Salesforce Sales Cloud Certification

Cosmic Innovation has enabled quotas in Salesforce. The company would like to allow one of its sales directors to manage quota data for all the users in the forecast hierarchy. However, the sales director cannot be given access to the Data Loader or the API for the same due to a certain data policy of the company. If all the required permissions have been assigned already, what should be suggested to the sales director for managing quotas? Choose 1 answer. A. Use the Forecasts Quotas page in Setup to search for and select the users whose quotas need to be managed. B. Use the Forecasts Settings page in Setup to search for and select the users whose quotas need to be managed. C. Add the quota for each user manually from the Forecasts page. D. Use the Data Import Wizard to add the quotas for all the users in the forecast hierarchy.

A Quota data can be managed by navigating to Forecasts Quotas in Setup. One can select the period, forecast type, and product family of the quotas that need to be added or deleted. It is possible to search for and select the users, roles, or territories whose quotas need to be managed. Quota amounts or quantities can be entered. The Forecasts Settings page does not allow searching for and selecting the users whose quotas need to be managed. The Data Import Wizard can only be used to import accounts, contacts, leads, solutions, campaign members, person accounts, and custom objects. The Forecasts page cannot be used to add quota data for users manually

Cosmic Hispana is a company in Spain that manufactures sports equipment. It uses various custom objects to store information about products and sales orders. The company's Salesforce Administrator created public dashboard folders that contain dashboards displaying important information related to the custom objects. The analytics manager of the company should be able to create, rename, and edit dashboards in all folders as well as manage their sharing. What solution should be recommended for this requirement? Choose 1 answer. A. Assign the 'Manage Dashboards in Public Folders' permission to the analytics manager through a permission set B. Assign the 'Manage Dashboards' permission to the analytics manager through a permission set C. Assign the 'Manager' access level to the analytics manager for each public dashboard folder D. Assign the 'Editor' access level to the analytics manager for each public dashboard folder

A The Analytics Manager should be granted the 'Manage Dashboards in Public Folders' permission for this requirement. It would give the permission to create, rename, edit, and delete dashboards, and manage their sharing in all public dashboard folders. 'Editor' and 'Manager' access levels are only applicable for granting access to specific report or dashboard folders. There is no 'Manage Dashboards' permission.

Cosmic Grocery sells its products to non-profit organizations at a discounted rate. A formula field has been defined on the Opportunity object to show whether the account is for a non-profit organization or a regular customer. A sales manager would like to view a report that shows the opportunities owned by each of his team members, grouped by the type of customer, i.e., non-profit organization or regular customer. Which report format is best to meet the requirement? Choose 1 answer. A. Matrix report B. Joined report C. Summary report D. Tabular report

A The phrase 'the opportunities owned by each of his team members, grouped by the type of customer' implies two groupings. Since two groupings are required, a matrix report can be utilized as it would group the data by both rows and columns A summary report is less efficient for more than one group. A tabular report does not contain groups of data. Creating a joined report is also unnecessary since there is no need to view multiple blocks of data that provide different views of data.

A sales representative has sold a deal to supply software to a customer, with the license costs paid monthly. The deal is for 2 years. There are 3 software products included in the deal. How would the deal be represented in Salesforce? Choose 1 answer. A. An Opportunity that has 3 Opportunity Product Line Items, each with multiple revenue schedule records B. An Opportunity that has 3 Opportunity Product Line Items, with a quantity schedule related to each product C. An Opportunity that has 3 Opportunity Product Line Items, each with one revenue schedule record D. An Opportunity that has 3 Opportunity Product Line Items, with one quantity schedule record

A The software is delivered at one time, so a quantity schedule is not required. As there are 3 products and the revenue for each will be collected monthly, each Opportunity Product Line Item would have 24 associated revenue schedule records.

The Global Sales Director at Cosmic Solutions would like to ensure that Person Accounts with a 'Very Hot' rating can only be edited by sales managers. In order to meet this requirement, how could a validation rule that applies only to Person Accounts be defined? Choose 1 answer. A. Define the validation rule on the Account object and also include the 'IsPersonAccount' field in the validation B. Define the validation rule on the Contact object C. Define the validation rule on the Person Account object D. Define the validation rule on the Account object and also include the 'IsBusinessAccount' field in the validation

A The validation rule can be defined on the Account object. The 'IsPersonAccount' standard field can be used to differentiate between Business Accounts and Person Accounts. The only available tabs under Person Account is Details, Page Layouts, Compact Layouts, Record Types, and Flow Triggers

Cosmic Enterprises usually has multiple marketing and advertising campaigns running simultaneously. 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 answer. A. Einstein Lead Scoring B. Einstein Campaign Segments C. Einstein Activity Capture D. Einstein Opportunity Insights

A. With Einstein Lead Scoring, leads can be scored separately according to their segments. Since lead and conversion history can be evaluated based on the associated marketing or advertising campaign, it will be easier to determine which campaigns prove to be more successful. Einstein Activity Capture is used to connect email and calendar applications to the Salesforce org and helps reduce data entry work done by agents. Einstein Opportunity Insights evaluates opportunities and gives modeled predictions about the likelihood to close them based on data from previously closed opportunities. There is currently no Salesforce Einstein feature called Einstein Campaign Segments.

What of the following should be considered to measure the adoption of a new Sales Cloud implementation? Choose 3 answers. A. Login rates B. The completeness of data entered C. Opportunity Pipeline report D. Campaign ROI E. Lead conversion rates

ABC Adoption can be measured by: 1. Usage (login rates, data created and updated) 2. Data Quality (consistently and accurately completing key fields) 3. Business Performance (analytics tracking key business metrics such as opportunity pipeline, activity types) The completeness of data entered is a valid indicator, as complete data shows that users are taking care to enter complete and valid data. The Opportunity Pipeline report will show if Sales Reps are entering current and future Opportunities. Campaign ROI and lead conversion rates are calculations and do not reflect user adoption.

The sales director of Cosmic Innovation would like to understand how responsive the sales team is at reaching out to new leads on each day of the week and how long leads remain open before they are worked on. What can be done to help him understand how the number of open leads varies over the week? Choose 1 answer. A. Create a trigger that populates the number of leads created each day into a custom object, and report on that. B. Create a reporting snapshot that runs daily and includes the date of open leads. C. Create a Lead report and schedule it to run each week. D. Create a custom Visualforce report.

B Reporting snapshots can be defined to run daily, weekly, or monthly, and are based on a source report. The data from the report is populated into a custom object, on which trend reporting can be performed. A simple report on leads would not be sufficient to see the status of leads on each day of the week. Creating a custom trigger that populates the number of leads in a custom object would not allow the sales director to see how long the leads remain open for. Creating a Visualforce report would require more effort than using reporting snapshots for the requirement.

The Salesforce Administrator of Cosmic Solutions has received a new requirement for a group of users in Salesforce. These users should be able to access the accounts they own and have visibility to all of the child accounts within any hierarchies, regardless of ownership. The organization-wide default setting for the Account object is set to 'Private'. Which of the following is true regarding user access to the child account records? Choose 1 answer. A. A sharing rule can be created to share the accounts within an account hierarchy. B. If a user has access to a parent account, access to child accounts will need to be added manually. C. If the 'Grant Access Using Hierarchies' option is set on accounts, users will have access to all accounts with an account Hierarchy. D. If a user has access to a parent account, they will have access to child account records.

B The account hierarchy has no impact on data sharing and visibility. The feature is used to establish a relationship among multiple accounts/companies, which is typically used for internal reference. A sharing rule cannot be used to grant access to child records in an account hierarchy. The 'Grant Access Using Hierarchies' option applies to the role hierarchy and not an account hierarchy. Salesforce provides implicit sharing between accounts and child records of opportunities, cases, and contacts, but this does not apply to child account records in a hierarchy

Fast Finance is having problems with the accuracy of its forecast. Upon further investigation, it is found that opportunities that have been lost are still being included in the forecast. What should be done to fix this? Choose 1 answer. A. Check the Opportunity Stage probability. B. Correct the forecast category mapping. C. Configure a record-triggered flow to update the opportunity amount to 0 when the opportunity is lost. D. Override forecasts that have been lost and set a $0 value.

B To ensure that opportunities lost are not included in the forecast, the forecast category of the 'Closed Lost' stage should be set to 'Omitted'. The Opportunity Stage probability does not have any effect on the forecast amounts.

The Salesforce Administrator of Cosmic Fenix recently set up Collaborative Forecasting in Salesforce to allow the sales department to predict sales revenue from the opportunity pipeline. For each sales representative on the forecasts page, the sales director would like to display the monthly sales goal, the forecast amount, and the difference between the two. Which of the following steps are necessary to meet this requirement? Choose 3 answers. A. Select 'Show quotas' on the 'Forecasts Settings' page in Setup B. Assign a quota to each sales representative using Data Loader, API, or Setup C. Enable 'Quotas' by navigating to 'Forecasts Quotas' in Setup D. Ask sales representatives to select 'Enable Quota' on the forecasts page E. Select 'Show Quota % Attainment' on the Forecasts page settings

ABE A quota is a monthly or quarterly sales goal that is assigned to a user or territory. Quotas can be enabled on the Forecasts Settings page by selecting 'Show quotas'. On the Forecasts page settings, 'Show Quota % Attainment' can be selected to show the quota attainment percentage as well as a bar to visually show the progress. Quotas can be assigned to each user manually from the 'Forecasts Quotas' page. It is also possible to use Data Loader or the API to load quota data for users. There is no setting to enable quotas on the 'Forecasts Quotas' page in Setup. To show the quota amount for each period, a user needs to select the 'Show Quota Column' on the forecasts page.

