Sales Cloud Applications: 10% Flashcards
-Explain how to customize and maintain products, price books, schedules, and quotes. -Describe the capabilities of forecasting (categories, hierarchy, quotas).
True or False - By default, when you activate or deactivate a product, all related prices for that product are activated or deactivated at the same time.
False - You need to specify that. From Setup, enter Product Settings in the Quick Find box, and then select Product Settings. Select When changing active flag on a product record, automatically update active flag on related prices. Save your changes.
Use the _____ _____ picklist to categorize your products.
Use the Product Family picklist to categorize your products. For example, if your company sells both hardware and software, you can create two product families: Hardware and Software.
True or False? If your organization uses forecasting, your users can have a different quota for hardware sales and software sales.
True - Users can also view forecasts for opportunities with hardware products separate from opportunities that include software products.
When you view the detail page of an opportunity, quote, order, or service contract, the ______ related list or the _____ ____ _____ related list shows the associated products for that record.
When you view the detail page of an opportunity, quote, order, or service contract, the Products related list or the Quote Line Items related list shows the associated products for that record.
On a quote detail page, click ___ ___ ___ on the Quote Line Items related list to select a product to list on the quote.
on a quote detail page, click Add Line Item on the Quote Line Items related list to select a product to list on the quote.
To view and create products, you need what permissions on products?
To view and create products, you need the Read and Create permissions on products.
True or False? You can create a product by cloning an existing product.
True
What do products need before you can add them to a price book?
Products need a standard active price before you can add them to a price book.
True or False? When you clone a product, price book entries in price books that you don’t have sharing access to are created.
FALSE - When you clone a product:
Price book entries in price books that you don’t have sharing access to aren’t created.
True or False? When you clone a product if you have read-only access to a field, the value of that field isn’t carried over to the cloned record.
TRUE -
When you clone a product:
If you have read-only access to a field, the value of that field isn’t carried over to the cloned record.
When you enter the standard price on a product, what do you need to select to make the price available to products on opportunities, quotes, or other custom price books and make it automatically associated with the product in the standard price book?
Enter the standard price.
Select Active to make this price available to products on opportunities, quotes, or other custom price books.
Save your changes.
The standard price is automatically associated with the product in your standard price book.
What 6 steps are required to set a List Price for a product?
- Select a product.
- On the product detail page, click Edit from the Price Books related list next to the custom price book that will contain the list price.
- If you haven’t already added the product to a custom price book, click Add to Price Book from the Price Books related list.
- Enter the list price. Alternatively, if both prices are the same, select Use Standard Price.
- Select Active to make this price available to products on opportunities or quotes.
- Save your changes.
In Classic, What 4 pages or list views can you go to edit a Price Book?
Click Edit next to a price book entry record in any of these locations:
- The price book detail page, in the Products related list
- The product detail page, in the Standard Price related list
- The product detail page, in the Price Books related list
- The price book list view
In Lightning, how do you set Standard Prices in the Standard Price Book
Select a product.
Price Books Related List > Add Standard Price button / List Price Field / then Active / Save.
- On the product page, in the Price Books related list, click Add Standard Price. If you’ve already added a standard price, change it by clicking Edit in the Show More menu.
- Enter the new standard price in the List Price field.
- To make this price available to products on opportunities, quotes, or other custom price books, select Active.
- Save your changes.
The standard price is automatically associated with the product in your standard price book.
To begin using Product Families, for each product in your price books, edit the product and select the appropriate _____ _____ value.
For each product in your price books, edit the product and select the appropriate Product Family value.
To begin using product families, what 3 things should you do?
To begin using product families:
Picklist, Price Books, Forecasting Quotas
- Customize the Product Family picklist to include the different categories of products you sell.
- For each product in your price books, edit the product and select the appropriate Product Family value.
- If your organization uses forecasting, set a different quota for each product family for your users.
Where do you go to edit a Price Book Entry
Click Edit next to a price book record in any of these locations.
- The price book detail page, in the Products related list
- The product detail page, in the Price Books related list
When setting prices on Products, what three price types are available?
The following price types are available.
- A standard price
- A list price
- Sales prices
A _______ price is the default price that you associate with a product.
standard
It’s automatically included in your standard price book.
A ____ price is the custom price that you associate with a product in a custom price book.
list
For example, you can maintain one set of prices for domestic orders and another for international orders.
______ prices are the actual prices that sales reps specify for the products that they add to opportunities and quotes.
Sales
Sales prices can be the same as the list prices from the price book that’s used for the opportunity or quote, or they can include discounts or other modifications.
What has to happen before you can add a new product to an opportunity, quote, or custom price book?
Before you can add a new product to an opportunity, quote, or custom price book, add a standard price to the product, and mark it as active. This pricing is the default pricing of the product.
What has to happen before you can assign list prices for products?
Before you can assign list prices for products, create custom price books. List prices are available to use when you add products to an opportunity or quote from a custom price book.
What can you use to determine the payment and delivery cycles for products that are paid or delivered over time?
Use product schedules to determine the payment and delivery cycles for products that are paid or delivered over time.
In Lightning, what 5 different things can you use to customize product schedules?
In Lightning Experience, customize schedules with:
- custom fields
- custom buttons
- customized layout
- validation rules
- Apex triggers
List the 3 different product schedules
- quantity
- revenue
- default
Which schedule determines when a product is delivered?
- revenue
- default
- quantity
Which schedule determines when a product is delivered?
- revenue
- default
- quantity
Which schedule determines when a product is paid for?
- revenue
- default
- quantity
Which schedule determines when a product is paid for?
- revenue
- default
- quantity
Which schedule is associated with a specific product in a specific price book?
- default
- quantity
- revenue
Which schedule is associated with a specific product in a specific price book?
- default
- quantity
- revenue
Every time the product is added to an opportunity, the default schedule is used. You can override the default schedules on any opportunity.
Fill in the blank with revenue, quantity or default:
A _____schedule is suitable if your customers pay once but receive the product in increments, for example, as with an annual magazine subscription for a monthly magazine. A ______ schedule defines the dates, number of units, and number of installments for payments, shipping, or other use as determined by your company.
A quantity schedule is suitable if your customers pay once but receive the product in increments, for example, as with an annual magazine subscription for a monthly magazine. A quantity schedule defines the dates, number of units, and number of installments for payments, shipping, or other use as determined by your company.
Fill in the blanks with quantity, revenue or default:
A _______ schedule is suitable if your customers make regular payments but receive the product once, for example, if you sell customized products that are charged in installments but delivered once. A ______ schedule defines the dates, _____ amounts, and number of installments for payments, recognizing _______, or other use.
A revenue schedule is suitable if your customers make regular payments but receive the product once, for example, if you sell customized products that are charged in installments but delivered once. A revenue schedule defines the dates, revenue amounts, and number of installments for payments, recognizing revenue, or other use.
Fill in the blanks with quantity, revenue, or default:
A _______ schedule is suitable if all your customers make product payments on the same timetable or you deliver products on a regular schedule. If you typically customize schedules, there’s no advantage to creating _______ schedules.
A default schedule is suitable if all your customers make product payments on the same timetable or you deliver products on a regular schedule. If you typically customize schedules, there’s no advantage to creating default schedules.
True or False -
When you enable customizable product schedules, insert or delete Apex triggers that you’ve applied to schedules have to be activated.
