Sales Cloud Flashcards
UC wants to implement a website for a new product launch. The site should be
publicly available, allow visitors to submit requests for information, and be
managed by the non-technical marketing team. What solution should the
consultant recommend?
A. Force.com Sites
B. Site.com
C. Salesforce1 Sites
D. Customer Community
A. Force.com Sites
UC wants to track the campaigns that influence won opportunities. Using
standard functionality, what should a consultant recommend to meet this
requirement? Choose 2 answers
A. Automatically add child campaigns of the primary campaign source if the child
campaigns have an end date that falls before the opportunity close date.
B. Have the administrator specify a timeframe that limits the time a campaign
can influence an opportunity after the campaign first associated date and
before the opportunity created date.
C. Have reps populate a field on the opportunity record with the dollar amount of the
expected revenue from the campaigns that influenced the opportunity.
D. Add campaigns to opportunities when the campaign is related to a contact
that is assigned a contact role on the opportunity prior to the close date.
B. Have the administrator specify a timeframe that limits the time a campaign
can influence an opportunity after the campaign first associated date and before the opportunity created date.
D. Add campaigns to opportunities when the campaign is related to a contact
that is assigned a contact role on the opportunity prior to the close date.
UC has three sales divisions: hardware, software, and consulting. The
hardware and software divisions follow a ten-step sales process. The
consulting division follows an eight-step sales process and does not use the
prospecting or perception analysis stages during the sales cycle. What should
a consultant recommend to support these requirements? Choose 3 answers
A. Define stage picklist values. B. Create sales processes. C. Create separate page layouts D. Create separate stage fields. E. Create record types.
A. Define stage picklist values.
B. Create sales processes.
E. Create record types.
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 tec 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
A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email
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 amounts are based on exchange rates that use the most current entry.
B. Converted amounts are based on exchange rates that use the oldest entry.
C. Converted amounts are based on the historical exchange rate associated
with the close date.
D. Converted amounts are based on the exchange rates entered in the opportunity.
C. Converted amounts are based on the historical exchange rate associated
with the close date.
UC has set accounts, contacts, and opportunities to private. Sales reps
manage the accounts for which they are the account owner. The company also
employs sales specialists to assist sales reps on deals. What should a
consultant recommend to allow the sales specialists to see account
information and any opportunity information associated with an account?
A. Add the sales specialists to the account team and assign them read access
to opportunities.
B. Share opportunities manually with the sales specialists and assign them read
access.
C. Assign the sales specialists to the same profile as the account owners.
D. Assign the sales specialists to the same role in the role hierarchy as the account
owners
A. Add the sales specialists to the account team and assign them read access
to opportunities.
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 prevent importing duplicate records
D. Ability to run one-time or scheduled data loads
B. Ability to export field history data
D. Ability to run one-time or scheduled data loads
Universal Containers uses a seven-step selling methodology. Each sales stage
corresponds with a step in the methodology. The first stage is a preliminary
qualification step, and opportunities in this stage should not contribute to the
forecast.
What should a consultant recommend for this scenario?
Choose 2 answers
A. Instruct sales users to enter $0 for the opportunity amount.
B. Override the forecast to be $0 for first stage opportunities.
C. Configure the first stage with the omitted forecast category.
D. Assign 0% probability to the first sales stage.
C. Configure the first stage with the omitted forecast category.
D. Assign 0% probability to the first sales stage.
UC generates a sales proposal for each opportunity and needs to share it with
the customer. All members of the sales team are able to update and comment
on the proposal. It is important that the customer does not see earlier versions
of the proposal or the team’s comments. Which solution should a consultant
recommend to meet this requirement?
A. Save the proposal as a Chatter file on the opportunity record and add the
customer as a follower.
B. Save the proposal as an attachment to the opportunity record and share with the
customer using the link.
C. Upload the proposal in a private Chatter group accessible to the sales team and
invite the customer to join.
