Sales Cloud

Question 1

Universal Container has its sales representative enter a new lead whenever they are prospecting a new customer, when qualify the new lead, a new opportunity must be created to track the deal. What would a consultant recommend to enforce data quality and accuracy? Choose 3 answers.

A. Create validation rule on lead
B. Map lead fields to corresponding opportunity field
C. Create validation rule on opportunity
D. Create an apex trigger to perform data quality check.
E. Create lead conversion processes.

Answer 1

A. Create validation rule on lead
B. Map lead fields to corresponding opportunity field
E. Create lead conversion process

Question 2

Sales representatives at Universal Containers log activities on accounts, contacts, and opportunities. The sales manager wants to create a report to see all activates on all of the accounts that the manager owns, including activities on contacts and opportunities. Which report should be recommended to the sales manager?

A. Activities report on accounts and contacts the manager owns
B. Activities report on accounts the manager owns
C. Activities report on accounts, contacts, and opportunities the manager owns
D. Activaties report on accounts and opportunities the manager owns

Answer 2

D. Activities report on accounts and opportunities the manager owns

Question 3

Universal Containers wants to restrict access to accounts and contacts. All users should able to access all the accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet these requirements, what should be the OWD access for accounts and contacts?

A. Set Account to private and contact to private.
B. Set Account to public read-only and contacts to private.
C. Set Account to private and Contacts to controlled by parent.
D. Set Account to public read-only and Contacts to controlled by parent.

Answer 3

D. Set Account to public read-only and Contacts to controlled by parent.

Question 4

Universal Containers has implemented account hierarchies with a private sharing model. A sales representative would like to give another user access to one of the accounts she owns and the three child accounts. How can the sales representative provide this access?

A. Add the user manually to the parent account team and each of the child account teams.
B. Add the user to the account team on the parent account; the child accounts will inherit access.
C. Add the user to each child account team; visibility will then roll up to the parent account.
D. Add the user to a public group for that account and share all child accounts to this group.

Answer 4

A. Add the user manually to the parent account team and each of the child account teams.

Question 5

A premier customer for Universal Software needs access to confidential product roadmap information.To securely send this information using content delivery, what step should a sales representative take? Choose 2 answers.

A. Require the customer to enter a password to view the content.
B. Require the customer to enter a security token to download the content.
C. Remove access to the content after a specified date.
D. Require the recipient to log into Salesforce to access the content.

Answer 5

A. Require the customer to enter a password to view the content.
D. Require the recipient to log into Salesforce to access the content.

Question 6

The sales manager at UC wants to be informed when a lead created from the “Contact Us” form on the company website has not been followed up within 24 hour of being submitted. What Salesforce feature should the consultant use to meet the requirement?

A. Send an email using lead escalation rule
B. Notify using publisher action
C. Send an email using time based workflow
D. Notify using chatter on Lead

Answer 6

C. Send an email using time based workflow

Question 7

A Sales Cloud implementation at Universal Containers requires a global design that involves multi-currency, multi-language, region specific sales processes and workflows.Which factor is important for optimizing user adoption? Choose 2 answers.

A. Employing realistic training data in the corporate standard currency.
B. Customizing the training curriculum for each specific region
C. Developing only a standardized, global training curriculum for all users
D. Communicating the training plan well in advance of training start date

Answer 7

B. Customizing the training curriculum for each specific region.
D. Communicating the training plan well in advance of training start date.

Question 8

Universal Containers North American and European sales teams have different business requirements related to creating new of opportunities in Salesforce. As a result, each team must complete a set of geographically-specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should NOT be able to report on the others region-specific fields. What solution should a consultant recommend to satisfy this scenario?

A. Build a custom object with private sharing to capture the additional fields as a separate record.
B. Utilize Visual force to build an opportunity page that dynamically checks the users region to determine which fields to display.
C. Implement field-level security to allow access to fields for the respective regional sales teams.
D. Create separate page layouts and record types for each of the regional sales teams

Answer 8

C. Implement field-level security to allow access to fields for the respective regional sales teams.

Question 9

UC has configured Salesforce to store all individual consumer contact under a single account called “Consumer”. The consumer business has grown to more then 500,000 Contacts. Mass updates are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported. What should consultant recommend to improve system performance? Choose 2 answers.