False
When you enable customizable product schedules, the following applies.
Insert or delete Apex triggers that you’ve applied to schedules are invoked immediately.
True or False -
When you enable customizable product schedules, Line Item Schedule is unavailable in Process Builder and Workflow.
TRUE
When you enable customizable product schedules, Line Item Schedule is unavailable in Process Builder and Workflow.
True or False?
When you enable customizable product schedules, you can use custom fields and customize the layout in default product schedules and validation rules or Apex triggers will be applied when the schedules are first inserted.
FALSE
When you enable customizable product schedules, you can use custom fields and customize the layout in default product schedules, but if you’ve applied validation rules or Apex triggers, they’re bypassed when they’re first inserted.
True or False? With Customizable Product Schedules, the layout of the OpportunityLineItemSchedule related list on the OpportunityLineItem page is customizable as long as you’ve enabled customizable product schedules.in
FALSE
The layout of the OpportunityLineItemSchedule related list on the OpportunityLineItem page is customizable in Lightning Experience regardless of whether you’ve enabled customizable product schedules.
True or False?
If schedules are referenced in Apex, only one of the schedule types (quantity or revenue) can be disabled.
TRUE
For example, if Apex references the schedule object (represented as OpportunityLineItemSchedule in the code), one of the schedule types can be disabled, but not both.
True or False?
If you add or change a product schedule, opportunities with that product are updated.
FALSE
If you add or change a product schedule, opportunities with that product aren’t updated.
Fill in the blanks with quantity and revenue:
If a product has a default quantity schedule and a default revenue schedule, the _______ schedule is calculated first to determine the total product revenue. Then the _______ schedule is applied to that amount.
If a product has a default quantity schedule and a default revenue schedule, the quantity schedule is calculated first to determine the total product revenue. Then the revenue schedule is applied to that amount.
True or False?
If you have a quote line item with a discount, and the corresponding product record has a default schedule, you can’t edit the Discount field.
TRUE
If you have a quote line item with a discount, and the corresponding product record has a default schedule, you can’t edit the Discount field.
True or False?
If a product has default schedules established on the product record, the schedules are automatically created when you add the product to the opportunity.
TRUE
If a product has default schedules established on the product record, the schedules are automatically created when you add the product to the opportunity.
If a product has default schedules established on the product record, on what date do the dates of the installments begin?
The date you specified when adding product OR Opportunity Close Date (if no date specified)
If a product has default schedules established on the product record, the dates of the installments begin with the date that you specified when adding the product.
If you didn’t specify a product date, the installment dates begin with the opportunity Close Date.
Fill in the blanks with Lightning Experience and Salesforce Classic:
In _____ _____, the Schedules related list on an opportunity product shows the default revenue schedule and the default quantity schedule as two separate items. In _____ _____, the related list combines the schedules in a single item.
In Lightning Experience, the Schedules related list on an opportunity product shows the default revenue schedule and the default quantity schedule as two separate items. In Salesforce Classic, the related list combines the schedules in a single item.
True or False?
When customizable product schedules are enabled, default field values and formulas are supported by default product schedules.
FALSE
When customizable product schedules are enabled, default field values and formulas ARE NOT supported by default product schedules.
Your ASP company sells yearly contracts of product licenses at $1,200 per license. When a customer buys licenses, the licenses are all “delivered” at one time, but you recognize the revenue monthly. How would you set the default revenue schedule?
Schedule Type=???
Installment Period=???
Number of Installments=???
Default Revenue Schedule Only - In this case, set a default revenue schedule of
Schedule Type=Divide
Installment Period=Monthly
Number of Installments=12
With this default revenue schedule, a salesperson sells 200 licenses at a unit price of $1,200 per license per year on an opportunity on March 15. The 200 licenses are all “delivered” on March 15. The total revenue for this product is the quantity of 200 multiplied by the unit price of $1,200 per year, for a total yearly revenue of $240,000. The revenue schedule divides the total revenue into monthly installments of $20,000 on the 15th of every month for the next year.
Your medical supplies company sells a box of tongue depressors for $10 per box. You normally have yearly contracts with hospitals to deliver boxes monthly. In this case, how would you set the default quantity schedule?
Schedule Type=???
Installment Period=???
Number of Installments=???
DEFAULT QUANTITY SCHEDULE ONLY - In this case, set a quantity schedule of:
Schedule Type=Repeat
Installment Period=Monthly
Number of Installments=12
With this default quantity schedule, a salesperson sells 1,000 boxes on an opportunity on January 1. The quantity schedule creates 12 monthly installments of 1,000 boxes each, for a total quantity of 12,000 boxes. The total revenue from this opportunity is calculated using the unit price and the total quantity, so $120,000 is booked on January 1.
Your manufacturing company sells widgets for $10 each. You normally have yearly contracts to deliver widgets weekly, but your customers pay quarterly. How would you set the default revenue and quantity schedule?
Quantity: Schedule Type=???, Installment Period=???, Number of Installments=???
Revenue: Schedule Type=???, Installment Period=???, Number of Installments=???.
Set a quantity schedule of Schedule Type=Repeat, Installment Period=Weekly, and Number of Installments=52.
Set a revenue schedule of Schedule Type=Divide, Installment Period=Quarterly, and Number of Installments=4.
With these default schedules, a salesperson sells 2,000 widgets on an opportunity on January 1. The quantity schedule is applied first, and it schedules 2,000 widgets to be delivered every week for a year, for a total quantity of 104,000. The total revenue is calculated using the unit price and the total quantity. The total revenue of $1,040,000 is then divided into quarterly installments of $260,000.
To create a custom price book by cloning an existing price book, click Clone on the where?
To create a custom price book by cloning an existing price book, click Clone on the price book detail page.
True or False?
You can delete products from custom price books without affecting the original product listing or its entries in other price books.
TRUE
When you delete a product from the standard price book, the product is still available and active, but its standard price is deleted and removed from all custom price books. If you delete the product from the standard price book, and it’s still associated with any custom price books, click OK to remove it from all custom price books.
True or False?
When creating a custom price book, you can add products, quote line items, or order products from multiple price books.
FALSE
You can add products, quote line items, or order products from a single price book only.
True or False?
If you change the price book for an opportunity that has products, all products are deleted from the Products related list, along with the value in the opportunity’s Amount field.
FALSE
If you change the price book for an opportunity that has products, all products are deleted from the Products related list, but the value in the opportunity’s Amount field remains.
True or False?
You can delete the standard price book.
FALSE
You can deactivate the standard price book, but you can’t delete or archive it.
True or False?
Deleting, deactivating, or archiving a custom price book doesn’t affect other price books or your product lists.
TRUE
However, these actions can affect your opportunities and quotes. Changing associations with opportunities or quotes is sometimes required before you can remove an associated price book.
What will happen if you try to delete a price book while it’s in use on opportunities or quotes?
You won’t be able to. If you try to, the system creates a list of the opportunities or quotes that the price book is used on.
True or False?
When you delete a price book, you delete all entries in the price book forever.
FALSE
The deleted price book and its entries are moved to the Recycle Bin. You can restore them for up to 15 days.
True or False?
You can activate, deactivate, or reactivate price books at any time by changing the price book’s properties.
TRUE
Yes, you can activate, deactivate, or reactivate price books at any time by changing the price book’s properties.
