Sales Cloud Consultant Deck

Question 1

The finance department of Universal Containers is noticing a decline in profitability, which they attribute to an excessive number of discounts on opportunities.

What can the finance department do to monitor and control opportunity discounting? Choose 2 answers.

A. Create a custom roll-up field to calculate the average product discount for each customer.
B. Run a report on opportunities showing list price and discounted price.
C. Ensure that sales management approves discount requests for each opportunity.
D. Limit the number of discounted products that can be added to an opportunity.

Answer 1

B. Run a report on opportunities showing list price and discounted price.
C. Ensure that sales management approves discount requests for each opportunity.

Question 2

A customer needs Chatter, a custom mobile layout, and custom branding for its mobile users.
Which solution should a consultant recommend?

A. Chatter for Mobile
B. Custom mobile solution
C. Salesforce1
D. Mobile Classic

Answer 2

C. Salesforce1

Question 3

Universal Containers needs to show a dashboard with forecast by product family with quotas. What solution should a consultant recommend?
A. Customize quotas with product report, and add necessary fields.
B. Build a custom report type with forecasting quotas for forecasting items.
C. Build a joined report with closed opportunities, forecasting items, and quotas.
D. Create an analytic snapshot to capture the opportunity forecast.

Answer 3

D. Create an analytic snapshot to capture the opportunity forecast.

Question 4

Universal Containers allows its sales representatives to negotiate up to 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 the Regional Vice President (RVP) for approval. Which approach would satisfy these requirements.
A. Configure an approval process for the RSM and a workflow rule for the RVP.
B. Create a two-step approval process for the RSM and the RVP as approvers.
C. Configure a workflow approval task and email to notify the RSM and RVP.
D. Create two approval processes, one for the RSM and one for the RVP.

Answer 4

B. Create a two-step approval process for the RSM and the RVP as approvers.

Question 5

Universal Containers uses Products in Salesforce and has a private security model. The product management employees do not have access to all opportunities but would like to track the performance of a new product after it’s launched. What should a consultant recommend to allow the product management employees to track the performance of the product?
A. Create a criteria-based sharing rule to add the product management team to relevant opportunities.
B. Create a trigger to add the product management team to the sales team of the relevant opportunities.
C. Create a new product and add it to the price book with the product manager as an owner.
D. Create a trigger to set the product manager as owner for opportunities on the new product.

Answer 5

A. Create a criteria-based sharing rule to add the product management team to relevant opportunities.

Question 6

Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?
A. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
B. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.
C. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.
D. Create two sales processes, two opportunity record types, and a workflow rule triggered by the sales stage.

Answer 6

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

Question 7

Universal Containers has organization-wide defaults set to private. Sales representatives own accounts and would like to collaborate with the relevant people from other departments (e.g. marketing and product management). What should a consultant recommend to ensure collaborating team members can report on and access relevant data in Salesforce? Choose 2 answers.
A. Use opportunity team to share records with relevant people.
B. Use account team to share records to relevant people.
C. Use Chatter to share records with relevant people.
D. Use manual sharing on account to share specific records.

Answer 7

B. Use account team to share records to relevant people.

D. Use manual sharing on account to share specific records.

Question 8

Universal containers has configured Salesforce to store all individual consumer contacts under a single account called ‘Consumer.’ The consumer business has grown to more than 500,000 contacts. Mass updates are no longer completed within the defined timeframe and an increased number of errors are being reported.
What should a consultant recommend to improve system performance? Choose 2 answers.
A. Add an index to the account field on the contact object.
B. Enable person accounts and migrate the contact data.
C. Ensure that no single account has more than 10,000 contacts.
D. Remove the account assignment for all contacts.

Answer 8

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

C. Ensure that no single account has more than 10,000 contacts.

Question 9

Resellers for Universal Containers 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 the appropriate list views and report folders in the Partner Communities for all partner users.
C. Create a new tab in the Partner Communities to display the appropriate list views and report folders.
D. Create a Chatter group that allows partners to post links to appropriate list views and reports.

