Sales & Marketing Apps Flashcards
Ursa Major Solar has created a new product line of solar panels with a special sales team to sell these products. The sales process for the new line is more complex than the current sales process and requires additional stages to the sales path. How should the System Administrator configure Salesforce to ensure only the appropriate stages are visible based on the product line?
A. CREATE A SALES PROCESS AND OPPORTUNITY RECORD TYPE FOR EACH PRODUCT LINE.
B. CREATE A VALIDATION RULE TO DISPLAY THE APPROPRIATE STAGES BASED ON PRODUCT LINE.
C. CREATE NEW FORECAST CATEGORIES AND ASSIGN THE NEW STAGE PICKLIST VALUES TO THOSE CATEGORIES.
D. CREATE A VALIDATION RULE TO DISPLAY THE APPROPRIATE STAGES BASED ON THE USER’S ROLE.
A. CREATE A SALES PROCESS AND OPPORTUNITY RECORD TYPE FOR EACH PRODUCT LINE.
Two configurations need to be made; 1) Create a new sales process to determine which stages will appear for this new product line. 2) Create a new Opportunity record type to display a unique page layout for this new product line.
Ursa Major Solar’s Sales operations director has noticed an increase in sales reps logging opportunities without products. The operations team then has to go back into each opportunity after the fact and add products.
Which configuration change should the system administrator make to help sales reps remember to add products to every opportunity?
A. CREATE A RELATED LIST TO ENABLE THE USER TO VIEW THE RELATED PRODUCTS.
B. ENABLE THE OPPORTUNITY SETTING TO PROMPT USERS TO ADD PRODUCTS TO OPPORTUNITIES.
C. CREATE A WORKFLOW RULE ON THE OPPORTUNITY OBJECT TO ADD A DEFAULT PRODUCT TO OPPORTUNITIES WITH NO PRODUCTS.
D. SET THE ORG-WIDE DEFAULTS FOR PRICE BOOKS TO USE AND PRODUCTS TO READ ONLY.
B. ENABLE THE OPPORTUNITY SETTING TO PROMPT USERS TO ADD PRODUCTS TO OPPORTUNITIES.
There is a setting that can be toggled on/off to prompt users to add a Product to an Opportunity.
UMS’s newest product line has just been announced. The web form on the Ursa Major Solar website is generating a lot of leads where prospects have indicated an interest in particular products. These leads are automatically imported directly into Salesforce. Which two features should the system administrator use to assign ownership of a Lead to the appropriate product team using the custom Lead field Product Interest?
A. ASSIGNMENT RULES
B. ESCALATION RULES
C. LEAD TEAMS
D. QUEUES
- A. ASSIGNMENT RULES & D. QUEUES
- Assignment rules define conditions that determine how leads or cases are processed. In this scenario, when a potential customer indicates interest in a certain product (custom Lead field Product Interest) in the web form, the lead is generated and assigned to the appropriate product team.
- Queues prioritize, distribute, and assign records to teams who share workloads. In this scenario, it was indicated that the Lead needs to be assigned to the appropriate product teams so queues are needed.
Sales representatives at Ursa Major Solar are working on opportunities and need to see how their colleagues have effectively managed other opportunities with comparable products, competing against the same competitors.
Which two features should an administrator use to allow for this?
A. OPPORTUNITY DASHBOARD
B. CHATTER GROUPS
C. OPPORTUNITY UPDATE REMINDERS
D. BIG DEAL ALERTS
A. OPPORTUNITY DASHBOARD
An opportunity dashboard allows reporting and comparison of products.
B. CHATTER GROUPS
A chatter group will allow for discussion and sharing of the dashboard.
Custom fields in the Lead object can be mapped
to what objects?
● Opportunity ● Account ● Contact
Ursa Major Solar has an inside sales team that only sells warranty renewals and an outside sales team that only sells products. Each type of sale captures different information and has a different sales cycle. How should the system administrator configure Salesforce to meet these requirements?
Create a page layout, sales process, and record type for each type of sale.
Ursa Major Solar offers a variety of products that are comparable to products from other companies. Sales representatives request a method to track product strengths and weaknesses compared to those offered by other vendors.
What should the system administrator implement?
Competitors on the opportunity page layout
Ursa Major Solar wants the sales team to access information about Closed Won opportunities with a common competitor for all pending big deals. Which set of features should the system administrator implement?
Competitors and Similar Opportunities
How should the system administrator implement biweekly notifications for sales reps that include opportunities that need attention based on the opportunity owner’s last login, past due opportunities, and all opportunities that have not been updated in the last 30 days?
Create opportunity update reminders.
Ursa Major Solar sells through many different reseller networks. Each reseller’s deals are tracked on separate opportunities. The sales manager is concerned that the pipeline report is not accurate due to multiple opportunities for the same end customer. How should the sales process be modified to ensure opportunities are not double-counted in the pipeline?
Change the forecast category to Omitted on the duplicate opportunities.
Which two objects can be related to campaign members?
● Leads ● Contacts
How can multiple Campaign records be associated with a single opportunity?
- *A. Campaign Hierarchy**
- *B. Campaign Members**
- *C. Primary Campaign Source**
- *D. Campaign Influence**
D. Campaign Influence
Use Campaign Influence to relate multiple campaigns to an opportunity.
Which feature tracks how often a file is viewed?
Content Deliveries
Which two related lists should be added to the Opportunity page layout to track how Campaigns contribute to the overall pipeline?
● Campaign Influence ● Contact Roles
Universal Containers wants the sales team to access information about Closed Won Opportunities with a common competitor for all pending big deals. Which features should the System Administrator implement?
A. Competitors and Similar Opportunities
B. Sales Teams and Closed Won Opportunities
C. Big Deal Alerts and Sales Teams
D. Commonalities and Won Information
A. Competitors and Similar Opportunities
Enable similar opportunities and competitors to allow users to find Closed - Won opportunities that match the attributes of an opportunity they’re currently working on, so they can quickly access information that can help them close their deals.
