Sales and Marketing Applications (Obj. 3)

Question 1

The marketing team of Cosmic Learning Solutions uses Lightning Experience to manage campaigns in Salesforce. Each campaign has a lifecycle, and a custom picklist field is used by marketing users to specify the stage of a campaign. The Marketing Director would like to add guidance for the users, especially those who are new to the company, by providing stage-specific tips, best practices, and other company information necessary to move a campaign to the next stage. How can a Sales Cloud Consultant meet this requirement? (2)

A.) Set up Einstein Discovery to provide stage-specific tips on campaign records.

B.) Use Lightning App Builder to add the Path feature that allows visualizing and tracking the stages of campaigns.

C.) Create a new Path using the custom picklist field for the Campaign object.

D.) Create a custom Lightning component that can be added to the Campaign record page.

Answer 1

B.) Create a new Path using the custom picklist field for the Campaign object.

C.) Use Lightning App Builder to add the Patch feature that allows visualizing and tracking the stages of campaigns.

Question 2

A Sales Manager has created a presentation for a lead but would like feedback from his sales team before presenting. What is the best way to accomplish this? (1)

A.) Enable Salesforce CRM content, store the presentation in a library, and invite the sales team to review.

B.) Share the Powerpoint presentation in a Chatter post by tagging his sales team group.

C.) Add the Powerpoint presentation to Documents

D.) Send the Powerpoint presentation to every sales person via email.

Answer 2

B.) Share the Powerpoint presentation in a Chatter post by tagging his sales team group.

Question 3

As Leads are created in Salesforce, they should be allocated on an equal basis to each member of the sales team. How can this be configured in Salesforce? (1)

A.) Using the standard auto-response rule functionality

B.) Using a trigger, as this cannot be done declaratively.

C.) Using standard assignment rules, custom fields, and formulas

D.) Using the standard assignment rules.

Answer 3

C.) Using standard assignment rules, custom fields, and formulas.

Question 4

Which of the following are correct regarding Campaign Management? (3)

A.) Campaign members can be added from reports.

B.) Campaigns can be grouped together in a hierarchy.

C.) Campaign members can be added from a Contact or Lead list view.

D.) Campaigns have four default member status values.

E.) Campaign member statuses can only be updated using Data Loader.

Answer 4

A.) Campaign members can be added from reports.

B.) Campaign members can be added from a Contact or Lead list view.

C.) Campaigns can be grouped together in a hierarchy.

Question 5

A Digital Marketing Executive working at Cosmic Innovation set up a LinkedIn account for the company which now has thousands of connections. The Marketing Vice President is looking for a way to generate prospects through LinkedIn. Which of the following are required to automatically add leads to Salesforce from LinkedIn? (3)

A.) LinkedIn Ad Account

B.) Custom HTML Form

C.) LinkedIn Lead Gen Form

D.) Lead Gen Field Mapping

E.) Lead Process

Answer 5

A.) LinkedIn Ad Account

C.) LinkedIn Lead Gen Form

D.) Lead Gen Field Mapping

Question 6

Which of the following can be used to add or update Campaign Members from the Campaign record Page? (1)

A.) Campaign Update Wizard

B.) Data Import Wizard

C.) Custom Report

D.) Add/Update Members button

Answer 6

B.) Data Import Wizard

Question 7

There is a requirement to execute a mass email marketing campaign that would target about 7,000 contact and lead data in Salesforce. What would be a sound recommendation? (1)

A.) Export the campaign member list an do bulk email

B.) Use the mass email functionality and reference the Campaign ID

C.) Use a third-party email application in the AppExchange

D.) Email campaigns should not be recorded in Salesforce.

Answer 7

C.) Use a third-party email application in the AppExchange.

Question 8

Which of the following can be used to associate different campaigns together within a specific marketing program or initiative? (1)

A.) View Hierarchy button

B.) Parent Campaign field

C.) Manage Members button

D.) Campaign Status field

Answer 8

B.) Parent Campaign field.

Question 9

Which of the following are capabilities of the Data Import Wizard for adding or updating campaigns? (2)

A.) Update campaign member statuses.

B.) Add existing contacts to a campaign in the same import

C.) Add records of multiple objects to a campaign at a time.

