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Sales Force > Sales & Marketing Applications > Flashcards

Sales & Marketing Applications Flashcards

1
Q

What can be used to send alerts regarding opportunities with large amounts?

A

Big Deal alerts can be used to send a notification to selected users about an opportunity. The alert can be triggered from a workflow rule, flow, or process and criteria defined.

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1
Q

What is the Kanban view?

A

It shows Opportunities of one record type on a board with columns for each sales stage. The totals for each stage are displayed, and Opportunities can be moved between stages by dragging and dropping.

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2
Q

How does Salesforce support estimating future revenue?

A

Customizable and Collaborative (now default) forecasting. Values are displayed in forecast categories (mapped from Opportunity stages) by Product family, revenue, quantity or both.

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3
Q

What are Opportunity Teams?

A

Records multiple users that work together on an Opportunity. The role and access level can be specified for each user. Each user can specify a default team that can be added automatically to an Opportunity.

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4
Q

What are Opportunity Sales Stages?

A

A way to track the lifecycle of an Opportunity from open to closed. Stages are mapped to a type, probability and forecast category.

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5
Q

What is a Custom Opportunity Split?

A

A feature to define up to 6 splits between Opportunity team members on any currency field, for example defining how profit is split.

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6
Q

What are Opportunity Splits?

A

Splits revenue or other currency field values among the Opportunity team. When enabled, a revenue split (must total 100%) and an overlay split (doesn’t have to total 100%) is added.

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7
Q

How do Quotes and Syncing work?

A

Multiple quotes can be associated with an Opportunity with one marked as the ‘syncing’ quote. Changes to Opportunity Products or quote Products are kept in ‘sync’ for the ‘syncing’ quote.

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8
Q

What are Account Insights?

A

Account Insights are preprocessed articles related to an Account, Industry or Executives that are displayed on the Account Details page or Home page, in Lightning Experience once enabled.

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9
Q

What is a Quantity Product Schedule?

A

A Quantity schedule is when a Product quantity is delivered over time and allows tracking of shipping dates.

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10
Q

What is a Revenue Product Schedule?

A

Revenue schedules allow tracking of revenue that is not received up front and is paid in installments or a subscriptions.

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11
Q

How do Orders work?

A

Agreement to supply a quantity of Product or service at a certain quantity and date. Created from an Account, Contract or from the order tab.

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12
Q

What are the different types of Pricebooks?

A

Standard and Custom. The standard pricebook can be used if there is one price for all customers. If there are multiple prices for different customers custom pricebooks can be used.

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13
Q

How can Paths be defined?

A

A path can be set for each record type of an object. Paths can be created for most Standard and all custom objects that have picklists.

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14
Q

What is a Reduction Order?

A

Returns, cancellations and reduction in quantity are recorded as reduction orders.

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15
Q

When forecasting by schedule date, which values are used by Salesforce to calculate forecast amounts?

A

Salesforce uses the values from a product schedule’s Date and Revenue or Quantity fields to calculate forecast amounts.

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16
Q

Which Salesforce feature can be used by sales reps to make and receive calls in Salesforce as well as log call details automatically?

A

Sales Dialer

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17
Q

What can be created and run in a Lightning Sales Console to automate repetitive tasks such as updating opportunities and sending an email?

A

Macro

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18
Q

In Lightning Experience, which type of team can be used if a partner user needs to work with an internal user on a particular opportunity?

A

Opportunity Team

19
Q

When using Lightning Dialer, which feature allows sales reps to use a separate business line to make and receive calls?

A

Call Bridge

20
Q

Which Lightning Dialer feature can be utilized by sales reps to refer back to important conversations to improve their selling techniques?

A

Call Recording

21
Q

Which forecast type should be used to enable territory forecasts in Collaborative Forecasting?

A

Opportunity Revenue by Territory

22
Q

Which access levels are possible when a forecast manager shares his forecasts page with another user?

A

‘View Only’ or ‘View and Edit’

23
Q

What are territory forecasts based on when a forecast manager is not assigned to a territory?

A

The territory’s forecasts are based on the individual users assigned to the territory. Users can drill down to an individual rep’s forecasts for a territory.

24
Q

Where can an administrator obtain dashboards that show key sales metrics?

A

AppExchange

25
Q

Which feature allows identifying high-quality leads based on the company’s successful conversion patterns?

A

Einstein Lead Scoring

26
Q

Which Sales Cloud Einstein feature can be utilized to assign a score to each opportunity based on record details and related products?

A

Einstein Opportunity Scoring

27
Q

Which standard Lightning component can be added to the Home Page to show important updates about leads and opportunities to the current user?

A

Assistant

28
Q

Which feature can be configured to provide a visual representation of opportunity stages with tailored guidance to sales reps?

A

Path

29
Q

What can be done to make sure that users don’t convert leads to opportunities in Lightning Experience?

A

The opportunity section in the Convert Lead window can be hidden in ‘Lead Settings’.

30
Q

How can duplicate Leads be identified and managed?

A

Using the ‘Find Duplicates’ button, fields can be selected to search on, and up to 3 Leads can be merged from the search results

31
Q

What tools and features are available to manage Leads?

A

Import Leads, Mass Delete Leads, Transfer Multiple Leads, Mass Email Leads, Mass Add Leads to Campaigns, Mass Change Lead Status

32
Q

What is Lead Conversion?

A

A way to convert Leads to linked newly created or existing Contact, Account and Opportunity records.

33
Q

What is a Lead Process?

A

A group of Lead statuses mapped to a Lead record type. Allows for different steps in a Lead life-cycle to be defined for different types of Leads.

34
Q

How can Leads be automatically assigned?

A

Lead assignment rules can automatically assign Leads to users or queues based on criteria matching field values and can be evaluated upon creating or editing a Lead.

35
Q

What are Lead Queues?

A

Lead Queues are a place to hold Leads that have not been assigned an owner. They are accessed via a list view and users with access to the queue can ‘accept’ Leads to take ownership.

36
Q

What needs to be connected to Salesforce to generate leads from LinkedIn?

A

A LinkedIn member account with one or more ad accounts

37
Q

How can Leads be captured from a website and saved in Salesforce?

A

Web-to-Lead allows Leads to be captured from a company website and saved in Salesforce. The Lead form can include standard and custom Lead fields. Generated HTML can be added to a public website.

38
Q

What is Campaign Influence?

A

One or more campaigns that have influenced an Opportunity linked to an Opportunity, with one being marked as the primary. Values from the primary are used for the campaign statistics.

39
Q

Which setting can be enabled in Web-to-Lead Settings to reject any bogus leads?

A

‘Require reCAPTCHA Verification’

40
Q

How can Campaign Members be added to a campaign?

A

Leads & Contacts can be added using a report, list view, from a Lead or Contact record, from the Account page, using the Data Import Wizard or Data Loader or using ‘Add Member’ from the Manage Members page.

41
Q

What is the Campaign Hierarchy?

A

A way to link related campaigns in a hierarchy of up to 5 levels and unlimited siblings. Total fields e.g. total value of Opportunities for all campaigns in a hierarchy can be displayed.

42
Q

How can an email be sent to all members of a campaign in Lightning Experience?

A

List emails can be sent directly to all members of a campaign in Lightning Experience using ‘Send List Email’

43
Q

What is Campaign ROI and how is it calculated?

A

Return on investment of a campaign=((Total value of won Opportunities linked to a campaign – Actual cost of the campaign) / Actual Cost of the campaign) * 100

44
Q

In Lightning Experience, which feature can be configured to visually track the progress of campaigns?

A

Path

Sales Force (7 decks)

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