A. Add an index to the account field on the contact object
B. Enable person account and migrate the data
C. Ensure that no single account has more than 10000 contacts
D. removes the account assignment for all objects

Answer 9

A. Add an index to the account field on the contact object

C. Ensure that no single account has more than 10000 contacts

Question 10

Universal Containers has many customers that repeat the same purchase on a regular basis. These customers are classified as a repeat account type. Sales management wishes to use Salesforce to automate repeat opportunities. What should a consultant recommend to meet this requirement?

A. Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.
B. Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat a accounts when it reaches closed/won stage.
C. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.
D. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

Answer 10

D. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

Question 11

Universal Finance has two sales divisions. Sales Division A’s customers are individuals: In Sales Division B’s customers are businesses. Of each division’s sales representatives have their own user profiles and person accounts are enabled. Sales Division B’s sales representatives should not be able to create person accounts; they should only be able to create business accounts. What solution should a consultant recommended to meet these requirements?

A. Use Divisions to hide person accounts from the Division B sales representative user profile.
B. Remove person account record types from the Division B sales representative user profile.
C. Check the “disable person accounts” permission on the Division B sales representative user profile.
D. Use field-level security to hide the “Is Person Account” Checkbox from the Division B sales representative user profile.

Answer 11

B. Remove person account record types from the Division B sales representative user profile.

Question 12

UC has a large customer base of over 15,000 Accounts and 60,000 contacts. The marketing manager wants to use the customer data for an upcoming new product launch but its concerned contact may have moved to other organization (Contact’s email has changed) what should a consultant recommend to ensure customer data is accurate?

A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact
B. create a workflow rule for the account and contact owner to confirm contact data
C. Use data enhancement tool to verify that account and contact data is up-to-date
D. create a vf rule to mass email contacts and capture any email bounce

Answer 12

A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact

Question 13

Universal Containers marketing department runs many concurrent campaigns. It has specified that the influence timeframe for a campaign is 60 days. When a contact is associated to an opportunity in a contact role, what is the impact on the campaign influence for opportunities?

A. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.
B. All campaigns created within the last 60 days will be added to the campaign influence related list.
C. All contacts associated with campaigns will be added to the campaign influence related list.
D. Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.

Answer 13

A. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.

Question 14

UC wants to prevent sales user to modify certain opportunity fields when the sales stage has reached Negotiation/Review. However sales directors must able to edit these fields in case last minute updates are required. Which solution should a consultant recommended?

A. Change the field label security for the sales rep to restrict field’s access based on the sales stage.
B. Modify the profile for sales directors to enable the “Modify All” object permission for the opportunities.
C. Create a validation rule to enforce field access based on the sales stage and profile.
D. Create a Workflow rule to enable field access for the sales directors based on sales stage.

Answer 14

C. Create a validation rule to enforce field access based on the sales stage and profile.

Question 15

UC allows to its Sales Rep to negotiate up to 5% discount for their opportunities. Discount more than 5% must be send to their Regional Sale Manager (RSM) for the approval. Discount greater than 15% must be able to send to Regional Vice President (RVP) for the approval.What should a consultant recommended to meet these requirement?

A. Create two approval processes one for RSM and one for RVP.
B. Configure an approval process for the RSM and workflow for the RVP.
C. Create two step approval processes for the RSM and RVP as approvers.
D. Configure a workflow approval task and email to RSM and RVP.

Answer 15

C. Create two step approval processes for the RSM and RVP as approvers.

Question 16

The sales management team at Universal Containers wants to monitor the progress of high-value sales deals and enable collaboration with cross-functional teams to help remove any obstacles. Which feature should a consultant recommend to meet these requirements? Choose 2 answers:

A. Allow Chatter feed tracking on opportunities.
B. Use opportunity update reminders.
C. Enable Big Deal Alerts.
D. Enable Chatter feed on similar opportunities.

Answer 16

A. Allow Chatter feed tracking on opportunities.

C. Enable Big Deal Alerts.

Question 17

UC Credit department uses the 3rd party application for credit ratings. Credit department manager need to launch an external web based credit application from a customer’s account record in salesforce. The application uses the credit id on the account object. What should a consultant recommended to meet these requirement?