True or False?
You cannot deactivate a price book even if it’s used on an opportunity or quote.
FALSE
You can deactivate a price book even if it’s used on an opportunity or quote.
True or False?
You cannot manage entries in your price book if it’s deactivated.
FALSE
You can continue to manage entries in your price book while it’s deactivated.
True or False?
You cannot archive a price book if it’s in use on an opportunity or quote.
FALSE
You can archive a price book even if it’s in use on an opportunity or quote.
True or False?
An archived price book is no longer visible.
FALSE
An archived price book is visible, but not accessible, in all associated records.
True or False?
Entries in archived price books don’t appear in search results.
TRUE
Entries in archived price books don’t appear in search results.
True or False?
You can delete an archived price book.
FALSE
You can’t recover or delete an archived price book.
True or False?
If you restore the product from the Recycle Bin, any related price book entries are restored with it.
TRUE
Yes, if you restore the product from the Recycle Bin, any related price book entries are restored with it.
What 4 things when associated with a product make it so that you cannot remove a product from a price book?
If the following are associated
- opportunities
- quotes
- service contracts
- contract line items
What can you do if you want to remove a product from a price book, but do not want to remove a product from all quotes and opportunities?
If you don’t want to remove the product from all opportunities and quotes, you can deactivate (recommended) or archive the product.
True or False?
You can use the Salesforce mobile app to change an opportunity’s price book.
FALSE
You can use the Salesforce mobile app to relate a price book with an opportunity that doesn’t already have one. To change an opportunity’s price book, use the desktop Salesforce site.
True or False?
If several price books contain the same product, removing the product from one price book will affect the other price books.
FALSE
However, if several price books contain the same product, removing the product from one price book doesn’t affect the other price books.
True or False?
When you remove a product or price book, all related price book entries are removed.
TRUE
When you remove a product or price book, all related price book entries are removed.
True or False?
If you remove a price book, the products that it contained aren’t removed from any other price book.
TRUE
if you remove a price book, the products that it contained ARE NOT removed from any other price book.
How do you remove a product completely?
To remove a product completely, remove it from the standard price book.
True or False?
You can remove a product or price book even if it’s associated with an approval process or has a pending workflow action.
FALSE
You CANNOT remove a product or price book that’s associated with an approval process or has a pending workflow action.
What 3 options do you have if your product or price book is used on an opportunity, quote, or order and you want to get rid of it.
if your product or price book is used on an opportunity, quote, or order, you have three options:
- Deactivate it by editing it and then deselecting the Active field.
- Remove the related product or price book from all opportunities and quotes.
- Archive the product or price book and each related price book entry.
.
Ursa Major’s Salesforce admin, Maria Jimenez, works with multiple sales teams. One of those teams sells to manufacturing industry customers on the West Coast of the United States. That sales team asked Maria to help them track products that have slightly discounted prices. The discount offsets a tax incentive that isn’t available to customers in that region of the country. What can Maria do to make this possible?
Create a price book specific for West Coast sales, then on the Related tab, she click Add Product, and add the new discounted List Price. Make sure the entry is marked as active.
What do you need to select in order to enable adding the Quotes related list to all opportunity page layouts that users have customized?
Append to users’ personal related list customization.
You can’t disable the Quotes feature if:
Your records have any references to ___, ___ ___ ___, or ___ ___ from any application customizations, including formula fields, triggers, workflow rules, and approval processes. Remove these references before you try to disable the feature.
You can’t disable the Quotes feature if:
Your records have any references to quotes, quote line items, or quote PDFs from any application customizations, including formula fields, triggers, workflow rules, and approval processes. Remove these references before you try to disable the feature.
You can’t disable the Quotes feature if:
Any quote is _____ with an opportunity .
Any quote is synced with an opportunity. On each synced quote’s detail page, choose to stop syncing before you try to disable the feature.
What 5 things can you add to a quote template?
- Rich Text (Include text that you can format, such as your company’s address or terms and conditions, in your quote template’s body, header, or footer)
- List (Arrange and display fields from a quote line item or any other standard or custom object that has a lookup relationship to the quote object. The added list looks like a table, with field names appearing as columns)
- Image (Show an image, such as your company logo, in your quote template’s body, header, or footer.)
- Totals Section (Include subtotal and grand total amounts for your quote)
- Signature Block (Create signature and date lines so that customers can easily sign off on their quotes)
_____ ______ lets you link a quote to the opportunity that it was created from and synchronize all updates between the two records.
Quote Syncing
True or False?
An opportunity can have multiple quotes, but it can sync with only one quote at a time.
TRUE
An opportunity can have multiple quotes, but it can sync with only one quote at a time.
True or False?
You can only sync quotes and opportunities that have products.
FALSE
You can sync quotes and opportunities that don’t have any products. When you add a product to either record, it’s automatically added to the record that it’s synced to.
If an opportunity and a quote are synced, the opportunity identifies the synced quote in which two places?
- The Synced Quote field on the Opportunity detail page
- The Syncing checkbox in the Quotes related list
What happens if you stop stop the sync between a quote and an opportunity?
The link is broken and the records are no longer automatically updated with each other’s changes.
If you haven’t created custom templates or generated PDFs, start from the ___ ____.
On the quote detail page, generate a preview by clicking Create PDF.
Save the PDF to the Quote PDFs related list by clicking Save to Quote. The PDF name is the quote name plus a version number, such as AcmeQuote_V1.
If you haven’t created custom templates or generated PDFs, start from the standard template.
On the quote detail page, generate a preview by clicking Create PDF.
Save the PDF to the Quote PDFs related list by clicking Save to Quote. The PDF name is the quote name plus a version number, such as AcmeQuote_V1.
True or False?
Advanced Currency Management isn’t available with quotes.
TRUE
Advanced Currency Management IS NOT available with quotes.
Who can delete quotes?
If you have the appropriate permissions, and you’re an admin, the quote owner, or someone above the quote owner in the organization role hierarchy, you can delete quotes.
True or False?
When you delete a quote, all related PDFs, notes, and attachments are deleted.
TRUE
When you delete a quote, all related PDFs, notes, and attachments are deleted.
If the quote is synced with an opportunity, the record is removed from the opportunity’s Quotes related list. The deleted quote is moved to the Recycle Bin.
True or False?
If you restore a previously synced quote, it will sync with the opportunity.
FALSE
If you restore a previously synced quote, it’s no longer synced with the opportunity.
What must be active in an opportunity before you can create a quote for the opportunity.
Relevant price books, products, and list prices must be active in an opportunity before you can create a quote for the opportunity.
True or False?
Opportunity Name is not a required field on the quote record page layout.
TRUE
Opportunity Name is not a required field on the quote record page layout.
True or False?
On quote line items, custom field syncing is supported.
FALSE
On quote line items, custom field syncing IS NOT supported.
When a quote is created from the API, the quote line items aren’t created based on the opportunity line items. New opportunity line items are created based on the quote line items.
True or False?
If a product has default schedules, the schedules are created when you add a line item to a quote.
FALSE
If a product has default schedules, the schedules ARE NOT created when you add a line item to a quote. If the line item is copied from the opportunity, you can view the schedule from the opportunity. To change the schedule, edit the product record directly.
TRUE or FALSE?
