Sales and Marketing Applications (Obj. 1 & 2)

Question 1

Cosmic Enterprises usually has multiple marketing and advertising campaigns running simultaneously. They want to determine which campaigns contribute more to their lead generation and conversion during a particular season. Which feature can help them with this requirement? (1)

A.) Einstein Lead Scoring

B.) Einstein Campaign Segments

C.) Einstein Activity Capture

D.) Einstein Opportunity Insights

Answer 1

A.) Einstein Lead Scoring

Question 2

Which of the following are true regarding Web-to-Lead? (3)

A.) The default lead creator for web-generated leads can be specified.

B.) Standard and custom fields that need to be captured online can be selected.

C.) Data entered in the web form is validated before a record is created in the Salesforce org.

D.) Spam entries cannot be successfully mitigated.

E.) There is a limit of 100 leads that can be captured per day.

Answer 2

A.) The default lead creator for web-generated leads can be specified

B.) Standard and custom fields that need to be captured online can be selected.

C.) Data entered in the web form is validated before a record is created in the Salesforce org.

Question 3

Cosmic Computers is a company that was originally established in the United States, but it sells products in several countries such as Australia, Canada, and France. The Chief Technology Officer of the company is considering the use of Salesforce for storing products and their prices in different countries. Each product is sold at a different price in each country. However, the company would like to use only one currency to store prices in Salesforce. Which of the following are required to allow the company to manage products and prices for multiple countries? (2)

A.) A custom price book for each product.

B.) A custom list price for each product in each custom price book.

C.) A custom list price for each product.

D.) A custom price book for each country.

Answer 3

B.) A custom list price for each product in each custom price book.

D.) A custom price book for each country.

Question 4

Which objects are Sales objects? (1)

A.) Leads, Contacts, Quotas, and Entitlements.

B.) Accounts, Contacts, Opportunities, and Knowledge

C.) Leads, Opportunities, Forecasts, and Service Contract

D.) Leads, Campaigns, Opportunities, and Orders

Answer 4

D.) Leads, Campaigns, Opportunities, and Orders

Question 5

A Sales Cloud Consultant is required to set up forecast types for an org that needs to use Collaborative Forecasting. All users of the org have switched to Lightning Experience. Which forecast measurement and date type need to be used if forecast amounts should be calculated based on each Opportunity Product’s price and date fields? (1)

A.) Quantity and Schedule Date

B.) Quantity and Close Date (Opportunity)

C. Total Price and Close Date (Opportunity)

D.) Total Price and Date (Opportunity Product)

Answer 5

D.) Total Price and Date (Opportunity Product)

Question 6

Garden Fresh Grocery is a Salesforce CRM customer. Its employees would like to use just one email service to conduct their company communications. To meet this request, the Operations Director is contemplating whether to take advantage of the External Email Services option in Salesforce. What should the Salesforce Consultant suggest to the owner from the following options? (2)

A.) Advise the Operations Director that he can choose any or all of the External Email Services, including Gmail, Office 365, Outlook, Hotmail, and Yahoo

B.) Advise the Operations Director that Lightning Experience needs to be enabled to use the External Email Services option.

C.) If the Operations Director opts to use any or all of the available External Email Services, Salesforce will continue to support email bounce management funtionality.

D.) If an External Email Service is used, emails look like they were sent from the users’ Gmail or Office 365 account, and the users can see the emails that were sent in their Gmail or Office 365 Sent Items folder.

Answer 6

B.) Advise the Operations Director that Lightning Experience needs to be enabled to use the External Email Services option.

D.) If an External Email Service is used, emails look like they were sent from the users’ Gmail or Office 365 account, and the users can see the emails that were sent in their Gmail or Office 365 Sent Items folder.

Question 7

What is true regarding the News feature? (2)

A.) News provides news articles about customers, partners, competitors, and industries.

B.) News articles are displayed in the Insights component.

C.) News cannot be disabled once it is enabled.

D.) News can be displayed on accounts, contacts, leads, opportunities, and the Home page.

Answer 7

A.) News provides news articles about customers, partners, competitors, and industries.

D.) News can be displayed on accounts, contacts, leads, opportunities, and the Home page.