Answer 9

B. Create the appropriate list views and report folders in the Partner Communities for all partner users.

Question 10

Universal Containers 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 is concerned contacts may have moved to different organizations.
What should a consultant recommend to ensure customer data is accurate?
A. Create a workflow rule to mass email the contacts and capture any email bounces.
B. Use a data enrichment tool to verify account and contact data is up-to-date.
C. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
D. Create a workflow rule for the account and contact owner to confirm contact data.

Answer 10

C. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.

Question 11

Universal Containers has a lead qualification team that qualifies and converts leads into opportunities. During lead conversion, the new opportunity must be assigned to the account owner. Which solution should a consultant recommend to meet this requirement?
A. Create a trigger on the opportunity.
B. Create an assignment rule on the opportunity.
C. Create an assignment rule on the account.
D. Create a workflow on the opportunity.

Answer 11

A. Create a trigger on the opportunity.

Question 12

Universal Containers is deploying a formal sales methodology while implementing Salesforce. What should a consultant recommend to ensure the alignment of the sales methodology and Salesforce? Choose 3 answers.
A. Develop a data integration between Salesforce and the sales methodology database.
B. Consider available sales methodology AppExchange applications.
C. Override Salesforce user interface with the sales methodology user interface.
D. Configure Salesforce standard and custom objects to support the sales methodology.
E. Embed custom components within Salesforce to support the sales methodology.

Answer 12

B. Consider available sales methodology AppExchange applications.

D. Configure Salesforce standard and custom objects to support the sales methodology.

E. Embed custom components within Salesforce to support the sales methodology.

Question 13

Universal Containers requires that each of its products is sold with 12 months of product maintenance. This is entered as a separate opportunity product line item on the opportunity. Once an opportunity is closed/won and the order has been shipped to the customer, the service manager manually records the maintenance line item in the assets object and sets an alert 90 days prior to the expiration date.
What should a consultant recommend to streamline this process?
A. Install an appExchange app or create a trigger to automatically create an asset record once an opportunity is closed/won.
B. Turn on the sync asset feature from the asset settings to create an asset record once an opportunity is closed/won.
C. Request the sync order to asset feature from Salesforce to create an asset record once an opportunity is closed/won.
D. Create a trigger on the asset object once an opportunity is closed/won, and the add a button to the opportunity page layout.

Answer 13

C. Request the sync order to asset feature from Salesforce to create an asset record once an opportunity is closed/won.

Question 14

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

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

Answer 14

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

Question 15

Universal Containers wants to improve the information profile of its current contacts in Salesforce by using social networking applications (e.g. LinkedIn and Twitter) to add to the information currently gathered for accounts, contacts, and leads.
What should a consultant recommend to meet this requirement?
A. Enable the Salesforce to Social Network API connection to sync records.
B. Create custom fields that hold URL links to social profiles for accounts, contacts, and leads.
C. Enable Social Accounts and Contacts to link records to social profiles.
D. Define the social network fields and enable them on account, contacts, and leads.

Answer 15

C. Enable Social Accounts and Contacts to link records to social profiles.

Question 16

Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g. amount or sales stage). However, individuals would like to control the frequency of their email notifications. Which solution should a consultant recommend for this scenario?
A. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.
B. Define a workflow rule and email tasks that is triggered when key fields are updated to new values.
C. Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.
D. Configure the individual Salesforce for Outlook email settings to control notification frequency.

Answer 16

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

Question 17

Universal Containers has recently started using forecasting in collaboration with sales stages to better understand its pipeline. All sales reps have submitted their forecast numbers for approval. The VP of Sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total amount of $25,000. The VP of Sales then notices that there is $15,000 that is not included in the pipeline forecast summary. What should a consultant suggest as a possible reason for the exclusion.
A. The $15,000 is business that is in the Commit category, which is excluded from the pipeline forecast summary.
B. The $15,000 is business that is too new and has been assigned to the Omitted forecast category.
C. The $15,000 is business that has already been lost and, therefore, is excluded from the pipeline forecast summary.
D. The $15,000 is business that is in the Best Case category, which is excluded from the forecast summary.