Cosmic Enterprises recently enabled the display of quotas in Collaborative Forecasts. The sales director of the company would like the ability to add and update quotas for any user in the forecast hierarchy manually. Which of the following are important considerations related to this use case? Choose 2 answers. A. The 'Manage Quotas' and 'View All Forecasts' permissions should be assigned to the sales director. B. The 'Customize Application' permission should be assigned to the sales director. C. The sales director can select the period, forecast type, and product family of the quotas that need to be added or updated. D. Only the quota amounts in the quota field can be edited on the 'Forecasts Quotas' page.

AC To allow a user to manage quota data manually in Setup, the user must have the 'View Setup and Configuration' permission. They should also have the 'Manage Quotas' and 'View All Forecasts' permissions to manage quotas of any user in the forecast hierarchy. One can select the period, forecast type, and product family of the quotas that need to be added or updated. It is possible to search for and select the users, roles, or territories whose quotas need to be managed. One can click the pencil icon to edit quota and currency fields. Quota amounts or quantities can be edited on the page.

The Sales Cloud Consultant of Cosmic Supermart needs to set up Lightning Sync for Google in order to allow automatic syncing of sales reps' person accounts with Google and vice versa. Which of the following are valid considerations for creating a configuration for this requirement? Choose 2 answers. A. Person accounts created in Salesforce sync to Google as contacts. B. New contacts created in Gmail sync to Salesforce as person accounts. C. New contacts created in Gmail sync to Salesforce as contacts. D. Person accounts can sync from Salesforce to Google only if they're marked as private.

AC When a Lightning Sync configuration has been set up, person accounts in Salesforce sync to Google Contacts as contacts. However, it is not possible to create person accounts in Google applications. Only contacts can be created in Gmail or Google Contacts, which sync to Salesforce as contacts. Also, there is no requirement that a person account should be marked as 'private' to allow syncing from Salesforce to Google Contacts. Note: Lightning Sync for Google will no longer be supported for new Salesforce customers. Einstein Activity Capture is the recommended replacement.

The sales organization has just been reorganized. A sales manager would like all of the account managers in his team to work collaboratively on all of their Opportunities. He would also like them to be able to share the commission on any Opportunities that are closed as a team. Which of the following would you need to consider or enable? Choose 3 answers. A. Opportunity splits would need to be enabled B. Opportunity revenue sharing would need to be enabled C. Each account manager would need to setup a default opportunity team D. If enabled, a default opportunity team can be automatically added to an opportunity upon creation E. Opportunity team members will have read but not edit access to the Opportunities to which they are a member

ACD Default opportunity teams must be set by each user in settings. The level of access for team members can be set to [Read Only] or [Read/Write]. The setting [Automatically add my default opportunity team to opportunities that I create or open opportunities that are transferred to me] controls whether the team is added automatically when a new opportunity is created by a user To allow for shared commission, Opportunity splits must be enabled.

Cosmic Solutions has enabled Enterprise Territory Management and set up various territories based on the regions where the company sells its products and services. The company is also using Collaborative Forecasting and has enabled territory forecasts by creating an 'Opportunity Revenue by Territory' forecast type. Which of the following is a valid statement about the use of territory forecasts? Choose 1 answer. A. The date measure for the forecast type is limited to the Close Date field on the selected object B. Sales users can view revenue forecasts for the opportunities in the territories to which they're assigned C. Using territory forecasts disables the use of the role hierarchy for other forecast types D. A forecast manager is required to display a territory's forecasts based on the individual users assigned to the territory

B When territory forecasts are enabled, users can view opportunity revenue forecasts for the territories that they are assigned to. Although territory forecasts are based on the territory hierarchy instead of the role hierarchy, other forecast types can still use role-based forecasts. The date measure for territory forecast types can be based on any date field on the chosen object. A forecast manager is assigned to a territory to show rolled-up forecasts for the territory. If a forecast manager is not assigned, a territory's forecasts are based on the individual users assigned to the territory.

Which selling methodology focuses on collaborating with customers to help them visualize how a product or service can help them achieve their goals and solve their problems? Choose 1 answer. A. Target Account Selling B. Customer-Centric Selling C. SPIN Selling D. Solution Selling

B Customer-Centric Selling makes use of active collaboration with customers to identify their needs, promote solutions for their problems, encourage feedback, and close purchases on the customer's timeline. The focus is more than problem-solving; it is to help the customers achieve their goals with a product or service. Target Account Selling is an account-based approach to prospecting and selling products. In this methodology, each sales rep is typically assigned to a few target accounts instead of opportunities. Solution Selling is a problem-led approach to selling products. Instead of just highlighting the features of the product, the sales rep or team focuses on the problem faced by the customer and determines how it can be solved using the product. SPIN Selling is an approach that involves asking questions based on the following areas: situation, problem, implication, and need-payoff.

The marketing design specialists of Cosmic Clockworks have been given the task of designing and developing content for promoting a new line of clocks that are being manufactured by the company. Which of the following content - related operations and components should be included in content development by the marketing design team? Choose 2 answers A. Designing Marketing Channels B. Content-Engagement Tracking C. Content Delivery D. Identify Campaign Member

BC

What are some considerations regarding multiple currencies in Collaborative Forecasts? Choose 2 answers. A. When forecasting is enabled, a forecast currency is selected and cannot be changed B. If multiple currencies are enabled, each user can select a display currency for the forecast C. If currency rates change, current and future forecasts are impacted but not historical forecasts D. The forecast currency is either the corporate currency or the forecast owner's personal currency

BD If multiple currencies are enabled, a display currency can be selected by clicking on the gear icon. If the display currency selected is not the corporate currency, then the corporate currency will be shown in parentheses Historical, current, and future forecasts are impacted by the rate change.

The Field Sales Reps at Comfort Heating would like to stay updated with their pipeline's forecast via the Salesforce mobile app. They would like to see how close they are in achieving their quota and be able to adjust forecasts as needed. Which of the following are valid considerations for forecasting using the Salesforce mobile app? Choose 2 answers. A. The forecasting currency can be changed to the corporate currency or the user's personal currency. B. The 'Gap to Quota' column can be enabled in 'Forecasts Settings' to display how close the user is to achieving their quota. C. A user can be allowed to adjust their own forecasts and their subordinates' forecasts. D. Both role-based and territory-based forecast types can be viewed on the Salesforce mobile app.

BD Up to four forecast types can be active simultaneously, and both rolebased and territory-based forecast types can be viewed on the Salesforce mobile app. The System Administrator can enable the 'Gap to Quota' column from the 'Forecasts Settings' page in Setup to display how close the user is to achieving their quota. The forecasting currency cannot be changed on the Salesforce mobile app. Users can adjust their own forecasts and edit their adjustments but not remove them; they cannot adjust their subordinates' forecasts.

Cosmic Lights would like to start using Salesforce for managing opportunities and related products. Product records have already been added to Salesforce. The system administrator is now required to set up and customize Opportunity Products so that sales reps can start adding products to opportunities. Which of the following are valid considerations related to this use case? Choose 3 answers. A. The default opportunity product quantity can be set to 1. B. Users can be allowed to sort opportunity products by list price or sales price. C. An option in 'Opportunities Settings' can be enabled to show recent changes in product quantities. D. The Subtotal field shows the total price before discount. E. The sales price of an opportunity product can only be edited if there is no related revenue schedule.

ADE On the Opportunity Settings page in Setup, a setting can be enabled to set the default opportunity product quantity to 1. The Subtotal field can be added to the Opportunity Product page layout to show the total price without applying the discount specified. The sales price of an opportunity product is editable only if it has no related revenue schedule. On the 'Opportunity Settings' page, it is only possible to show opportunity amounts that have changed and close dates that have changed. Users cannot sort opportunity products by list price in the Opportunity Products related list.

Stellar Furniture has set up Collaborative Forecasting based on Opportunity revenue as well as Opportunity quantity. One of their loyal customers recently confirmed a merger which could affect open opportunities in the pipeline. The Sales Manager wants to adjust their opportunity revenue-based forecast accordingly. Which of the following is true regarding making Forecast Adjustments when both quantity and revenue-based forecast types are active in the org? Choose 1 answer. A. Forecast adjustments on revenue and quantity are linked B. Forecast adjustments on revenue and quantity are independent C. Revenue forecast adjustments reflect on quantity forecasts D. Quantity forecast adjustments reflect on revenue forecasts

B If a Salesforce org uses more than one type of forecast, adjustments made are specific to each forecast type and will not reflect on others.