Question 8

How many standard price books can an organization have? (1)

A.) 2

B.) 0

C.) 3

D.) 1

Answer 8

D.) 1

Question 9

A Sales Cloud consultant has set up a console app in Lightning Experience to improve the productivity of sales reps in the organization. Which of the following should be considered for creating and running macros in the app to further improve the productivity of sales reps? (2)

A.) Macro instructions support inserting email templates but not attachments.

B.) Individual macros cannot be run on list views.

C.) Macros are supported on all standard and custom objects.

D.) Macro Builder is used to create macros in Lightning Experience.

Answer 9

B.) Individual macros cannot be run on list views.

D.) Macro Builder is used to create macros in Lightning Experience.

Question 10

Sarah is the manager of a team of sales reps who collaborate on Opportunities. They are each awarded an appropriate share of the total sale on each Opportunity. Which of the following features should her company implement? (2)

A.) Opportunity Collaboration

B.) Opportunity Revenue Sharing

C.) Opportunity Splits

D.) Opportunity Teams

Answer 10

C.) Opportunity Splits

D.) Opportunity Teams

Question 11

Jim is an administrator for Carly Automotive, a distributor of automotive spare parts. They have just launched a new line of truck parts. The sales process for these parts will be different from the process used for existing products. Managers also need to be able to view information related to the new opportunities on reports. What should Jim do to configure the opportunity object for this new product line? (1)

A.) Create a new record type on the opportunity object for truck parts.

B.) Create a new sales process and record type for truck parts.

C.) Add the new truck part statuses to the existing sales process.

D.) Create a new picklist filed for truck statuses.

Answer 11

B.) Create a new sales process and record type for truck parts.

Question 12

Cosmic Repair Solutions has set up Enterprise Territory Management in their Salesforce org. The Sales Director of the company would like to allow sales representatives to view the sales forecasts for the territories to which they are assigned. Which forecast types should be used for this requirement? (2)

A.) Opportunity Quantity by Territory.

B.) Opportunity Revenue by Territory

C.) Opportunities

D.) Opportunity Revenue

Answer 12

A.) Opportunity Quantity by Territory

B.) Opportunity Revenue by Territory

Question 13

Next Treks is using the Orders functionality in Salesforce to track products purchased. One customer has requested to return products previously purchased as they are defective. How can this be tracked in Salesforce? (1)

A.) Cancel the original order.

B.) Create a reduction order and add one order product with the original quantity.

C. Create a return order with one line item for the defective product.

D.) Add a new order product to the existing order with a negative quantity.

Answer 13

B.) Create a reduction order and add one order product with the original quantity.

Question 14

The sales reps of Cosmic Solutions would like to view certain important updates about their leads and opportunities in Salesforce as soon as they log in and over the course of the day. These updates should include overdue opportunities, leads assigned to them on the current day, and opportunities with no activity in 30 days. Which standard Lightning component can the company’s administrator add to the Home Page assigned to the sales reps for this requirement? (1)

A.) Assistant

B.) Today’s Updates

C.) Recent Items

D.) Today’s Events

Answer 14

A.) Assistant

Question 15

Which are true regarding how Salesforce supports the sales process? (3)

A,) Opportunity Teams can be used to allow a group of people working on a deal to be associated with an opportunity.

B.) Salesforce supports selling different items with different processes.

C.) Salesforce features include leads, campaigns, products, price books, opportunities, and quotes.

D.) Team Selling can be used to attribute a percentage of success to influential campaigns.

E.) Only contacts from the account related to the opportunity can be linked using contact roles.

Answer 15

A.) Opportunity Teams can be used to allow a group of people working on a deal to be associated with an opportunity.

B.) Salesforce supports selling different items with different processes.

C.) Salesforce features include leads, campaigns, products, price books, opportunities, and quotes.

Question 16

Which of the following are true regarding the Lead Conversion process? (3)

A.) If Person Accounts are enabled and the Company field does not have a value, a person account will be created.

B.) Custom Lead fields can be inserted into standard or custom Account, Contact, or Opportunity fields.

C.) An Opportunity is always created.

D.) A Contact is created if one with the same name is not found.

E.) An Account is created if one with the same name is not found.

Answer 16

A.) If Person Accounts are enabled and the Company field does not have a value, a person account will be created.

D.) A Contact is created if one with the same name is not found.