Answer 17

B. The $15,000 is business that is too new and has been assigned to the Omitted forecast category.

Question 18

The sales manager at Universal Containers wants to be informed when a lead created from the “Contact Us” form on the corporate website has not been followed-up within 24 hours of being submitted. Which Salesforce feature should the consultant use to meet this requirement?
A. Notify using publisher action.
B. Send an email using lead escalation rule.
C. Notify using Chatter on Leads.
D. Send an email using time-based workflow.

Answer 18

D. Send an email using time-based workflow.

Question 19

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

Answer 19

D. Converted amounts are based on the historical exchange rate associated with the close date.

Question 20

Universal Containers has many customers that repeat the same purchase on a regular basis. These customers are classified as a repeat account type. Sales management wishes to use Salesforce to automate repeat opportunities. What should a consultant recommend to meet this requirement?
A.Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.
B. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
C. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
D. Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat accounts when it reaches closed/won stage.

Answer 20

A.Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.

Question 21

Sales representatives at Universal Containers 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 and opportunities the manager owns.
B. Activities report on accounts, contacts, and opportunities the manager owns
C. Activities report on accounts the manager owns
D. Activities report on accounts and contacts the manager owns.

Answer 21

A. Activities report on accounts and opportunities the manager owns.

Question 22

Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily logins. What other measure of sales user adoption should be considered? Choose 2 answers.
A. Completeness of records entered into the new system.
B. Number of neglected opportunities over time by role.
C. Number of reports exported to Excel for analysis.
D. Overall effectiveness of mass email campaigns.

Answer 22

A. Completeness of records entered into the new system.

B. Number of neglected opportunities over time by role.

Question 23

Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data? Choose 2 answers.
A. Create a workflow notification when leads are created with poor quality data.
B. Import the lead data using the Find Duplicates wizard on the Leads object.
C. Use Data.com to clean the existing lead data and new data going forward.
D. Use tools like the Lead Import wizard to identify and remove duplicates.

Answer 23

B. Import the lead data using the Find Duplicates wizard on the Leads object.

C. Use Data.com to clean the existing lead data and new data going forward.

Question 24

Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a consultant recommend to ensure a successful implementation?
A. Review the current system with all levels of users to understand their requirements.
B. Review the current system and configure Sales Cloud to work in the same way.
C. Review the current system with IT management to understand their requirements.
D. Review the current system with executive management to understand their requirements.

Answer 24

D. Review the current system with executive management to understand their requirements.

Question 25

Universal Finance has two sales divisions. Sales Division A’s customers are individuals and Sales Division B’s customers are businesses. Each division’s sales representatives have their own user profiles, and person accounts are enabled. Sales Division B’s sales representatives should not be able to create person accounts; they should only be able to create business accounts. What solution should a consultant recommend to meet this requirements?
A. Check the ‘disable’ person accounts permission on the Division B sales representative profile.
B. Use Divisions to hide person accounts from the Division B sales representative user profile.
C. Use field-level security to hide the “Is Person Account” check box from the Division B sales representative user profile.
D. Remove person account record types from the Division B sales representative user profile.

Answer 25

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

Question 26

Universal Containers North American and European sales teams have different business requirements related to creating new opportunities in Salesforce. As a result, each team must complete a set of geographically-specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should not be able to report on the other’s region-specific fields.
What solution should a consultant recommend to satisfy this scenario?
A. Create separate page layouts and record types for each of the regional sales teams.
B. Build a custom object with private sharing to capture the additional fields as a separate record.
C. Implement field-level security to allow access to fields for the respective regional sales teams.
D. Utilize Visualforce to build an opportunity page that dynamically checks the user’s region to determine which fields to display.