A. Create a formula field that uses a hyperlink function to launch the credit application and pass the credit Id.
B. Create a custom button that calls an apex trigger to launch the credit application and pas the credit id.
C. Create the workflow rule to launch the product fulfillment application and pass the credit Id.
D. Create a custom Credit Id field as an external Id on the account object to lunch the credit application and pass the credit Id.

Answer 17

A. Create a formula field that uses a hyperlink function to launch the credit application and pass the credit Id.

Question 18

The VP of sales at UC wants to be able to see a visual representation of sales by month for each account in Salesforce1 mobile app. What should a consultant recommend to meet this requirement?

A. Embed a chart on the account page and use a custom link to filter by account
B. Create a of VF page with an embedded chart component for each account.
C. Embed a chart on the account page, no other customization needed
D. Create a dashboard component and use chatter feed on the account on Salesforce1

Answer 18

C. Embed a chart on the account page, no other customization needed

Question 19

Universal Containers has launched an initiative to increase the number of leads being qualified each week, the number of activities being created for each opportunity, and the opportunity win rate. The Vice President (VP) of Sales would like to receive a daily update on the progress being made towards these goals. What solution should a consultant recommend to accomplish this?

A. Build a custom report type to display lead, activity, and opportunity information; have the VP of Sales follow the report on Chatter.
B. Build three reports for the lead, activity, and opportunity information; have them automatically refreshed daily.
C. Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.
D. Build a joined report to show the lead, Activity and Opportunity information, scheduled it to email daily to VP of sales.

Answer 19

C. Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.

Question 20

UC is deploying a formal sales methodology while implementing Salesforce. What should a consultant recommend to ensure the alignment of the sales methodology and Salesforce? Choose three answers:

A. Override Salesforce user interface with the sales methodology user interface.
B. Embed custom components within Salesforce to support the sales methodology.
C. Consider available sales methodology AppExchange applications.
D. Develop data integration between salesforce and the sales methodology database.
E. Configure Salesforce Standard and custom objects to support the sales methodology

Answer 20

B. Embed custom components within Salesforce to support the sales methodology.
C. Consider available sales methodology AppExchange applications.
E. Configure Salesforce Standard and custom objects to support the sales methodology

Question 21

Universal publications are a publishing house that sells online subscriptions for its leading magazine. Customers can make a single Payment, or set up to pay weekly, monthly or quarterly. Universal Publications wants to use opportunities to track and report on these subscription deals. What should a consultant recommend to meet this requirement?

A. Use contracts with a lookup to opportunity object.
B. Enable schedules on opportunity object.
C. Enable schedules on product object.
D. Use assets with a lookup to opportunity object.

Answer 21

C. Enable schedules on product object.

Question 22

UC wants to integrate the sales cloud solution with accounting system. What standard objects are likely to be used in the integration?

A. Account, case and lead
B. Account, contact and lead
C. Account, contact and contract
D. Account, lead and opportunity

Answer 22

C. Account, contact and contract

Question 23

UC would like to record performance about the conference and people who attended them. A contact would potentially attend multiple conference .Company would like to display this information on the contact layout using the standard configuration. How the system should be designed to meet the company’s requirement.

A. Use campaign for conference and add Campaign member to record attendee information
B. Create a custom object for conference and a custom lookup field to conference on Contact
C. Use campaign for conference and a custom object to record attendee information
D. Create a custom object for conference and a custom object to record attendee information

Answer 23

A. Use campaign for conference and add Campaign Member to record attendee information

Question 24

Universal Containers would like to associate some contacts with more than one Account (e.g.,a contact is an employee of one account and on the boards of several other Accounts). What solution should a consultant recommend to meet this requirement?

A. Add the contact to the contacts role related list to the other account.
B. Associate the contact to other account using lookup field.
C. Add the contacts to the partner related list on the second Account.
D. Clone the contact record and add to the 2nd account.

Answer 24

A. Add the contact to the contacts role related list to the other account.

Question 25

UC uses product in Salesforce and has private security model. The product management Employee do not have access to the opportunity but would like to track the performance of a new product after it is launched. What would a consultant recommend to allow the product management employee to track the performance of the product?