D. Upload the proposal as a Chatter file on the opportunity record and share
with the customer using the link
D. Upload the proposal as a Chatter file on the opportunity record and share with the customer using the link
UC 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 opportunity teams for opportunities so that only interested sales
users are receiving notifications.
B. Configure the Chatter and its related notification settings to provide relevant
updates to interested sales managers.
C. Define a workflow rule and email task is triggered when key fields are updated to
new values.
D. Configure the individual Salesforce for Outlook email setting to control
notification frequency.
B. Configure the Chatter and its related notification settings to provide relevant updates to interested sales managers.
The sales management team of UC has noticed that opportunities are taking
longer to close. Historically, it has taken 30 days for a new opportunity to be
moved to closed/won. Recently, this time period has increased to 45 days.
What analytics tool can sales management team leverage to help determine
the cause? Choose 2 answers
A. Dashboard of opportunity stage duration.
B. Report on campaign return on investment (ROI)
C. Dashboard of month-over-month trend of lead conversions.
D. Report on the discount approval time for quotes.
A. Dashboard of opportunity stage duration.
D. Report on the discount approval time for quotes.
UC allows its sales reps to negotiate up to a 5% discount for their
opportunities. Discounts greater than 5% must be sent to their Regional Sales
Manager (RSM) for approval. Discounts greater than 15% must also be sent to
Regional Vice President (RVP) for approval. Which approach would satisfy
these requirements?
A. Configure a workflow approval task and email to notify the RSM and RVP.
B. Create two approval processes, one for the RSM and one for the RVP.
C. Create a two-step approval process for the RSM and RVP as approvers.
D. Configure an approval process for the RSM and a workflow rule for the RVP.
C. Create a two-step approval process for the RSM and RVP as approvers.
Universal Container requires that account plans be created for all accounts.
The account plans have been set up as a custom object with a lookup
relationship. The sharing model is private for account plans. UC would like to
assign the same access to the account plan record as to the associated
account. What solution should a consultant recommend for these scenarios?
A. Modify the account plans object to be in a master-detail relationship with
accounts.
B. Create a trigger on account plans that adds a manual share automatically to the
account owner.
C. Create sales team users with read access to the account plans object.
D. Apply manual sharing to the account owner after each account plans record is
created.
A. Modify the account plans object to be in a master-detail relationship with accounts.
UC wishes to implement a sales methodology that focuses on identifying
customer’s challenges and addressing them with its offerings. Which sales
methodology is described above?
A. Direct selling.
B. Relationship selling.
C. Target account selling.
D. Solution selling
D. Solution selling
UC has implemented account hierarchies with a private sharing model. A sales
rep would like to give another user access to one of the accounts she owns
and the three child accounts. How can the sales rep 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.
A. Add the user manually to the parent account team and each of the child account teams
Resellers for UC need access to reports in the partner communities to help
manage their opportunities. How should Salesforce be configured to give
resellers the correct level of access to reports?
A. Create the appropriate list views and report folders, and share with all partner
users.
B. Create a Chatter group that allows partners to post links to appropriate list views
and reports.
C. Create the appropriate list views and report folders in the partner
communities for all partner users.
D. Create a new tab in the partner communities to display the appropriate list views
and report folders.
C. Create the appropriate list views and report folders in the partner communities for all partner users.
The management at UC noticed the lead conversion ratio has remained the
same for the hospitality industry despite an increase in lead creation. What
analytics tool can help determine the issue?
A. Campaign dashboard by industry.
B. Report on lead lifetime by industry.
C. Report on leads by source.
D. Industry performance dashboard
B. Report on lead lifetime by industry.
UC is preparing for the launch of its new Sales Cloud implementation to a
global user base. With previous sales automation applications, the company
had slow adoption of the new solution. What factor should be considered with
the Sales Cloud deployment to help ensure adoption? Choose 3 answers
A. Type of training delivered B. Training in local language C. Maintenance release schedule D. Sales rep quota targets E. Management communications
A. Type of training delivered
B. Training in local language
E. Management communications
UC has automated the process of creating new account records in Salesforce.