Answer 26

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

Question 27

Universal Containers wants to record information about the conferences it holds and people who attend them. An attendee could potentially attend multiple conferences. The company would like to display this information on the contact layout using the standard configuration. How should the system be designed to meet the company’s requirements?
A. Utilize Campaigns for conferences and add Campaign Members to record attendee information.
B. Create a custom object for conferences and a custom lookup field to conferences on Contacts.
C. Utilize Campaigns for conferences and a custom object to record attendee information.
D. Create a custom object for conferences and a custom object to record attendee information.

Answer 27

A. Utilize Campaigns for conferences and add Campaign Members to record attendee information.

Question 28

When enabling multiple currencies, what feature is enabled on all opportunities? Choose 2 answers.
A. The selected currency is used for the Amount (Converted) field.
B. Currency must be specified for the opportunity.
C. User’s default currency overrides the specified opportunity currency.
D. The selected currency is used for the Amount field.

Answer 28

A. The selected currency is used for the Amount (Converted) field.

B. Currency must be specified for the opportunity.

Question 29

What is a benefit of enabling Territory Management? Choose 2 answers.
A. Ability to expand a private sharing model using account criteria.
B. Support for complex and frequently changing sales organizations
C. Ability to override account sharing rules based on territory membership.
D. Ability to include opportunities in more than one territory.

Answer 29

B. Support for complex and frequently changing sales organizations

C. Ability to override account sharing rules based on territory membership.

Question 30

The Universal Containers credit department uses a third-party application for credit ratings. Credit department managers need to launch an external web based credit application from a customers account record in Salesforce. The application uses a credit ID on the account object.
What should a consultant recommend to meet this agreement?
A. Create a custom button that calls an Apex trigger to launch the credit application and pass the credit ID.
B. Create a custom credit ID field as an external ID on the account to launch the credit application and pass the credit ID.
C. Create a formula field that uses the hyperlink function to launch the credit application and pass the credit ID.
D. Create a workflow rule to launch the product fulfillment application and pass the credit ID.

Answer 30

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

Question 31

What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers.
A. Create scheduled dashboard to be sent weekly to all stakeholders.
B. Ensure the project key performance indicators are profitable.
C. Establish a stakeholder committee and meeting schedule.
D. Acquire the client stakeholder’s key performance indicators.

Answer 31

C. Establish a stakeholder committee and meeting schedule.

D. Acquire the client stakeholder’s key performance indicators.

Question 32

Universal Containers has configured a private sharing model for accounts and opportunities. As part of its sales strategy, each sales representative collaborates with the same set of individuals for each opportunity. What should a consultant recommend to grant sales representatives the appropriate access to an opportunity?
A. Enable opportunity team selling and have each sales representative configure his or her default opportunity team.
B. Create a public group for each team and have the sales representatives manually share the opportunity with their respective group.
C. Enable Chatter and configure a customer Chatter group for the opportunity to allow collaboration on ideas.
D. Create a trigger for each sales representative that would automatically share the opportunity with is or her default opportunity team.

Answer 32

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

Question 33

Universal Containers decided to start using Salesforce for all of its sales automation. Its current sales database system has about 50 million records. These records were all migrated into this database from other legacy systems. After migration to Salesforce, Universal Containers wants to be able to search and cross-reference records with the original source system.
What should a consultant recommend to meet this requirement?
A. Use a custom field named external ID and map this to the current record ID value.
B. Use the standard external ID field and map this to the current record ID value.
C. Use the standard external ID field and map this to the original record ID value.
D. Use a custom external ID field and map this to the original record ID value.

Answer 33

D. Use a custom external ID field and map this to the original record ID value.

Question 34

Universal Publications is a publishing house that sells online subscriptions for its leading magazine. Customers can make a single payment, or set up to pay weekly, monthly, or quarterly. Universal Publications wants to use opportunities to track and report on these subscription deals.
What should a consultant recommend to meet this requirement.
A. Use contracts with a lookup to opportunity object.
B. Enable schedules on opportunity object.
C. Use assets with a lookup to opportunity object.
D. Enable schedules on product object.