A. Create a new product and add it to the price book with the product manager as the owner
B. Create a trigger to add the product management team to the sales team of the relevant opportunity
C. Create a trigger to set the product manager as owner for opportunity on the new product.
D. Create criteria based sharing rule to add the product management team to relevant opportunity.

Answer 25

D. Create criteria based sharing rule to add the product management team to relevant opportunity.

Question 26

UC has org-wide default set to private .Sales representative owns an account and would like to collaborate with internal (…external) people from other department (marketing and other management.) What should a consultant recommend to ensure collaborating team member can report and access relevant data in Salesforce?

A. Use account team to share records to relevant people
B. Use Opportunity team to share records to relevant people
C. Use custom sharing on account to share specific record.
D. Use chatter to share records with relevant people

Answer 26

A. Use account team to share records to relevant people

Question 27

Marketing department at Universal container is migrating from legacy campaign and email management system to Salesforce and wants to ensure that its communication material is migrated as well. What should consultant recommend to migrate the marketing departments email templates?

A. Enable Email to case
B. Force.com IDE and Change set
C. Manually
D. Enable Email to Salesforce

Answer 27

B. Force.com IDE and Change set

Question 28

UC has enabled Advanced Currency Management. How is the converted amount data reported on a report that spans time periods when the exchange rate was different?

A. Converted amount are based on exchange rates that use the most current entry
B. Converted amount are based on the historical exchange rate associated with the close date
C. Converted amount are based on the exchange rates entered in the opportunity
D. Converted amount are based on exchange rates that use the oldest entry

Answer 28

B. Converted amount are based on the historical exchange rate associated with the close date

Question 29

Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?

A. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.
B. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
C. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.
D. Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.

Answer 29

C. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.

Question 30

When enabling multiple currencies, what feature is enabled on all opportunities? Choose 2 answers.

A. The selected currency is used for the Amount (Converted ) field
B. User’s defaults currency overrides the specified opportunity currency
C. the selected currency is used for the Amount field
D. Currency must be specified for the opportunity

Answer 30

A. The selected currency is used for the Amount (Converted ) field.
D. Currency must be specified for the opportunity

Question 31

UC was bought by a larger company and needs to provide information on a monthly basis to the new parent company to help predict sales.

Which data should the new parent company review?

A. Dashboard of user login history
B. Count of new lead records created
C. Number of activities tied to opportunities
D. Opportunity pipeline report grouped by month

Answer 31

D. Opportunity pipeline report grouped by month

Question 32

When the billing address on an account is changed, the mailing address of all related contact records
should be updated to reflect the new address.

How can this requirement be met?

A. Create a workflow rule on accounts.
B. Create a workflow rule on contacts.
C. Create a Force.com trigger on accounts.
D. Create a Force.com trigger on contacts.

Answer 32

C. Create a Force.com trigger on accounts.

Question 33

UC is using Salesforce and has set up a private sharing model. Sam is a sales executive who reports to John, a sales manager. Sam has ownership of the ABC Company account record and has created an opportunity for ABC Company. There is a sharing rule that allows the
finance team to see all accounts and opportunities.

Which statement about data visibility is true?

A. John and Sam can see all of the same data
B. John can see all of Sam’s data but Sam CANNOT see all of John’s data.
C. The finance team must be added to the sales team in order to see Sam’s opportunity.
D. John must be added to the sales team in order to see Sam’s opportunity.

Answer 33

B. John can see all of Sam’s data but Sam CANNOT see all of John’s data.

Question 34

Universal Containers is expanding sales internationally and has created new price books to handle the
various currencies for the five new countries. When a sales representative selects one of the new price
books to add a product to an opportunity, there are no products available.

What should be evaluated when troubleshooting this issue?

A. Confirm that product line items on opportunities are enabled.
B. Confirm that the products are shared with the sales representative’s role.
C. Confirm that the old pricebook is disabled for the sales representative.
D. Confirm that the products and currencies are associated with the pricebook.

Answer 34

D. Confirm that the products and currencies are associated with the pricebook.

Question 35

Sales management at Universal Containers needs to provide channel partners with easy access to
approved product documentation. They also need to notify partners about the material revisions and
updates.

How can they achieve these goals in Salesforce?