D.) Create accounts and add them to campaigns.

Answer 9

A.) Update campaign member statuses.

B.) Add existing contacts to a campaign in the same import.

Question 10

To help automate assigning records to the correct users, an admin is asked to setup assignment rules. What must the admin keep in mind regarding assignment rules? (1)

A.) Assignment rules run after workflow field updates.

B.) Assignment rules can be set up on leads, cases, and custom objects.

C.) Assignment rules can assign records to users or queues.

D.) Multiple assignment rules can be active on one object.

Answer 10

C.) Assignment rules can assign records to users or queues.

Question 11

A sales representative who uses Lightning Experience would like to send a personalized email to some of the campaign members related to a campaign. Which of the following should be used by the sales representative to send a list email for this use case? (1)

A.) Campaign Members related list.

B.) Accounts tab

C.) Campaign Members related list detailed view

D.) List Emails tab

Answer 11

C.) Campaign Members related list detailed view.

Question 12

Instead of attributing revenue to the primary campaign associated with an opportunity, how can revenue be evenly and automatically attributed to all campaigns related to an opportunity? (2)

A.) Create a custom campaign influence attribution model

B.) Modify the standard Salesforce influence model

C.) Use Process Builder to create a process that will add records automatically.

D.) Manually add campaign influence records.

Answer 12

A.) Create a custom campaign influence attribution model.

C.) Use Process Builder to create a process that will add records automatically.

Question 13

What does the campaign influence feature allow? (2)

A.) Indicate whether a campaign has been influenced by an opportunity.

B.) Associate one primary campaign that has influenced the opportunity.

C.) Add multiple campaigns that have influenced an opportunity to an opportunity related list.

D.) Automatically associate active campaigns with related opportunities.

Answer 13

B.) Associate one primary campaign that has influenced the opportunity.

C.) Add multiple campaigns that have influenced an opportunity to an opportunity related list.

Question 14

Which of the following are steps related to setting up Web-to-Lead? (3)

A.) Create a Web-to-Lead record type.

B.) Create an auto-response Rule

C.) Create an assignment rule

D.) Map lead fields

E. ) Create a new custom object

Answer 14

B.) Create an auto-response Rule

C.) Create an assignment rule

D.) Map lead fields

Question 15

What happens when a lead is converted? (2)

A.) The owner of the records created can be selected right before conversion.

B.) The lead is visible in the Leads tab with a status of ‘Converted’ by default.

C.) Opportunities are always created for converted leads.

D.) The opportunity name is generated automatically for opportunities converted from leads.

Answer 15

A.) The owner of the records created can be selected right before conversion.

D.) The opportunity name is generated automatically for opportunities converted from leads.

Question 16

When a lead is converted, the Sales Director of a company would like the standard ‘Description’ field on the opportunity record to be filled by a custom ‘Description’ field on the lead record. Which of the following represents a solution that can be used to meet this requirement? (2)

A.) Map the custom field on the Lead object to a custom field on the Opportunity object and use workflow field update.

B.) Map the custom field on the Lead object to the standard field on the Opportunity object.

C.) Define a formula field on the Opportunity object.

D.) Create a flow using Flow Builder

Answer 16

A.) Map the custom field on the Lead object to a custom field on the Opportunity object and use workflow field update.

D.) Create a flow using Flow Builder

Question 17

When a prospect completes the web-to-lead form, an email needs to be automatically sent to the prospect to thank them for their interest and also send an email to the Sales Manager to alert them about the new lead. How can this be set up? (1)

A.) Create a workflow rule with two email alerts

B.) Create an auto-response rule with the To address set to the person that submitted the lead form and the CC address set to the Sales Manager.

C.) Create an auto-response rule and a flow that will send an email alert to the Sales Manager.

D.) Create an auto-response rule with two response rule entries.

Answer 17

C.) Create an auto-response rule and a flow that will send an email alert to the Sales Manager.

Question 18

Global Insurance would like to send an email to each member of a campaign. They are using Lightning Experience. What can be suggested as the most efficient way of emailing campaign members? (1)

A.) Define a contact list view filtered on the campaign and send a mass email.