All account records created through this process are owned by a generic user.
There are two million account records that have been created in this manner.
UC is now seeing performance issues when it makes any changes to account
sharing rules. What can UC do to address the issue without changing its
integration?
A. Set the OWD for accounts to public read/write.
B. Contact Salesforce support to add an index to the account object.
C. Ensure that the generic user has the Modify All Data permission.
D. Ensure that the generic user has not been assigned to a role
A. Set the OWD for accounts to public read/write.
UC has a private sharing model and wants the ability to share documents
related to an opportunity, such as contracts and proposals, with the field sales
team. How can the documents be shared efficiently and securely?
A. The documents should be emailed to the sales team on the opportunity record.
B. The documents should be uploaded to a library that is shared with the field sales
organization.
C. The documents should be uploaded to Salesforce files from the opportunity
record.
D. The documents should be uploaded to Salesforce files and shared with the
field sales organization
D. The documents should be uploaded to Salesforce files and shared with the field sales organization
UC has enabled Social Accounts and Contacts. When a sales rep accesses a contact within Salesforce, the rep is unable to see detailed information from
the contact’s Facebook profile (e.g., contact’s wall postings). What is preventing the sales rep from accessing detailed information on the contact’s
Facebook page?
A. UC must purchase the Facebook license to access public profile information for
its users.
B. The link to the Facebook profile is not configured with the administrator password
to access detailed information.
C. The fields configured by UC’ administrator on the contact page layout are
missing.
D. The information shown is based on the sales rep’s connection level with the
contact on Facebook.
D. The information shown is based on the sales rep’s connection level with the contact on Facebook.
UC’s; management wants to increase the productivity of its sales reps. How
can Work.com be used to meet this requirement? Choose 2 answers
A. Feedback can be requested for the entire sales team.
B. Coaching goals can be linked to reports.
C. Coaching statistics can be linked to reports.
D. Feedback can be given publicly or privately
B. Coaching goals can be linked to reports.
D. Feedback can be given publicly or privately
The sales manager at UC 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 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.
C. Create a calculated field that scores leads based on lead attributes and use
assignment rules to route leads to appropriate sales reps.
D. Create lead assignment rules to assign leads to sales reps based on the city and
the state in which the lead resides.
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.
C. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.
UC manages its sales pipeline using Salesforce. However, when an opportunity moves to the closed/lost stage, the company would like to enforce that the
expected revenue value be $0 in reports. Which solution should a consultant recommended to meet this requirement?
A. Define a workflow rule to set the expected revenue field to $0 when the opportunity stage is closed/lost.
B. Create a validation rule to verify that forecast probability for closed/lost opportunities is 0%.
C. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages.
D. Define a workflow rule to set the forecast category to omitted when the opportunity stage is closed/lost.
C. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages.
UC would like to capture qualification information for new leads (e.g., whether
or not the person is a decision maker). This information should also appear in
the contact record once the lead has been converted. Which approach should
a consultant recommend?
A. Create a custom field on the lead object and contact object; these field will be
mapped automatically during conversion.
B. Create a custom field on the lead object and contact object; configure
mapping of these two fields for conversion.
C. Create a custom field on the lead object and contact object; advise users to
select it for transfer during conversion.
D. Create a custom field on the lead object and contact object; utilize a trigger to
transfer the value after conversion.
B. Create a custom field on the lead object and contact object; configure mapping of these two fields for conversion.
UC sells two product lines that each use a distinct selling methodology.
Additionally, each product line captures different information that is used to
sell the products. What should a consultant recommend to support selling the
two product lines?
A. Create one page layout, two sales processes, and validation rules to capture
relevant opportunity information.
B. Create two page layouts and two sales processes; assign them to the respective
product lines to collect relevant information.