Answer 34

D. Enable schedules on product object.

Question 35

The sales management team at Universal Containers wants to monitor the progress of high-value sales deals and enable collaboration with cross-functional teams to help remove any obstacles. Which feature should a consultant recommend to meet these requirements? Choose 2 answers.
A. Enable Chatter feed on similar opportunities.
B. Allow Chatter feed tracking on opportunities.
C. Enable Big Deal Alerts.
D. Use opportunity update reminders.

Answer 35

B. Allow Chatter feed tracking on opportunities.

C. Enable Big Deal Alerts.

Question 36

Universal Containers sells three unique products each product has its own sales process. The company qualifies prospects for three products in a consistent manner; however once the customer has shown interest, the sales representative must follow the relevant product’s sales process. What solution should a consultant recommend to meet these requirements? Choose 2 answers.
A. Define the default opportunity teams for each opportunity record type.
B. Configure opportunity record types for each sales process.
C. Define sales processes to map to each opportunity record type.
D. Create sales stages that align with opportunity record types.

Answer 36

B. Configure opportunity record types for each sales process.

C. Define sales processes to map to each opportunity record type.

Question 37

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

Answer 37

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

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

Question 38

A premier customer for Universal Software needs access to confidential product road map information. To securely send this information using content delivery, what step should a sales representative take? Choose 2 answers.
A. Require the customer to enter a security token to download the content.
B. Require the customer to enter a password to view the content.
C. Remove access to the content after a specified date.
D. Require the recipient to log into Salesforce to access the content.

Answer 38

B. Require the customer to enter a password to view the content.

D. Require the recipient to log into Salesforce to access the content.

Question 39

Universal containers’ marketing department runs many concurrent campaigns. It has specified that the influence timeframe for a campaign is 60 days. When a contact is associated to an opportunity in a contact role, what is the impact on the campaign influence for opportunities?
A. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.
B. All contacts associated with campaigns will be added to the campaign influence related list.
C. All campaigns created within the last 60 days will be added to the campaign influence related list.
D. Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.

Answer 39

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

Question 40

What feature of Work.com can managers use to help sales representatives meet their quotas? Choose 2 answers.
A. Coaching feedback that automatically adjusts goals.
B. Coaching dashboards to monitor progress
C. Coaching plans to help the sales reps drive results
D. Coaching feed visible to the entire sales teams.

Answer 40

B. Coaching dashboards to monitor progress

C. Coaching plans to help the sales reps drive results

Question 41

Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. What solution should a consultant recommend for this scenario?
A. Create a task for a partner when a new lead is created and assign it to the partner in the Partner Community.
B. Add the leads tab to the Partner Community and configure partner profiles to access leads.
C. Create a customized site where partners can self-register and access their leads.
D. Configure a separate lead record type and page layout for the Partner Community.

Answer 41

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

Question 42

Universal Containers wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for Sales. Which use case would justify this recommendation? Choose 2 answers.
A. Need to chat with customers in real time with Chatter.
B. Need to see records and their related items as tabs on one screen.
C. Need to add notes quickly or log activities for each record.
D. Need to prioritize search results for contacts and opportunities.

Answer 42

B. Need to see records and their related items as tabs on one screen.

C. Need to add notes quickly or log activities for each record.

Question 43

Universal Containers purchased a new marketing database list and wants to use it to run an email campaign for the launch of a new product. The sales team will be responsible for evaluating the respondents and identifying the decision maker before going through the sales process with a prospect. What steps should a consultant recommend in this scenario?
A. Create a campaign, associate the leads to the campaign, and qualify the respondents.
B. Create both account and contact records, then associate the contacts to the campaign.
C. Create a campaign, qualify the respondents, and create accounts and contacts.
D. Create leads, convert them to opportunities, and qualify the respondents on the opportunities.

