Sales and Marketing Applications I&II

Question 1

This allow the definition of a custom set of sales stages that an opportunity must pass through during the lifecycle from open to closed

Answer 1

Sales processes

Question 2

this can be created to define a custom sequence of sales stages. It can be assigned to an opportunity record type

Answer 2

sales process

Question 3

Opportunity revenue or other opportunity currency fields can be split among opportunity team members using

Answer 3

opportunity splits.

Question 4

Opportunities advance through “_____” tracking from open to closed / won or closed / lost.

Answer 4

sales stages

Question 5

A “____” can be configured for opportunity stages in Lightning Experience. It is a customizable visual representation that provides tailored guidance at each stage of the sales process

Answer 5

sales path

Question 6

this is calculated by multiplying the amount by the probability percentage. When the opportunity stage changes, a default probability value is set for that record. The probability field value can later be edited.

Answer 6

Expected Revenue

Question 7

“____” are a way of estimating revenue for products and services in the future based on Opportunities and their stages and values.

Answer 7

Forecasts

Question 8

What are the 6 STANDARD VALUES OF FORECAST CATEGORIES

Answer 8

Pipeline
Best Case
Commit
Omitted
Closed
Most Likely

Question 9

A “___” uses a specific type of data and determines how Salesforce calculates forecasts

Answer 9

A forecast type

Question 10

Up to how many forecast types can be enabled for Collaborative Forecasting.

Answer 10

four

Question 11

A “____” is launched to create a new forecast type in ‘Forecast Types’

Answer 11

setup flow

Question 12

“___” are records that shows the proposed prices of the organization’s products and services.

Answer 12

Quotes

Question 13

T/F

When a quote is created from an Opportunity, the Opportunity Products are added to the quote automatically.

Answer 13

True

Question 14

By a button click, users can easily generate quote pdf files and send them to the customers. by using

Answer 14

Quote PDF

Question 15

Quote can be emailed using the “____” button which will automatically attach the latest quote generated to the email.

Answer 15

‘Email Quote’

Question 16

This feature allows users to link a quote to the opportunity that it was created from and reflect updates made between the two records.

Answer 16

Quote Syncing

Question 17

These allow opportunity revenue or other Opportunity currencyfields to be split among the opportunity team members.

Answer 17

Opportunity Splits

Question 18

Salesforce adds two splits when enabled: they are

Answer 18

revenue splits and overlay splits

Question 19

These splits is used to split the Opportunity amount field.

The total percentage allocated to members must always be equal to 100%.

Answer 19

REVENUE SPLITS

Revenue splits will be used in revenue based forecasts.

Question 20

These splits are based on the amount field.

The percentage does not need to total to 100%and can be higher or lower.

Answer 20

OVERLAY SPLITS

Question 21

Up to how many custom split types can be defined

Answer 21

6

Question 22

This is an agreement to provide products or services to a customer at a certain quantity, price, and date

Answer 22

Order

Question 23

Orders have status values. Default values are

Answer 23

‘Draft’ and ‘Activated’.

Question 24

A “___“is an object that stores the list of products and their prices. To add products in Orders, a Pricebook must be selected.

Answer 24

Pricebook

Question 25

When an order has been reviewed and ready for shipment, it can be

Answer 25

‘Activated’.

Question 26

These are used to record cancellations, returns, or a reduction in order quantity.

Answer 26

Reduction Orders

Question 27

the "____" object is used to define and document the contracts, terms, or agreements associated with an order, account or opportunity.

Answer 27

Contract object

Question 28

"_____" and "____" allow Products to be added to Opportunities and different price lists to be defined and selected for each opportunity.

Answer 28

Products, Price Books

Question 29

"____" and "_____" make sure no deal is missed and those that need it are kept up-to-date. Team Selling allows defining users to be included on an Opportunity for collaboration and assistance.

Answer 29

Email Alerts, Update Reminders

Question 30

This allows sales reps to work on multiple sales records simultaneously

Answer 30

Sales Console

Question 31

In Lightning Experience, a "___" displays where an opportunity is in the sales process.

Answer 31

path

Question 32

"___" are the items and services sold by a company and their standard prices.

Answer 32

Products

Question 33

This can be used to determine the payment and delivery cycles for products.

Answer 33

Products Schedules

Question 34

this is the master list of all the products and their standard prices

Answer 34

The standard price book

Question 35

This is a separate listof products with custom prices.

Answer 35

custom pricebook

Question 36

Various sales dashboards are available for download from the "____". These dashboards can then be modified to fit an organization’s sales metrics and reporting needs.

Answer 36

AppExchange

Question 37

This Dashboard provides sales managers an overview of team performance.

Answer 37

Sales Manager dashboard

Question 38

THis Dashboard can be used by sales reps to track their sales against quota

Answer 38

Salesperson dashboard

Question 39

THis is accomplished by creating various custom fields for different factors and calculating them together to form a single value.

Answer 39

Lead Score Calculation

Question 40

Different images can be displayed for different lead scores to visually describe the quality of a lead, by using a third formula field that makes use of the IMAGE function What is this called

Answer 40

Visualization

Question 41

Visual representation of the Lead Score is delivered using the "___" function within a formula field

Answer 41

Image

Question 42

"___" uses data science and machine learning to score leads based on the company’s successful conversion patterns.

Answer 42

Einstein Lead Scoring

Question 43

This 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.

Answer 43

Einstein Opportunity Scoring

Question 44

This is a standard Lightning component available for the Home Page that allows sales users to view important updates about their leads and opportunities over the course of the day.

Answer 44

The Assistant

Question 45

The Assistant shows up to how many updates at a time.

Answer 45

10 updates at a time. Updates about leads are displayed before updates about opportunities

Question 46

A "__" graphically displays where an Opportunity is in the Sales Process, what status a Lead is in, or the status process for any other standard or custom object chosen.

Answer 46

Path

Question 47

this is A custom app that allows working on multiple related records in one dashboard interface.

Answer 47

Sales Console

Question 48

these can be used to automate tasks on most standard and custom object records, including accounts, contacts, leads, and opportunities

Answer 48

Macros

Question 49

This provides sales managers greater visibility of their pipeline by providing information on key metrics, opportunities, and weekly changes.

Answer 49

Pipeline Inspection

Question 50

These in Salesforce represent items or services that are sold to customers. A product can be added to an Opportunity, Quote, Order, or Service Contract.

Answer 50

Products

Question 51

A "___" is a group of products and their associated prices.

Answer 51

`Price Book

Question 52

T/F | A single product can have multiple list prices in different currencies.

Answer 52

True

Question 53

Price Book organization-wide sharing can be set to these 3 option

Answer 53

Use, View Only or No Access.

Question 54

This can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount.

Answer 54

The Big Deal Alert

Question 55

Managers can send "____" to their subordinates about open opportunities.

Answer 55

update reminders

Question 56

this allow different contacts and their roles to be tracked on each Opportunity.

Answer 56

Contact roles

Question 57

records multiple users that work together on an opportunity are called what? The role and access level can be specified for each user

Answer 57

opportunity team