A. Enable Content in the Partner Community and enable Content email alerts for partner users.
B. Enable the Document tab in the Partner Community and enable email alerts for partner users.
C. Add the Content related list to the partner contact page layout and enable content delivery.
D. Add the Content related list to the partner account page layout and enable content delivery.

Answer 35

A. Enable Content in the Partner Community and enable Content email alerts for partner users.

Question 36

What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers.

A. Establish a stakeholder committee and meeting schedule.
B. Acquire the client stakeholders’ key performance indicators.
C. Create scheduled dashboard to be sent weekly to all stakeholders.
D. Ensure the project key performance indicators are profitable.

Answer 36

A. Establish a stakeholder committee and meeting schedule.

B. Acquire the client stakeholders’ key performance indicators.

Question 37

Universal Containers wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for Sales. Which use case would justify this recommendation? Choose 2 answers.

A. Need to provide search result for contact and opportunity
B. Need to add notes quickly or log activities for each record.
C. Need to chat with customer in real time with chatter
D. Need to see records and their related items as tabs on one screen.

Answer 37

B. Need to add notes quickly or log activities for each record.
D. Need to see records and their related items as tabs on one screen.

Question 38

Universal Containers sells three unique products and each product has its own sales process.The company qualifies prospects for the three products in a consistent manner; however, once the customer has shown interest, the sales representatives must follow the relevant products sales process. What solution should a consultant recommend to meet these requirements? Choose 2 answers

(this one I am not 100% sure about)

A. Create sales stages that align with opportunity record types.
B. Define sales processes to map to each opportunity record type.
C. Define the default opportunity teams for each opportunity record type.
D. Configure opportunity record types for each sales process.

Answer 38

B. Define sales processes to map to each opportunity record type.
D. Configure opportunity record types for each sales process.

Question 39

The management at universal container noticed that the lead conversion ratio has remained the same for the hospitality industry despite increase in lead creation. What steps can help determine the issue?

A. Report on lead by source.
B. Report on lead lifetime by industry
C. Campaign dashboard by industry
D. Industry performance dash board

Answer 39

B. report on lead lifetime by industry

Question 40

The sales management team at Universal Containers wants to monitor the progress of high-value sales deals and enable collaboration with cross-functional teams to help remove any obstacles. Which feature should a consultant recommend to meet these requirements? Choose 2 answers:

A. Allow Chatter feed tracking on opportunities.
B. Enable Big Deal Alerts.
C. Use opportunity update reminders.
D. Enable Chatter feed on similar opportunities.

Answer 40

A. Allow Chatter feed tracking on opportunities.

B. Enable Big Deal Alerts.

Question 41

Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability o access and update the leads assigned to them. What solution should a consultant recommend for this scenario

A. Create a task for the partner where a new lead is created and assign it to partner in the Partner Community.
B. Add the lead tab to the Partner Community and configure partner profile to access leads
C. Create…. Site where partner can self-register and access lead.
D. Configure a custom lead record type and page layout for the partner community.

Answer 41

B. Add the lead tab to the Partner Community and configure partner profile to access leads

Question 42

Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data? Choose 2 answers.

A. Create a workflow notification when leads are created with poor Quality data.
B. Use Data.com to clean the existing lead data and new data going forward.
C. Import the lead data using the Find Duplicates wizard on the lead object.
D. Use tools like the Lead Import wizard to identify and remove duplicates.

Answer 42

B. Use Data.com to clean the existing lead data and new data going forward.
D. Use tools like the Lead Import wizard to identify and remove duplicates.

Question 43

Universal Containers has configured a private sharing model for accounts and opportunities.As part of its sales strategy, each sales representative collaborates with the same set of Individuals for each opportunity. What should a consultant recommend to grant sales Rep the appropriate access to an opportunity?

A. Enable opportunity team selling and have each sales representative configure his or her default opportunity team.
B. Create a public group for each team and have the sales representatives manually share the opportunity with their respective group.
C. Enable Chatter and configure a customer Chatter group for the opportunity to allow collaboration on ideas.
D. Create a trigger for each sales representative that would automatically share the opportunity with his or her default opportunity

Answer 43

A. Enable opportunity team selling and have each sales representative configure his or her default opportunity team.

Question 44

Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners. How can this be accomplished?

A. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.
B. Enable quotes and content in the partner portal to allow partners to store their PDF quotes.
C. Update the partner sales process to include stages for managing and submitting partner quotes.
D. Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes.