If you have a quote line item with a discount, and the product has a default schedule on the product record or an individual schedule on the opportunity product record, you can’t edit the Discount field of the line item.
TRUE
If you have a quote line item with a discount, and the product has a default schedule on the product record or an individual schedule on the opportunity product record, you can’t edit the Discount field of the line item.
Your salesperson can’t find the the Save and Email Quote button on their quote PDFs. What might be the cause of this?
The Email Quote button has to be added to the quote page layout.
True or False?
Users can’t change a quote currency to be different than the opportunity currency.
TRUE
Currency fields for quotes and quote line items default to the user’s currency and they cannot change it to be different than the opportunity currency.
What is a Sales Price?
The price that you want to use for the product. Initially, the sales price for a product on an opportunity or quote is the product’s list price from the price book, but you can change it here. If a quote is synced with an opportunity, this field is updated from the quote line item to the opportunity product.
What can you do if you see this error message? This quote can’t be synced because it has inactive or archived products.
- If the product isn’t active, edit the product and select the Active checkbox.
- If the product has been archived and the opportunity isn’t closed, delete the product.
What can you do if you receive this error message? This quote can’t be synced because it has an inactive or archived price book.
- If the price book isn’t active, edit the price book and select the Active checkbox.
- If the price book has been archived and the opportunity isn’t closed, delete the price book.
What can you do if you receive this error message?
This quote can’t be synced because it has inactive or archived list prices.
If the list price isn’t active, edit the list price and select the Active checkbox for the list price.
If the list price has been archived and the opportunity isn’t closed, delete the list price.
What can you do if you receive this error message?
This quote can’t be synced because it has an inactive currency.
Activate the currency from Setup by entering Manage Currencies in the Quick Find box, then selecting Manage Currencies.
What can you do if you receive this error message?
This quote can’t be synced because one or more of the schedules for the opportunity products have changed since the quote was created.
Create a different quote and sync it, or open the product, delete the schedule, and then re-create the schedule.
What can you do if you receive this error message?
This quote can’t be synced because another quote that’s being synced for this opportunity is locked due to a workflow approval process. Opportunities can only sync with one quote at a time.
To unlock the other quote, finish the approval process or recall the request for approval.
What can you do if you receive this error message?
The SyncedQuote field is read only within a trigger.
Determine whether your Salesforce org is using an Apex trigger that’s attempting to modify the SyncedQuote field. The SyncedQuote field is read only and can’t be modified with a trigger. An admin can modify the trigger.
What 6 things are different with the mobile app when it comes to quotes?
- Quote PDFs appear in the related list but aren’t viewable.
- You can’t add or edit multiple quote line items at the same time.
You can’t perform these actions.
- Email quotes
- Create or delete PDFs
- Start sync or stop sync
- Create quotes from the Quotes home page. You create quotes from opportunities.
True or False?
You can send email notifications to account and contract owners when a contract expires.
TRUE
Select Send Contract Expiration Notice Emails to Account and Contract Owners, and then save your changes.
To stop sending expiration notices, deselect this option, and then save your changes.
What can you select to auto-calculate a contract end date?
To automatically calculate contract end dates, select Auto-calculate Contract End Date, and then save your changes.
What do you need to do in order to track history for contracts for all statuses?
To track history for contracts for all statuses, select Track History for All Statuses, and then save your changes.
What do you need to do to show a contract on the opportunity or quote details?
Use field-level security and field accessibility.
What can you use to show an Opportunities or Quotes related list on contracts?
Page Layouts
True or False?
An activated contract is read-only.
TRUE
An activated contract is read-only.
What would you need to enable to let your sales team track and manage customer requests for products or services?
To let your sales team track and manage customer requests for products or services, enable orders.
What happens if you disable orders?
If you disable orders, your order-related data is hidden. To access that data, re-enable orders.
What can you enable to let your sales team add order products with quantities of less than zero?
To let your sales team add order products with quantities of less than zero, enable negative quantities.
What can you enable to let your sales team add order products with quantities of zero?
To let your sales team add order products with quantities of zero, enable zero quantities.
What can you enable to let your sales teams use orders in Salesforce while managing products and price books in an external platform?
Enable orders without price books.
To enable orders without price books, your org requires a B2B license or a Salesforce Order Management license.
When this setting is active, developers can create orders without a value for the Price Book field. The order accepts only order items without price book entries. The order’s Add Products button and Edit Products button are hidden.
Orders without price books follow several different guidelines compared to standard orders. What are they?
Orders without price books don’t support reduction orders or change orders.
Order products without price book entries require list prices.
Orders without price books support only order items without price book entries. Orders with price books support only order items with price book entries.
True or False? With sharing on Orders, you can change the sharing model to make it more restrictive than the default.
FALSE
Although you change the sharing model to extend sharing to more users than the default allows, you CANNOT change the sharing model to make it more restrictive than the default.
What is an order product?
An order product is a product or service that’s provided to a customer according to an associated order.
All order products in an order are associated with a ___ ____.
All order products in an order are associated with a price book.
A _____ ______ product is a product or service to be returned, reduced, deprovisioned, or disabled according to an associated reduction order.
A reduction order product is a product or service to be returned, reduced, deprovisioned, or disabled according to an associated reduction order. Each reduction order product is directly associated with an order product.
If a customer has purchased 30 items through an order and then requests to cancel that order, what can you create to track the request?
If a customer has purchased 30 items through an order and then requests to cancel that order, you can create a reduction order to track the request.
True or False?
You can’t create multiple reduction orders for a single order, but you can create a single reduction order for multiple orders.
FALSE
You CAN create multiple reduction orders for a single order, but you CAN’T create a single reduction order for multiple orders. For example, to reduce order products that were purchased through three activated orders, you create three reduction orders—one for each original order—even if all those orders are for the same account.
True or False?
If you’re using Lightning Experience, when you clone an order with products, the products aren’t cloned.
TRUEI
If you’re using Lightning Experience, when you clone an order with products, the products ARE NOT cloned. Clone the order, and then add products as needed to the new order.
TRUE or FALSE?
If you clone an order with products, you can’t change the new order’s currency or price book.
TRUE
If you clone an order with products, you CANNOT change the new order’s currency or price book.
True or False?
After a price book is assigned to an order, you can’t change or remove the price book assignment.
TRUE
After a price book is assigned to an order, you CANNOT change or remove the price book assignment.
True or False?
The Salesforce mobile app supports forecast adjustments.
TRUE
The Salesforce mobile app now supports forecast adjustments. In the mobile app, you can adjust your own forecasts but not your subordinates’ forecasts. Previously, all mobile forecasts were read-only.
Lauren Cheng, the Salesforce admin at Rollings Tech, has a problem she hopes she can solve ASAP. Her team uses spreadsheets and handwritten notes to track sales forecasts. Each sales period, Nigel Roberts, the forecast manager, has to update and collate all those separate documents, which creates a disconnect from Salesforce and causes documents to be outdated quickly. What can Lauren do?
Collaborative Forecasts
What is rollup is a Forecast based on?
In Salesforce, a forecast is based on the gross rollup of a set of opportunities.
The forecast amounts on the forecasts page are totals and subtotals of the opportunities in what four forecast categories?
- Pipeline
- Best Case
- Commit
- Closed
What 3 things are forecasts based on?
You base forecast amounts on
opportunities, opportunity splits, or product families.
