(Sales and Marketing Applications II 14%) Describe the capabilities of lead automation tools.

Question 1

Identify the key lead fields used for lead management in salesforce

Answer 1

Lead status: contains lead process values defined for lead life cycle. Open, Contacted, Unqualified, Qualified

Lead Source: where the lead originated from i.e web, phone, cold call etc.

Lead owner: is the user or queue that owns the lead

Question 2

Describe the use of lead queues

Answer 2

allow the storage of leads before they have an owner.

Question 3

Describe how lead records can be checked for duplicates

Answer 3

automatic duplicate search, Potential Duplicate lightning component

Question 4

describe the use of actions in lead list views

Answer 4

quick actions are a bar on top of list view that helps users manage their leads efficiently without clicking the record one by one

Question 5

Identify the features related to the conversion of lead records in salesforce

Answer 5

qualified leads can be converted by clicking the convert button from record actions section, auto account creation or choose an existing one to prevent duplicates.

Question 6

what is and Identify the elements of the lead workspace in lightning experience

Answer 6

lead record page in lightning experience where information related to the lead can be accessed. lead sales path, twitter profile, guidance, notes and attachments, key fields, details, collaborate, activity

Question 7

describe the use of lead assignment rules and lead auto-response rules

Answer 7

Lead assignment: assign a lead to a user or queue, auto-response rules: an auto-response rule can be used to send an email on lead submission.

Question 8

Identify the main capabilities available for web-to-lead

Answer 8

generates leads from information submitted by online visitors

Question 9

describe how to generate leads from linkedIn

Answer 9

by setting up ‘LinkedIn Accounts’ In setup.

Question 10

what must be done before a lead can be turned into a account, contact, or opportunity?

Answer 10

The lead must be qualified.

Question 11

what are lead key fields?

Answer 11

lead status, Lead source, Lead owner

Question 12

required fields for lead creation

Answer 12

Last Name, Company, Lead status fields

Question 13

what is a lead process?

Answer 13

defined to represent the steps in a lead life cycle

Question 14

where do you get the lead process values from?

Answer 14

from the lead status picklist. these values can be removed or added based on the business requirement.

Question 15

what are assignment rules?

Answer 15

they can be used to direct leads to different queues based on defined criteria

Question 16

what is used to check for duplicate leads?

Answer 16

Potential Duplicate lightning component

Question 17

what happens when lead duplicates are found?

Answer 17

they can be merged by the lead owner, manager, or admin

Question 18

what is automatic duplicate search?

Answer 18

potential duplicate lightning component can be added to object page. when duplicate has been detected an option to merge records will be displayed.

Question 19

what are lead actions

Answer 19

simply quick actions to add new or update existing lead records directly from the list view

Question 20

what are somethings you can do with lead actions?

Answer 20

change the lead status of multiple leads, change the owner of multiple leads, add multiple leads to a campaign

Question 21

How many auto-response rules can be setup?

Answer 21

quite a few can be set up but only one can be active.

Question 22

How are leads evaluated through lead auto-response?

Answer 22

the rule entries are evaluated one at a time until a match is found.