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Salesforce Certified Administrator > Sales and Marketing Applications I&II > Flashcards

Sales and Marketing Applications I&II Flashcards

1
Q

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

A

Sales processes

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2
Q

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

A

sales process

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3
Q

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

A

opportunity splits.

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4
Q

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

A

sales stages

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5
Q

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

A

sales path

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6
Q

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.

A

Expected Revenue

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7
Q

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

A

Forecasts

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8
Q

What are the 6 STANDARD VALUES OF FORECAST CATEGORIES

A 
Pipeline
Best Case
Commit
Omitted
Closed
Most Likely
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9
Q

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

A

A forecast type

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10
Q

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

A

four

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11
Q

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

A

setup flow

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12
Q

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

A

Quotes

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13
Q

T/F

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

A

True

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14
Q

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

A

Quote PDF

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15
Q

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

A

‘Email Quote’

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16
Q

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

A

Quote Syncing

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17
Q

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

A

Opportunity Splits

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18
Q

Salesforce adds two splits when enabled: they are

A

revenue splits and overlay splits

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19
Q

These splits is used to split the Opportunity amount field.

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

A

REVENUE SPLITS

Revenue splits will be used in revenue based forecasts.

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20
Q

These splits are based on the amount field.

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

A

OVERLAY SPLITS

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21
Q

Up to how many custom split types can be defined

A

6

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22
Q

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

A

Order

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23
Q

Orders have status values. Default values are

A

‘Draft’ and ‘Activated’.

24
Q

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

A

Pricebook

25
Q

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

A

‘Activated’.

26
Q

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

A

Reduction Orders

27
Q

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

A

Contract object

28
Q

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

A

Products, Price Books

29
Q

“____” 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.

A

Email Alerts, Update Reminders

30
Q

This allows sales reps to work on multiple sales records simultaneously

A

Sales Console

31
Q

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

A

path

32
Q

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

A

Products

33
Q

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

A

Products Schedules

34
Q

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

A

The standard price book

35
Q

This is a separate listof products with custom prices.

A

custom pricebook

36
Q

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.

A

AppExchange

37
Q

This Dashboard provides sales managers an overview of team performance.

A

Sales Manager dashboard

38
Q

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

A

Salesperson dashboard

39
Q

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

A

Lead Score Calculation

40
Q

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

A

Visualization

41
Q

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

A

Image

42
Q

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

A

Einstein Lead Scoring

43
Q

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.

A

Einstein Opportunity Scoring

44
Q

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.

A

The Assistant

45
Q

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

A

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

46
Q

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.

A

Path

47
Q

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

A

Sales Console

48
Q

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

A

Macros

49
Q

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

A

Pipeline Inspection

50
Q

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.

A

Products

51
Q

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

A

`Price Book

52
Q

T/F

A single product can have multiple list prices in different currencies.

A

True

53
Q

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

A

Use, View Only or No Access.

54
Q

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

A

The Big Deal Alert

55
Q

Managers can send “____” to their subordinates about open opportunities.

A

update reminders

56
Q

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

A

Contact roles

57
Q

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

A

opportunity team

Salesforce Certified Administrator (13 decks)

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