How do you set up Salesforce so that your users can view Collaborative Forecasting?
- From Setup, enter Users in the Quick Find box, then select Users.
- For each user that you want to enable, click Edit.
- Under General Information, select Allow Forecasting.
- Save your changes.
True or False?
You need to enable the View Roles and Role Hierarchy permission in order for your users to access role-based forecasts in Lightning Experience.
FALSE
Although users need the View Roles and Role Hierarchy permission to access role-based forecasts in Lightning Experience, this permission is assigned to all forecast users by default.
Besides ‘Allow Forecasting’, which 4 other user permissions automatically enable View Roles and Role Hierarchy?
- View Setup and Configuration
- View All Forecasts
- Override Forecasts
- Delegated External Portal User
Your forecast hierarchy is based on your ___ ___ hierarchy or, if you’ve enabled territory forecasts, your ____ hierarchy.
Your forecast hierarchy is based on your user role hierarchy or, if you’ve enabled territory forecasts, your territory hierarchy.
It lists your forecast users or territories and determines how their forecasts roll up through your company. Keep your forecast hierarchy up to date to ensure that everyone can see the forecasts they need.
True or False?
When you assign someone as a forecast manager, all forecasts and adjustments from the manager’s subordinates in the hierarchy roll up into the manager’s forecasts.
TRUE
Yes, when you assign someone as a forecast manager, all forecasts and adjustments from the manager’s subordinates in the hierarchy roll up into the manager’s forecasts.
For everyone to see the forecasts, what 4 things do you need to do?
- Make sure that your user role hierarchy is set up if you plan to use role-based forecasts.
- Assign a forecast manager to the top level of your role-based forecast hierarchy.
- Verify that each sales manager with subordinates is designated as a forecast manager in your role-based forecast hierarchy.
- Assign a forecast manager to every territory for which you want to show rolled-up territory forecasts.
How do you Select a Forecast Currency in Collaborative Forecasts?
Review the information in Multiple Currencies in Forecasts.
From Setup, enter Forecasts Settings in the Quick Find box, then select Forecasts Settings.
Next to Forecast Currency, choose a forecast currency option.
Save your changes.
Users can forecast up to __ months, __ fiscal periods, or __ quarters in the future or past.
Users can forecast up to 15 months, 15 fiscal periods, or 8 quarters in the future or past.
What is a forecast category? is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage.
A forecast category is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage.
What are the 5 standard forecast categories?
- Pipeline
- Best Case
- Commit
- Omitted
- Closed
You can customize the forecast category names.
Forecasts rely on how picklist values map between the ___ field and the ___ ___ field on opportunities.
Forecasts rely on how picklist values map between the Stage field and the Forecast Category field on opportunities.
True or False?
Users cannot edit the Forecast Category field on opportunities that they own, overriding the default stage-to-category mapping.
FALSE
Users can edit the Forecast Category field on opportunities that they own, overriding the default stage-to-category mapping.
How do you enable Quotas in Collaborative Forecasts to let your team see sales quotas on the forecasts page?
- From Setup, enter Forecasts Settings in the Quick Find box, then select Forecasts Settings.
- Under Configure the Default Forecast Display, select Show quotas.
- Save your changes.
How can you easily Manage Quota Data for Collaborative Forecasts in Setup?
- Make sure that quotas are enabled.
- From Setup, in the Quick Find box, enter Quotas, and then click Forecasts Quotas.
- Select the period, forecast type, and product family of the quotas you want to add or update, and then click Show Quotas.
- Search for and select the users, roles, or territories whose quotas you want to manage, and then click Edit Selected Rows. You can also click the pencil icon to edit quota and currency fields.
- Enter quota amounts or quantities, and then save your changes.
Besides manually going in and managing sales quotas, what 2 tools can you use?
Data Loader provides a simple point-and-click method for adding, inspecting, and editing quota data in Salesforce. APIs provide more flexibility but require you to write code. To use either method, make sure that API access is enabled.
How do you enable forecast adjustments in collaborative forecasts?
- Set up your forecast hierarchy.
- From Setup, enter Forecasts Settings in the Quick Find box, then select Forecasts Settings.
- To let forecast managers adjust the forecasts of their immediate subordinates and child territories, under Enable Forecast Adjustments, select Enable manager adjustments.
- To let all forecast users adjust the amounts of their own forecasts, including the territory forecasts they own, under Enable Forecast Adjustments, select Enable owner adjustments.
- Save your changes.
- From Setup, enter Profiles in the Quick Find box, then select Profiles.
- Find a profile for which you want adjustments enabled.
- If you’re using the enhanced profile user interface, click App Permissions, and then click Edit.
- Select Override Forecasts, and then save your changes.
What is the difference between Individual forecast category rollups and Cumulative forecast rollups?
Individual forecast category rollups combine the opportunities from each individual forecast category into separate forecast amounts for each category.
Cumulative forecast rollups combine opportunities from multiple forecast categories into cumulative forecast amounts.
What do you choose to forecast on amounts?
Choose opportunity revenue forecasts. The amount used depends on the date type you select.
What do you choose to forecast on quantities?
Choose opportunity quantity forecasts. The quantity used depends on the date type you select.
What can you forecast on with collaborative forecast families?
You can forecast on revenue, quantity, or both.
True or False? With collaborative forecast families, forecast users can view individual product family forecasts for users they have access to view.
TRUE
Forecast users can view individual product family forecasts for users they have access to view.
If your company groups its products and services into families and wants to forecast based on those families, what kind of collaborative forecast should you use?
If your company groups its products and services into families and wants to forecast based on those families, use a product family forecast.
True or False? You can set separate product family quotas for each sales rep and a single quota for each sales rep.
FALSE
Yes, you can set separate product family quotas for each sales rep, but not a single quota for each sales rep.
True or False?
In collaborative forecases, with opportunity splits you can forecast on revenue and on quantity.
FALSE
With opportunity splits, keep the following in mind.
You can forecast on revenue but not on quantity.
What 3 things must you enable to use opportunity splits in collaborative forecasts?
You must have Team Selling, Opportunity Splits, and the Revenue split type enabled.
In collaborative forecasts, what can you use to track revenue from sales team members who help close opportunities but aren’t directly responsible for them?
Use overlay splits to track revenue from sales team members who help close opportunities but aren’t directly responsible for them.
What 3 things must you enable in collaborative forecasts to get overlay splits to work?
You must have Team Selling, Opportunity Splits, and the Overlay split type enabled.
True or False?
In collaborative forecasts, for overlay splits, you can forecast on revenue but not on quantity.
TRUE
Yes, you can forecast on revenue but not on quantity.
True or False?
In collaborative forecasts, with a custom currency field, you can forecast on revenue and quantity.
FALSE
Because the field must be a custom currency field, you can forecast on revenue but not quantity.
True or False?
You can forecast on the custom field regardless of whether it includes opportunity splits.
TRUE
You can forecast on the custom field regardless of whether it includes opportunity splits.
With collaborative forecasts, fegardless of whether the field uses splits, you must have which 3 things enabled?
Team Selling, Opportunity Splits, and a custom split type enabled for the field.
What field is useful to have when the Amount field and the actual revenue brought in by opportunities often differ?
If the value of the Amount field and the actual revenue brought in by the opportunity often differ, the Expected Revenue field on opportunities is useful.
