Sales and Marketing Applications
Which setting can be enabled in Web-to-Lead settings to reject any bogus leads?
'Require reCAPTCHA Verification
Which access levels are possible when a forecast manager shares his forecasts page with another user?
'View Only' or 'View and Edit'
How many standard price books can an organization have? Choose 1 A. 3 B. 1 C. 0 D. 2
1
Cosmic Enterprises will be adding a new product that will be delivered once ordered but billed in quarterly installments for one year. How can this be reflected in Salesforce? Choose 1 A. Create a default revenue schedule for the product B. Create a default quantity schedule for the product C. Create both a default revenue and quantity schedule for the product D. Create a customizable schedule for the product
A
Gary Smith, a top-performing sales rep is likely to close a million-dollar opportunity with a high-value client. The representative wants to be well prepared for his upcoming meeting with the client. How can a Salesforce Admin empower him with the most up to date information while en route to the meeting? Choose 1 A. Enable the news feature so that the sales rep can access the most relevant info related to the client B. Post the most relevant info abou tthe client in Chatter and mention the sales rep C. Shortly before the scheduled meeting, send the rel an email alert with the most relevant and up-to-date informaiton about the client from the clients website, twitter, and google results D. Create a workflow rule to send customized outbound messages to the sales reps mobile device, based on the clients associated with upcoming calendar events
A
The sales reps of Cosmic Solutions would like to view certain important updates about their leads and opportunities with no activity in 30 days. Which standard lightning component can the company's administrator add to the home page assigned to the sales reps for this requirement? Choose 1 A. Assistant B. Recent Items C. Today's Events D. Today's Updates
A
Which statement is true regarding Opportunity Teams in Lightning Experience? Choose 1 A. The opportunity owner or someone above the owner in the role hierarchy can add an opportunity team B. Default opportunity teams are defined in Profiles C. Only a Salesforce Admin can create opportunity teams or add team members D. It is not possible to create default opportunity teams in lightning experience; a user must switch to Salesforce Classic to do so
A
You would like all leads created via Web-to-Lead to be handled by the Contact Center Team. What can you set up to accomplish this? Choose 1 A. Lead Assignment Rule B. Workflow Rule C. Auto Response Rule D. Business Process Rule
A
What needs to be connected to Salesforce to generate leads from LinkedIn?
A LinkedIn member account with one or more ad accounts
What is a Quantity Product Schedule?
A Quantity schedule is when a Product quantity is delivered over time and allows tracking of shipping dates.
What is a Custom Opportunity Split?
A feature to define up to 6 splits between Opportunity team members on any currency field, for example defining how profit is split.
What is a Lead Process?
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.
How can Paths be defined?
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.
What is Lead conversion?
A way to convert Leads to linked newly created or existing Contact, Account and Opportunity records.
What is the Campaign Hierarchy?
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.
What are Opportunity Sales Stages?
A way to track the lifecycle of an Opportunity from open to closed. Stages are mapped to a type, probability and forecast category.
Cosmic repair Solutions has set up Enterprise Territory Management in their Salesforce Org. the Sales Director of the company would like to allow sales reps to view the sales forecasts for the territories to which they are assigned. Which forecast types should be used for this requirement? Choose 2 A. Opportunity Revenue by territory B. Opportunity Quantity by territory C. Opportunities D/ Opportunity Revenue
A, B
Modaxy Communications is a VOIP (voice over internet protocol) solutions provider. Logan, the sales director wants to have inquiries regarding their new service and phone hardware bundle automatically assigned to a team consisting of his best sales reps. What can be done to facilitate this? Choose 2: A. Set up an assignment rule that routes the new service and phone hardware bundle leads to a queue B. Identify sales reps with the best sales numbers and create a queue with those as members C. Create a workflow rule to be notified of inquiries regarding the new service and phone hardware bundle then assign those leads to the queue D. Create a public list view then filter for new service and phone hardware bundle inquiries then assign those leads to the queue
A, B
Sarah is the manager of a team of sales reps who collaborate on opportunities. They are each awarded an appropriate share of the total sale on each opportunity. Which of the following features should her company implement? Choose 2 A. Opportunity Teams B. Opportunity collaboration C. Opportunity Splits D. Opportunity revenue sharing
A, B
What is true regarding the Path feature in Salesforce? Choose 2 A. Path is available for Lightning Experience and the Salesforce mobile app B. Path can be used in a number of objects including leads, opportunities, quotes, contracts, orders, and custom objects C. Only one path can be defined for an object D. Only required fields can be defined for each step of the process
A, B