Answer 43

C. Create a campaign, qualify the respondents, and create accounts and contacts.

Question 44

The sales manager at Universal Containers is concerned that the leads from the marketing department are outdated and poor quality. What action should be taken to address this issue.Choose 2 answers.
A. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.
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 validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.
D. Create lead assignment rules to assign leads to sales representatives based on the city and the state in which the lead resides.

Answer 44

A. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.

C. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.

Question 45

Universal Containers would like to associate some contacts with more than one account (e.g. a contact is an employee of one account and on the boards of several other accounts). What solution should a consultant recommend to meet this requirement?
A. Clone the contact record and add it to the second account.
B. Add the contact to the partners related list on the second account.
C. Add the contact to the contacts role related list on the second account.
D. Associate the contact to other accounts using a custom lookup field.

Answer 45

C. Add the contact to the contacts role related list on the second account.

Question 46

Universal Containers’ management wants to see forecast numbers by all sales representatives and by multiple product groups. What should a consultant recommend to meet these requirements? Choose 2 answers.
A. Build a forecast list view by product family group.
B. Build a custom forecast report showing product groups.
C. Implement Collaborative Forecasting with product family.
D. Implement Collaborative Forecasting with quota family.

Answer 46

C. Implement Collaborative Forecasting with product family.

D. Implement Collaborative Forecasting with quota family.

Question 47

Universal Containers wants to restrict access to accounts and contacts. All users should be able to see all accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet these requirements, what should be the organization-wide default access for accounts and contacts?
A. Set accounts to private and contacts to private.
B. Set accounts to private and contacts to controlled by parent.
C. Set accounts to public read-only and contacts to controlled by parent.
D. Set accounts to public read-only and contacts to private.

Answer 47

C. Set accounts to public read-only and contacts to controlled by parent.

Question 48

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

What solution should a consultant recommend to accomplish this?
A. Build three reports for the lead, activity, and opportunity information; have them automatically refreshed daily.
B. Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.
C. Build a custom report type to display lead, activity, and opportunity information; have the VP of Sales follow the report on Chatter.
D. Build a joined report to show the lead, activity, and opportunity information; schedule it to be emailed daily to the VP of Sales.

Answer 48

D. Build a joined report to show the lead, activity, and opportunity information; schedule it to be emailed daily to the VP of Sales.

Question 49

Universal Containers wants to integrate a Sales Cloud solution with its accounting system. Which standard objects are likely to be used in the integration?
A. Accounts, contacts, and contracts
B. Accounts, contacts, and leads
C. Account, leads, and opportunities
D. Accounts, cases and leads

Answer 49

A. Accounts, contacts, and contracts

Question 50

The marketing manager at Universal Containers wants to leverage the power of the Sales Cloud to support the sales funnel and has the following requirements:
-Monitor website traffic
-Email a minimum of 1,200 leads per day
-Capture customer satisfaction survey results via a web form
-Understand the cost of a marketing exercise versus sales activity
What should a consultant recommend to meet these requirements?
A. Use mass email, campaigns campaign influence, web-to-lead, opportunities, and reports.
B. Use Communities, campaigns, web-to-lead, opportunities, reports, and dashboards.
C. Use an AppExchange marketing app, campaigns, web-to-lead, opportunities, and reports.
D. Use Site.com, campaigns, web-to-lead, oppo

Answer 50

C. Use an AppExchange marketing app, campaigns, web-to-lead, opportunities, and reports.

Question 51

Universal Containers 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. Upload the proposal in a private Chatter group accessible to the sales team and invite the customer to join.
B. Upload the proposal as a Chatter file on the opportunity record and share with the customer using the link.
C. Save the proposal as an attachment to the opportunity record and share with the customer using the link.
D. Save the proposal as a Chatter file on the Opportunity record and add the customer as a follower.