True or False?
You can forecast on the Expected Revenue field regardless of whether you use opportunity splits with it.
TRUE
Yes, you can forecast on the Expected Revenue field regardless of whether you use opportunity splits with it.
What must you enable for collaborative forecasting’s Expective Revenue field to be used?
Regardless of whether you use splits with the Expected Revenue field, you must enable Team Selling, Opportunity Splits, and a custom split type for it.
What 4 things can the user see on the forecast page when territory forecasts are enabled.
- Forecast rollups based on the territories assigned to each opportunity
- Forecasts for the territories that the user is assigned to
- Territory forecasts that have been shared to the user
- The opportunities included in territory forecasts, regardless of whether the opportunity owner is assigned to the territory
True or False?
Territory forecasts are based on user role hierarchy.
FALSE
Territory forecasts are based on your territory hierarchy, not your user role hierarchy, as other forecast types are.
Fill in the blanks with can or can’t:
You _____ use the opportunity revenue by schedule date and opportunity quantity by schedule date forecast types at the same time.
You _____ use the opportunity revenue by schedule date and opportunity revenue by product date forecast types at the same time.
YES: You can use the opportunity revenue by schedule date and opportunity quantity by schedule date forecast types at the same time.
NO: you can’t use the opportunity revenue by schedule date and _opportunity revenu_e by product date forecast types at the same time.
Fill in the blanks
A $12,000 opportunity has a close date of June 30, 2018, with $1,000 revenue scheduled monthly.
If you forecast by close date, forecasts for the month of June include ______ for the opportunity.
If you forecast by schedule date, forecasts for the month of June include _____ for the opportunity.
A $12,000 opportunity has a close date of June 30, 2018, with $1,000 revenue scheduled monthly.
If you forecast by close date, forecasts for the month of June include $12,000 for the opportunity.
If you forecast by schedule date, forecasts for the month of June include $1,000 for the opportunity.
With collaborative forecasts, if a schedule isn’t available for an opportunity product, what does Salesforce use?
If a schedule isn’t available for an opportunity product, Salesforce uses the product’s Date and Total Price or Quantity fields.
Fill in the blanks:
A $10,000 opportunity has a close date of June 30, 2018 and two products: laptops for $4,000 and desktops for $6,000. The $4,000 product date is June 30, 2018. The $6,000 product date is May 31, 2018.
If you forecast by close date, forecasts for the month of May don’t include an amount for this opportunity. Forecasts for the month of June include _____for this opportunity.
If you forecast by product date, forecasts for the month of May include ____ for this opportunity. Forecasts for the month of June include ____ for this opportunity.
A $10,000 opportunity has a close date of June 30, 2018 and two products: laptops for $4,000 and desktops for $6,000. The $4,000 product date is June 30, 2018. The $6,000 product date is May 31, 2018.
If you forecast by close date, forecasts for the month of May don’t include an amount for this opportunity. Forecasts for the month of June include $10,000 for this opportunity.
If you forecast by product date, forecasts for the month of May include $6,000 for this opportunity. Forecasts for the month of June include $4,000 for this opportunity.
If your sales team uses _____ _____ Management and _______Forecasts, they can forecast by territory.
If your sales team uses Enterprise Territory Management and Collaborative Forecasts, they can forecast by territory.
What do Territory forecasts give your team?
Territory forecasts give your team a snapshot of how expected sales compare between territories.
What 4 things can you see on the forecasts page when territory forecasts are enabled?
When territory forecasts are enabled, the forecasts page shows the user the following.
- Forecast rollups based on the territories assigned to each opportunity
- Forecasts for the territories that the user is assigned to
- Territory forecasts that have been shared to the user
- The opportunities included in territory forecasts, regardless of whether the opportunity owner is assigned to the territory
What two things with territory forecasts can uses drill down to?
- Child territories’ forecasts.
- An individual rep’s forecasts for a territory if the territory doesn’t have a forecast manager.
True or False?
Territory forecasts are based on user role hierarchy.
FALSE
Users switch from role-based forecasts to territory-based forecasts by selecting a territory forecast type, listed under Forecast Type in Display Settings.
Fill in the blank with can or can’t.
A territory’s forecast manager can view the forecasts for that territory. If the territory has other users assigned, those users___ view that territory’s forecasts.
A territory’s forecast manager can view the forecasts for that territory. If the territory has other users assigned, those users can’t view that territory’s forecasts.
Those users’ opportunities are rolled up into the territory’s forecasts and are not grouped by user.
True or False?
If a forecast manager is assigned, the territory’s opportunities roll up into the territory forecast, not the individual users’ forecasts.
TRUE
Yes, if a forecast manager is assigned, the territory’s opportunities roll up into the territory forecast, not the individual users’ forecasts.
Also, if no forecast manager is assigned, the opportunities are grouped based on the individual users within the territory.
Troubleshoot this issue. How can you solve it? You own the Smith & Co. opportunity, and it’s assigned to your California territory.
For some reason, though, you appear in the forecasts grid but are not searchable. Why is that?
You’re not assigned to the California territory. Make sure you get assigned to the territory in order to be searchable.
True or False?
Forecast managers can share their forecasts with any Salesforce user at their company.
TRUE
Yes, when sharing, they specify whether a coworker can make adjustments or only view the shared forecasts.
True or False?
Forecast managers can’t share their summary view of territory forecasts.
TRUE
Forecast managers can’t share their summary view.
Your territory hierarchy has three branches: Canada, Mexico, and US. Canada and US have child territories. And every territory except Quebec has a forecast manager assigned, shown here in parentheses. Which territories do Amy, Kim, and Dan have access to?
- Canada (Amy)
- Ontario (Amy)
- Quebec (No forecast manager. Dan and Kim are assigned as reps.)
- Mexico (Kim)
- US (Dan)
- CA (Amy)
- LA (Kim)
- SAC (Amy)
- SF (Dan)
- CA (Amy)
With your territory hierarchy set up this way:
- Amy sees forecasts for Canada and CA.
- Dan sees forecasts for Quebec and US.
- Kim sees forecasts for Quebec, Mexico, and LA.
Then Amy and Dan can drill down to child territory forecasts. For example, Amy can get forecasts for Ontario and SAC. For Kim, no child territory forecasts are available.
True or False?
When you enable a forecast type, the initial calculation of the new forecast appears immediately.
FALSE
When you enable a forecast type, the initial calculation of the new forecast can take some time.
True or False?
A forecast is an expression of expected sales based on the net rollup of a set of opportunities
FALSE
A forecast is an expression of expected sales based on the gross rollup of a set of opportunities
Your admin can enable up to _____ types of forecasts that you can switch between. Each type of forecast stores its own quota and adjustment data.
Your admin can enable up to four types of forecasts that you can switch between. Each type of forecast stores its own quota and adjustment data.
True or False?
In the Salesforce mobile app, you can adjust your own forecasts but not your subordinates’ forecasts.
TRUE
In the Salesforce mobile app, you can adjust your own forecasts but not your subordinates’ forecasts.
True or False?
Forecast managers can share their territory forecasts page with any Salesforce user at their company.
FALSE
Although, Forecast managers can share their forecasts page with any Salesforce user at their company, they can’t share territory forecasts.
True or False?
A forecast adjustment will change the underlying gross rollup amount.
