Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Sales Cloud > SC > Flashcards

SC Flashcards

1
Q 
You want to sync a new
quote with its opportunity,
but an old quote is already
syncing. What should you
do
first?
A

Stop the syncing for the

old quote

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

What should access to

records be based on?

A

Roles and role hierarchy

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Forecast Category “Best
Case” can be summarized
as:

A

Closed+Commit+Best Case

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

What does Salesforce

usability mean?

A

How easily can customers
achieve their goals using
Salesforce

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Which of the following
can be synced with
Salesforce for Outlook?

A

Contacts, Event

Task

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

You have an Opportunity in the Value Proposition stage, for an amount of $1,000 that has a 50% probability
of closing. If all goes well, and this Opportunity closes, how much revenue will be realized?

A

$1000

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Who is most interested in ease of use, value, and time-saving solutions?

A

Sales reps

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Forecast Categories: (Select all that apply)

A

Are there to help you categorize your opportunities, so you can gauge more accurately how much
revenue you can bring in a given time period

Have a default value that is associated with the Stage field

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

What is the benefit of a Force.com sandbox?

A

It allows for development, testing, and training

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

You are setting up security for your client, UCI. UCI has a collaborative sales model and want to make sure all
team members work together to meet the customer needs. They are likely to require an open sharing model
that will allow them to cross- and up-sell opportunities.

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

You can apply a discount to the entire quote; there is no need to apply discounts to individual line items in the quote.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

There are four steps to managing Products and Price Books.

A
  1. Create Product 2. Create Custom Price Book 3. Defined Standard Price 4.Set List Price
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

AW Computing just added the “Total Converted Leads in Hierarchy” roll-up summary field to all campaign
page layouts. However, the administrator cannot see the new field on a campaign record. What else needs to
be configured to see this field?

A

Make the field visible using field-level security

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Match this tip with its design consideration. “Show each job function relevant information”

A

Record types and page layouts

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Which of the following stage should be matched with the Forecast Category “Best Case”?

A

Mid pipeline

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

AW Computing wants to run advertisement campaigns and then run reports to measure which advertisement
type (online, magazine, or newspaper) generates the most revenue. Where would you create an “Advertisement
Type” pick list to track this information?

A

Campaigns object

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Assets are related to which of the following sets of objects?

A

Products, Cases, Accounts, and Contacts

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Your org-wide defaults for Price Books are set to “No Access”. What should you do to enable your Sales Reps
to view the South America Price Book and add Products in this Price Book to Opportunities?

A

Grant specific “Use” access rights to Sales Reps for the South America Price Book

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Your organization sells a product that requires your customers to pay all at once but receive the product in
increments. What should be your first step in setting up Product schedules?

A

Enable creation of Quantity Schedules

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Customizable Forecasting must be enabled by salesforce.com support.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

Standard fiscal years must start on January 1st.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

Which of the following describes the Probability field?

A

The numeric prediction that the revenue from an opportunity will be realized.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

Which of the following steps accurately describe the process map in sales and marketing organizations?

A

Lead generation, lead qualification, revenue management (forecasting)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Which of the following statements are true about an end user’s forecast? (Select all that apply)

A

This aggregate can be dollars of revenue
This aggregate can be units of products
This aggregate can be both dollars or revenue and units of products
Rolls up according to the forecast hierarchy

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

Your commit summary says you can bring in $1,000 this period but you’ve just gotten a verbal approval on a
deal for $500 from a CEO. What should you do?

A

Override the opportunity and move the stage to commit, making the forecast more realistic

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

What are the key data management challenges? (Select all that apply)

A

The system must enable easy and correct entry of data
Users must be able to find and trust data in the system
The system must keep the data clean for future use

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

Why is it important to forecast sales?