Which of the following are capabilities of the data Import Wizard for adding or updating campaigns? Choose 2 A. Create accounts and add them to campaigns B. Add records of multiple objects to a campaign at a time C. Update campaign member statuses D. Add existing contacts to a campaign in the same import
A, B
Which of the following are correct regarding Campaign Management? Choose 3 A. Campaigns can be grouped together in a hierarchy B. Campaign members can be added from reports C. Campaign members can be added from a Contact or Lead list view D. Campaigns have 4 default member status values E. Campaign member statuses can only be updated using Data Loaded
A, B, C
Which of the following are true regarding web-to-lead. choose 3 A. Data entered in the web is validated before a record is created in the salesforce org B. Standard and custom fields that need to be captured online can be selected C. The default lead creator for web generated leads can be specified D. Spam entries cannot be successfully mitigated E. There is a limit of 100 leads that can be captured per day
A, B, C
Which of the following statements are true about sharing notes in Lightning Experience? Choose 3 answers A. the Notes related list can be used to share a note B. A note can be shared with users or groups C. Recipients can be prevented from sharing or unsharring the note D. Collaborator access can be granted while sharing a note E. Recipients of a shared note can edit the note simultaneously
A, B, C
What are some considerations regarding using Leads in Salesforce? Choose 3 A. Leads can be indivdual consumers B. When a lead is created, it can be autumatically assigned to an owner C. When a lead is qualified, an account, contact, and opportunity are always created D/ Leads can be imported or created from an automatic process E. Opportunities must always be created from leads
A, B, D
Garden Fresh Grocery is a Salesforce CRM customer. Its employees would like to use just one email service to conduct their company communications. To meet this request, the Operations Director is contemplating whether to take advantage of the External Email Services option in Salesforce. As a Salesforce Consultant, what would you suggest to the owner from the following options? Choose two answers. A. If an External Email Service is used, emails look like they were sent from the user's Gmail or Office 365 accounts and the users can see the emails that were sent in their Sent Items folder B. If the Operations Director opts to use any or all of the available External Email Services, Salesforce will continue to support email bounce management functionality C. Advise the Operations Director that to use the External Email Services option, Lightning Experience needs to be enabled D. Advise the Operations Director that he can choose from, all or any, of the External Email Services, including Gmail, Microsoft 365, Outlook, Hotmail or Yahoo
A, C
What does the campaign influence feature allow? Choose 2 A. Associate one primary campaign that has influenced the opportunity B. Automatically associate active campaigns with related opportunities C. Add multiple campaigns that have influenced an opportunity to an opportunity related list D. Indicate whether a campaign has been influenced by an opportunity
A, C
What happens when a lead is converted? Choose 2 A. The opportunity name is generated automatically for opportunities converted from leads B. The lead is visible in the leads tab with a status on "converted" by default C. The owner of the records created can be selected right before conversion D. Opportunities are always created for converted leads
A, C
Cosmic Computers is a company that was originally established in the United States, but it sells products in several countries such as Australia, Canada, and France. The Cheif Tech Officer of the company is considering the use of Salesforce for storing products and their prices in different countries. Each product is sold at a different prince in each country. However, the company would like to use only one currency to store prices in Salesforce. Which of the following are required to allow the company to manage products and prices for multiple countries? A. A custom price book for each country B. A custom price book for each product C. A custom list price for each product D. A custom list price for each product in each custom price book
A, D
Which of the following are features of the Opportunity workspace? Choose 3 A. View the Sales Path for the Opportunity B. Send an email related to the Opportunity C. Create a unique set of sales stages for each opportunity D. Update the opportunity amount and close date E. Use the activity history related list in the activity timeline view
A,B,D
A Sales Cloud consultant has set up a console app in Lightning Experience to improve the productivity of sales reps in the organization. Which of the following should be considered for creating and running macros in the app to further improve the productivity of sales reps? Choose 2. A. Individual macros cannot be run on list views B. Macros are supported on all standard and custom objects C. Macro instructions support inserting email templates but not attachments D. Macro Builder is used to create Macros in lightning experience
A,D
What are Account insights?
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.
How do orders work?
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.
Where can an administrator obtain dashboards that show key sales metrics?
AppExchange
Which standard lightning component cab be added to the Home Page to show important updates about leads and opportunities to the current user?
