Sales Practices
Cloud Kicks wants to sell to both consumer and Business. There will be a consumer sales team and a business sales team. Which two Salesforce functions will allow the Consultant to meet this requirement?
Choose 2 answers
A. Record Types
B. Process Builder
C. Opportunity Teams
D. Sales Processes
A. Record Types
D. Sales Processes
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. Select the "Marketing User" checkbox
B. Select the "Create" permission for the Campaigns object
C. Set the org-wide defaults for the Campaign object to "Public Full Access"
D. Make the field visible using field-level security
D. Make the field visible using field-level security
Cloud Kicks wants to allow a single view of Contacts that belong to the same Account Hierarchy chain. How should the Consultant meet this requirement?
A. Navigate to the default Contact Hierarchy Lightning Component on the parent Account.
B. Create a report to display all related Contacts
C. Navigate to the Account hierarchy page to view all related Contacts
D. Enable the View All Child Contacts feature
B. Create a report to display all related Contacts
Which roll-up summary fields are supported between two Advanced Currency Management objects when enabling Advanced Currency Management?
A. Opportunity line object to Product object in the default currency of the organization
B. Opportunity object to Account In the default currency of the user's manager
C. Opportunity object to Opportunity object
D. Opportunity line item object to Opportunity object
D. Opportunity line item object to Opportunity object
Sales stages are shared between sales methodologies at Cloud Kicks; however, there are three product lines with unique sales methodologies. A few sales stages overlap between the three. Which three components should be configured to support this?
Choose 3 answers
A. Three sales processes
B. Three record types
C. Three page layouts
D. One set of opportunity stages
E. Three sets of opportunity stages
F. One hybrid sales process
A. Three sales processes
B. Three record types
E. Three sets of opportunity stages
Which two process should be recommended to track the campaigns that influence won
opportunities?
Choose 2 answers
A. 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.
B. 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.
C. Have representatives populate a field on the opportunity record with the dollar amount of the expected revenue from the campaigns that influenced the opportunity.
D. Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that falls before the opportunity close date.
A. 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.
B. 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.
The Consultant at Cloud Kicks has successfully implemented the Einstein lead Scoring feature and now wants to measure the effectiveness and track lead conversion rates. Which three standard dashboards are available?
Choose 3 answers
A. Average Lead Score by Lead Source
B. Conversion Rate by Lead Source
C. Conversion Rate by Lead Score
D. Lead score Distribution
E. Lead Scores by Created Date
A. Average Lead Score by Lead Source
C. Conversion Rate by Lead Score
D. Lead score Distribution
Universal Containers would like to associate some contacts with more than one Account (e.g. A contact is an employee of one account and on the boards of several other Accounts). What solution should a consultant recommend to meet this requirement?
A. Add the contact to the contacts role related list to the other account.
B. Add the contacts to the partner related list on the second Account.
C. Associate the contact to other account using lookup field.
D. Clone the contact record and add to the 2nd account.
A. Add the contact to the contacts role related list to the other account.
UC has implemented forecasting in Salesforce. Sales reps can roll up to many branches in the sales hierarchy based on the product being sold. Which solution would allow a sales rep to submit multiple forecasts for each position they occupy in the hierarchy?
A. Set up multiple price books with separate forecasts for each product.
B. Allow sales reps to select a different role in the hierarchy depending on the product.
C. Configure territory management to enable sales reps to assign opportunities to territories.
D. Set up multiple opportunity record types and reps match type to a product.
D. Set up multiple opportunity record types and reps match type to a product.
Cloud Kicks has three unique product lines, each with a unique sales cycle. Prospect qualification is consistent across the product lines; sales representatives then follow the specific product line's sales cycle. Which two actions should a Consultant recommend to achieve these requirements?
Choose 2 answers
A. Create sales process to map to each opportunity record type
B. Create opportunity record types for each sales process.
C. Create public groups for each opportunity sale process.
D. Define the default opportunity teams for each opportunity record type.
E. Define sales stages that align with opportunity record types.
A. Create sales process to map to each opportunity record type
E. Define sales stages that align with opportunity record types.
Northern Trail Outfitters' European and Asia specific sales team have different business requirements on how to create new opportunities. The team must configure a set of geographically-specific fields relevant only to their team as well as common fields that both teams will utilize. Additionally, each team should NOT be able to report on the other's region specific-fields.
A. Implement field-level security to allow access to fields for the respective regional sales team.
B. Create a separate page layouts and record types for each of the regional sales team.
C. Build a custom object with private sharing to capture the additional fields as a separate record.
D. Utilize Visualforce to build an opportunity page that dynamically checks the user’s region to
determine which fields to display.
B. Create a separate page layouts and record types for each of the regional sales team.
The Sales Director at Cloud Kicks noticed that while Lead conversion rates were high, Opportunities were not moving through the sales cycle. Many of the contacts that were converted had no phone, email, or background information captured. Which three solutions can be used to improve the quality of Leads being converted?
Choose 3 answers
A. Schedule a report that notifies Lead owners daily of Leads with incomplete information.
B. Create a validation rule to check that necessary information is complete upon Lead conversion
C. Implement a trigger that warns the user of incomplete information during Lead conversion.
D. Review Lead conversion mapping to ensure necessary fields are mapped correctly.
E. Update web-to-lead forms to require input fields be completed prior to submission.
F. Mandate that all Lead data must be reviewed prior to being created in Salesforce.
B. Create a validation rule to check that necessary information is complete upon Lead conversion
D. Review Lead conversion mapping to ensure necessary fields are mapped correctly.
E. Update web-to-lead forms to require input fields be completed prior to submission.
A. Create a Validation rule on the Person Account object to validate the MalingPostalCode of the contact with the ShippingPostalCode of the account.
B. Create a Validation rule on the Contact object to validate the ShippingPostalCode of the contact with the Mailing Postal Code of the account.
C. Create a Validation rule on the Contact object to validate the MalingPostalCode of the contact with the Shipping Postal Code of the account.
D. Create a Validation rule on the Account object to validate the MalingPostalCode of the contact with the ShippingPostalCode of the account.
C. Create a Validation rule on the Contact object to validate the MalingPostalCode of the contact with the Shipping Postal Code of the account.
Cloud Kicks frequently has multiple sales representatives that collaborate on an Opportunity and needs Salesforce to allocate credit to each sales representative in order to track against a sales quota. Which Salesforce feature satisfies this requirement?
A. Opportunity splits
B. Account teams
C. Public Groups
D. Opportunity Teams
A. Opportunity splits
What should you keep in mind when designing a solution to improve Sales Rep productivity?
Choose 2 answers.
A. Links may be confusing; use them sparingly
B. Including AppExchange mash-ups may slow down Sales Reps
C. Information should be entered only once
D. Finding information should only be a few clicks away
C. Information should be entered only once
D. Finding information should only be a few clicks away
Cloud Kicks' sales productivity is on the decline, while its competitors are doing great. The Consultant has suggested Einstein Opportunity Insights. Which three insights can this provide?
Choose 3 answers
A. Key Moments
B. Sentiment Analysis
C. Follow-up reminders
D. Deal Prediction
E. Opportunity Representative Score
A. Key Moments
C. Follow-up reminders
D. Deal Prediction
Cloud Kicks recently started using Sales Cloud and hosts its business website outside of Salesforce. On its website, Cloud Kicks has a lead generation web page. The VP of Sales wants the Leads captured in its self-hosted website to be reflected in Salesforce.
What should a Consultant recommend?
A. Implement Salesforce Connect to create Leads in Salesforce from the Cloud Kicks website.
B. Implement the SOAP web service API to send Leads from the Cloud Kicks website to Salesforce.
C. Implement Web-to-Lead to create Leads in Salesforce from the Cloud Kicks website.
D. Implement the REST web service API to send Leads from the Cloud Kicks website to Salesforce.
C. Implement Web-to-Lead to create Leads in Salesforce from the Cloud Kicks website.
Cloud Kicks is considering using Person Accounts to manage customers, while using business Accounts to manage companies.