A

Forecasting allows a company to manage revenue

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

Once you save a PDF quote, the file is automatically emailed to the customer.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
29
Q

Which describes a usability and/or adoption challenge? (Select all that apply)

A

Mario is not sure that Salesforce can do everything he needs it to do
Mary can’t figure out how to update her contact list
Bob questions the quality of data in Salesforce
Iris is worried that once her admin makes a change, her accounts will be outdated

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
30
Q

Sales Rep Phil Smith has an opportunity for $50,000 in the Commit stage. Which aggregates on Phil’s forecast
will include this amount? (Select all that apply)

A

Pipeline
Best Case
Commit

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
31
Q

How can end users work with Salesforce for Outlook? (Select all that apply)

A

Install Salesforce for Outlook

Select Outlook sync folders

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
32
Q

Match the following loading option to the description of when to use it. “Import Wizard”

A

Bill wants to load 20,000 lead records.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
33
Q

What is clean data?

A

Data that is trusted by the user

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
34
Q

Who can benefit from the Quotes feature?

A

A customer who wants to get a quote from Salesforce
A sales rep who wants to create and email a PDF quote from Salesforce
An Administrator who wants to manage quoting in Salesforce

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
35
Q

Which of the following stage should be matched with the Forecast Category “Closed”?

A

Closed and Won

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
36
Q

What are some common security challenges? (Select all that apply)

A

Different industries require and follow different security models
Marketing and sales organizations differ on how they access contacts.
Salesforce users must have access to the right records and only see relevant data.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
37
Q

Why are profiles important when managing security of records?

A

When custom applications are installed or created, you can manage access at the profile level. C.
Profiles define a user’s permission to perform different functions within Salesforce.
Profiles manage data visibility based on where users are placed

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
38
Q

A sales rep can create a quote from:

A

An Opportunity and its Products

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
39
Q

Your company has decided they want to track payment and deliveries for their products and services. Place the
steps in order:

A
  1. Enable Scheduling for all products.
  2. Set up default schedules for any products that involve regular payments or delivery.
  3. Do not set up default schedules for products that involve payments or deliveries that are unique to each opportunity.
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
40
Q

Forecast Category “Closed” can be summarized as:

A

Closed

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
41
Q

Your client is using Account data that is old. How can you help?

A

Enhance Account content with data.com

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
42
Q

Where do you select the “Marketing User” checkbox to enable a user to create, edit, delete, and clone
campaigns; manage campaign members; and edit advanced campaign setup?

A

User record

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
43
Q

Place the following steps in the correct order to set up Salesforce for Outlook:

A

Step 1: An Outlook configuration must be created.
Step 2: Users and profiles must be assigned to an Outlook configuration
Step 3: Salesforce for Outlook must be downloaded to the machine
Step 4: Users must begin syncing records across platforms

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
44
Q

Your org-wide defaults for access rights to Price Books are set to “Use”, but only Sales Reps should have
access to Price Books. What should be your first step?

A

Change the org-wide default setting to “No Access”

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
45
Q

Match the following loading option to the description of when to use it. “Force.com Data Loader”

A

Becky wants to load all her 65,000 contact records.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
46
Q

To create a PDF file of your quote, click “Create PDF” on the quote detail page.

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
47
Q

Role hierarchy should normally mimic the org structure.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
48
Q

Which of the following statements are true about managers and forecasts?

A

A manager submits their own estimate of the forecast
A manager can adjust a forecast to a higher number
A manager can adjust a forecast to a lower number
A manager can see the forecasts of every person below them in the role hierarchy

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
49
Q

Which of the following describes the Stage field?

A

Identifies where a deal is in relation to actually being closed.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
50
Q

Match this tip with its design consideration. “Use the client’s language”

A

Tab and field naming

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
51
Q

Choose the correct statement.
Any salesperson can change their quota at any time.
Only users with the appropriate permissions can change their quota.

A

Only users with the appropriate permissions can change their quota.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
52
Q

Match this tip with its design consideration. “Make it easy for users to find data”

A

Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
53
Q

How do you create a new quote for a customer?