If cumulative forecast rollups are enabled, with which forecast categories are amounts from opportunities shown in the open pipeline column? Choose 1 answer. A. Commit + Omitted B. Commit + Best Case + Pipeline C. Commit + Closed D. Commit + Best Case

B If cumulative forecast rollups are enabled, opportunity amounts from opportunities that have a commit, best case, or pipeline forecast category are rolled up and displayed in the open pipeline column. If the 'Most Likely' forecast category has been added by the Salesforce Administrator, then opportunity amounts of opportunities under that category will be included as well.

Easy Finance currently tracks all opportunities in USD. They are considering enabling Multiple Currencies so Canadian salespeople can maintain opportunity amounts in CAD. However, they are concerned about how a single pipeline report could be produced. What is true with regard to how opportunity amounts are shown in reports when multiple currencies are used in an org? Choose 1 answer. A. Report totals are displayed in the corporate currency B. Report totals can be displayed in any active currency C. Opportunity amounts are shown in the running user's personal currency D. Opportunity amounts are shown in the corporate currency

B Opportunity amounts in reports are shown in the currency defined for each opportunity record, which is typically the corporate currency as the default. However, the currency can be changed at the opportunity record level so the report may therefore display a number of currencies and not just the corporate currency. A converted amount column can be added, which will use the user's personal currency by default but can be changed to any active currency. Report totals are displayed in the user's personal currency but can also be changed to any active currency.

The Salesforce Administrator of Cosmic Service Solutions has set the organization-wide default sharing setting of the Account object to 'Private'. The company uses Enterprise Territory Management and has an active territory model with the following territories: Canada, Northeast, Southwest, and California. Account records owned by users who are assigned to the California territory need to be shared with all the users in the Northeast territory. They should have 'Read' access to the account records. What solution should be used to accomplish this? Choose 1 answer. A. A permission set should be created to grant record access to users in the Northeast territory. B. A sharing rule based on criteria should be created to share the account records. C. A sharing rule based on record ownership should be created to share the account records. D. The default access level of account records should be set in the 'California' territory.

C A sharing rule based on record ownership can be created to share the accounts owned by members of the California territory with the users who are assigned to the Northeast territory. A criteria-based sharing rule would not meet the requirement because there is no criterion based on a field value. A permission set cannot be used to share records. Setting the default access level of account records in a particular territory would not give record access to users who are assigned to a different territory

The sales representatives at Cosmic Solutions are responsible for converting qualified leads into account records in Salesforce. The company has decided to import a large number of account records from an external source and is concerned about account duplication. Which of the following is a capability of lead conversion which can be used by a sales representative in order to ensure that duplicate accounts are not created while converting a lead? Choose 1 answer. A. New accounts can be created, compared, and merged with existing accounts. B. Existing accounts can be deleted and replaced with new account records. C. Existing accounts can be updated if they share the names specified on the leads. D. Existing account data can be replaced with new data specified by the user.

C During lead conversion, if existing accounts and contacts share the names specified on the leads, one can choose to update the existing accounts and contacts. Attaching to an existing account allows adding information from the lead into empty fields. It is not possible to delete existing accounts during lead conversion. It is also not possible to compare and merge new accounts with existing accounts or specify any data to overwrite the existing account or contact data.

If cumulative forecast rollups are enabled, under which forecast categories are Opportunity amounts shown in the 'Best Case Forecast' column? Choose 1 answer. A. Best Case B. Commit + Best Case + Pipeline C. Commit + Closed + Best Case D. Commit + Best Case

C If cumulative forecast rollups are enabled, Opportunity amounts from Opportunities that have a 'Commit', 'Best Case', or 'Closed' forecast category are rolled up and displayed in the 'Best Case Forecast' column. In Lightning Experience, a 'Most Likely' forecast category can also be enabled and shown. If it is, then the 'Most Likely' forecasts would be in between 'Commit' and 'Best Case'.

Green Power Solutions has two product families: Hardware and Software. In addition, the company currently has Enterprise Territory Management enabled and is using Collaborative Forecasting. If sales managers want to see their territory forecasts categorized by Hardware or Software, which forecast type does the Salesforce Administrator need to configure? Choose 1 answer. A. Opportunity Revenue by Product Family with a territory filter B. Territory Revenue by Product Family C. Product Family Revenue by Territory D. Opportunity Revenue by Territory

C Product Family Revenue by Territory is the correct choice as it shows opportunity amounts segmented by product family, and each product family is further broken down by territory. This 'Product Family Revenue by Territory' forecast type is created by choosing Opportunity Product as the base object, Total Price as the measure, and 'Group forecasts by product family' selected. The relevant date type is selected, and Territory is set as the hierarchy. 'Opportunity Revenue by Territory' is a viable forecast type, but it shows opportunity amounts belonging to territories without segmenting the forecast by product family. 'Territory Revenue by Product Family' is not a viable forecast type. Territory Revenue as a whole is not supported as a measure by Salesforce. Only the following four objects are considered as forecasting base: Opportunity, Opportunity Product, Opportunity Split, and Line Item Schedule. There is no territory filter for Opportunity Revenue by Product Family.

From an opportunity, quotes are generated and emailed to the customer. Once a sales rep marks a quote as accepted by the customer, the opportunity is updated to 'Closed Won,' and a contract is created. Once the contract is finalized, an order is created and activated. For the sales process described, which features could be used to develop a solution that will increase productivity and reduce errors? Choose 1 answer. A. Standard Quote functionality and Validation Rules B. Standard Quote functionality and Apex triggers C. Standard Quote functionality, Process Builder, and Flow Builder D. Configure Price Quote (CPQ) functionality

C The standard Quote functionality can generate quote PDFs and allow emailing to customers. Process Builder and Flow Builder could be used together to create a contract record from the quote and an order record from the contract. It is not possible to create records using validation rules. There is no need to use CPQ or programmatic customization as the features necessary for the requirement can be developed declaratively in Salesforce.

Sales managers at Cosmic Circle Trading are concerned about low customer data quality in Salesforce. Which options are available to enrich and update account, contact, and lead records using Lightning Data? Choose 2 answers. A. Select records from a list view to clean and update blank information B. Select the 'Update Status' option to fill blank fields with Lightning Data field values C. Use data integration rules to automatically update data as information changes D. Select records and fields manually to clean and update information

CD The 'Check for New Data' button can be used on manually selected records to compare fields values between Salesforce and a data service provider for an individual record. If a difference is found between Salesforce data and the data service field values, the data service values can be accepted or declined on a field by field basis. Data integration rules can be set up to automatically update data on a frequency defined by the data service provider. It is not possible to select records from a list view to clean and update its information. An empty field will be automatically filled if the data service record contains a value.

During a new Sales Cloud implementation, which of the following activities would be a part of a successful engagement plan? Choose 2 answers. A. Defining the vision, goals, and objectives of the implementation B. Meeting with major shareholders and other investors C. Executing certain activities in the communication plan D. Identifying and collaborating with the executive sponsor

CD The vision, goals, and objectives of the project should be determined prior to the beginning of the project. An engagement plan should consist of activities related to collaboration and communication with the stakeholders. Executive sponsor identification and collaboration is part of a successful engagement. Shareholders and investors are not relevant because they would not be Sales Cloud users; instead, stakeholders should be identified and included in the process.

Cosmic Circle Financial has found that sales reps are wasting a lot of time trying to contact leads and even existing customers because of outdated information. They are considering using a Lightning Data service from the AppExchange. How could it assist in this situation? Choose 2 answers. A. Update Lightning Data with Salesforce data if the Salesforce data is believed to be more accurate B. Automatically cleanse existing data on a daily basis C. Determine on a field-by-field basis to keep the Salesforce data value or use the data from the data service D. Enrich the existing data in real-time

CD With Lightning Data, the 'Check for New Data' button can be used to compare and update data in real-time. After values are compared between the data service and Salesforce data, values can be selected for each field, keeping the Salesforce field value or updating the data from the data service provider. Rules can be configured to compare and update records automatically but the frequency varies according to the data service provider. Salesforce data can be updated from the data service provider, but data from Salesforce cannot be used to update the data service provider values.

Cosmic Electronics is considering the use of Einstein Forecasting to improve the accuracy of sales forecasts in Salesforce using artificial intelligence. Which of the following are valid capabilities of Einstein Forecasting that can help the company achieve its objective? Choose 3 answers. A. The breakdown of each prediction includes wins from deals closed in the past. B. The full range of the prediction value is displayed under each prediction. C. The prediction column on the forecasts page shows the median predicted amount based on historical data. D. Top factors that contributed to a particular prediction are displayed in a side panel. E. One can switch from table view to graph view to view the prediction trend graph.

