types of files Internally and outside of the organization.

Question 38

What is the campaign hierarchy?

Answer 38

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

Question 39

How can CRM content be shared externally?

Answer 39

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

Question 40

How is CRM content organized?

Answer 40

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

Question 41

How can an email be sent to all members of a campaign in lightning experience?

Answer 41

List emails can be sent directly to all members of a campaign in lightning experience using “send list email”.

Question 42

What is content delivery?

Answer 42

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

Question 43

In lightening experience, which feature can be configured to visually track the progress of campaigns?

Answer 43

Path

Question 44

Which setting can be enabled in “web to lead” settings to reject any bogus leads?

Answer 44

Require reCAPTCHA verification.