A

Click New Quote on the Quotes related list on an opportunity.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
54
Q

Forecast Category “Pipeline” can be summarized as:

A

Commit + Best Case + Pipeline

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
55
Q

For optimal usability and adoption, a solution must do what. (Select all that apply)

A

Provide value so users perceive it as a valuable spending of their time.
Be easy to use so users can easily enter data and find information.
Have trusted data.
Be easy to change through a change management

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
56
Q

Who is most interested in visibility, no surprises, and system ROI?

A

Sales/marketing managers

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
57
Q

Match this tip with its design consideration. “Use 1-2 clicks from the Home page”

A

Reduced clicks

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
58
Q

Your sole focus, when working with a client on data management, should be on initial data migration.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
59
Q

Which of the following statements about Standard and Custom Price Books are accurate? (Select all that
apply)
A Standard Price Book includes a master list of all Products with their associated Standard Prices.
A Custom Price Book includes a master list of all Products with their associated Custom Prices.
A Custom Price Book is a subset of the Products listed in the Standard Price Book.

A

A Standard Price Book includes a master list of all Products with their associated Standard Prices.
A Custom Price Book is a subset of the Products listed in the Standard Price Book.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
60
Q

Your forecast is available to your manager only after you have clicked the Submit button.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
61
Q

The quotes syncing process synchronizes updates between:

A

A quote and the opportunity it was created from

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
62
Q

Who is most interested in seamless migration?

A

IT

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
63
Q

Which of the following stage should be matched with the Forecast Category “Pipeline”?

A

Early pipeline stages

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
64
Q

Forecasting is an exact science and is the total of all the opportunities you are working on.

A

False

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
65
Q

With Customizable Forecasting you can forecast any of the following data. (Select all that apply)

A

Quantity, Amount and Units of Product Family

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
66
Q

Match the following loading option to the description of when to use it. “Manual Entry”

A

Bob wants to load a single account record.

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
67
Q

Used Books R Us sells books at its local store, online via its website, online via Amazon, and through a larger,
well-known book company called We Sell Books. Which Sales strategy does this company user?

A

A hybrid of direct sales and sales channel

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
68
Q

How can end users sync their data from Outlook (using Salesforce for Outlook)?

A

Using the sync system try icon and clicking sync now

Allowing sync to run regularly in the background

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
69
Q

The stage field is mapped to a value for the Forecast Category field and this can never be changed in an
opportunity.

A

False

70
Q

Who is most interested in the alignment of sales and marketing?

A

Sales/Marketing VP

71
Q

Which of these steps should take place before setting a List Price for a Product?

A

Create the Product

Define the Product’s Standard Price

72
Q

Which of the following stage should be matched with the Forecast Category “Commit”?

A

Late pipeline stages

73
Q

You can track only Assets sold by your company.

A

False

74
Q

Force.com allows you to bring your custom interface to any support device.

A

True

75
Q

Match the following loading option to the description of when to use it. “ETL Tool”

A

Brian wants to consolidate all his accounts from several systems.

76
Q

Forecast Category “Commit” can be summarized as:

A

Closed+Commit

77
Q

How many reports should you design for optimal usability?

A

As many as needed per role, without over whelming users

78
Q

Match this tip with its design consideration. “Users should not do things more than once because it takes time
and may create dirty data”

A

Minimized redundant data entry

79
Q

Which of the following statements are true about the Opportunity field, “Stage”?

A

There are 10 default stage values, based on a commonly used sales methodology.
There are other sales methodologies that can be downloaded from the App Exchange and used within
Salesforce

80
Q

The Forecast Category on the Opportunity record maps directly, on a one-to-one basis, to the aggregates on the
Forecast tab.

A

False

81
Q

Your company sells service contracts where the customer pays once a year for a monthly service package.
What type of schedule should you set up?

A

A revenue and quantity schedule is suitable if your customers receive their orders on a delivery schedule and pay for the products using a payment schedule, for example, a monthly product subscription that’s paid for monthly.

82
Q

When editing a quote, you can edit which of the following?