B.) Run a campaign member report and use the send email function

C.) Use the Send List Email action from Campaign Member view

D.) Navigate to each campaign member contact record and send an email using a template.

Answer 18

C.) Use the Send List Email action from Campaign Member view

Question 19

Your company would like to send an email when prospects register their interest in your products using your Web-to-Lead form. Different emails should be sent based on the product of interest. If no product is selected, then a generic email should be sent. What do you need to consider when setting this up? (1)

A.) It is not possible to send different emails as there can only be one auto-response rule.

B.) As more than one email notification is required, workflow rules could be used

C.) Creating multiple response rule entries could satisfy this requirement

D.) Creating multiple assignment rules could satisfy this requirement if the order is specified correctly

Answer 19

C.) Creating multiple response rule entries could satisfy this requirement.

Question 20

What is the purpose of Web-to-Lead auto-response rules? (1)

A.) Allow different auto-response emails to be sent based on lead attributes

B.) Ensure that an email is sent to every lead captured from a campaign

C.) Allow the lead to determine if they want an email confirmation of their product interest

D.) Ensure that an email is sent to every lead created

Answer 20

A.) Allow different auto-response email to be sent based on lead attributes

Question 21

Modaxy Communications is a VOIP (voice over internet protocol) solutions provider. Alex, the sales director wants to have inquiries regarding their new service and phone hardware bundle automatically assigned to a team consisting of his best sales reps. What can be done to facilitate this? (2)

A.) Create a workflow rule to be notified of inquiries regarding the new service and phone hardware bundle then assign those leads to the queue

B.) Create a public list view then filter for new service and phone hardware bundle inquiries then assign those leads to the queue

C.) Identify sales reps with the best sales numbers and create a queue with those as members.

D.) Set up an assignment rule that routes the new service and phone hardware bundle leads to a queue

Answer 21

C.) Identify sales reps with the best sales numbers and create a queue with those as members.

D.) Set up an assignment rule that routes the new service and phone hardware bundle leads to a queue.

Question 22

You would like all leads created via Web-to-Lead to be handled by the Contact Center Team. What can you set up to accomplish this? (1)

A.) Workflow Rule

B.) Business Process Rule

C.) Lead Assignment Rule

D.) Auto Response Rules

Answer 22

C.) Lead Assignment Rule

Question 23

Fast Finance would like to enable Web-to-Lead, but is concerned about the creation of lead records that contain spam. Which of the following represents the best solution to prevent receiving spam via Web-to-Lead? (1)

A.) Create an email restriction rule

B.) Require reCAPTCHA verification

C.) Create validation rules on the Lead object

D.) Create a lead auto-response rule

Answer 23

B.) Require reCAPTCHA verification

Question 24

What are some considerations regarding using Leads in Salesforce? (3)

A.) When a lead is qualified, an account, contact, and opportunity are always created.

B.) Opportunities must always be created from leads

C.) Leads can be individual consumers

D.) Leads can be imported or created from an automatic process

E.) When a lead is created, it can be automatically assigned to an owner

Answer 24

C.) Leads can be individual consumers

D.) Leads can be imported or created from an automatic process

E.) When a lead is created, it can be automatically assigned to an owner

Question 25

What is true regarding campaign hierarchies? (3)

A.) Each campaign can only have five sibling campaigns in the hierarchy

B.) Each campaign can have multiple parent campaigns in the hierarchy

C.) A campaign hierarchy can be viewed by clicking the ‘View Campaign Hierarchy’ button

D.) A campaign hierarchy shows grouped campaigns within a specific marketing initiative

E.) Each campaign can have one parent campaign in the hierarchy

Answer 25

C.) A campaign hierarchy can be viewed by clicking the ‘View Campaign Hierarchy’ button

D.) A campaign hierarchy shows grouped campaigns within a specific marketing initiative

E.) Each campaign can have one parent campaign in the hierarchy

Question 26

When converting a Lead, an Admin can set up field mapping from the Lead fields to which objects? (3)

A.) Opportunity

B.) Case

C.) Account

D.) Contact

Answer 26

A.) Opportunity

C.) Account

D.) Contact

Question 27

Marketing and sales users at Global Systems Inc. would like more visibility into lead and contact participation in this year’s Trade Show. How would an Admin build this into the application? (1)