Answer 44

A. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.

Question 45

Universal Containers needs to show a dashboard with forecast by product family with quotas. What solution should a consultant recommend?

A. Customize Quotas with product report and add necessary field
B. Create custom report with closed opportunity, forecasting leads and quotas
C. Create an analytical snapshot to capture the opportunity forecast
D. Create custom report type with forecasting quotas and forecasting leads

Answer 45

C. Create an analytical snapshot to capture the opportunity forecast

Question 46

Universal Containers has a lead qualification team that qualifies and converts leads int o opportunities. During lead conversion, the new opportunity must be assigned to the account owner. Which solution should a consultant recommend to meet this requirement?

A. Create a trigger on the opportunity.
B. Create a workflow on the opportunity.
C. Create an assignment rule on the account.
D. Create an assignment rule on the opportunity.

Answer 46

A. Create a trigger on the opportunity.

Question 47

The sales manager at Universal Containers is concerned that the leads from the marketing department are outdated and poor quality. What action should be taken to address this issue? Choose 2 answers

A. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.
B. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.
C. Create a workflow rule to update the lead rating field based on the lead status field and use assignment rules to route leads to appropriate sales reps.
D. Create lead assignment rules to assign leads to sales representatives based on the city and the state in which the lead resides.

Answer 47

A. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.
B. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.

Question 48

Universal Containers uses a seven step selling methodology. Each sales stage corresponds with in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should not contribute to the forecast. What should the consultant recommend for this scenario? Choose 2 answers.

A. Assign 0% probability to the first sales stage.
B. Instruct sales users to enter $0 for the opportunity amount.
C. Override the forecast to be $0 for the first stage opportunities.
D. Configure the first stage with the omitted forecast category.

Answer 48

A. Assign 0% probability to the first sales stage.

D. Configure the first stage with the omitted forecast category.

Question 49

Universal Containers currently uses the customizable forecasting feature. A sales representative at Universal Containers has four opportunities for the current quarter that are detailed below:

• $3,500 opportunity in the Best Case forecast category
• $2,000 opportunity in the Commit forecast category
• $1,000 opportunity that has been dosed/won
• $1,000 opportunity that has been lost

What are the sales representatives Best Case forecast for the current quarter?

A. $5,500
B. $3,500
C. $2,000
D. $6,500

Answer 49

D. $6,500

Question 50

Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g., amount or sales stage). However, individuals would like to control the frequency of their email notifications. Which solution should a consultant recommend for this scenario?

A. Configure the individual Salesforce for Outlook email settings to control notification frequency.
B. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.
C. Define a workflow rule and email task that is triggered when key fields are updated to new values.
D. Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.

Answer 50

B. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.

Question 51

A customer successfully places an order with UC for five widgets. The order is activated in Salesforce and the products are shipped to the customer, One week later the customer return one widget. What is the effective method of recording the event in salesforce?

A. Change the quantity value on the order product to 4
B. Create a new sales product with quantity set to -1
C. Create a return order under returned orders
D. Create a custom field on the order product object

Answer 51

C. Create a return order under returned orders

Question 52

What are the factors that influence sales metrics, drive KPI’s and form key business challenges?

A. Weak pipeline
B. Low productivity (sales rep)
C. Poor predictability (forecast)
D. Ineffective selling

Answer 52

A. Weak pipeline

Question 53

Competitor is beating us out of deals. Where to track competitor product info?

A. Product
B. Opportunity
C. Opportunity product
D. Asset

Answer 53

A. Product

Question 54

Sales management at Universal Containers is concerned that pipeline and forecasting reports are inaccurate because sales representatives are creating opportunities after they are closed/won.Which solution will help sales management identify and address the issue?
Choose 2 answers

A. Run the opportunity pipeline standard report to view the upcoming opportunities by stage.
B. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.
C. Create a report that displays opportunities that have a closed date less than or equal to the created date.
D. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process.

Answer 54

B. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.
C. Create a report that displays opportunities that have a closed date less than or equal to the created date.