A

The quote name and status
The expiration date of the quote
The contact and address information of the customer

83
Q

Match this tip with its design consideration. “Use alerts sparingly”

A

Workflow rules and approvals

84
Q

Your company sells large mainframes that are delivered in one delivery but are paid for with several regular
installments. What type of schedule should you set up?

A

Default Revenue Schedule

85
Q

Match the following loading option to the description of when to use it. “Integration”

A

Berta wants to keep a separate system as her “system of record”

86
Q

Which of the following describes the Forecast Category field?

A

Determines the row in your Forecast where the amount will be aggregated.

87
Q

Which of the following stage should be matched with the Forecast Category “Omit”?

A

Closed and Lost

88
Q

Campaign Call-Down report justifies the spend on programs; helps to know who to target for future
campaigns; shows the relations to sales data, lead data, and analysis of campaigns; and reflects how customer
community interacts and how it affects sales. Who would benefit most from the idea that this report shows the
relations to sales data, lead data, and analysis of campaigns?

A

BI/Analytics

89
Q

Which of the following descriptions best describe Knowledge?

A

A content management tool for users who seek information

90
Q

What should you do when migrating Opportunities?

A

Determine if you need to load owner who are not current users

91
Q

When the billing address on an account is changed, the mailing address of all related contact records should be
updated to reflect the new address. How can this requirement be met?

A

Create a Force.com trigger on accounts.

92
Q

Planning an implementation – what should be included in end user support plan – choose 2 answers:

A

Meeting schedule to review open issues

Process for users to report issues

93
Q

Arrange the steps to create a record in the correct order (using Salesforce Classic).
Select Save from the menu
Open the records in the list view or highlight the object tab
Open the menu and select New
Enter the record details in the specified fields

A

Research

94
Q

Which best describes the Salesforce Automation feature “Data Validation” ?

A

Enforces the business process.

95
Q

The native mass email functionality is not recommended for marketing.

A

True

96
Q

Which option best identifies with the Chatter Record Page?

A

Only users with access rights can view or post here.

97
Q

Sales should evaluate lead quality and provide feedback to marketing.

A

True

98
Q

Which option best identifies with the Chatter Home Page?

A

Everyone can see what you post here. Displays posts from everyone you’re following.

99
Q

Competitor is beating us out of deals. Where to track competitor product info?

A

Product

100
Q

Which system would a contact center integrate with in order to provide field service agents with information
needed to provide service at customer sites?

A

ERP

101
Q

Which best describes the Salesforce Automation feature “Workflow/Approvals”

A

Allows to better automate the sales methodology.

102
Q

Who has permission to edit a Chatter profile?

A

An individual user

103
Q

An outsourced contact center is losing part-time agents to a nearby contact center that promotes flexible
scheduling. Which support channel requires the smallest amount of agent work time?

A

Web self service

104
Q

A Campaign Call-Down report justifies the spend on programs; helps to know who to target for future
campaigns; shows the relations to sales data, lead data, and analysis of campaigns; and reflects how customer
community interacts and how it affects sales. Who would benefit most from the idea that this report helps to
know who to target for future campaigns?

A

Campaign Manager

105
Q

How do you ensure that products can’t be removed from an opportunity after it reaches a certain stage?

A

Validation rule on opportunity product

Validation rule to ensure rollup summary field on opportunity doesn’t change

106
Q

What types of records can be added to Salesforce from Data.com?

A

Contacts
Leads
Accounts

107
Q

What are some of the ways to align communication between the sales and marketing organizations?

A

Provide sales collateral in one place
Standardize internal and external communication with templates
Communicate availability of sales collateral
Gather feedback on sales collateral and templates
Evaluate impact of collateral on bringing leads through to close

108
Q

Which best describes the Salesforce Automation feature “Sales Processes”

A

Determines the sales stages of an organization.

109
Q

Universal Containers plans to migrate data into Salesforce from a legacy system. Which step should be taken
before performing the data migration? Choose 2 answers:

A

Perform data cleansing

Develop data map

110
Q

A strong pipeline requires greater visibility. Which of the following example describes a need for greater
visibility?

