Sales & Mktng Apps (14%)

Question 1

Custom fields in the Lead object can be mapped to what objects?

Answer 1

Opportunity, Account, Contact

Question 2

Ursa Major Solar has an inside sales team that sells only warranty renewals, and an outside sales team that sells only 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?

Answer 2

Create a page layout, sales process, and record type for each type of sale.

Question 3

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?

Answer 3

Competitors on the opportunity page layout

Question 4

Ursa Major Solar wants the sales team to access information about Closed Won opportunities with a common competitor for all pending big deals.
What set of features should the system administrator implement?

Answer 4

Competitors and Similar Opportunities

Question 5

How should the system administrator implement weekly 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?

Answer 5

Create opportunity update reminders.

Question 6

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 sale process be modified to ensure opportunities are not double-counted in the pipeline?

Answer 6

Change the forecast category to Omitted on the duplicate opportunities.

Question 7

What two objects can be related to campaign members?

Answer 7

Leads

Contacts

Question 8

How can multiple Campaign records be associated with a single opportunity?

Answer 8

Campaign Influence

Question 9

What feature tracks how often a file is viewed?

Answer 9

Content Deliveries

Question 10

What two related lists should be added to the opportunity page layout to track how campaigns contribute to the overall pipeline?

Answer 10

Campaign Influence

Contact Roles

Question 11

1. 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 new Opportunity record type to display a unique page layout for this new product line.
   c. Create a validation rule to display the appropriate stages based on product line.
   d. Create new forecast categories and assign the new stage picklist values to those categories.
   e. Create a validation rule to display the appropriate stages based on the user’s role.

Answer 11

a. Create a sales process and Opportunity record type for each product line.
Correct. Two configurations need to be made I) Create a new sales process to determine which stages appear for this new product line. 2)

Question 12

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.

Answer 12

b. Enable the opportunity setting to prompt users to add products to opportunities.
Correct. There is a setting that can be toggled on/off to prompt users to add a product to an opportunity.

Question 13

Ursa Major Solar’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 interest in particular products. These leads are imported directly into Salesforce automatically. Which features should the system administrator use to assign ownership of a Lead to the appropriate product team using the custom Lead field Product Interest? (Choose two answers.)

a. Assignment Rules
b. Escalation Rules
c. Lead Teams
d. Queues

Answer 13

a. Assignment Rules
Correct. 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.

d. Queues
Correct. Queues prioritize, distribute, and assign records to teams who share workloads In this scenario, it’s indicated that the lead needs to be assigned to the appropriate product teams, so queues are needed