Sales and Marketing Applications I&II Flashcards
This allow the definition of a custom set of sales stages that an opportunity must pass through during the lifecycle from open to closed
Sales processes
this can be created to define a custom sequence of sales stages. It can be assigned to an opportunity record type
sales process
Opportunity revenue or other opportunity currency fields can be split among opportunity team members using
opportunity splits.
Opportunities advance through “_____” tracking from open to closed / won or closed / lost.
sales stages
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
sales path
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.
Expected Revenue
“____” are a way of estimating revenue for products and services in the future based on Opportunities and their stages and values.
Forecasts
What are the 6 STANDARD VALUES OF FORECAST CATEGORIES
Pipeline Best Case Commit Omitted Closed Most Likely
A “___” uses a specific type of data and determines how Salesforce calculates forecasts
A forecast type
Up to how many forecast types can be enabled for Collaborative Forecasting.
four
A “____” is launched to create a new forecast type in ‘Forecast Types’
setup flow
“___” are records that shows the proposed prices of the organization’s products and services.
Quotes
T/F
When a quote is created from an Opportunity, the Opportunity Products are added to the quote automatically.
True
By a button click, users can easily generate quote pdf files and send them to the customers. by using
Quote PDF
Quote can be emailed using the “____” button which will automatically attach the latest quote generated to the email.
‘Email Quote’
This feature allows users to link a quote to the opportunity that it was created from and reflect updates made between the two records.
Quote Syncing
These allow opportunity revenue or other Opportunity currencyfields to be split among the opportunity team members.
Opportunity Splits
Salesforce adds two splits when enabled: they are
revenue splits and overlay splits
These splits is used to split the Opportunity amount field.
The total percentage allocated to members must always be equal to 100%.
REVENUE SPLITS
Revenue splits will be used in revenue based forecasts.
These splits are based on the amount field.
The percentage does not need to total to 100%and can be higher or lower.
OVERLAY SPLITS
Up to how many custom split types can be defined
6
This is an agreement to provide products or services to a customer at a certain quantity, price, and date
Order
Orders have status values. Default values are
‘Draft’ and ‘Activated’.
A “___“is an object that stores the list of products and their prices. To add products in Orders, a Pricebook must be selected.
Pricebook
When an order has been reviewed and ready for shipment, it can be
‘Activated’.
These are used to record cancellations, returns, or a reduction in order quantity.
Reduction Orders
the “____” object is used to define and document the contracts, terms, or agreements associated with an order, account or opportunity.
Contract object
“_____” and “____” allow Products to be added to Opportunities and different price lists to be defined and selected for each opportunity.
Products, Price Books
“____” 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.
Email Alerts, Update Reminders
This allows sales reps to work on multiple sales records simultaneously
Sales Console
In Lightning Experience, a “___” displays where an opportunity is in the sales process.
path
“___” are the items and services sold by a company and their standard prices.
Products
This can be used to determine the payment and delivery cycles for products.
Products Schedules
this is the master list of all the products and their standard prices
The standard price book
This is a separate listof products with custom prices.
custom pricebook
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.
AppExchange
This Dashboard provides sales managers an overview of team performance.
Sales Manager dashboard
THis Dashboard can be used by sales reps to track their sales against quota
Salesperson dashboard
THis is accomplished by creating various custom fields for different factors and calculating them together to form a single value.
Lead Score Calculation
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
Visualization
Visual representation of the Lead Score is delivered using the “___” function within a formula field
Image
“___” uses data science and machine learning to score leads based on the company’s successful conversion patterns.
Einstein Lead Scoring
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.
Einstein Opportunity Scoring
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.
The Assistant
The Assistant shows up to how many updates at a time.
10 updates at a time. Updates about leads are displayed before updates about opportunities
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.
Path
this is A custom app that allows working on multiple related records in one dashboard interface.
Sales Console
these can be used to automate tasks on most standard and custom object records, including accounts, contacts, leads, and opportunities
Macros
This provides sales managers greater visibility of their pipeline by providing information on key metrics, opportunities, and weekly changes.
Pipeline Inspection
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.
Products
A “___” is a group of products and their associated prices.
`Price Book
T/F
A single product can have multiple list prices in different currencies.
True
Price Book organization-wide sharing can be set to these 3 option
Use, View Only or No Access.
This can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount.
The Big Deal Alert
Managers can send “____” to their subordinates about open opportunities.
update reminders
this allow different contacts and their roles to be tracked on each Opportunity.
Contact roles
records multiple users that work together on an opportunity are called what? The role and access level can be specified for each user
opportunity team