A

Leads are tracked in separate systems, not accessible by all

111
Q

Data.com: The checkmark next to records in search results indicates the record is already in Salesforce.

A

False

112
Q

A strong pipeline requires sales and marketing alignment. Which of the following example describes a need
for sales and marketing alignment?

A

Campaigns are launched without communicating the follow-up plan

113
Q

Which metric influences customer satisfaction? Choose 2 answers:

A

First call resolution

Call quality

114
Q

Which role is interested in the report “Sales Activity by Client Last Week” ?

A

Sales Manager

Sales Rep

115
Q

What are the factors that influence marketing metrics and drive key marketing business challenges?

A

Insufficient lead generation

116
Q

Which of the following descriptions best describe Content?

A

A library that allows access to documents

117
Q

Data.com: What does the Reviewed Status indicate?

A

The record has been manually cleaned against Data.com

118
Q

Universal Containers was bought by a larger company and needs to provide information on a monthly basis to
the new parent company to help predict sales. Which data should the new parent company review?

A

Opportunity pipeline report grouped by month

119
Q

A strong pipeline requires trusted data. Which of the following example describes a need for trusted data?

A

As business matures, it becomes difficult to identify right prospects

120
Q

Which of the following descriptions best describe Data.com?

A

A data enrichment tool that maintains updated data

121
Q

Which pair of reports is best associated with the business driver “Improve Sales Rep productivity”?

A

”# of Face-to-Face Meetings” and “# of Deals Won, Lost, and In-Progress”

122
Q

Which best describes the Salesforce Automation feature “Contact Roles” ?

A

Identifies key stakeholders from the buy side.

123
Q

Universal Containers plans to deploy the new Service Cloud console to its support team. Which steps should
be considered in deployment? (There are three correct answers.)

A

Not needed

124
Q

How many additions do you use to clean a record with Data.com?

A

0

125
Q

Sales management at Universal Containers needs to provide channel partners with easy access to approved
product documentation. They also need to notify partners about the material revisions and updates. How can
they achieve these goals in Salesforce?

A

Enable Content in the partner portal and enable Content email alerts for partner users.

126
Q

Universal Telco sells and supports a line of smart phones. The company offers support via phone,
email-to-case, web-to-case, and a customer portal. The call center manager is incented to drive support
through customer self-service. Which report should be included on the manager’s dashboard? Choose 3
answers:

A

Cases by Support Channels
Number of Portal Logins per Day
Knowledge Article Usage

127
Q

Which of the following is good Chatter Etiquette? (Select all that apply)

A

Direct users to a subject matter experts

Ask questions to gain vertical expertise

128
Q

Universal containers has 1 price book with US dollars & Canadian dollars currency amounts for all products.
Salesperson, when adding products to opportunity, only see CAD. What’s wrong?

A

Opportunity currency setup as CAD

129
Q

A Campaign Call-Down report justifies the spend on programs; helps to know who to target for future
campaigns; shows the relations to sales data, lead data, and analysis of campaigns; and reflects how customer
community interacts and how it affects sales. Who would benefit most from the idea that this report justifies
the spend on programs?

A

Campaign Manager

130
Q

Who would be interested in the “Top 10 Reasons Deals Were Lost” report?

A

VP of Sales

131
Q

What should you consider when migrating inactive campaigns?

A

Determine which data is important based on ROI

132
Q

Universal Containers is designing a contact center that will store 20 million cases. Of those, 5 million will
need to be accessed for reporting and search. Which approach will ensure best system performance? Chose 3
answers:

A

Not needed

133
Q

How can a sales organization address the “lag time” challenge?

A

By optimizing lead assignment and scoring

134
Q

Arrange the steps to set a pass code, in the correct order (using Salesforce Classic).
Enter your pass code again for confirmation
Enter your pass code when prompted to create a pass code
Ensure that the Salesforce Classic application is installed and all your Sales force records are
downloaded to your device

A

Ensure that the Salesforce Classic application is installed and all your Sales force records are
downloaded to your device
Enter your pass code when prompted to create a pass code
Enter your pass code again for confirmation

135
Q

Sales reps shouldn’t be able to edit certain opportunity fields after closed/won stage (fields reserved for sales
ops).