Assistant
A Sales Manager has created a presentation for a lead but would like feedback from his sales team before presenting. What is the best way to accomplish this? Choose 1 A. Send the PowerPoint presentation to every sales person via email B. Share the Powerpoint Presentation in a chatter post by tagging his sales team group C. Enable Salesforce CRM content, store the presentation in a library, and invite the sales team to review D. Add the powerpoint presentation to Documents
B
Cosmic Enterprises usually has multiple marketing and advertising campaigns running sumiltaneously. They want to determine which campaigns contribute more to their lead generation and conversion during a particular season. Which feature can help them with this requirement? Choose 1 A. Einstein Campaign Segments B. Einstein Lead Scoring C. Einstein Opportunity Insights D. Einstein Activity Capture
B
How does salesforce track how a deal progresses through the sales cycle? Choose 1 A. Using opportunity sales B. Using opportunity stages C. Using deal stages D. Using sales stages
B
Jim is an administrator for Carly Automotive, a distributer of automotive spare parts. They have just launched a new line of truck parts. the sales process for these parts will be different from the process used for existing products. Managers also need to be able to view information related to the new opportunities on reports. What should Jim do to configure the opportunity object for this new product line? Choose 1 A. Add the new truck part statuses to the existing sales process B. Create a new sales process and record type for truck parts C. Create a new picklist field for truck statuses D. Create a new record type on the opportunity object for truck parts
B
Next Treks is using the Orders functionality in SF to track products purchased. One customer has requested to return products previously purchased as they are defective. How can this be tracked in Salesforce? Choose 1 A. Add a new order product to the existing order with a negative quantity B. Create a reduction order and add one product with the original quantity C. Create a return order with one line item for the defective product D. Cancel the original order
B
To help automate assigning records to the correct users, an administrator is asked to setup assignment rules. What must the administrator keep in mind regarding assignment rules? Choose 1 A. Multiple assignment rules can be active on one object B. Assignment rules can assign records to users or queues C. Assignment rules can be set up on leads, cases, and custom objects D. Assignment rules run after workflow field updates
B
Which of the following can be used to associate different campaigns together within a specific marketing program or initiative? Choose 1 answer A. View Hierarchy button B. Parent Campaign field C. Manage Members button D. Campaign Status Field
B
A sales representative is currently working on an account and would like to collaborate with two other sales reps and a partner user. These users should be able to view and edit the account for a limited period of time. what is a possible solution for this requirement? Choose 2 A. Create a permission set to grant access to the account B. Share the account with the users using the sharing button C. Add the users to the account team from the account team related list D. Create a sharing rule to provide access to the account
B, C
What is true regarding the News feature? Choose 2 A. News articles are displayed in the insights component B. News provides news articles about customers, partners, competitors, and industries C. News can be displayed on accounts, contacts, leads, and the Home page D. News cannot be disabled once it is enabled
B, C
Which two methods can be used together to reduce the time spent by sales representatives on entering information, increasing their productivity in Salesforce? Choose 2 A. Use field history tracking to track field values on objects B. Create lookup relationship fields to other objects C. Create formula fields to auto-populate field values from related objects D. Define account hierarchies to organize accounts
B, C
How can leads be captured using Salesforce? Choose 2 A. Lead ASsignment B. Lead import C. Chat-to-lead D. web to lead
B, D
Instead of attributing revenue to the primary campaign associated with an opportunity, how can revenue be evenly and automatically attributed to all campaigns related to an opportunity? choose 2 A. Manually add campaign influence records B. Use process builder to create a process that will add records automatically C. Modify the standard salesforce influential model D. Create a custom campaign influence attribution model
B, D
Which of the following are true regarding the Lead Conversion process? Choose 3 A. Custom leads fields can be inserted into standard or custom Account, Contact, or Opportunity fields B. An Account is created if one with the same name is not found C. A Contact is created if one with the same name is not found D. If Person Accounts are enabled and the Company fields does not have a value, a person account will be created E. An opportunity is always created
B,C,D
Which are true regarding how Salesforce supports the sales process? Choose 3 A. Team selling can be used to attribute a percentage of success to influential campaigns B. Salesforce supports selling different items with different processes C. Salesforce features include leads, campaigns, products, price books, opportunities, and quotes D. Only contacts from the account related to the opportunity can be linked using contact roles E. Opportunity teams can be used to allow a group of people working on a deal to be associated with an opportunity
B,C,E
Which of the following statements are true about accessing telephony features in Salesforce using Sales Dialer? Choose 3 A. It requires a feature license in Lightning Experience and Salesforce Classic B. It supports incoming and outcoming calls C. It is only available in Lightning Experience D. It supports recording calls using an additional plugin E. Users can call by clicking on phone number fields
B,C,E
What can be used to send alerts regarding opportunities with large amounts?
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.
An opportunity team has been created in Lightning Experience to allow a group of four sales reps to work together to close particular sales deal. Their sales manager would like to include a pertner user in the opportuntiy team so that he can provide his assistance. Which of the following is a true statement regarding the inclusion of a partner user in an opportunity team? Choose 1 A. A partner user can only be included in an opportunity team in Salesforce Classic B. A partner user who already has access can be included in an opportunity team C. A partner user can be included in an opportunity team just like internal users D. A partner user required access to the related account to be included in an opportunity team
C
An organization wants to sell its products at different prices to different types of customers. How can this be set up? Choose 1 A. Create multiple records in the standard price book for each product B. The discount field on opportunity line item can be filled in for each customer C. Create a price book for each customer type D. A workflow can be used to update the opportunity line item price based on the customer type
C
Marketing and sales users at Global Systems Inc would like more visibility into lead and contact participation in this years Trade Show. How would a Salesforce Administrator build this into the application? Choose 1 A. Create a custom object to track the lead and contact participation B. Request customers or leads to send their participation confirmation via email C. Associate the lead or contact with a campaign when they register for the event D. Create cross-object formula fields to display campaign member record details on a lead or a contact record
C
Robby has added a lead to Salesforce and has now found that the company the lead works for already exists in the system. How can Robby create a contact from the information captured in the lead? Choose 1 A. Create a workflow rule to create a contact B. Create a contact with formula fields to fetch the lead information C. Convert the lead using the convert button, fields from the lead will be automatically mapped to the contact record D. Run a lead report and use the information in the report to create the contact
C
Sales reps are grouped by different geographical regions. Each rep can handle any lead within their region. What should be implemented for this situation? Choose 1 A. Set up workflow rules to assign leads to queues based on region B. Set up workflow rules to assign leads to individuals based on region C. Set up assignment rules to assign leads to queues based on region D. Set up assignment rules to assign leads to individuals based on region
C
The Salesforce admin of cosmic fitness solutions has enabled forecasts based on the Amount and Close Date fields on the Opportunity Object. One of the sales managers has been assigned as a forecast manager. She would like to share the forecasts she can view on the forecasts page in Lightning Experience with another sales manager. what should the salesforce administrator recommend for this use case? Choose 1 A. Use the 'subscribe' feature on the page to add the other manager as a subscriber B. Create a snapshot of the forecasts from the dropdown menu on the page C. Use the "share" button on the forecasts page to share the forecasts D. Export the forecasts using a link on the Forecasts page
C
What Salesforce feature makes it easy for sales reps to follow your organizations sales process through visual assistance that provides guidance through each sales stage? Choose 1 A. Flows for opportunities B. Salesforce App Sales chatter feed C. Sales Path D. workflow automation for opportunities
C
What are Sales Objects? Choose 1 A. Leads, Opportunities, Forecasts, and Service Contract B. Accounts, Contacts, Opportunities, and Knowledge C. Leads, Campaigns, opportunities, and orders D. Leads, Contacts, Quotes, and Entitlements
C
Which sales cloud feature allows sales reps to view a visual summary of their opportunities by sales stage? Choose 1 A. Opportunity workspace B. Sales path C. Opportunity Kanban D. Opportunity Manager
C
As a sales Manager, John is finding that he is adding the same people to his opportunity team and is looking for a more efficient way of managing his opportunities. what is true regarding Opportunity teams? Choose 2 A. A default Opportunity team can be defined on the role level B. The default opportunity team cannot be added in the Salesforce App C. If defined, a default opportunity team can be added with one click D. John set up a default opportunity team in his personal settings
C, D
A sales manager contacted the SF admin with an issue that he is not able to add a product or opportunity. What does the SF admin need to check? Choose 3 A. The Product has an active sales price in the currency of the opportunity B. The product is currently in stock C. The product is active D. The product has a standard price in the currency of the opportunity E. The product has been added to a price book in the currency of the opportunity, and the price book entry is active
C, D, E
Which objects can be used to create campaign members Choose 3 A. Users B. Opportunities C. Accounts D. Leads E. Contacts
C, D, E
Which Lightning Dialer feature can be utilized by sales reps to refer back to important conversations to improve their selling techniques?
Call Recording
When using Lightning Dialer, which feature allows sales reps to use separate business line to make and receive calls?
Call bridge
How does Salesforce support estimating future revenue?
Customizable and Collaborative (now default) forecasting. Values are displayed in forecast categories (mapped from Opportunity stages) by Product family, revenue, quantity or both.
A Sales cloud consultant is required to set up forecast types for an organization that needs to use Collaborative Forecasting. all users of the organization have switched to Lightning Experience. Which forecast measurement and date type need to be used if forecast amounts should be calculated based on each opportunity product's Total Price and Date fields? Choose 1 A. Quantity and Product Date B. Revenue and Schedule Date C. Quantity and Schedule Date D. Revenue and Product Date
D
Global finance has a B2B business model. the sales reps can provide a discount on their wide range of products depending on the customer. The sales manager wants to control and approve the discount percentage every sales rep can offer. Which solution will help to achieve this with minimal customization Choose 1 A. Email to case feature B. Sales rep can send an email to request approval C. Validation rule to approve the discount D. Define an approval process
D
Larry Miller, a Sales Executive, is planning to attend a conference where he expects to meet various channel partners. How can a Salesforce Administrator ensure that the Executive is able to access the latest news about his partners while en route to the conference? Choose 1. A. Check any notes recorded against partners in the account records in the Salesforce Mobile App B. Do a google search on Each of the partners C. Check the partner chatter group in the salesforce mobile app D. Enable the news feature to allow the sales executive to view news related to partners in the Salesforce mobile app
D
Matt, a newly hired sales representative, wants to be able to create accounts quickly and auto-populate related fields on the record. Matt has requested the Salesforce Administrator to grant him access to the feature that allows him to do that. How can the Salesforce Administrator meet this requirement? Choose 1 A. Add macros to the utility bar and have Matt create macros that would automatically add new account records B. Enable the Account Auto Create feature in the account settings in setup C. Deactivate the validation rules for the account object D. Enable the automated account fields feature to allow matt to create account records quickly
D
The Director of Sales wants a report that shows the Opportunity Pipeline for the current and succeeding fiscal quarters. This report should be grouped by Sales Rep and Opportunity stage. Which report would be best to use to create this custom report? Choose 1 A. Tabular Report B. Joined Report C. Summary Report D. Matrix Report
D
Which feature allows identifying high-quality leads based on the company's successful conversion patterns?
Einstein Lead Scoring
Which Sales Cloud Einstein feature can be utilized to assign a score to each opportunity based on record details and related products?
Einstein Opportunity Scoring
What tools and features are available to manage leads?
Import Leads, Mass Delete Leads, Transfer Multiple Leads, Mass Email Leads, Mass Add Leads to Campaigns, Mass Change Lead Status
What is the Kanban view?
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.
What are Lead Queues?
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.
How can leads be automatically assigned?
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.
How can campaign members be added to a campaign?
Leads and Contacts can be added using a report, list view, from a Lead or Contact record, using the import wizard or data loader or using 'Add Member' button on the campaign.
Which Salesforce feature can be used by sales reps to make and receive calls in Salesforce as well as log call details automatically?
Lightning dialer
How can an email be sent to all members of a campaign in Lightning Experience?
List emails can be sent directly to all members of a campaign in Lightning Experience using 'Send List Email'
What can be created and run in a Lightning Sales Console to automate repetitive tasks such as updating opportunities and sending an email
Macro
How do quotes and syncing work?
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.
What is Campaign Influence?
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.
Which forecast type should be used to enable territory forecasts in collaborative forecasting?
Opportunity Revenue by Territory
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?
Opportunity Team
In Lightning experience, which feature can be configured to visually track the progress of campaigns?
Path
Which feature can be configured to provide a visual representation of opportunity stages with tailored guidance to sales reps?
Path
What are Opportunity Teams?
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
What is Campaign ROI and how is it calculated?
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
What is a reduction order?
Returns, cancellations and reduction in quantity are recorded as reduction orders.
What is a Revenue Product Schedule?
Revenue schedules allow tracking of revenue that is not received up front and is paid in installments or a subscriptions.
When forecasting by schedule date, which values, are used by Salesforce to calculate forecast amounts?
Salesforce uses the values from a product schedule's Date and Revenue or Quantity fields to calculate forecast amounts.
What are Opportunity Splits?
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.
What are the different types of Pricebooks?
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.
what can be done to make sure that users don't convert leads to opportunities in Lightning Experince?
The opportunity section in the Convert Lead Window can be hidden in Lead Settings
What are territory forecasts based on when a forecast manager is not assigned to a territory?
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.
How can duplicate Leads be identified and managed?
Using the "Find Duplicates" button, fields can be selected to search on, and up to 3 Leads can be merged from the search results.
How can leads be captured from a website and saved in Salesforce?
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.