E.) An Account is created if one with the same name is not found.

Question 17

Matt, a newly hired sales representative, wants to be able to create accounts quickly and auto-populate related fields on the record. Matt has requested the Salesforce Administrator to grant him access to the feature that allow him to do that. How can the Salesforce Administrator meet this requirement? (1)

A.) Add macros to the utility bar and have Matt create macros that would automatically add new account records.

B.) Enable the ‘Account Auto Create’ feature in the Account Settings in Setup.

C.) Enable the ‘Automated Account Fields’ feature to allow Matt to create account records quickly.

D.) Deactivate the validation rules for the Account object.

Answer 17

C.) Enable the ‘Automated Account Fields’ feature to allow Matt to create account records quickly.

Question 18

Which are true regarding how Salesforce supports the sales process? (3)

A.) Only contacts from the account related to the opportunity can be linked using contact roles.

B.) Salesforce features include leads, campaigns, products, price books, opportunities, and quotes

C.) Salesforce supports selling different items with different processes

D.) Opportunity Teams can be used to allow a group of people working on a deal to be associated with an opportunity

E.) Team Selling can be used to attribute a percentage of success to influential campaigns.

Answer 18

B.) Salesforce features include leads, campaigns, products, price books, opportunities, and quotes.

C.) Salesforce supports selling different items with different processes.

D.) Opportunity Teams can be used to allow a group of people working on a deal to be associated with an opportunity.

Question 19

A Sales Cloud consultant has set up a console app in Lightning Experience to improve the productivity of sales reps in the organization. Which of the following should be considered for creating and running macros in the app to further improve the productivity of sales reps? (2)

A.) Macro Builder is used to create macros in Lightning Experience.

B.) Macros are supported on all standard and custom objects.

C.) Macro instructions support inserting email templates but not attachments.

D.) Individual macros cannot be run on list views.

Answer 19

A.) Macro Builder is used to create macros in Lightning Experience.

D.) Individual macros cannot be run on list views.

Question 20

An organization wants to sell its products at different prices to different types of customers. How can this be set up? (1)

A.) Create multiple records in the standard price book for each product.

B.) Create a price book for each customer type.

C.) A workflow can be used to update the opportunity line item price based on the customer type

D.) The discount field on opportunity line item can be filled in for each customer.

Answer 20

B.) Create a price book for each customer type

Question 21

As a Sales Manager, John is finding that he is adding the same people to his opportunity team and is looking for a more efficient way of managing his opportunities. What is true regarding Opportunity Teams? (2)

A.) If defined, a default Opportunity Team can be added with one click.

B.) A default Opportunity Team can be defined on the role level

C.) The default Opportunity Team cannot be added in the Salesforce Mobile App

D.) John can set up a default Opportunity Team in his personal settings.

Answer 21

A.) If defined, a default Opportunity Team can be added with one click.

D.) John can set up a default Opportunity Team in his personal settings.

Question 22

Jim is an administrator for Carly Automotive, a distributor of automotive spare parts. They have just launched a new line of truck parts. The sales process for these parts will be different from the process used for existing products. Managers also need to be able to view information related to the new opportunities on reports. What should Jim do to configure the opportunity object for this new product line? (1)

A.) Create a new record type on the opportunity object for truck parts.

B.) Create a new picklist field for truck statuses.

C.) Add the new truck part statuses to the existing sales process

D.) Create a new sales process and record type for truck parts.

Answer 22

D.) Create a new sales process and record type for truck parts.

Question 23

Cosmic Enterprises will be adding a new product that will be delivered once ordered but billed in quarterly installments for one year. How can this be reflected in Salesforce? (1)

A.) Create both a default revenue and quantity schedule for the product.

B.) Create a default quantity schedule for the product.

C.) Create a default revenue schedule for the product.

D.) Create a customizable schedule for the product

Answer 23

C.) Create a default revenue schedule for the product

Question 24

A sales representative is currently working on an account and would like to collaborate with two other sales representatives and a partner user. These users should be able to view and edit the account for a limited period of time. What is a possible solution for this requirement? (2)

A.) Create a sharing rule to provide access to the account

B.) Create a permission set to grant access to the account

C.) Add the users to the account team from the ‘Account Team’ related list

D.) Share the account with the users using the ‘Sharing’ button

Answer 24

C.) Add the users to the account team from the ‘Account Team’ related list.