A

Validation rule

136
Q

A strong pipeline requires faster response. Which of the following example describes a need for faster
response?

A

Leads are qualified but not routed to the right people

137
Q

A Campaign Call-Down report justifies the spend on programs; helps to know who to target for future
campaigns; shows the relations to sales data, lead data, and analysis of campaigns; and reflects how customer
community interacts and how it affects sales. Who would benefit most from the idea that this report reflects
how customer community interacts and how it affects sales?

A

Campaign manager

138
Q 
Which of the following is a typical challenge for a sales organization?
Optimizing lead management
Driving more business
Improving sales rep productivity
Complete visibility
Poor customer satisfaction
A

Optimizing lead management
mproving sales rep productivity
Complete visibility

139
Q

Universal Containers is using Salesforce and has set up a private sharing model. Sam is a sales executive who
reports to John, a sales manager. Sam has ownership of the ABC Company account record and has created an
opportunity for ABC Company. There is a sharing rule that allows the finance team to see all accounts and
opportunities. Which statement is about data visibility is true?

A

John can see all of Sam’s data

140
Q

Sales rep @ UC collaborates with ABC company on opportunity to sell to XYZ Company. ABC Co has been
added to partner related list on the opportunity. What will automatically happen?

A

Partner record added to ABC account

Partner record added to XYZ account

141
Q

Which of the following are the main challenges that affect Sales Rep productivity?

A

Tedious data entry process
Difficulty in finding information
Having to create reports manually

142
Q

Most common integrations in a marketing organization take place when…

A

Lead generation

143
Q

What should you keep in mind when designing a solution to improve Sales Rep productivity?

A

Information should be entered only once

Finding information should only be a few clicks away

144
Q

Which option best identifies with the Chatter Profile Page?

A

Everyone can see what you post here. Only displays posts directed to you.

145
Q

Which statements about the Salesforce Classic Mobile application are true?

A

It provides mobile access to data, tasks, and calendar

It downloads relevant data for standard Salesforce objects and custom objects

146
Q

Which of the following descriptions best describe Chatter?

A

A collaboration tool

147
Q

Which pair of reports is best associated with the business driver “Build a strong pipeline”?

A

“Closed Opportunities by Lead Source” and “Reasons for Lead Disqualification”

148
Q

Which pair of reports is best associated with the business driver “Manage the Funnel”?

A

“Stage Duration Age” and “Forecast by Sales Rep”

149
Q

Which method can be used to improve agent retention? Choose 2 answers:

A

Extend benefits to part-time agents

Provide additional training on tools and process

150
Q

What are the main challenges that Marketing faces when trying to drive more business?

A

Website integration: Lack of website integration, which delays entry of leads into CRM
Email Marketing: Difficult to track and report on effectiveness of emails that were sent
Search Marketing: No reportable relationship between search words and closed sales
Campaign M

151
Q

Import 100 leads/mo – need to prevent dups.

A

Import using import wizard

152
Q

Which best describes the Salesforce Automation feature “Opportunity Teams”

A

Makes sure we recognize those involved in the sales process.

153
Q

Sales reps must use the same system to manage calendars and to document meetings.

A

False

154
Q

Insurance policies on accounts. 2 sales teams should not see each other’s policies. 2 custom objects, each
w/relationship to account object. Both objects private. What are the design considerations here?

A

Custom report type needs to be created to view all policies in a single report

155
Q

Which best describes the Salesforce Automation feature “Activities”?

A

Ensures that we are tracking our progress towards the desired states.

156
Q

Which task should be included in a business continuity plan for a contact center? (There are three correct
answers.)

A

Route cases to agents in an alternate center.
Deliver training on case handling for contingent staff.
Monitor service level agreements (SLAs) and notify customers.