Answer 51

B. Upload the proposal as a Chatter file on the opportunity record and share with the customer using the link.

Question 52

The marketing department at Universal Containers is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its communication materials can be migrated as well. What should a consultant recommend to migrate the marketing department’s email templates?
A. Manually recreate the email and mail merge templates in Salesforce.
B. Enable Email to Salesforce before sending email templates to Salesforce.
C. Create an email template change set or use the Force.com IDE.
Enable Email-to-Case and use the Import Wizard.

Answer 52

C. Create an email template change set or use the Force.com IDE.

Question 53

A Sales Cloud implementation at Universal Containers requires a global design that involves multi-currency, multi-language, region-specific sales processes and workflows. What factor is important for optimizing user adoption? Choose 2 answers.
A. Customizing the training curriculum for each specific region
B. Communicating the training plan well in advance of training start date
C. Employing realistic training data in the corporate standard currency.
D. Developing only a standardized, global training curriculum for all users

Answer 53

B. Communicating the training plan well in advance of training start date

C. Employing realistic training data in the corporate standard currency.

Question 54

The VP of Sales at Universal Containers wants to be able to see a visual representation of sales by month for each account in the Salesforce1 Mobile App. What should a consultant recommend to meet this requirement?
A. Embed a chart on the account page; no other customization is needed.
B. Embed a chart on the account page and use a custom link to filter by account.
C. Create a dashboard component and use a Chatter feed on the account in Salesforce1.
D. Create a Visualforce page with an embedded chart component for each account.

Answer 54

A. Embed a chart on the account page; no other customization is needed.

Question 55

Universal Containers has implemented account hierarchies with a private sharing model. A sales representative would like to give another user access to one of the accounts she owns and the three child accounts. How can the sales representative provide this access?
A. Add the user to a public group for that account and share all child accounts to this group.
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 manually to the parent account team and each of the child account teams.

Answer 55

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

Question 56

Universal Containers currently uses the customizable forecasting feature. A sales representative at Universal Containers has four opportunities for the current quarter that are detailed below:
-$3,500 opportunity in the Best Case forecast category
-$2,000 opportunity in the Commit forecast category
-$1,000 opportunity that has been closed/won
-$1,000 opportunity that has been closed lost
What is the sales representatives Best Case forecast for the current quarter?
A. $3,500
B. $5,500
C. $2,000
D. $6,500

Answer 56

D. $6,500

Question 57

A customer successfully places an order with Universal Containers for five widgets. The order is activated in Salesforce, and the products are shipped to the customer. One week later, the customer returns one widget. What is an effective method of recording the return in Salesforce?
A. Create a new order product with quantity set to -1.
B. Create a custom field on the order product object.
C. Create the quantity value on the order product to 4.
D. Create a reduction order under the activated order.

Answer 57

D. Create a reduction order under the activated order.

Question 58

Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer. After qualifying the new lead, a new opportunity must be created to track the deal. What should a consultant recommend to enforce data quality and accuracy? Choose 3 answers.
A. Enable validation rules on the lead.
B. Enable the lead conversion permission.
C. Map lead fields to corresponding opportunity fields.
D. Enable validation rules on the opportunity.
E. Create an Apex trigger to perform data quality checks.

Answer 58

A. Enable validation rules on the lead.
B. Enable the lead conversion permission.
C. Map lead fields to corresponding opportunity fields.

Question 59

Universal Containers wants to prevent sales users from modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required.
Which solution should a consultant recommend?
A. Create a validation rule to enforce field access based on the sales stage and profile.
B. Modify the profile for sales directors to enable the “Modify All” object permission for opportunities.
C. Change the field-level security for sales representatives to restrict field access based on the sales stage.
D. Create a workflow rule to enable field access for sales directors based on the sales stage.

Answer 59

C. Change the field-level security for sales representatives to restrict field access based on the sales stage.

Question 60

The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation. What reporting tool can help determine the issue?
A. Report on lead lifetime by industry
B. Campaign dashboard by industry
C. Report on leads by source
D. Industry performance dashboard

Answer 60

A. Report on lead lifetime by industry