C. Create two sales processes and two page layouts; assign them to two
different opportunity record types for each product line.
D. Create two page layouts, one opportunity record type, and one workflow rule to
assign the correct page layout to the record type.
C. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line.
What is the Capability of Chatter Files? Choose 2 answers
A. Files can be synced from Chatter to a folder in a local directory.
B. Private content may only be shared in private Chatter groups.
C. Users can use @mentions to share files in content libraries
D. All content files from content libraries can be synced in Chatter
A. Files can be synced from Chatter to a folder in a local directory.
D. All content files from content libraries can be synced in Chatter
The sales management at UC is reviewing the quality of leads generated from
marketing campaigns. What information is available to assist with this type of
analysis? Choose 2 answers:
A. Percentage of leads converted to opportunities
B. Average amount of time required to convert leads to opportunities
C. Average number of activities required to convert leads to opportunities
D. Percentage of leads that could not be contacted due to bad data
A. Percentage of leads converted to opportunities
C. Average number of activities required to convert leads to opportunities
UC requires its sales reps to go through an internal certification process to sell
certain groups of products. What could be done to prevent a sales rep from
adding these products to opportunities if they are not certified to sell them?
Choose 2 answers
A. Use a validation rule on products marked as requiring certification to prevent
them from being added to an opportunity.
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 criteria-based sharing rule on products marked as requiring certification to
only share the products to users who are certified.
D. Use a separate price book for the products requiring certification and only
share the price book 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.
D. Use a separate price book for the products requiring certification and only share the price book to users who are certified.
The sales reps at UC have been experiencing the following Challenges with
sales data within their Salesforce application.
- It has been difficult to effectively reach contacts.
- There are many duplicate contacts.
- They are unable to segment account data.
What should a consultant recommend to remedy all of these challenges?
A. Export contacts and accounts from Data.com and upload using data loader.
B. Utilize Data.com to flag duplicates and update existing data.
C. Export contacts and accounts from Data.com and upload using Excel Connector.
D. Utilize data loader to export data and flag duplicate records.
B. Utilize Data.com to flag duplicates and update existing data.
UC 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.
A. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
What actions can a consultant take during the project planning phase to
ensure client stakeholder goals are met? Choose 2 answers
A. Ensure the project key performance indicators are profitable.
B. Acquire the client stakeholders’ key performance indicators.
C. Establish a stakeholder committee and meeting schedule.
D. Create scheduled dashboard to be sent weekly to all stakeholders.
B. Acquire the client stakeholders’ key performance indicators.
C. Establish a stakeholder committee and meeting schedule.
UC 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.
A. Map opportunity stage to forecast categories; assign accurate probability to
each stage.
Universal Insurance is a large insurance company with a customer base that
includes both individual consumers and businesses. The company has
implemented person accounts in Salesforce. It has a custom object for policies
that needs to relate to both person accounts and business accounts. What is
the minimum configuration on the policy custom object needed to meet this
requirement?
A. Create a master-detail contact relationship.
B. Create a contact lookup field and an account lookup field.
C. Create a master-detail account relationship.
D. Create a custom contact lookup field.
C. Create a master-detail account relationship.
UC 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. Number of neglected opportunities over time by role
B. Completeness of records entered into the new system
C. Overall effectiveness of mass email campaigns
D. Number of reports exported to Excel for analysis
A. Number of neglected opportunities over time by role
B. Completeness of records entered into the new system
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 assets with a lookup to opportunity object.
B. Enable schedules on opportunity object.
C. Enable schedules on product object.
D. Use contracts with a lookup to opportunity object.
C. Enable schedules on product object.
Sales reps at Universal Software need to collaborate with customers on sales
deals to gather requirements, analyse solutions, and deliver proposals.