157
Q

Sales methodology means an industry-recognized standard sales process.

A

False

158
Q

What are the main challenges that marketing faces when trying to align with sales?

A

Inefficient handoff from marketing to sales and

Slowing down of lead velocity

159
Q

Which of the following descriptions best describe Quotes?

A

A tool for extending pricing proposals to customers

160
Q

What are the factors that influence sales metrics drive KPI’s and form key business challenges?

A

weak pipeline

161
Q

What customer information is required to ensure that all requirements are successfully gathered during the planning stage of a project?

A

List of required objects and fields.
Key reports from the current system.
Organizational chart with titles.

162
Q

The marketing Manager at UC wants to leverage the power of sales cloud to support the sales following requirement:
• monitor website traffic
• Email 1200 leads per day
• capture customer satisfaction survey result on a web form
• Understand (report) the case of marketing exercise vs sales activity
What should a consultant recommend to meet this requirement?

A

Use AppExchange marketing app, campaign, web-to-lead, opportunity and report

163
Q

The sales director at Cloud Kicks wants to ensure, on the creation of Contacts for an existing Account, that the
mailing address of a contact is the same as the shipping address of the parent Account

A

Create a Validation rule on the Contact object to validate the MalingPostalCode of the contact with the
ShippingPostalCode of the account.

164
Q

UC shares specific accounts with its partners and is considering the use of Salesforce to Salesforce to increase
visibility and collaboration for deals managed through its partner channel. The company’s key partners also
currently use Salesforce. What should be considered for this implementation? Choose 2 answers

A

Universal Containers can report on shared opportunities managed by partners.

Partners can create and share opportunities associated to shared accounts.

165
Q

Universal Containers uses PDF documents to help the Sales Team learn about new Products. Which feature should a Consultant recommend to store these documents?

A

Salesforce Files

166
Q

Cloud Kicks to see how many closed won opportunities a campaign has generated over last 30 days. They
have implemented a campaign influence model that uses the primary campaign source. Which two steps are
needed to meet this requirement using standard functionality? Choose 2 answers

A

Add campaigns to opportunities when the campaign is related to a contact that is assigned a contact role
on the opportunity prior to the close date.
Have the administrator specify a timeframe that limits the time a campaign can influence an opportunity
after the campaign first associated date and before the opportunity created date.

167
Q

Universal Containers wants to manage their sales territories in Salesforce. What questions should be asked to
determine if territory management is an appropriate solution? Choose 3 answers:

A

Are there specific rules for account and opportunity access?
Does account sharing depend more on account traits than on ownership?
Are commissions calculated by the number of territory to which a representative belongs?

168
Q

Cloud Kicks has purchased a list of prospects and wants sales representatives to begin to contact and measure
the Return Of Investment (ROI) of the people in the purchased list. Which solution should the Consultant
recommend?

A

Create a campaign for this list, import the list as leads, and add them to the campaign.

169
Q

UC would like to record performance about the conference and people who attended them. A contact would
potentially attend multiple conference. Company would like to display this information on the contact layout
using the standard configuration. How the system should be designed to meet the company’s requirement.

A

Use campaign for conference and add Campaign member to record attendee information

170
Q

A consultant is implementing a new Sales Cloud instance for Cloud Kicks that has a public sharing model for
accounts. Different sales representatives own local accounts that create a multi-level Account hierarchy. Cloud
Kicks needs to see the total number of closed won opportunities and the revenue value for all accounts in the
hierarchy when viewing a parent account. Which recommendation will meet this viewing requirement?

A

Create a Roll-up Summary field on the parent account displaying the total value of won opportunity
from the child accounts

171
Q

The shipping department at the Universal Containers is responsible for sending product samples as part of the
sales process. When an opportunity moves to the ‘Sampling1 stage, Universal Containers an automatic email
sent to the shipping department listing the Products on the opportunity. How can this requirement be met using
a workflow email?

A

Create it on the Opportunity using a visualforce email template.

Sales Cloud (1 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions