Set 1 Flashcards
Universal Containers’ current solution for managing its forecasts is cumbersome. The sales managers do NOT have visibility into their teams’ forecasts and are NOT able to update the forecasts. As a result, the managers are continually asking their sales representatives to provide updated forecast data via email or phone. Which two solutions should a consultant recommend to help Universal Containers improve the management of their forecasts? (Choose two.)
A. Enable override forecast permission in the Manager’s profile.
B. Create forecast Chatter groups where sales representatives can post and share their forecasts.
C. Create a forecast hierarchy and assign managers to the forecast manager role.
D. Configure weekly customized forecast reports and dashboards to be emailed to sales management.
A, C
Universal Containers acquires sales leads each year through trade shows. Occasionally, duplicate leads are generated when the marketing team imports leads that already exist in the system. What should a consultant recommend to prevent duplicate leads in the system?
A. Upload the leads to Data.com to remove the duplicates and select the option to have them automatically imported.
B. Upload the leads using Data Loader and enable the “Find Duplicates” setting to prevent duplicate records.
C. Upload the leads using Data Import Wizard and select the appropriate field to match duplicates against existing records.
D. Upload the leads and click the “Find Duplicates” button for each of the leads to identify potential duplicate lead records.
C
Sales management at Universal Containers wants product managers to become more involved with sales deals that are being delayed in the negotiation stage of the sales process. Product managers need to understand the details of specific sales deals, and address product capability and roadmap questions with customers. Which two solutions should a consultant recommend to help product managers engage in sales deals? (Choose two.)
A. Use Process Builder to create a chatter post.
B. Use an assignment to notify product managers when opportunities are updated.
C. Create a Chatter group to share product information with the sales team, product managers, and customers.
D. Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals.
A, C
Universal Containers has a public sharing model for accounts and uses the parent account field to create a multi-level account hierarchy. When viewing a parent account, the company wants to see the total value of open opportunities for all accounts in the hierarchy. Which solution should a consultant recommend to meet this requirement?
A. Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.
B. Define a workflow rule to update the custom field on the parent account with the total value of open opportunities from the child accounts.
C. Use Apex to update a custom field on the parent account with the total value of open opportunities form the child accounts.
D. Create a roll-up summary field on the parent account showing the total value of open opportunities from the child accounts.
C
The members of an opportunity team at Universal Containers are working together to close an opportunity.
The sales engineer on the team is having trouble keeping up with the active quote. How can the sales engineer identify the opportunity’s active quote?
A. Reference the synced quote field on the opportunity record.
B. Reference synced quote history on the opportunity.
C. Follow the opportunities’ quotes in Chatter.
D. Reference the last modified date on the quotes.
A
Which three considerations should be addressed when implementing Advanced Currency Management?
(Choose three.)
A. Currency roll-up summary fields from opportunities to an account use the static conversion rate.
B. The converted amount of an opportunity uses dated exchange rates based on the close date of the opportunity.
C. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate.
D. Advanced Currency Management can be enabled or disabled in the organization under the company profile, if needed.
E. Advanced Currency Management dated exchange rate are automatically updates in a monthly basis.
B, C, D
What is the recommended approach to relate a Person Account to another Account?
A. Add the Person Account to the Account Team.
B. Add the Person Account to the Partners Related List.
C. Add the Person Account to the Account owner’s default team.
D. Add the Person Account to the Contact Roles.
B
Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and want to receive email notifications when opportunities reach key metrics (e.g. progress to a certain stage or reach a specific probability). However, individuals want to control the frequency of their email notifications. Which two solutions should a consultant recommend? (Choose two.)
A. Create a report filtering for the desired criteria and individuals subscribe to the report.
B. Define a workflow rule and email task that is triggered when key fields are updated to new values.
C. Configure Chatter Feed Tracking to provide updates for the key metrics the sales managers are looking for.
D. Configure the individual Salesforce for Outlook email settings to control notification frequency.
A, C
Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily logins.
Which two measures of sales user adoption should be considered? (Choose two.)
A. Number of neglected opportunities over time by role
B. Completeness of records entered into the new system
C. Overall effectiveness of mass email campaigns
D. Number of reports exported to Excel for analysis
A, B
The shipping department at Universal Containers is responsible for sending product samples as part of the sales process. When an opportunity moves to the “sampling” stage, Universal Containers wants 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 is on the opportunity product using an HTML email template.
B. Create is on the opportunity using a Visualforce email template.
C. Create is on the opportunity product using a Visualforce email template.
D. Create is on the opportunity using an HTML email template.
B
Universal Containers wants to equip its sales team with mobile capabilities. The sales team needs to quickly look up contacts, accounts, and opportunities and easily log calls. Due to limited coverage in certain geographic areas, the sales team wants access to customer information even without an Internet connection. Which mobile solution is appropriate for the Universal Containers’ sales team?
A. Salesforce Mobile app
B. Salesforce Touch App
C. Custom hybrid App
D. SalesforceA App
A
Universal Containers has a customer base of over 15,000 Accounts and 60,000 Contacts. The marketing manager wants to use the customer data for an upcoming new product launch but is concerned contacts may have moved to different companies.
What should a consultant recommend to ensure customer data is accurate?
A. Use a data enrichment tool to verify account and contact data is up-to-date.
B. Create a workflow rule to mass email the contacts and capture any email bounces.
C. Create a workflow rule for an account and contact owner to confirm contact data.
D. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
D
Universal Containers uses Products in Salesforce and has a private security model. The product management employees do NOT have access to all opportunities but wants to track the performance of a new product after it is launched. What should a consultant recommend to allow the product management employees to track the performance of the product?
A. Create a trigger to set the product manager as owner for opportunities on the new product.
B. Create a criteria-based sharing rule to add the product management team to relevant opportunities.
C. Create a trigger to add the product management team to the sales team of relevant opportunities.
D. Create a new product and add it to the price book with the product manager as an owner.
B
The sales management team of Universal Containers has noticed that opportunities are taking longer to close. Historically, it has taken 30 days for a new opportunity to be moved to closed/won. Recently, this time period has increased to 45 days. Which two reporting tools can the sales management team leverage to help determine the cause? (Choose two.)
A. Dashboard of month-over-month trend of lead conversions
B. Report on campaign return on investment (ROI)
C. Report on the discount approval time for quotes
D. Dashboard of opportunity stage duration
C, D
What are two capabilities of Data Loader? (Choose two.)
A. Ability to extract organization and configuration data.
B. Ability to prevent importing duplicate records.
C. Ability to run one-time or scheduled data loads
D. Ability to export field history data
C, D
Universal Containers is planning to implement Salesforce Sales Cloud to support its professional services division. The Universal Containers sales team wants to easily see customer purchasing activity on account, contact, and contact detail pages.
What should a consultant recommend to meet this requirement?
A. Create a global publisher action to view all customer purchasing activity.
B. Create a custom object related to the account, contact, and contract objects.
C. Enable Salesforce Console for Sales to see customer purchasing activity.
D. Enable the Orders object in Salesforce to track customer purchases.
D
Universal Containers forecasts and closes business monthly, and it needs to store details of open opportunities weekly. The sales management team wants to analyze how the sales funnel is changing throughout the month. What should a consultant recommend to meet this requirement?
A. Schedule a custom forecast report to run weekly and store the results in a custom report folder.
B. Schedule a custom forecast report to run daily and store the results in a custom report folder.
C. Create a reporting snapshot to run weekly and store the results in a custom object.
D. Create a reporting snapshot to run daily and store the results in a custom object.
A
The Universal Containers sales team wants to track product shipments for each of its customers. The shipment tracking information is currently available in a back-end system, which the company plans to integrate with Salesforce. Which set of objects are relevant for this integration?
A. Opportunity, opportunity product, custom object-shipment status
B. Lead, account, opportunity product, custom object-shipment status
C. Opportunity, opportunity product, campaign, custom object-shipment status
D. Lead, opportunity, product, custom object-shipment status
A
The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation.
Which reporting tool can help determine the issue?
A. Report on lead lifetime by industry
B. Industry performance dashboard
C. Report on leads by source
D. Campaign dashboard by industry
A
Universal Containers’ management wants to see forecast numbers by all sales representatives and by multiple product groups.
Which two actions should a consultant recommend to meet these requirements? (Choose two.)
A. Implement Collaborative Forecasting with product family.
B. Build a custom forecast report showing product groups.
C. Implement Collaborative Forecasting with quota attainment.
D. Build a forecast list view by product family group.
A, C
Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer. After qualifying the new lead, a new opportunity must be created to track the deal.
Which three actions should a consultant recommend to enforce data quality and accuracy? (Choose three.)
A. Enable the lead conversion permission.
B. Create an Apex trigger to perform data quality checks.
C. Map custom lead fields to corresponding custom opportunity fields.
D. Enable validation rules on the opportunity.
E. Enable validation rules on the lead.
A, C, E
Universal Containers wants to implement a website for a new product launch. The site should be publicly available, allow visitors to submit requests for information, and be managed by the non-technical marketing team.
Which solution should the consultant recommend?
A. Lightning Components
B. Lightning Platform
C. Salesforce Mobile Sites
D. Customer Community
D
Universal Containers wants to prevent sales users form modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required.
Which solution should a consultant recommend?
A. Create a validation rule to enforce field access based on the sales stage and a custom permission.
B. Modify the profile for sales directors to enable the “Modify All” object permission for opportunities.
C. Change the field-level security for sales representatives to restrict field access based on the sales stage.
D. Create a workflow rule to enable field access for sales directors based on the sales stage.
A
Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a desiccated sales engineer. The sales engineer will need access to their assigned sales representatives’ accounts and opportunities.
What should a consultant recommend to meet this requirement?
A. Create a trigger to add the sales engineers to their sales representatives’ account and opportunity teams.
B. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
C. Enable account teams selling and have each sales representative configure their default teams.
D. Create criteria-based sharing rules to share the accounts and opportunities with sales engineer.
C
The marketing department at Universal Containers is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its communication materials can be migrated as well. What should a consultant recommend to migrate the marketing department’s email templates?
A. Enable Email-to-Close and use the Import Wizard.
B. Create an email template change set or use the Lighting Platform.
C. Manually recreate the email and mail merge templates in Salesforce.
D. Enable Email to Salesforce before sending email templates to Salesforce.
C
Sales management at Universal Containers is concerned that pipeline and forecasting reports are inaccurate because sales representatives are creating opportunities after they are closed/won. Which two solutions will help sales management identify and address the issue? (Choose two.)
A. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.
B. Create a report that displays opportunities that have a closed date less than or equal to the created date.
C. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process.
D. Run the opportunity pipeline standard report to view the upcoming opportunities by stage.
A, B
Universal Containers has automated the process of creating new account records in Salesforce. All accounts records created through this process are owned by a generic user. There are now two million account records that have been created in this manner. Universal Containers is now seeing performance issues when it makes any changes to account sharing rules.
What can Universal Containers do to address the issue without changing its integration?
A. Contact Salesforce support to add an index to the account object.
B. Set the organization-wide defaults for accounts to public read/write.
C. Ensure that the generic user has the Modify All Data permission.
D. Ensure that the generic user has NOT been assigned to a role.
D
Which two actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? (Choose two.)
A. Ensure the project key performance indicators are profitable.
B. Establish a stakeholder committee and meeting schedule.
C. Acquire the client stakeholder’s key performance indicators.
D. Create scheduled dashboard to be sent weekly to all stakeholders.
B, C
A marketing department that runs many concurrent campaigns has specified that the influence timeframe for a campaign is 60 days. What is the impact on the campaign influence for opportunities when a contact is associated to an opportunity in a contact role?
A. All campaigns created within the last 60 days will be added to the campaign influence related list.
B. Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.
C. Campaigns in which a contact became a member within the last 60 days will be associated and displayed in Campaigns with Influenced Opportunities Report.
D. All contacts associated with campaigns will be added to the campaign influence related list.
C
Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company wants to track and report on these deals separately from other deals.
What should a consultant recommend to meet this requirement?
A. Add “upsell” as a stage and create a summary by opportunity stage.
B. Create a separate page layout and report to flag and report on these deals.
C. Create a custom field on opportunity to flag and report on these sales.
D. Create an opportunity record type and sales process for reporting on these deals.
D
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. File Sync
B. Attachments
C. Salesforce Files
D. File Contact for SharePoint
C
Universal Containers is preparing for the launch of its new Sales Cloud implementation to a global user base. With previous sales automation applications, the company had slow adoption of the new solution.
Which three Sales Cloud deployment factors should be considered to help ensure adoption? (Choose three.)
A. Management communications
B. Training in local language
C. Sales rep quota targets
D. Maintenance release schedule
E. Type of training delivered
A, B, E
Universal Containers does NOT have a direct sales team; its channel partners are responsible for selling and servicing products. Over the past quarter, these has been an increased volume of leads. However, the Vice President of Channels has been receiving many complaints from partners on the poor quality of the leads and has noticed a significant drop in the lead conversion rate. What should a consultant recommend to improve partner satisfaction with the leads being shared?
A. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.
B. Create multiple validation rules to ensure that all fields on the lead record are populated with data.
C. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
D. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.
C
Universal Containers needs to show a dashboard with forecast by product family with quotas. Which solution should a consultant recommend?
A. Build a joined report with closed opportunities, forecasting items, and quotas.
B. Build a custom report type with forecasting quotas and forecasting items.
C. Create an analytic snapshot to capture the opportunity forecast.
D. Customize quotas with product report, and add necessary fields.
C
A consultant has created a custom formula field on Opportunity that multiples the Opportunity Amount by the Account’s Discount field. Which Currency will the formula field use for its value if the Opportunity and the Account records have different Currencies?
A. The Account currency
B. The Corporate currency
C. The User currency
D. The Opportunity currency
C
Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stages and the role they play in the sales process.
How should the relationship between the various elements of the sales process be defined to meet these requirements?
A. Map opportunity stages to forecast categories; assign accurate probability to each stage.
B. Map forecast probability to opportunity probability; assign appropriate sales stage.
C. Map appropriate sales stage to opportunity stage; assign accurate forecast probability.
D. Map sales probability values to forecast categories; assign sales stages accurate percentages.
A
Universal Containers wants to capture business sector information on a lead and display the information on the account and contact once the lead has been converted. How can these requirements be met?
A. Create a custom field on the Lead, Account, and Contact objects and configure mapping of these two field for conversion. Use a trigger to update the Contact field with the Account value.
B. Create a custom field on the Lead and Account objects. Create a custom formula field on the Contact object to pull the value from the Account object.
C. Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversion. Create a custom formula field on the Account object to pull value form the Contact object.
D. Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversion. Create a custom formula field on the Contact object to pull value form the Account object.
D
Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce and has a custom object for “Policies” that needs to relate to both Person Accounts and business accounts.
What is the minimum configuration on the policy custom object needed to meet this requirement?
A. Create a custom contact lookup field.
B. Create a master-detail account relationship.
C. Create a master-detail contact relationship.
D. Create a contact lookup field and an account lookup field.
B
A premier customer for Universal Containers needs access to confidential product roadmap information.
Which two steps should a sales representative take to securely send this information using content delivery? (Choose two.)
A. Require the customer to enter a password to view the content.
B. Require the recipient to log into Salesforce to access the content.
C. Require the customer to enter a security token to download the content.
D. Remove access to content after a specified date.
A, D
A lead sharing rule has been defined so that leads owned by the record owner are shared with the public group called “Sales Team.”
Who will have access to these records, assuming that a private sharing model is in place on these objects and there are no sharing rules defined for those objects, when the lead is converted to an account, contact, and opportunity?
A. The record owner, all members of the public group, and a group called “Sales team”, and anyone above any group member in the role hierarchy will be able to access the three records.
B. The record owner, all members of the public group, and a group called “Sales team” will be able to access the three records.
C. The record owner will be the only person who is able to access the account, contact, and opportunity records.
D. The record owner and anyone above the record owner in the role hierarchy will be able to access the three records.
D