D.) Share the account with the users using the ‘Sharing’ Button

Question 25

What Salesforce feature makes it easy for sales reps to follow your organization’s sales process through visual assistance that provides guidance through each sales stage? (1)

A.) Sales Path

B.) Salesforce Mobil App Sales Chatter Feed

C.) Workflow automation for opportunitites

D.) Flows for opportunities

Answer 25

A.) Sales Path

Question 26

Robby has added a lead to Salesforce and has now found that the company the lead works for already exists in the system. How can Robby create a contact from the information captured in the lead? (1)

A.) Convert the lead using the Convert button, fields from the lead will be automatically mapped to the contact record.

B.) Create a contact with formula fields to fetch the lead information

C.) Run a lead report and use the information in the report to create the contact

D.) Create a workflow rule to create a contact

Answer 26

A.) Convert the lead using the Convert button, fields from the lead will be automatically mapped to the contact record

Question 27

A sales manager contacted the Admin with an issue that he is not able to add a product to an opportunity. What does the Admin need to check? (3)

A.) The product is currently in stock

B.) The product has an active sales price in the currency of the opportunity

C.) The product has been added to a price book in the currency of the opportunity, and the price book entry is active

D.) The product has a standard price in the currency of the opportunity

E.) The product is active

Answer 27

C.) The product has been added to a price book in the currency of the opportunity, and the price book entry is active.

D.) The product has a standard price in the currency of the opportunity

E.) The product is active

Question 28

The Director of Sales wants a report that shows the Opportunity pipeline for current and succeeding fiscal quarters. This report should be grouped by Sales Rep and Opportunity Stage. Which report format would be best to use to create this custom report? (1)

A.) Joined Report

B.) Matrix Report

C.) Summary Report

D.) Tabular Report

Answer 28

B.) Matrix Report

Question 29

Which of the following are features of the Opportunity workspace? (3)

A.) Send an email related to the Opportunity

B.) Create a unique set of sales stages for each opportunity

C.) Update the Opportunity Amount and Close Date

D.) View the Sales Path for the Opportunity

E.) Use the ‘Activity History’ related list in the Activity Timeline view

Answer 29

A.) Send an email related to the Opportunity

C.) Update the Opportunity Amount and Close Date

D.) View the Sales Path for the Opportunity

Question 30

The Admin of Cosmic Fitness Solutions has enabled forecasts based on the ‘Amount’ and ‘Close Date’ fields on the Opportunity object. One of the sales managers has been assigned as a forecast manager. She would like to share the forecasts she can view on the Forecasts page in Lightning Experience with another sales manager. What should the Admin recommend for this use case? (1)

A.) Export the forecasts using a link on the Forecasts page.

B.) Use the ‘Share’ button on the Forecasts page to share the forecasts.

C.) Create a snapshot of the forecasts from the drop-down menu on the page.

D.) Use the ‘Subscribe’ feature on the page to add the other manager as a subscriber.

Answer 30

B.) Use the ‘Share’ button on the Forecasts page to share the forecasts.

Question 31

What is true regarding the Path feature in Salesforce? (2)

A.) Only required fields can be defined for each step of the process

B.) Path can be used in a number of objects including leads, opportunities, quotes, contracts, orders, and custom objects

C.) Path is available for Lightning Experience and the Salesforce mobile app

D.) Only one Path can be defined for an object

Answer 31

B.) Path can be used in a number of objects including leads, opportunities, quotes, contracts, orders, and custom objects

C.) Path is available for Lightning Experience and the Salesforce mobile app

Question 32

Which of the following statements are true about accessing telephony features in Salesforce using Sales Dialer? (3)

A.) It requires a feature license in Lightning Experience and Salesforce Classic

B.) It is only available in Lightning Experience

C.) It supports recording calls using an additional plugin

D.) It supports incoming and outgoing calls

E.) Users can call by clicking on phone number fields

Answer 32

B.) It is only available in Lightning Experience

D.) It supports incoming and outgoing calls

E.) Users can call by clicking on phone number fields

Question 33

Which of the following statements are true about sharing notes in Lightning Experience? (3)

A.) Recipients of a shared note can edit the note simultaneously

B.) ‘Collaborator’ access can be granted while sharing a note.

C.) A note can be shared with users or groups.

D.) The ‘Notes’ related list can be used to share a note.

E.) Recipients can be prevented from sharing or unsharing the note.

Answer 33

C.) A note can be shared with users or groups

D.) The ‘Notes’ related list can be used to share a note

E.) Recipients can be prevented from sharing or unsharing the note.

Question 34

An opportunity team has been created in Lightning Experience to allow a group of four sales reps to work together to close a particular sales deal. Their sales manager would like to include a partner user in the opportunity team so that he can provide his assistance. Which of the following is a true statement regarding the inclusion of a partner user in an opportunity team? (1)

A.) A partner user who already has access can be included in an opportunity team.

B.) A partner user can only be included in an opportunity team in Salesforce Classic.

C.) A partner user requires access to the related account to be included in an opportunity team.

D.) A partner user can be included in an opportunity team just like internal users.

Answer 34

D.) A partner user can be included in an opportunity team just like internal users.

Question 35

Which two methods can be used together to reduce the time spent by sales reps on entering information, increasing their productivity in Salesforce? (2)

A.) Use field history tracking to track field values on objects.

B.) Create formula fields to auto-populate field values from related objects

C.) Create lookup relationship fields to other objects

D.) Define account hierarchies to organize accounts

Answer 35

B.) Create formula fields to auto-populate field values from related objects.

C.) Create lookup relationship fields to other objects.

Question 36

Larry Miller, a Sales Executive, is planning to attend a conference where he expects to meet various channel partners. How can an Admin ensure that the Executive is able to access the latest news about his partners while en route to the conference? (1)

A.) Check the Partner Chatter group in the Salesforce mobile app

B.) Check any notes recorded against partners in the account records in the Salesforce mobile app

C.) Do a Google search on each of the partners

D.) Enable the News feature to allow the sales executive to view news related to partners in the Salesforce mobile app

Answer 36

D.) Enable the News feature to allow the sales executive to view news related to partners in the Salesforce mobile app.

Question 37

A sales rep is currently working on an account and would like to collaborate with two other sales reps and a partner user. These users should be able to view and edit the account for a limited period of time. What is a possible solution for this requirement? (2)

A.) Create a permission set to grant access to the account

B.) Add the users to the account team from the ‘Account Team’ related list

C.) Share the account with the users using the ‘Sharing’ button

D.) Create a sharing rule to provide access to the account

Answer 37

B.) Add the users to the account team from the ‘Account Team’ related list

C.) Share the account with the users using the ‘Sharing’ button

Question 38

The Sales Managers at Costa Gears are taking a more proactive role in managing the opportunity pipeline. The Sales Cloud Consultant recommended that they utilize Pipeline Inspection. Which of the following capabilities are features of Pipeline Inspection? (3)

A.) Monthly changes in key fields such as close dates, amounts, and stages are highlighted.

B.) Key performance indicators for sales pipelines are displayed as metrics on top of the page.

C.) Tiered Einstein opportunity scores are displayed along with key factors and score changes

D.) Filters can be applied to narrow the view by criteria or to help identify areas of concern.

E.) Einstein Deal Insights can predict if a n opportunity scheduled to close is likely to be won within the same month

Answer 38

B.) Key performance indicators for sales pipelines are displayed as metrics on top of the page

C.) Tiered Einstein opportunity scores are displayed along with key factors and score changes

D.) Filters can be applied to narrow the view by criteria or to help identify areas of concern.

Question 39

Gary Smith, a top-performing sales rep, is likely to close a million-dollar opportunity with a high-value client. The rep wants to be well-prepared for his upcoming meeting with a client. How can an Admin empower him with the most up-to-date information about the client? (1)

A.) Shortly before the scheduled meeting, send the sales rep an email alert with the most relevant and up-to-date information about the client from the client’s website, Twitter account, and Google results.

B.) Post the most relevant information about the client on Chatter and @mention the sales rep.

C.) Send customized outbound messages to the sales rep’s mobile device based on the clients associated with upcoming calendar events.

D.) Enable the News feature so that the sales rep can access the most relevant information related to the client.

Answer 39

D.) Enable the News feature so that the sales rep can access the most relevant information related to the client.