FALSE
An adjustment DOES NOT change the underlying gross rollup amount—it just adds a layer of detail.
Forecast managers can adjust their own Commit and Best Case forecasts and the forecasts of subordinates ___ level(s) below them in the forecast hierarchy.
Forecast managers can adjust their own Commit and Best Case forecasts and the forecasts of subordinates one level(s) below them in the forecast hierarchy.
True or False?
Forecast Managers can’t view adjustments their subordinates make at the levels below them in the forecast hierarchy.
FALSE
They can view adjustments that subordinates make at every level below them in the forecast hierarchy.
Adjustments made to their subordinates’ forecasts roll up into their own forecasts.
True or False?
Any adjustments that the managers make to subordinates’ forecasts from their own forecast page will appear on the subordinate’s forecasts page.
FALSE
Any adjustments that the managers make to subordinates’ forecasts from their own forecast page DO NOT appear on the subordinate’s forecasts page.
Instead, the managers see that subordinate’s forecasts and any adjustments that the subordinates made to their own forecasts or forecasts of their subordinates.
True or False?
You can show or hide quota data
TRUE
Yes, if your Salesforce admin has set up quotas, you can show or hide quota data so that your forecasts page looks the way you want it to look.
What are Territory Types?
Territory types help you organize your territories by key characteristics important to your company.
True or False?
Territory Types don’t appear on territory model hierarchies.
TRUE
They don’t appear on territory model hierarchies.
True or False?
An account can be assigned to more than one territory.
TRUE
Depending on how your organization assigns accounts, an account can be assigned to more than one territory.
What is a territory?
Territories organize groups of accounts and the Salesforce users who work with those accounts. Territories are created based on territory types.
What is a territory model?
A territory model represents a complete territory management system for your company. Modeling lets you create and preview multiple territory structures and different account and user assignments before you activate the model that works best.
True or False?
Several territory model can be active at any time.
- *FALSE**
- *Only one** model can be active at any time. Activate the model you want to use to finalize its user and account assignments.
What is a territory hierarchy?
The territory hierarchy shows a model’s territory structure and serves as its main interaction point. Start from the hierarchy to create, edit, and delete territories; run assignment rules for territories, and navigate to territory detail pages for more information.
From the hierarchy, you can also assign territories to opportunities, run assignment rules at the model level, and activate or archive the model. The forecasts hierarchy for territory forecasts is based on your territory hierarchy in the active territory model.
What is Territory Model State?
A Territory model state indicates whether a territory is in the planning stage, in active use, or archived. You can have only one active territory model at a time, but you can create and maintain multiple models in planning or archived state to use for extra modeling or reference. Some states reflect a territory model’s lifecycle and others indicate errors in processing when states are changed.
True or False?
You can create and maintain only one model at a time.
FALSE
You can have only one active territory model at a time, but you can create and maintain multiple models in planning or archived state to use for extra modeling or reference.
What are the 3 territory model lifecycle states?
planning, active, and archived
True or False?
Users who have full access to an account can assign any active territory to the related opportunity.
TRUE
Users who have full access to the account can assign any active territory to the opportunity.
True or False?
Users who do not have full access can assign only a territory that is also assigned to the opportunity’s account.
TRUE
Users who do not have full access to an opportunity’s account can assign only a territory that is also assigned to the opportunity’s account.
What can you do to automate assignment of territories to opportunities?
To automate assignment of territories to opportunities, enable and configure filter-based opportunity territory assignment.
How can you enable filter-based opportunity territory assignments for Enterprise Territory Management?
- From Setup, enter Territories in the Quick Find box, and then select the territory settings.
- Filter-Based Opportunity Territory Assignment.
- If your organization is using the Apex code Salesforce provides, first create the class and then return to this Settings page and enter the class name: OppTerrAssignDefaultLogicFilter. If you opt to use your own code for the Apex class, come back and enter the name of the class that you create.
- If you want to run the filter-based opportunity territory assignment job when opportunities are created, select that option.
- Save your settings.
When is the first step in building a territory model in Salesforce?
Creating territory types is the first step in building your territory model in Salesforce.
What determines the number of territory models you can create in production and sandbox orgs?
Your Salesforce edition determines the number of territory models you can create in production and sandbox orgs. This limit includes models created by cloning.
How do rules work with assigning territories?
Create and run rules that automatically assign new or edited accounts to territories. A rule identifies one or more characteristics you use to define that territory, and tells Enterprise Territory Management to assign accounts with those characteristics to that territory automatically. Accounts are assigned to territories according to your rules automatically on account creation or update only if your territory model is in Active state.
True or False?
Accounts that aren’t assigned to territories by rules can be assigned manually to one or more territories.
TRUE
Accounts that aren’t assigned to territories by rules can be assigned manually to one or more territories, one territory at a time.
As a best practice, what should you do before you activate a territory model?
Before you activate a territory model, preview and validate its territory account assignments. Preview assignments by running assignment rules when the model is in Planning state. Also verify your manual assignments.
Where would be the best place to look to find the six sales reps that assigned to the East Coast territory for the XYZ publishing account?
Six sales reps are assigned to the East Coast territory. Because XYZ Publishing is also assigned to the East Coast territory, the six sales reps in the territory appear in the Users in Assigned Territories related list on the XYZ Publishing account record
Accounts and users are assigned to territories independently, but when an account is assigned to a territory, that territory’s users have access to the account. It’s easy to find out who those users are by looking at the account record.
True or False?
Manual territory assignments are controlled by your access to the opportunity’s assigned (parent) account.
TRUE
Yes, manual territory assignments are controlled by your access to the opportunity’s assigned (parent) account.
Also, when you assign a territory to an opportunity, that opportunity is shared with all Salesforce users assigned to that territory’s parent in the territory model’s hierarchy.
True or False?
Apply assignment rules to descendants at the territory model level only.
FALSE
The ability to apply an assignment rule to descendant territories is available at the territory level only. You can’t apply assignment rules to descendants at the territory model level. The only option you get is to apply a rule to descendant territories if you access the rule’s record from an individual territory.
True or False?
You can archive a territory model only if it’s in the Planning state.
FALSE
You can archive a territory model only if it’s in the Active state. After archiving a model, you can’t return it to the Active state or the Planning state.
True or False?
You can delete an territory only if it’s in the Planning or Archived state.
TRUE
You can’t delete an active territory. The model must be in Planning or Archived state.
True or False?
If you disable, then re-enable Enterprise Territory Management, you can lose data that had previously been available through the feature.
TRUE
If you disable Enterprise Territory Management, your users lose record access that’s based on territory assignments, and your organization no longer has access to territory management data, including territory forecasts. If you re-enable Enterprise Territory Management, you can lose data that had previously been available through the feature.
True or False?
When you manually assign a territory to an opportunity on the opportunity record, the opportunity is shared with all users assigned to the territory’s parent in the territory model’s hierarchy.
TRUE
Yes, when you manually assign a territory to an opportunity on the opportunity record, the opportunity is shared with all users assigned to the territory’s parent in the territory model’s hierarchy.
True or False?
In Sales Paths, the record type and owner fields aren’t editable in the Key Fields panel.
TRUE
In Sales Paths, the record type and owner fields ARE NOT editable in the Key Fields panel.
To transfer ownership, users must use the Details tab. To change the record type, they must use the Change Record Type action.