What should the Consultant advise?
A. Person Accounts cannot be related to Accounts in a hierarchy.
B. Person Accounts can be disabled from Setup.
C. Account hierarchy allows person Accounts.
D. Person Accounts can only be child Accounts.
A. Person Accounts cannot be related to Accounts in a hierarchy.
The sales director does not want users viewing each other's Opportunities, but wants users to check to see that the Account does not already exist prior to creating a new Account. Which Organization-Wide Default should the Consultant recommend?
A. Set Account to Public Read/Write, and Opportunity to Private.
B. Set Account to Public Read Only, and Opportunity to Public Read Only.
C. Set Account and Opportunity to Private.
D. Set Account to Public Read/Write, and Opportunity to Controlled by Parent.
A. Set Account to Public Read/Write, and Opportunity to Private.
Cloud Kicks has sales teams distributed across global regions. The direction from sales leadership is to define access based on region. For example, users within the region have access to regional dashboards, while the leadership team has access to global dashboards. What should the Consultant recommend to meet this requirement?
A. Create region-based sales groups, one leadership group, and one Dashboard folder with View access.
B. Create a Dashboard folder for all regions' sales team and one Dashboard folder for the leadership team.
C. Create one Dashboard folder for all regions for both sales and the leadership team with View access.
D. Create Dashboard folders for each regional sales team and one Dashboard folder for the leadership team.
A. Create region-based sales groups, one leadership group, and one Dashboard folder with View access.
Currently at Cloud Kicks, the Lead Source field is used to track what event a lead originated from. The Marketing Director requested a report that shows every event a lead has attended. Which standard Salesforce functionality can a Consultant recommend?
A. Create a custom field to track the second event a Lead attends
B. Implement Campaigns to track events and define a Campaign Management process
C. Configure a custom Events object and relate it to the Load object
D. Update the Lead Source field to the most recent event a lead has attended using process builder
B. Implement Campaigns to track events and define a Campaign Management process
Cloud Kicks wants to implement a methodology to determine which current Leads have the most in common with Leads that have successfully been converted in the past. How can Cloud Kicks support this requirement?
A. Use Einstein Lead Scoring
B. Create a lead Rollup Summary Field.
C. Use Lead Conversation Reporting.
D. Create a Joined report.
A. Use Einstein Lead Scoring
The Cloud Kicks sales team can create leads for both business and individual customers. Person Accounts have been enabled in its Salesforce org. How can the Consultant ensure that Leads are converted into either a business Account or a person Account where appropriate?
A. Ensure the Company field is left blank to ensure it is converted into Person Account.
B. Ensure the Person Account checkbox on the Lead is checked prior to conversion.
C. Ensure the Company field is populated with "Person" to ensure it's converted into a person
Account.
D. Ensure that there are separate record types for business Account Leads and Person Account Leads.
A. Ensure the Company field is left blank to ensure it is converted into Person Account.
Cloud Kicks' high-value opportunities are becoming delayed in the approval process because sales manager’s approval requests go unnoticed for various reasons. Cloud Kicks wants to streamline the approval process and give sales managers more ways to approve Opportunities in a timely manner. Which two strategies should the Consultant recommend to improve the approval process?
Choose 2 answers
A. Enable one-click approval from report results that returns high-value Opportunities
B. Enable approval in Chatter to allow managers to approve or reject approval requests.
C. Create a dashboard of pending approvals and add it to the Chatter feed.
D. Create a process builder to automatically approve high-value Opportunities.
E. Enable approvals by email for the approval process for high-value Opportunities.
B. Enable approval in Chatter to allow managers to approve or reject approval requests.
E. Enable approvals by email for the approval process for high-value Opportunities.
Cloud Kicks has just completed a Sales Cloud implementation and the marketing team is creating campaigns. Cloud Kicks wants to gain feedback on the implementation. What should the Consultant recommend?
A. Undergo training
B. Upgrade to the latest Salesforce release
C. Sign off on the Statement of work
D. Complete a post-mortem
D. Complete a post-mortem