A.) Create a custom object to track the lead and contact participation

B.) Associate the lead or contact with a campaign when they register for the event

C.) Request customers or leads to send their participation confirmation via email

D.) Create a cross-object formula fields to display campaign member record details on a lead or a contact record

Answer 27

B.) Associate the lead or contact with a campaign when they register for the event

Question 28

There is a requirement to execute a mass email marketing campaign that would target about 7,000 contact and lead data in Salesforce. What would be a sound recommendation? (1)

A.) Email campaigns should not be recorded in Salesforce

B.) Use a third-party email application in the AppExchange

C.) Export the campaign member list and do a bulk email

D.) Use the mass email functionality and reference the Campaign ID

Answer 28

B.) Use a third-party email application in the AppExchange

Question 29

The Campaign ROI Analysis Report uses which of the following calculations to determine the ROI percentage for a Campaign? (1)

A.) Amount of Won Opportunities/Budgeted Cost

B.) Total Amount of Opportunities/Expected Revenue

C.) (Amount of Won Opportunities minus Actual Cost)/Actual Cost

D.) Amount of Won Opportunities/Average Cost

Answer 29

C.) (Amount of Won Opportunities minus Actual Cost)/Actual Cost

Question 30

How can leads be captured using Salesforce? (2)

A.) Lead Assignment

B.) Web-to-Lead

C.) Chat-to-Lead

D.) Lead Import

Answer 30

B.) Web-to-Lead

D.) Lead Import

Question 31

Which of the following cannot be created when a Lead is converted? (1)

A.) Contact

B.) Account

C.) Opportunity

D.) Case

Answer 31

D.) Case

Question 32

Sales reps are grouped by different geographical regions. Each rep can handle any lead within their region. What should be implemented for this situation? (1)

A.) Set up workflow rules to assign leads to queues based on region

B.) Set up workflow rules to assign leads to individuals base on region

C.) Set up assignment rules to assign leads to queues based on region

D.) Set up assignment rules to assign leads to individuals base on region

Answer 32

C.) Set up assignment rules to assign leads to queues based on region

Question 33

Cosmic Solutions uses Lightning Experience. The Sales Director of the company has decided that sales reps should NOT be permitted to create opportunity records when leads are converted. Only sales reps are responsible for lead conversion in Salesforce. They should not be allowed to override this rule. The company’s Salesforce org is currently configured to create opportunity records by default on lead conversion. What is the quickest way for the Admin to prevent sales reps from being able to create opportunity records on lead conversion? (1)

A.) The Admin should instruct the sales reps to manually check the ‘Don’t create an opportunity upon conversion’ checkbox in the ‘Convert Lead’ window whenever they convert a lead.

B.) The Admin should remove the ‘create’ permission from the sales reps’ profiles for the Opportunity object.

C.) The Admin should remove the ‘edit’ permission from the sales reps’ profiles for the Lead object.

D.) The Admin should go to ‘Lead Settings’ under ‘Setup’ and select ‘Hide Opportunity Section of Convert Lead Window’.

Answer 33

D.) The Admin should go to ‘Lead Settings’ under ‘Setup’ and select ‘Hide Opportunity Section of Convert Lead Window’.

Question 34

For a new product launch, campaigns have been set up to track responses from the website, print advertisement, and direct marketing activities. How could the overall number and value of opportunities generated from the product launch be tracked? (1)

A.) Create a report that totals the opportunities related to each campaign

B.) Create a campaign hierarchy linking the campaigns and view the campaign statistics on the parent campaign.

C.) Create a master-detail relationship between the campaigns and use roll-up summary fields to display the totals

D.) Create a trigger that calculates the number and value of opportunities related to the campaigns and display on each campaign

Answer 34

B.) Create a campaign hierarchy linking the campaigns and view the campaign statistics on the parent campaign

Question 35

A user is not able to find an email template when sending an email. What could be the reason for this? (2)

A.) The user does not have access to the Email Template folder

B.) The user does not have read/write access to the Email Template

C.) The email template is not marked ‘Available for Use’

D.) The email template is not active

Answer 35

A.) The user does not have access to the Email Template folder

C.) The email template is not marked ‘Available for Use’