Question 55

Sales manage travels frequently - how to review pending approvals? Choose 2 answers:

A. Approvals by email
B. Enable mobile
C. Schedule & email dashboard results
D. Schedule & email report results

Answer 55

A. Approvals by email

B. Enable mobile

Question 56

UC Requires its Sales Rep to go through an internal certification process to sell certain group of products. What could be done to prevent a Sales Rep from adding these products to opp. if they are not certified to sell them. Choose 2 answers.

A. Use Criteria based sharing rule on products marked as requiring certification to only share the products to users who are certified
B. Use a validation rule on Opportunity Products to prevent them from adding products marked as requiring certification if they are not certified
C. USe a validation rule on products marked as requiring certification to prevent them from being added to an opp
D. Use a Separate Price book for the products requiring certification and only share the price book to users who are certified

Answer 56

B. Use a validation rule on Opportunity Products to prevent them from adding products marked as requiring certification if they are not certified
D. Use a Separate Price book for the products requiring certification and only share the price book to users who are certified

Question 57

A Sales Rep at UC is working on an opportunity and has created several quotes. A sales team member is unsure of which quote is active for the sales rep. How can the sales team member identify the appropriate quote?
Choose 2 answers.

A. Review the last modified date on the quotes
B. Review the last modified date on the opportunity
C. Look for the Syncing checkbox on the quote related list
D. Look for the Synced Quote field on the opportunity record

Answer 57

C. Look for the Syncing checkbox on the quote related list

D. Look for the Synced Quote field on the opportunity record

Question 58

The marketing department at UC has been running several campaigns to target existing contacts within a sales region. The marketing department needs to know the effect of the campaigns on opportunities. Which solution would be recommended to the marketing department? Choose 2 answers.

A. Add a formula field on opportunities that references the associated campaigns.
B. Add opportunity records as campaign members to identify campaign influence.
C. Add the Campaign Influence related list and run the Campaigns with Influenced Opportunities report.
D. Add the Contact Roles related list to include associated campaigns in the campaign influence.

Answer 58

C. Add the Campaign Influence related list and run the Campaigns with Influenced Opportunities report.
D. Add the Contact Roles related list to include associated campaigns in the campaign influence.

Question 59

UC has implemented forecasting in Salesforce. Sales reps can roll up to many branches in the sales hierarchy based on the product being sold. Which solution would allow a sales rep to submit multiple forecasts for each position they occupy in the the hierarchy?

A. Set up multiple price books with separate forecasts for each product.
B. Allow sales reps to select a different role in the hierarchy depending on the product.
C. Configure territory management to enable sales reps to assign opportunities to territories.
D. Set up multiple opportunity record types and reps match type to a product.

Answer 59

D. Set up multiple opportunity record types and reps match type to a product.

Question 60

Resellers for Universal Containers need access to reports in the partner communities to help manage their opportunities. How should Salesforce be configures to give resellers the correct level of access to reports?

A. Create a new tab in the partner communities to display the appropriate list views and report folders.
B. Create the appropriate list views and report folders, and share with all partner users.
C. Create a Chatter group that allows partners to post links to appropriate list views and reports.
D. Create the appropriate list views and report folders in the partner communities for all partner users.

Answer 60

A. Create a new tab in the partner communities to display the appropriate list views and report folders.

Question 61

UC is enabling the partner portal to allow partners to update their opportunities in Salesforce. Partners should only have access to specific opportunity list views and opportunity reports. How can this level of access be enforced for partner portal users? Choose 2 answers.

A. Remove permissions for existing list views and report folders that should NOT be shared with partner users.
B. Create the appropriate list views and report folders and share with all partner users only.
C. Create list views and report folders in the partner portal setup so they are available to all partner users.
D. Create a new tab in the partner portal to display the appropriate list views and report folders.

Answer 61

A. Remove permissions for existing list views and report folders that should NOT be shared with partner users.
C. Create list views and report folders in the partner portal setup so they are available to all partner users.

Question 62

The VP of Sales at UC is reviewing sales team member productivity and effectiveness and needs to know the relationship between the sales reps’ level of engagement on deals and the deal close rate. Which metric will allow the VP of Sales to better understand the relationship? Choose 2 Answers.

A. Average number of activities associated with closed/won versus closed/lost opportunities.
B. Total number of opportunity-related activities by each sales representative.
C. Total number of lead, account, and opportunity records created by each sales rep.
D. Average opportunity stage duration by each sales rep.