If you create a sales path for leads, SF recommends making _______ status the first step.
If you create a path for leads, we recommend making Unqualified status the first step.
True or False?
Only active products can be used in opportunities.
TRUE
Only active products can be used in opportunities.
True or False?
Opportunity Product is a junction object between Product and Opportunity.
TRUE
Yes, Opportunity Product is a junction object between Product and Opportunity.
True or False?
Price Book Entry is the junction object between Price Books and Products.
TRUE
Price Book Entry is the junction object between Price Books and Products.
True or False?
A standard price book is your product master list and every product has to be added to the standard price books.
TRUE
A standard price book is your product master list and every product has to be added to the standard price books (one entry per currency).
True or False?
You can define which users use custom price books.
TRUE
You can define which users use custom price books. Examples of a custom price book could be retail and wholesale or regional price books.
What are the different prices used with products?
Standard Price - in Standard (Master) price book
List Price - price determined by further price books
Sales Price - price defined in opportunity
True or False?
Each opportunity can have multiple price books.
FALSE
Every opportunity can only have only one price book.
True or False?
Once products are added to an opportunity, you can no longer change the amount field.
TRUE
Once products are added to an opportunity, you can no longer change the amount field. That field is calculated as a sum of all products.
To change the sales price on opportunities, users need what permission?
With app permission, Edit Opportunity Product Sales Price
What Price Books can users choose from?
Any price books that you allow them to see/that are shared with them.
You can specify No Access, View Only and Use under Org-Wide Sharing Defaults
How do you add Products to Price Books?
Everything has to be active - Price Book, Product, etc., first.
Then, from the related list on Product
Or, from the related list on Price Book
How do I remove a Product from a Price Book?
Delete the product from the price book entry (only if not used)
Deactivate the product from the price book entry (if used)
What are product schedules?
Paid and/or Delivered in installments
Quantity schedule - subscription
Revenue schedule - car purchase
Quantity and Revenue schedule - wine club
How do schedules work?
The admin sets default schedules against each product: Type/Period/Installments
Based on the start date listed in the product on the opportunity, Salesforce creates the schedule.
Users can go in and edit the schedule (Reestablish schedule or Edit schedule) if it differs from the default
You cannot add a product to a price book. Why might that be?
- The product is not active
- The currency entry in the standard price book might not be entered or active
How would you make sure your users can easily sell different products in different regions?
Create Regional Price Books and decide which users can use which price books
What is the Sales Price?
The price given in the opportunity. Users need the Edit Opportunity Product Sales Price permission to change the Sales Price.
Some regional users should be able to edit their products and price books. What can you do to make that happen?
Permission Set with CRED, sharing for Price Books.
You deliver a product weekly and the customer pays quarterly. How can you set that up?
Quantity and revenue schedule.
True or False?
Deactivating a price book entry destroys all historic data.
FALSE
You simply cannot access the price book, but you can see the historic data.
If you deactivate a product, what happens?
Its automatically taken away as a price book entry in all price books
True or False?
You can track only one quote against an opportunity.
FALSE
You can track one OR MULTIPLE quotes against an opportunity.
______ make it easy to create a pdf from template and mail it to customers.
Quotes
What do you need to do to activate quotes?
- Enable
- Customize Object
- Create Templates
How do quotes work? What is the workflow to create a quote?
True or False?
Only one quote at a time can be synchronized with an Opportunity.
TRUE
Only one quote at a time can be synchronized with an Opportunity.
It will stay synched until another quote is synched with the Opportunity. Or, until it is set to “Stop Sync”
TRUE OR FALSE?
Changes in line items, quantities, prices etc. are updated from Quote to Opportunity Product but not the other way around.
FALSE
Changes in line items, quantities, prices etc. are updated from Quote to Opportunity Product and from Opportunity Product to Quote.
True or False?
Quotes come with a standard PDF template.
TRUE
Quotes come with a standard PDF template and further custom templates can be created.
True or False?
Templates need to be active to use in Quotes.
TRUE
Templates need to be active to use in Quotes.
True or False?
You can add sections to quote templates.
TRUE
for totals, using fields for prices, taxes etc.
for a logo
etc.
True or False?
Users cannot edit a quote pdf.
TRUE
A particular quote cannot be edited on the pdf. The template can be edited, but once quote pdf’s are created they cannot be edited.
True or False?
An Admin can define which statuses allow users to send quotes via email.
TRUE
An Admin can define which statuses allow users to send quotes via email (with “allow email” checkbox next to Status Picklist values in Set Up).
A user is not able to select a template when creating a quote. Why might that be?
The template is not active
A user wants to add a product to a quote, but cannot find the product. Why might that be?
The product is not active or is not an active entry in the price book.
What happens when you delete a product from a synched quote?
The product is deleted from the Opportunity
True or False?
If you activate Forecasts, you end up with a new tab called Forecasts.
TRUE
If you activate Forecasts, you end up with a new tab or user interface called Forecasts, where your users can select what they want displayed and how they want to display it, based on the forecast settings you make available.
Can give them the option to measure against quota
Users can make adjustments (Managers)
You can add up to ___ types in Forecast Settings. All the types you can add are?
4 Types. All the types are:
Opportunities, Product Family
Opportunity Revenue Splits, Opportunity Overlay Splits
Expected Revenue, custom currency field (such as a Margin field)
What can be measured with the different forecast types?
-
Opportunities, Product Family
- Measure Revenue, Quantity with Close Date, Product Date, Schedule Date
-
Opportunity Revenue Splits, Opportunity Overlay Splits
- Measure Revenue with Close Date
-
Expected Revenue, custom currency field (such as a Margin field)
- Measure Revenue with Close Date
You, as an admin can decide if you will allow Forecast adjustments. Which two checkboxes will make it so you can enable adjustments? Then, what do you need to do in Profiles?
- Enable Manager Adjustments
- Enable User Adjustments
- Then, go to the correct profile and select Override Forecasts
What do you need to select to make it so that your Forecast is no longer shown by just Forecast Category? And, what are the Forecast Categories?
Enable Cumulative Forecast Rollups
When you configure the Forecast Display what does that page look like?
With Forecast Category, ______ defines which Category is allocated.
With Forecast Category, Opportunity Stage defines which Category is allocated.
True or False?
Users cannot change the Category in an Opportunity
FALSE
Users can change the Category in an Opportunity
True or False?
Forecast Categories cannot be renamed
FALSE
Categories CAN be renamed
What is the Forecast Hierarchy?
What is a Quota?
A sales goal
Quota given Per user and per Forecast Type
How can you assign Quotas and what permissions do you need to have?
On Forecast Quota page in Setup
or using a data tool (via API, such as with Data Loader)
Need to have the permissions:
Manage Quotas, View All Forecasts
What is different with Territory Management?
A user asks you where Forecast Category comes from. How would you answer?
Forecast Category is always tied to a stage; can be renamed
What options do you have if you use Territory Management?
Opportunity by revenue/quantity
Product Family by revenue/quantity
What has to be done to make sales goals visible?
Show Quota in Forecast Settings
Assign Quota to users
App permissions: View all Forecasts, Manage Quota
What is necessary to make Forecast Adjustments?
Enabled in Forecast Settings (Manager/Owners)
App Permission: Override Forecasts (either in a Profile or Permission Set)