CDE

Cosmic Fenix recently started using Einstein Forecasting for sales revenue predictions in Salesforce. The sales director of the company would like the sales cloud consultant of the company to describe how the prediction values on the forecasts page are determined. Which of the following are valid aspects that the consultant can include in his description? Choose 3 A. The prediction values are based on existing opportunities that originally had close dates that were during a previous forecasting period. B. The prediction values are based on existing opportunities that originally had close dates that were during the previous fiscal period. C. The prediction values are based on existing opportunities that are predicted to close during the current forecasting period. D. The prediction values are based on opportunities that are pulled in from a later forecasting period. E. The prediction values are based on newly created opportunities that are predicted to close during the current forecasting period.

CDE

Sales representatives of Cosmic Trade Solutions use Lightning Experience to manage information about existing customers and prospects. One of the representatives has identified several customers and prospects who could benefit from information related to certain financial services offered by the company. He would like to send an individual email with personalized content to each customer and prospect using the 'List Email' feature in Lightning Experience. Which of the following can be used by the sales representative to send a list email for this use case? Choose 3 answers. A. Campaign List View B. Accounts Tab C. List Emails Tab D. Contact List View E. Lead List View

CDE A list email can be sent to contacts or leads from a contact or lead list view, or a campaign member view. It is also possible to send a list email using the 'List Emails' tab. The 'Accounts' tab or a campaign list view cannot be used to send a list email. One can navigate to the 'Campaign Members' related list of a particular campaign to send a list email to the campaign members associated with that campaign. However, since the contacts and leads in this scenario are not part of any campaign, using a campaign member view to send a list email is not one of the solutions.

The marketing director of Cosmic Solutions would like to utilize a lead flow plan for aligning the efforts of sales and marketing teams, helping the users understand how to prioritize and follow up with leads, and making adjustments based on requirements. Which of the following are essential steps of an optimized lead flow plan that can be implemented for this use case? Choose 3 answers. A. Marketing Analysis B. Marketing Mix Planning C. Evaluation D. Strategy Development E. Unified Lead Identification

CDE An optimized lead flow plan consists of the following steps: 1) Information Gathering - Interrogate the sales and marketing teams to get on the same page. 2) Unified Lead Identification - A unified process can be created to identify the leads and align the lead management efforts and goals of sales and marketing. 3) Strategy Development - A lead distribution and follow-up strategy can be created. 4) Communication and Evaluation - The lead process can be evaluated and adjusted periodically by collaborating with the sales team. Marketing Mix Planning and Marketing Analysis are elements of a strategic marketing process that is used to guide the overall marketing efforts of a company.

A sales rep of Cosmic Solutions created a task to call a contact related to the 'Edge Communications' account. He would like to follow up on the task by meeting with the contact at a particular location. Which of the following can be created in Lightning Experience to allow the sales rep to follow up and ensure that the account and contact are copied from the original task? Choose 1 answer. A. Follow-Up Record B. Follow-Up Activity C. Follow-Up Task D. Follow-Up Event

D A follow-up event can be created in Lightning Experience to follow up on an existing task. The key information is copied from the original task so sales reps don't have to enter data twice. Unlike a follow-up task, a location can be specified in a follow-up event. There is no follow-up activity or record.

The IT team of Cosmic Innovation has completed the development and validation of all the features required by the company on its existing org. It is ready to deploy all the related configuration, code, and data from the sandbox environment to the production environment. Which of the following activities should be performed prior to the deployment? Choose 3 answers. A. Announcement of a maintenance window B. Sending satisfaction surveys C. Migrating changes to staging environment D. Testing deployment E. Measurement of adoption

The following activities can be performed prior to deployment of Sales Cloud functionality: 1) Announcement of a maintenance window 2) Stopping changes in production 3) Creation of a staging environment 4) Migrating changes to staging environment 5) Replicating changes based on production 6) Locking users out of system 7) Testing deployment After a deployment is complete, adoption can be measured and satisfaction surveys can be sent to end users.

If cumulative forecast rollups are enabled, which forecast categories are used to roll up Opportunity amounts for the 'Commit Forecast' column? Choose 1 answer. A. Commit + Closed B. Commit + Best Case + Pipeline C. Commit + Best Case D. Commit

A

What mobile capabilities of the Salesforce Mobile App can assist with sales productivity and user adoption? Choose 3 answers. A. Ability to create and update activities B. Ability to view reports and dashboards C. Log Calls D. Ability to create recurring events E. Ability to create and edit reports and dashboards

ABC The Salesforce Mobile App allows users to access and update activity records as well as view dashboards, run reports, log calls and emails, track activities, and create, edit, and delete records. Reports and dashboards cannot be created nor edited in the app. Also, recurring events cannot be created.

What is true regarding the forecast category on an Opportunity record? Choose 2 answers. A. The forecast category is derived from the opportunity stage B. The Forecast Category field is read-only and cannot be modified C. The Forecast Category field value can be modified D. If the Forecast Category field value is changed, the stage is automatically updated

AC The Forecast Category field value on an opportunity is mapped from the opportunity stage but can be updated. When the value is updated, the Stage field value is unaffected.

Which of the following steps should be completed when preparing for a Sales Cloud deployment? Choose 3 answers. A. Stop changes from being made in the production org B. Provide user access and permissions C. Manage data quality to avoid introducing bad data D. Replicate changes on staging environment based on production E. Create a staging environment

ADE When preparing for a Sales Cloud deployment, it is necessary to create a staging environment and replicate the changes based on the production system. Users should not be given access to the production org until the deployment is completed in order to stop changes from being made in the live system. New changes to the production org prior to migration will cause errors and mismatches after going live, if not immediately. Managing data quality can be done after the deployment.

A marketing specialist of Cosmic Gemina is required to design a campaign management process for a marketing plan. The process should primarily focus on the development and execution of campaigns. Which of the following activities should be included in the plan? Choose 2 answers. A. Designing the import process and integration B. Designing the concept C. Outlining the roles and responsibilities D. Defining the criteria for lead qualification

BC

Fast Finance targets corporate loan customers. They had a goal of increasing sales rep productivity by implementing Sales Cloud. How can the success of achieving this goal be measured using Salesforce 3 months after the implementation? Choose 2 answers. A. Lead conversion report B. Opportunity-related activities report C. Quota attainment report D. Opportunity pipeline report

BD Pipeline reports are especially useful in understanding whether a rep is being more productive because it is an indicator of their potential revenue generation. Opportunity-related activities will give an indication of how active the sales teams are in recording the activity around sales deals, including logged calls, emails, tasks, reminders, and events. Recording all activity related to a sales deal will increase productivity ensuring all information is in one place and ensuring nothing is forgotten or neglected. Quota attainment, while valid, is a lagging indicator. If the sales cycle is lengthy, it will take time to produce meaningful reports. A lead conversion report measures the quality of leads that are usually generated by marketing teams and, therefore, are independent of sales reps' productivity

The sales team of Cosmic Lux uses Salesforce in Lightning Experience to manage accounts and contacts. An account typically has several related contact records. The sales director would like to allow the sales users to specify the role that each contact plays in a particular account, such as business user, decision maker, and executive sponsor. What should a Sales Cloud consultant recommend for this requirement? Choose 1 answer. A. Create a new custom field on the Account object. B. Set up contact roles for accounts. C. Create a new custom field on the Contact object. D. Enable the 'Contacts to Multiple Accounts' feature.

'Contacts to Multiple Accounts' is mainly used to relate a single contact to multiple accounts in order to track the relationships between people and businesses. Another use of the feature is to allow users to specify the part that a contact plays in an account. Contact roles can be set up for accounts to allow users to specify the part that a contact plays in an account, but it is only available in Salesforce Classic. While it's possible to set up Contact Roles in Lightning Experience, the Contact Roles configuration is not available for the Account object. Although a custom field can be created on the Contact object to specify the role of a contact, the native solution of setting up 'Contacts to Multiple Accounts' should be preferred since it includes the 'Role' field and the 'Related Contacts' related list on the Account object. Creating a custom field on the Account object is not a user-friendly solution for specifying the part that each related contact plays in an account.

Sales reps at Acme Inc. would like the ability to schedule ad-hoc emails to be sent at a later time for follow-up while they are on the phone with their customers. Acme sales users have the Inbox user permission. What should the Salesforce Administrator recommend? Choose 1 answer. A. Use the 'Send Later' option in the Email Composer on the customer's record B. Set a task to remind them to send the email at a later point C. Create a flow or process to schedule emails when a checkbox is checked D. Use the scheduled send feature in Outlook or Gmail then log the emails to Salesforce afterwards

A A 'Send Later' option is available from the email composer for users with Salesforce Inbox permissions. It allows users to schedule an email to be sent at a later time right from a record in Salesforce. While a flow or process could be created to schedule a specified email template to be sent at a later time, it would be difficult to use an automated process to schedule ad-hoc emails. A task could also be set as a reminder to send the email later, but this is not the most efficient route, same as using the scheduled send feature in Outlook or Gmail.