Answer 62

A. Average number of activities associated with closed/won versus closed/lost opportunities.
D. Average opportunity stage duration by each sales rep.

Question 63

UC has enabled multi-currency in Salesforce. How can the VP of Global Sales summarize the pipeline from multiple currencies in the corporate currency?

A. Enable advanced currency management to set the default report currency to the corporate currency.
B. Create a set of reports for each currency and export to Excel to aggregate the data.
C. Set the display currency for the report to the corporate currency.
D. Modify the report filters to only display opportunity records in the corporate currency.

Answer 63

A. Enable advanced currency management to set the default report currency to the corporate currency.

Question 64

UC sells a large suite of products and its product pricing changes frequently. The company manages the product and pricing information in an Enterprise Resource Planning (ERP) system, and would like to manage sales opportunities in Salesforce and leverage the product and pricing data from the ERP system. Which factors should a consultant evaluate before suggesting a solution?

A. Frequency of product and pricing data updates and ability of the ERP system to process outbound messages.
B. Ability of the ERP system to expose product and pricing data as a Web page that can be used in a Web tab.
C. Volume and frequency of product and pricing data updates and ability of the ERP system to host a Web service.
D. Volume and frequency of product and pricing data updates and ability of the ERP system to call a web service.

Answer 64

C. Volume and frequency of product and pricing data updates and ability of the ERP system to host a Web service.

Question 65

What is a capability of Data Loader? Choose 2 answers

A. Ability to extract organization and configuration data
B. Ability to export field history data
C. Ability to run one-time or scheduled data loads
D. Ability to prevent importing duplicate records

Answer 65

B. Ability to export field history data

C. Ability to run one-time or scheduled data loads

Question 66

Universal Containers purchased a new marketing database list and wants to use it to run an email campaign for the launch of a new product. The sales team will be responsible for evaluating the respondents and identifying the decision maker before going through the sales process with a prospect.What steps should a consultant recommend in this scenario?

A. Create both account and contact records, then associate the contacts to the campaign.
B. Create a campaign, associate the leads to the campaign, and qualify the respondents.
C. Create leads, convert them to opportunities, and qualify the respondents on the opportunities.
D. Create a campaign, qualify the respondents, and create accounts and contacts.

Answer 66

B. Create a campaign, associate the leads to the campaign, and qualify the respondents.

Question 67

Universal Containers does not have a direct sales team; its channel partners are responsible for selling and servicing products. Over the past quarter, there has been an increased volume of leads. However, the Vice President of Channels has been receiving many complaints from partners on the poor quality of the leads and has noticed a significant drop in the lead conversion rate. What should a consultant recommend to improve partner satisfaction with the leads being shared?

A. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
B. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.
C. Create multiple validation rules to ensure that all fields on the lead record are populated with data.
D. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.

Answer 67

A. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.

Question 68

Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stage and the role they play in sales process.How should the relationships between the elements of the sales process be defined to meet these requirements?

A. Map opportunity stage to forecast categories; assign accurate probability to each stage.
B. Map forecast probability to opportunity probability; assign appropriate sales stage.
C. Map sales probability values to forecast categories; assign sales stages accurate percentages.
D. Map appropriate sales stage to opportunity stage; assign accurate forecast probability.

Answer 68

A. Map opportunity stage to forecast categories; assign accurate probability to each stage.

Question 69

Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily logins.

What other measures of sales user adoption should be considered?
Choose 2 answers

A. Overall effectiveness of mass email campaigns
B. Number of neglected opportunities over time by role
C. Completeness of records entered into the new system
D. Number of reports exported to Excel for analysis

Answer 69

B. Number of neglected opportunities over time by role

C. Completeness of records entered into the new system

Question 70

Universal Containers is following a traditional waterfall project delivery methodology. The analysis phase is complete with the sign-off of the requirements.

What action should a consultant take to minimize changes in scope during the design and build phases?
Choose 2 answers

A. Obtain customer sign-off on the solution design.
B. Map solution design documents to system test scripts.
C. Map business requirements to the solution design.
D. Update requirements based on feedback from key stakeholders.

Answer 70

A. Obtain customer sign-off on the solution design.

C. Map business requirements to the solution design.