Universal Software wants to ensure that customers are fully engaged
throughout each stage in the sales process. What solution should a consultant
recommend to facilitate collaboration with customers? Choose 2 answers
A. Share Chatter files with customers
B. Add customers to Salesforce as Chatter Free users
C. Allow customers to follow opportunities in Chatter
D. Invite customers into private chatter groups
A. Share Chatter files with customers
D. Invite customers into private chatter groups
UC is undergoing a sales reorganization and wants to enable territory
management. What should UC review before enabling territory management?
Choose 2 answers
A. Multi-currency and contracts
B. Account and opportunity sharing
C. Opportunities and forecasting
D. Quotes and orders
B. Account and opportunity sharing
C. Opportunities and forecasting
What are the benefits of territory management? Choose 3 ANSWERS
A. Ability to generate account sharing rule based on territory membership
B. Ability to expand private sharing model using account criteria
C. Support to complex and frequently changing sales organization
D. Support for multiple forecast per user based on territory membership
E. Ability to include opportunity in more than one record.
B. Ability to expand private sharing model using account criteria
C. Support to complex and frequently changing sales organization
D. Support for multiple forecast per user based on territory membership
UC is in the design phase of a complex Sales Cloud implementation. There are
teams working on data migration, integration, application, and technical
design. What step should a consultant take to ensure that the design accounts
for all aspects of the requirements?
A. Conduct end-to-end solution reviews.
B. Conduct executive committee review.
C. Conduct integration performance reviews.
D. Conduct data migration reviews.
A. Conduct end-to-end solution reviews.
UC rep wants to see forecast amount by all sales rep and by multiple product
group. What would a consultant recommend to meet these requirement?
Choose 2 answers
A. Implement collaborative forecast with product family
B. Build a custom forecast report showing product group
C. Create a forecast list view by product family groups
D. Implement collaborative forecast with quota attainment
A. Implement collaborative forecast with product family
D. Implement collaborative forecast with quota attainment
Sales management at UC is concerned that pipeline and forecasting reports
are inaccurate because sales reps 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.
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.
UC has its sales rep 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. Create lead conversion processes.
C. Map lead fields to corresponding opportunity field
D. Create an apex trigger to perform data quality check.
E. Create validation rule on opportunity
A. Create validation rule on lead
B. Create lead conversion processes.
C. Map lead fields to corresponding opportunity field
Sales reps at UC log activities on accounts, contacts, and opportunities. The
sales manager wants to create a report to see all activities 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 the manager owns
B. Activities report on accounts, contacts, and opportunities the manager owns
C. Activities report on accounts and contacts the manager owns
D. Activates report on accounts and opportunities the manager owns
D. Activates report on accounts and opportunities the manager owns
The UC credit department uses a third-party application for credit ratings.
Credit department managers need to launch an external web-based credit
application from a customer’s account record in Salesforce. The application
uses a credit ID on the account object. What should a consultant recommend
to meet this requirement?
A. Create a custom credit ID field as an external ID on the account to launch the
credit application and pass the credit ID.
B. Create a formula field that uses the hyperlink function to launch the credit
application and pass the credit ID.
C. Create a workflow rule to launch the product fulfilment application and pass the
credit ID.
D. Create a custom button that calls an Apex trigger to launch the credit application
and pass the credit ID.
B. Create a formula field that uses the hyperlink function to launch the credit
application and pass the credit ID.
UC’ current solution for managing its forecasts is cumbersome. The sales
managers do not have visibility into their teams’ forecasts and are not able to
update the forecasts. As a result, the managers are continually asking their
sales reps to provide update forecast data via email or phone. What solution
should a consultant recommend to help Universal Container improve the
management of their forecasts? Choose 2 answers
A. Create a forecast hierarchy and assign manager to the forecast manager
role.
B. Configure weekly customized forecast report and dashboards to be emailed to
sales management.
C. Create forecast Chatter groups where sales repscan post and share their
forecasts.
D. Configure customizable forecasts to give managers forecast override
capabilities.
A. Create a forecast hierarchy and assign manager to the forecast manager
role.
D. Configure customizable forecasts to give managers forecast override
capabilities.