Cosmic Electronics uses a private sharing model for contacts in Salesforce. A sharing rule has been defined to grant sales reps in the United States 'Read' access to all the contacts in the country. However, a sales rep occasionally needs to edit a contact record or add an attachment to it. What can be done to grant the required access to a particular sales rep for this use case? Choose 1 answer. A. Use the 'Sharing' button on the contact record to grant 'Read/Write' access to the sales rep. B. Configure implicit sharing to grant 'Read/Write' access to the contact record. C. Create a sharing rule on the Contact object that grants 'Read/Write' access to the sales rep. D. Add the sales rep to an account team on the parent account record that allows editing a related contact.

A Manual Sharing can be used to give a user access to a specific record, such as a contact. The 'Sharing' button on the record can be used by the record owner or the Salesforce Administrator to grant 'Read/Write' access to the record. A sharing rule should not be created for this requirement since it's typically used to give several users access to a subset of records based on criteria or ownership. Although a sharing rule can grant a specific user in a public group access to a contact record using a set of criteria, it is not a good solution to define a new sharing rule every time a sales rep needs to edit a contact record. Adding the sales rep to an account team on the parent account record and giving 'Read/Write' access to related contacts would allow the sales rep to edit all the contacts associated with the account instead of just one contact Implicit sharing is built-in sharing behavior that cannot be configured. It allows an account owner to access the related child records based on the access level defined in their role.

The main office of Cosmic Solar has several conference rooms that are used for presentations and meetings. Sales users of the company use Salesforce to schedule events. While creating an event in Lightning Experience, what can a sales manager do to reserve a particular conference room for a meeting? Choose 1 answer. A. Add the conference room resource as an attendee. B. Specify the conference room in the 'Location' field. C. Select the conference room in the 'Related To' field. D. Use a custom field to specify the conference room.

A Meeting resources, such as conference rooms and projectors, can be reserved for an event. A resource can be added as an attendee while creating an event. Resources can be created by navigating to 'Public Calendars and Resources' in Setup.

Cosmic Containers assigns opportunities to sales groups. Various sales groups have been set up according to the Opportunity record type. To align with this approach, it would like to ensure that a user is not allowed to choose an Opportunity owner when converting the lead. Instead, it would like a singleclick lead conversion where the system automatically picks the right Opportunity record type and sales group based on the Lead record type. What should be the recommended approach to address this requirement? Choose 1 answer. A. Define Apex code for single-click Lead Conversion. B. Create a flow that executes on Lead Conversion. C. Create a process that executes on Lead Conversion. D. Create an approval process that executes on Lead Conversion

A Using a process or flow to update the opportunity after converting the lead is neither a single-click process nor lead conversion by itself. The user still has to navigate through the standard lead conversion page (to select account, contact, and opportunity), convert the lead, and then let the automation happen. An approval process is used to submit records for approval and cannot be executed on lead conversion. The actual lead conversion operation which happens in the background is called the 'convertLead' DML operation; it updates IsConverted = true. It can be customized only using Apex code to make it a single-click process. It is important to note that creating new workflow rules was disabled (except for Developer Edition orgs) in the Winter '23 release. Existing workflow rules will continue to function and can be edited or deactivated.

Universal Satellites has a complex pricing model that includes fixed and variable charges. Some charges are one-time, and some are monthly. In order to calculate the opportunity value, a combination of roll-up summary fields and formula fields are used to calculate a deal amount. They would like to use forecasting but are concerned the forecasting amounts will be based on the opportunity amount and not the calculated deal amount. Which solution should a consultant recommend? Choose 1 answer. A. Use Collaborative Forecasting, as forecasting can be based on custom fields B. Export opportunity information and use Excel for forecasting C. Use a third-party forecasting system from the AppExchange D. Use Collaborative Forecasting and override the forecast amounts with the deal amount manually every time

A With Collaborative Forecasting, custom Opportunity fields (of currency and number types) can be used instead of the standard revenue and quantity fields. Though Collaborative Forecasting allows manually overriding forecast amounts, it is not the ideal solution in this scenario since there's the option to use custom fields instead. A third-party forecasting system and usage of Excel are unnecessary because there is a native Salesforce solution for the requirement.

A sales representative wants to send a personalized email to all the leads who are part of a campaign. The sales rep has created a custom list view that displays all the leads in the organization. What can be done to make sure that the list email is sent only to the leads who are members of the campaign? Choose 2 answers. A. Filter the lead list view by the campaign name and add it to the list email. B. Filter the campaign member view by the 'Type' field before adding the campaign members to the list email. C. Use the 'Campaign Members' related list on the campaign record to send a list email to the lead list view. D. Specify the name of the campaign in the list of recipients while creating the list email.

AB A contact or lead list view can be filtered by the name of a campaign to ensure that the list view only contains members who are part of the campaign. This list view can then be added to the list of recipients while creating a list email from the 'List Emails' tab to make sure that the list email is sent only to the members of the campaign. In this case, since a list email needs to be sent to all leads related to a campaign, a lead list view that is filtered by a campaign can be used. Another way to send the list email is using the campaign member view associated with a campaign record. By filtering the 'Type' field to display only leads, the recipients can be manually selected and then added to the mailing list by clicking the 'Send List Email' button in this view. Specifying the name of the campaign in the list email would add all members of the campaign as recipients, which would include contacts as well as leads. Although the 'Campaign Members' related list can be used to send a list email to leads in a custom lead list view, it cannot be used to filter a list view by the name of the campaign.

The sales director of Cosmic Innovation should be able to create, edit, delete, and search for reports in private folders. If all the users of the company use Lightning Experience only, which permission should be assigned to the director for this requirement? Choose 2 answers. A. Manage All Private Reports and Dashboards B. Create and Customize Reports C. Create Reports D. Manage Custom Reports

AB In order to create, edit, delete, and search for reports in private folders, the director should have the 'Create and Customize Reports' and 'Manage All Private Reports and Dashboards' permissions enabled on their profile or assigned permission set. There are no permissions called 'Manage Custom Reports' and 'Create Reports' in Salesforce.

Cosmic Learning Solutions would like to use Salesforce to handle the order management process. The Product object has been customized to store data about the training solutions offered by the company. The company would like to utilize the order management capabilities in Salesforce to allow its sales reps to track and manage customer requests for training solutions. It should be possible to process order upgrades, returns, and cancellations. Which of the following are valid design considerations for setting up orders for this requirement? Choose 2 answers. A. 'Reduction Orders' can be enabled to allow the sales reps to process returns or cancellations. B. 'Zero Quantity Orders' can be enabled for upgrade requests from customers. C. Price Books must be set up to use order products in the order management process. D. The 'Return Order' field on the Order object represents an order that has been returned.

AB Orders can be enabled by selecting 'Enable Orders' on the 'Order Settings' page in Setup. 'Enable Reduction Orders' can be selected on the same page to allow users to process returns or reductions on activated orders. 'Enable Zero Quantity Orders' can be selected to allow users to add order products with quantities of zero, which is useful when a customer wants an exchange or upgrade. It is possible to enable orders without Price Books by selecting 'Enable Optional Price Books for Orders'. This makes it possible for an order to have order products without price book entries. The 'Reduction Order' field on the Order object represents an order that has been returned.

If an organization is using cumulative forecast rollups, what is true regarding the Opportunity amounts included in the 'Open Pipeline' forecast? Choose 2 answers. A. It does not include amounts from closed Opportunities B. It does not include amounts from Opportunities under the 'Omitted' category C. It excludes amounts from Opportunities closing after 90 days D. It only includes amounts from all Opportunities in the 'Pipeline' category

AB The 'Open Pipeline' forecast includes amounts from all open Opportunities except those under the 'Omitted' and 'Closed' forecast categories. It reflects the sum of the Opportunities under the 'Pipeline', 'Best Case', and 'Commit' categories. It does not include closed Opportunities, and it does not involve any timebased criteria. If the 'Most Likely' forecast category has been added, then opportunities under that category will be included as well.

Cosmo Finance would like to improve its forecast accuracy and is considering using Collaborative Forecasting. Which of the following are true regarding Collaborative Forecasting? Choose 3 answers. A. Forecasts can be overridden from the opportunity record or the forecasts page B. Users can be allowed to adjust their own forecasts C. A forecast hierarchy can be set up to determine which users are considered direct reports in terms of forecasting D. Any changes in forecast amounts always reflect on the forecasts page E. Users can delete forecast records without deleting opportunity records

ABC 'Enable owner adjustments' should be selected in Forecast Settings, and then the 'Override Forecasts' permission can be granted to users via their profile or a permission set. A forecast can be overridden by editing an individual opportunity or by editing the forecast total on the forecasts page. Having a forecast hierarchy determines which users are forecast managers and who are their direct reports. Forecasts are calculated from opportunity records and cannot be deleted. On the forecasts page, 'Refresh' can be clicked on to see any changes in forecast amounts.

Cosmic Solutions has decided to use a Lightning Data package available in the AppExchange to allow its sales representatives to update and import account records. The installed package has created data integration rules for the service automatically. Which of the following capabilities are available for configuring a data integration rule? Choose 3 answers. A. Mapping fields in Salesforce to fields from the data service B. Refreshing data automatically by selecting the Overwrite option in field mapping settings C. Using a vendor's unique ID to control matches between Salesforce and data service records D. Specifying the maximum match confidence score to control the precision of matches with records E. Running a matching rule to test the match score

ABC A data integration rule allows fields in Salesforce to be mapped to fields from the data service. In field mapping settings, there's an overwrite option that would refresh the data automatically. Data integration rule matches can be specified using a vendor's unique ID, such as DUNS number for a Dun & Bradstreet package. The vendor's ID field should be added to the account, contact, or lead layout. The minimum match score can be specified to control the precision of matches with records. Data assessment can be run to test the match score.

Cosmic Sporting Goods would like to improve the productivity of its sales representatives by reducing the amount of time spent by them on navigation in Salesforce. A Sales Cloud Consultant has suggested the implementation of a sales console. If the sales representatives use only Lightning Experience, which of the following capabilities of a sales console can help the company achieve its objective? Choose 3 answers. A. Multiple records can be opened at a time as workspace tabs B. By default, a console app opens with the tabs and lists that were last opened C. Related records open as subtabs under the original record D. The 'History Footer' component allows viewing recently visited primary tabs E. Table view allows working with a list view while still working on other records

ABC In a Lightning console app, it is possible to view multiple records and their related records on the same screen, and quickly work through records from a list using a split view. Multiple records can be selected from a table or split view, which open as workspace tabs. However, it's the split view that lets users work with a list view while still working on other records. The related records that areclicked from the workspace tab open as subtabs. These subtabs can also be promoted to workspace tabs and customized (title and icon). In Lightning Experience, the History utility and not the 'History Footer' component allows users to view recently visited primary tabs and subtabs. By default, Lightning Experience autosaves tabs every minute so that a console app always opens with the tabs and list that were last opened. If enabled under app settings, workspace tabs can be cleared for new console sessions. A maximum number of loaded Lightning console tabs can also be set to improve memory usage.

The Salesforce Administrator of Cosmic Electronics is building a custom app for account management. The administrator would like to add the utility bar to give users quick access to common productivity tools. Which actions can a user perform using the 'To Do List' item which appears by default in the utility bar? Choose 3 answers. A. Create tasks B. Re-order tasks C. Create labels D. Log a call E. Create Salesforce meetings

ABC The 'To Do List' component is a default item in the utility bar that allows users to view, sort, label, and act on their tasks, including tasks from Sales Engagement cadences. They can also re-order by dragging and dropping them. Users can create new tasks and create new labels from this component. However, the component does not allow the creation of Salesforce meetings or logging of a call.

Cosmic Financial Services has decided to implement person accounts in order to store information related to individual customers in Salesforce. Which of the following considerations are correct regarding usage of person accounts? Choose 3 answers. A. Person accounts have their own page layouts that can include account and contact fields B. Once 'Person Accounts' is enabled in Setup, it cannot be disabled C. A person account takes the same storage space as a business account D. Not all AppExchange packages support person accounts E. Person accounts can have direct relationships with business accounts

ABD A person account uses more storage space than a business account as a person Account creates both an Account and Contact record. In Salesforce Classic, person accounts have their own page layouts. In Lightning Experience, a custom record page for person accounts can be created and assigned to the person account record type. Person accounts cannot have a direct relationship with another account. However, the Contacts to Multiple Accounts feature can be used to create indirect relationships between a person account and another person account, business account, or contact.

A Salesforce consultant is explaining how Salesforce Order Management works. Which of the items described below are correct? Choose 3 answers. A. After an Order has been activated, Order Products cannot be deleted B. An Order must have at least 1 product associated with it prior to activation C. Order products can never have negative quantities D. After an Order product has been reduced, the Order Product can no longer be deleted E. Orders are automatically created when Contracts are activated

ABD Orders are not automatically created when Contracts are activated. If an Order is associated with a Contract, the Contract must be activated before the Order can be activated. An Order should have at least one product associated with it before it can be activated. If an Order is activated or reduced, the Order Products cannot be deleted. It is possible to have negative quantities in Order Products by enabling the negative quantity feature under Order Settings in Setup.

Cosmic Service Solutions is considering the use of Einstein Forecasting for more accurate forecast predictions. All the users of the company use Lightning Experience. Which of the following Einstein Forecasting features can be utilized by the company's users? Choose 3 answers. A. Prediction Trend Graph B. Prediction Details C. Prediction Analytics Graph D. Prediction Column E. Prediction Row

ABD The following features of Einstein Forecasting are available in Lightning Experience: 1) Prediction Column - It shows predictions based on opportunities within the Best Case and Commit forecast categories. 2) Prediction Details - A value in the prediction column can be clicked to view details about the prediction. 3) Prediction Trend Graph - The prediction trend graph can be accessed from the forecasts page to view a visualization of the predicted closing opportunities within a forecast period. 4) Prediction Summary Graph - The prediction summary graph provides a quick summary of the prediction trend graph. There is no feature called 'Prediction Row' or 'Prediction Analytics Graph'

The sales department of Cosmic Furniture has recently started using Salesforce to manage opportunities. The Salesforce Administrator of the company is required to set up the opportunity workspace in Lightning Experience for the company's sales reps. Which of the following elements of the workspace can be configured declaratively to give sales reps access to key information relevant to the sales process? Choose 3 answers. A. Highlights Panel B. Path C. Pipeline Inspection D. Activity Timeline E. Work Queue

ABD The opportunity workspace in Lightning Experience consists of several customizable elements, including highlights panel, path, key fields and guidance, activity timeline, record details, related records, and composer. Pipeline Inspection provides a consolidated view of pipeline metrics, opportunities, week-to-week changes, and close date predictions. It is accessed using a button on the Opportunity tab. Work Queue is a Sales Engagement feature. It is used by sales reps to access a prioritized list of tasks in the Lightning Sales Console.

Cosmic Supermart is currently planning the implementation of various new features related to Sales Cloud. The Vice President of the company is interested in the use of Collaborative Forecasting to predict sales revenue and quantities from the opportunity pipeline in Salesforce. If the company decides to set up this feature in the next phase of its implementation project, which of the following capabilities will be available to the users? Choose 3 answers. A. Names of forecast categories to which opportunities are assigned can be customized. B. Forecasts can be based on opportunity splits. C. Opportunity revenue and quantity forecasts can be based exclusively on one of three forecast date types. D. Opportunities associated with each enabled forecast type are displayed in a side panel. E. A default forecast currency can be selected for the forecasts.

ABE In Collaborative Forecasting, a forecast type is a forecast that is configured to use a specific type of data and measurement. The data can use standard opportunity fields, opportunity splits, overlay splits, custom opportunity fields, product families, or territories. The measurement can be based on revenue or quantity. If a company uses multiple currencies, the currency in which the user's forecast will be displayed can be selected in 'Forecasts Settings'. If the user's personal currency is selected, then the corporate currency will be displayed in parentheses in the forecasts grid. It is also possible for a system administrator to rename the forecast categories assigned to opportunities. Opportunity revenue and quantity forecasts can be based on not just one of three standard date types, namely, close date, schedule date, and product date, but also custom date fields. A list of opportunities associated with each enabled forecast is displayed in the opportunity pane at the bottom.

Cosmic Whole Foods sells organic food products in various cities of the United States. The company provides home delivery of its products to customers through a team of drivers in each city. However, a driver often does not know the best way to reach a customer site, and there is also no means of providing real-time assistance to them. How can Salesforce Maps be used to resolve these issues? Choose 3 answers. A. Live Tracking can be used to track the location of delivery drivers. B. Drivers can use a mobile device to find nearby customers. C. A customer can chat with the driver en route to the delivery location. D. Geofencing can be enabled to help drivers reach customers faster. E. Delivery routes can be planned based on travel time and distance.

ABE Salesforce Maps is a location intelligence technology offered by Salesforce that allows a company to visualize data, plan territories, track live locations, and optimize routes and schedules. The real-time location of delivery drivers and other assets of an organization can be tracked using Live Tracking. Drivers can turn on Live Tracking in the Salesforce mobile app and share their location, which allows managers to view their location, trip-related data, and other metrics. Salesforce Maps can be used on a mobile device to find nearby accounts/customers. Customer locations can be visualized geographically to identify clustered customers and plan delivery routes based on the travel time and distance of each customer However, it does not allow a customer to chat with a driver who is en route to the delivery location. Geofencing can be enforced using longitude and latitude coordinates, territory/geographic boundaries like state lines, or proximity to customers, but its purpose is to ensure that drivers aren't traveling outside of their zones. Alerts of any unauthorized travel or movement can be enabled, and follow-up communication can be automated.

Cosmic Electronics has relayed a requirement indicating that their sales reps should not be able to add Opportunity Products to or remove Opportunity Products from Opportunities that are already 'Closed Won' or 'Closed Lost'. What configuration features can be used together to support this requirement? Choose 2 answers. A. Roll-up summary field B. Process Builder C. Validation rules D. Custom Visualforce page

AC A roll-up summary field can be used on the Opportunity object to count the number of Opportunity Products. A validation rule can check the current and prior value; if there is a difference, an error message will be displayed and prevent the deletion or addition. Another validation rule can be created on the Opportunity Line Item to prevent changes in the existing Opportunity Products. A process cannot be triggered by a deleted record, only by creation or edit. A custom Visualforce page will not prevent the deletion of an Opportunity Product

In Enterprise Territory Management, what is true regarding the default access to Accounts, Opportunities, and Cases in a private sharing model? Choose 2 answers. A. Users in a territory always have at least 'view' access to accounts assigned to their territory B. Users in a territory can only either 'view' or 'view and edit' opportunities associated with accounts in the territory C. Users in a territory can be allowed to view all cases associated with accounts in the territory regardless of ownership D. Users in a territory can always 'view, edit, transfer, and delete' accounts assigned to the territory

AC In Enterprise Territory Management, access levels can be set for accounts as well as opportunities and cases associated with accounts that are assigned to a user's territory. Default access levels can be specified in 'Territory Settings', or specific territory access levels can be selected by editing a particular territory in the territory hierarchy. When the organization-wide default settings have been set to private for all objects, the available options for accounts can be 'View', 'View and Edit', or 'View, Edit, Transfer and Delete'. Opportunity access can be set to 'No access', 'View', or 'View and Edit'. Case access can also be set to 'No Access', 'View', or 'View and Edit'.

An account manager at Cosmic Circle Financial is on a leave of absence, and the administrator has been asked to transfer the account records owned by him to a sales manager. Which of the following are transferred with account records by default using the mass transfer feature in Salesforce? Choose 2 answers. A. Open opportunities that belong to the account manager B. Open cases assigned to the account manager C. Open activities assigned to the account manager D. Completed activities assigned to the account manager

AC In Salesforce Classic and Lightning Experience, accounts can be mass transferred to other users. By default, the new user will own associated Contacts, open Opportunities, Contracts in Draft & In Approval Process status, Orders in Draft status, Notes, Attachments, and open Activities assigned to the existing owner. The option to transfer associated open cases assigned to the existing owner can be optionally selected. There is no option to include associated completed activities in the mass transfer feature.

Cosmic Grocery would like to use the Product object to store information about the grocery items sold by the company in Salesforce. A team of sales users has been assigned to create product records and ensure that they are available for opportunities. Which of the following capabilities must be considered for adding products in Salesforce? Choose 3 answers. A. A product must have an active standard price before it can be added to an opportunity. B. The standard price of a product must be manually added to the standard price book. C. The 'Product Family' standard field is available to specify the category of a product. D. The 'Use Standard Price' field on the Product object ensures that a product always uses its standard price. E. The sales price of a product can be different from its list price in a custom price book

ACE The Product object allows adding items or services sold by a company to Salesforce. To make a product available for adding to opportunities, it must have a standard price that is active. One can click 'Add Standard Price' in the 'Price Books' related list on a product page to add the standard price of a product and mark it as active. The standard price is automatically added to the standard price book 'Product Family' is a standard field that can be used to specify the category while creating a product record. The sales price of a product is the actual price that is specified by a sales rep when adding it to an opportunity. It can be different from the list price since it can include discounts or other modifications. The 'Use Standard Price' field is available on the Price Book Entry object to specify whether a price book entry inherits its price from the standard price book.

The Sales Director at Cosmic Pharmaceuticals recently learned about third party Lightning Data packages from a Salesforce customer representative. He would like to use them to add new data to Salesforce for cold-calling prospects. What statuses are shown to the user to identify whether a record has been imported to Salesforce when they click on 'Discover Companies'? Choose 3 answers. A. New B. Imported C. In Salesforce D. Existing E. Purchased

ACE Users who have been given access and credits to Discover Companies and import them to Salesforce will be able to see the status of the records that came from the selected data source. These statuses include New, In Salesforce, and Purchased. The 'New' status means that a matching record does not exist in the Salesforce org yet. 'In Salesforce' means that the record has either been imported to Salesforce or that a Salesforce record matches the data service record. 'Purchased' means that the record has already been purchased from the particular data service.

The Sales Managers at Cosmic Computing want to view Opportunities with an annual recurring revenue of more than 100,000 on their Forecasts page. 'Annual Recurring Revenue' is an Opportunity custom currency field. Furthermore, they want to calculate the gap-to-quota value and view it within the Forecasts page. How can this be accomplished? Choose 2 answers. A. Create a new calculated forecast column via Forecasts Settings B. Create a custom summary report C. Add a summary formula to the report D. Add a new forecast filter within the forecast type

AD A custom calculated column is a forecast column that has a value based on a formula. For example, a custom calculated column can be created to represent the 'gap to quota'. The formula for that column subtracts the closed opportunity amount from the quota amount. This is configured on the 'Forecasts Settings' page in Setup. Custom opportunity number, currency, and picklist fields can be used as forecast filters to narrow down the data to study. This is configured in the Forecast Type setup flow. There is no need to create a custom report as the Forecasts page can be configured to display filtered data based on custom opportunity number, currency, and picklist fields. In addition, custom calculated columns can be directly displayed on the Forecasts page.

What is true regarding the impact of multi-currency on reports? Choose 2 answers. A. Amounts in reports are always shown in the records' original currencies B. Amounts in reports are always shown in the user's personal currency C. Report totals can only be shown in the user's personal currency D. A converted amount column can be added for any currency field to display it in an active selected currency

AD Amounts in reports are shown in their original currencies but can be displayed in any active currency. The currency used for report totals can be changed, but the default value is the user's personal currency. For any currency field, a converted column can be displayed to show amounts in the selected currency.

What is true regarding the mappings between Opportunity Stages and forecast categories? Choose 2 answers. A. An Opportunity Stage can be related to only one forecast category. B. An Opportunity Stage can be mapped to multiple forecast categories. C. Users cannot change the value of the default forecast category on Opportunities. D. A forecast category can be related to multiple Opportunity Stages.

AD Each value in the 'Stage' picklist field on the Opportunity object is mapped to a single value in the 'Forecast Category' picklist field and can be modified by editing the 'Stage' field. Multiple stage picklist values can be related to a single forecast category. Opportunity owners can edit the 'Forecast Category' field and override the default mapping. All forecast categories are available for all stages in Lightning Experience.

Global Electronics has a private sharing model and a role hierarchy that reflects the geographic nature of the Sales Teams. It now also wants Account Managers to have an industry vertical responsibility. Account managers could have multiple industry vertical assignments. What options can be suggested to provide account visibility to Account Managers by geography and industry? Choose 2 answers. A. Use Enterprise Territory Management to share the Accounts based on industry B. Ask Account record owners to manually share records with the appropriate Account Managers C. Use Account Teams and manually assign Accounts to the appropriate Account Managers D. Use Sharing Rules and public groups

AD Enterprise Territory Management can be used to share Accounts based on Account attributes such as industry. Criteria-based sharing rules could be used with public groups to automate the assignment of Accounts. The decision to use Enterprise Territory Management depends on a number of factors, including how the organization will forecast and the complexity of sharing, as a limited number of criteria-based sharing rules are available per object.

Sales reps of Cosmic Supermart use either Gmail or Outlook to communicate with customers via email. Which Salesforce feature can be used to associate emails with Salesforce records automatically? Choose 1 answer. A. Lightning Integration B. Einstein Activity Capture C. Gmail Integration or Outlook Integration D. Lightning Sync

B Einstein Activity Capture can be used to automatically associate emails and events with Salesforce records. This feature can also synchronize events and contacts in users' Google or Microsoft® accounts with Salesforce. When sales reps connect their Google or Microsoft account to Salesforce, activities from those accounts show up on business and person accounts, contacts, leads, opportunities, quotes, and contracts in Salesforce. It is possible to set how far back in time their emails go when they're added to the activity timeline, when the account is connected for the first time. Lightning Sync is used to sync contacts, events, and person accounts between Salesforce and Gmail or Outlook. Gmail Integration or Outlook Integration does not allow automatic logging of emails. There is also no feature called 'Lightning Integration' for such a use case

Cosmic Travel Solutions would like to implement Sales Cloud for its sales and business development representatives. The sales director would like to give them access to opportunities and any related features that would be useful to them. Which of the following are true statements regarding the customization capabilities in Salesforce that can meet this requirement? Choose 2 answers. A. A related list can be added to the Opportunity page layout to allow users to identify how any associated records are related to an opportunity. B. A button can be added to the Opportunity tab to show users information about the pipeline and close date predictions. C. A custom sales process can be created for opportunities, and guidance for success can be displayed for each stage of the sales process. D. A list view can be configured to allow users to view Closed Won opportunities that match the attributes of a selected opportunity

BC A custom sales process can be defined in Salesforce for a custom sequence of Opportunity stages. A path can be configured for it and displayed on the opportunity workspace in Lightning Experience. Key fields and guidance for success can be displayed for each stage. A user can expand the path to see the key fields and guidance. Pipeline Inspection is a feature that provides a consolidated view of pipeline metrics, opportunities, week-to-week changes, and close date predictions. It can be enabled by turning it on in Setup and making the Pipeline Inspection button visible on the Opportunity tab. The 'Contact Roles' related list can be added to the Opportunity page layout to allow users to add contact roles to opportunities, which are used to identify how each contact is related to an opportunity. There is no related list that allows identifying how any associated records are related to an opportunity. It is not possible to configure a list view to allow users to view Closed Won opportunities that match the attributes of a selected opportunity. The 'Similar Opportunities' related list on the opportunity page provides this information, and it requires enabling and configuring 'Similar Opportunities' in Setup.

