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Salesforce #1 > Salesforce Object Mgr & Sales and Marketing > Flashcards

Salesforce Object Mgr & Sales and Marketing Flashcards

1
Q

What can be customized for standard fields?

A

Field Labels, Field Help, Picklist Values, Auto Number Formatting

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2
Q

What are the main custom field attributes?

A

Field Type, Default Value, Required, Unique and Case Sensitive

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3
Q

What is an External ID?

A

A field that contains a unique identifier from an external system and can be used for matching records when data is imported or integrated.

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4
Q

What are roll up summary fields?

A

Fields defined on a master object that sum, return the min, max or count of a field in a related detail record

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5
Q

What must be configured when creating a custom object?

A

The Name field is a standard field that is added to custom objects to identify records. It can be text or auto-number.

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6
Q

What are the two types of relationships that Salesforce supports?

A

lookup and master-detail. Many-to-many is a type of master-detail relationship between objects.

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7
Q

If there is a need to relate several teachers to several different classes, what type of relationship is this and what type of lookup is needed?

A

A many-to-many relationship, needing a junction object for the lookups

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8
Q

What is a self relationship?

A

A lookup to a different record of the same object

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9
Q

Which relationship do the records inherit the security and sharing settings of the parent record?

A

Master-detail

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10
Q

In a master-detail relationship between a standard and custom object, which object must be the parent?

A

The standard object

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11
Q

What is an app in Salesforce?

A

An app is a collection of tabs made visible to certain profiles. Salesforce comes with standard apps, or custom apps can be created.

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12
Q

what can be controlled in a page layout?

A

Layout of fields, buttons, links, publisher actions, report charts, Visualforce and related lists; related list fields, sort order and buttons

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13
Q

What are record types used for?

A

when one object has different types or is used for different purposes. Record types allow different picklist values, page layouts and business processes to be defined.

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14
Q

What is a business process?

A

A business process is a way to capture the lifecycle of leads, opportunities, cases and solutions.

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15
Q

How are business processes defined and used?

A

Values for the status field are selected for a business process from the master picklist values.
The business process is then assigned to a record type.

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16
Q

What happens when a custom field is deleted?

A

The field and data is deleted temporarily. The field and the data can then be permanently deleted (erased) or undeleted (restored). After 15 days, Salesforce will permanently delete.

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17
Q

How can formula fields be created?

A

As a simple formula, using merge fields and operators, or as an advanced formula using merge fields, operators and a range of functions

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18
Q

When would creating a formula field be appropriate?

A

When a read-only field is required and that is calculated based on values of fields (including fields in related objects) or based on a defined formula

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19
Q

Why must an administrator be cautious when changing field types?

A

Data loss may occur.

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20
Q

Why would an administrator create a Path?

A

To provide visual guidance for helping a user move through steps in a business process in Lightning Experience for custom and certain standard objects

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21
Q

What’s the difference between record types and business processes?

A

Record types control the page layout and picklist values based on the selection of record type. Business process controls stages and then picklist values based on the stage of certain objects.

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22
Q

Which type of custom field can be created to store information about the preferred contact hours of a customer?

A

Time

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23
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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24
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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25
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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26
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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27
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.

28
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.

29
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.

30
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.

31
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.

32
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.

33
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.

34
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.

35
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.

36
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.

37
Q

What is a Reduction Order?

A

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

38
Q

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

A

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

39
Q

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

A

Sales Dialer

40
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

41
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

42
Q

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

A

Call Bridge

43
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

44
Q

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

A

Opportunity Revenue by Territory

45
Q

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

A

‘View Only’ or ‘View and Edit’

46
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.

47
Q

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

A

AppExchange

48
Q

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

A

Einstein Lead Scoring

49
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

50
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

51
Q

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

A

Path

52
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’.

53
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

54
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

55
Q

What is Lead Conversion?

A

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

56
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.

57
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.

58
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.

59
Q

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

A

A LinkedIn member account with one or more ad accounts

60
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.

61
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.

62
Q

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

A

‘Require reCAPTCHA Verification’

63
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.

64
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.

65
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’

66
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

67
Q

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

A

Path

Salesforce #1 (6 decks)

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