(Sales and Marketing Applications I 14%) Review

Question 1

what is Kanban View?

Answer 1

It shows opportunities of one record type on a board with columns for each sales stage. The totals for each stage are displayed, and opportunities can be moved between stages by dragging and dropping.

Question 2

What can be used to send alerts regarding opportunities with large amounts?

Answer 2

Big deal alerts can be used to send a notification to selected users about an opportunity. The alert can be triggered from a workflow rule, flow, or process and criteria defined.

Question 3

How does Salesforce support estimating future revenue?

Answer 3

Customizable and collaborative(now default) forecasting. values are displayed in forecast categories(mapped from opportunity stages) by product family revenue, quantity or both.

Question 4

What are opportunity teams?

Answer 4

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

Question 5

What are opportunity sales stages?

Answer 5

a way to track the lifecycle of an opportunity from open to closed. 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 6 splits between opportunity team members on any currency field, for example defining how profit is split.

Question 7

what are opportunity 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 a total 100%) is added.

Question 8

How do 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 ‘sync’ for the ‘syncing’ quote

Question 9

what are account insights?

Answer 9

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

Question 10

What is a quantity product schedule?

Answer 10

a 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 up front and is paid in installments or a subscription

Question 12

how do order 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 book can be used.

Question 14

How can paths be defined?

Answer 14

After creating a sales process you can define a path by going to path setting to guide a user through your sales process. a path can be set for each record type of an object.

Question 15

what is a 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 amounts?

Answer 16

Salesforce uses the values from a product schedule’s date and revenue or quantity fields to calculate forecasts 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 an email?

Answer 18

macro

Question 19

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?

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

Answer 21

opportunity revenue by territory

Question 22

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

Answer 22

‘view only’ or ‘view and edit’

Question 23

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

Answer 23

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 24

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

Answer 24

call recording