Cosmic Computers would like to implement a lead scoring system based on whether the lead is a decision maker, the timeframe to buy, and the budget. Which of the following can be used to implement a lead score based on these factors? Choose 2 answers. A. A record-triggered flow to update the lead score field B. A custom lead score formula field to calculate the total lead score C. A custom field for each criterion D. A custom numeric lead score field

BC A lead score could be implemented as a formula field, with a total value calculated based on the criteria fields. A record-triggered flow would not be required as the formula field would be dynamically calculated any time the record is updated.

What are some of the typical business challenges related to lead management faced by sales and marketing departments? Choose 2 answers. A. Generating an appropriate amount of leads for the sales team B. Generating high-quality leads C. Inability to measure the effectiveness of marketing D. Tracking leads after conversion

BC As part of the lead management process, high-quality leads defined by sales and marketing are sales-ready leads to be converted and passed to sales. If an opportunity is not created when the lead converts, the lead source, and campaign are not captured and affect the ability to report on marketing efforts. Generating an appropriate amount of leads for the sales team does not mean they are sales-ready leads. Tracking leads after conversion provides key information about the activity related to that lead but does not necessarily result in a sale

Cosmic Innovation would like to use Collaborative Forecasting to allow its sales users to predict sales revenues and quantities. If the sales users use only Lightning Experience, which of the following features can be utilized by them on the Forecasts page? Choose 2 answers. A. Information about completed and in-progress data updates can be viewed. B. A forecast manager can share their Forecasts page with any user. C. Quick actions can be used to edit and delete Opportunities, as well as change the record owner. D. User, role, and territory names are returned in search results if territory forecasts are enabled.

BC The Forecasts page in Lightning Experience allows using quick actions to edit, delete, and change the owner of Opportunities without leaving the page. It also allows a forecast manager to share their Forecasts page with any Salesforce user. The page shows the date and time when the Forecasts page was refreshed, but in-progress data updates are not indicated. Three or more letters can be typed in the search field to get user and territory names in the search results if territory forecasts are enabled; however, role names are not returned.

A company that uses Salesforce has a large number of duplicate leads that could potentially have useful information. Which of the following solutions should be utilized to cleanse the records and remove duplicates? Choose 2 answers. A. Use the Salesforce duplicate rules functionality. B. Use an AppExchange solution. C. Use the Salesforce duplicate jobs functionality. D. Find and delete duplicate leads via Data Loader.

BC To dedupe existing data, an AppExchange product could be used. Salesforce does include the ability to find duplicates on individual records, but this is not suitable when there is a large number of records to process. The duplicate jobs functionality can scan existing records such as leads and use matching rules to identify duplicates; the feature is only available in certain editions. Duplicate leads (or any records) must always be merged with the original record - and not deleted - so as to avoid data loss. The Salesforce duplicate & matching rules functionality only avoids duplication while creating or editing existing records.

Cosmic Service Solutions is using Collaborative Forecasting in Salesforce. The sales director of the company wants the forecast managers to share their Forecasts page with the executive managers periodically. The executive managers should be able to make adjustments to the forecasts. Which of the following are necessary for this requirement? Choose 2 answers. A. The access duration needs to be specified while sharing the Forecasts page. B. A forecast manager can click a button on the Forecasts page to share the page. C. The forecasts managers should use Lightning Experience to access the Forecasts page. D. When sharing the Forecasts page, a forecast manager should give 'Manager' access to the executive managers.

BC When Collaborative Forecasting is set up, forecast managers can access the Forecasts page in Lightning Experience to share their forecasts with any user in the company. A button can be clicked to share the forecasts. 'View Only' or 'View and Edit' access can be granted to a user with whom the forecasts need to be shared. However, only users with 'View and Edit' access can make adjustments. There is no 'Manager' access level. Also, it is not possible to specify the access duration while sharing the Forecasts page

Cosmic Felix would like to implement a targeted marketing process for its upcoming products. The Marketing Director of the company is concerned about its effectiveness and how it can be demonstrated. What should the Sales Cloud Consultant recommend to design and establish a successful marketing process? Choose 3 answers. A. Establish a process for analyzing the internal and external business factors. B. Identify marketing opportunities through careful observation and understanding of key metrics. C. Oversee implementation by paying close attention to customers' responses. D. Evaluate campaign results honestly to determine business growth and return on investment (ROI). E. Get assistance from marketing companies that have a better understanding of the market.

BCD To establish an effective marketing process, companies should identify marketing opportunities through careful observation and understanding of key metrics, design effective strategies that should be followed by marketers, oversee implementation by paying close attention to customers' responses, and evaluate campaign results honestly to determine business growth and return on investment (ROI). Some of the data-driven metrics that could assist with this are Unique Open Rate, Unique Click Rate, and List Growth Rate. Getting assistance from marketing companies does not ensure the success of a marketing process. Establishing a process for analyzing the internal and external business factors is generally part of the strategic marketing process that guides the overall marketing efforts and goals of a company. The Sales Cloud consultant will not be involved in this activity.

What would a user notice after multi-currency has been enabled on opportunities? Choose 3 answers. A. The opportunity amount shown in parentheses uses the record's primary currency B. The opportunity amount shown in parentheses uses the user's personal default currency C. The currency code can be selected when creating new records D. Existing opportunity records are stamped with the corporate currency code E. The primary currency of the opportunity is always the default corporate currency

BCD When multi-currency is enabled, all existing records are stamped with the corporate currency. The currency code can be selected on new records. Users can select a personal default currency which is displayed in parentheses for amount fields. The primary currency of the opportunity can be overridden at the record level if it is not the same as the default corporate currency

The Sales Cloud consultant is explaining the benefits of campaign management. Which of the following should be mentioned? Choose 3 answers. A. Ability to send mass marketing emails directly from the Salesforce campaign B. Ability to track the impact of campaigns on sales deals C. Ability to customize the information tracked for different types of campaigns D. Ability to set up and fully manage campaigns on the Salesforce mobile app E. Ability to manage related campaigns together

BCE Features of Salesforce campaign management include the abilities to track the impact of campaigns on sales deals, manage related campaigns together, and customize the information tracked for different types of campaigns. Salesforce campaign management is not meant to be used for campaign execution, like sending mass marketing emails. Marketing Cloud or an AppExchange app can be used for that purpose. Not all Salesforce campaign management features are available on the Salesforce mobile app.

Which of the following are important considerations for a global Sales Cloud implementation? Choose 3 answers. A. Ensuring the training material is provided in the same language across the organization B. Developing a post-deployment support plan C. Creating realistic test data in the training environment D. Ensure consistency in the processes and workflows in the different regions E. Tailoring training material based on role, business unit and country

BCE In a global Sales Cloud implementation, training material will need to be customized according to a user role, business unit, and country to account for cultural, language, and other differences such as currency and date format. This also applies to the data to be used in a training environment. Different regions may have varying processes and workflows depending on location-specific requirements, so it would not be a consideration for this scenario. Training materials need to meet the needs of the diverse user base and should be tailored for local requirements which may include providing material in different languages.

The latest Salesforce release notes have just been made available to the public, and the Sales Cloud consultant at Fast Finance is looking forward to a new feature that will help forecast sales more accurately. They would like to test the feature and explore related configurations for it to fit the existing business processes. What should be done in order to get early access to new features? Choose 2 answers. A. Refresh all active sandboxes during the preview period B. Create a new sandbox from Setup before the cutoff date C. Contact Salesforce to have access to Beta Service features D. Ensure at least one sandbox is on a preview instance

BD At least one sandbox on a preview instance is needed so that the org will have early access to features from the upcoming release. To check if a sandbox is on a preview instance, the sandbox instance name can be checked on the Salesforce Sandbox Preview Guide. If the dev team is working on updates on non-preview sandboxes and do not want to refresh any of them in the middle of development, then a new sandbox can be created before the cutoff date. If the sandbox is on a non-preview instance, it will have to be refreshed before the cutoff date. Also, not all active sandboxes have to be refreshed; others can be left as they are if they will not be used for the purpose of exploring features and updates from the new release. Requesting access to Beta Service features will only provide access to specific features in beta testing from the release update.

Cosmic Grocery manages records of multiple objects in a Salesforce organization and is now considering the use of multiple currencies. What considerations should be kept in mind regarding currency fields for reports based on multiple currencies? Choose 2 answers. A. The user's personal currency does not affect reports B. Currency fields cannot be used for field-to-field filters C. Custom object currency fields are not supported for multiple currencies D. All standard objects support multiple currencies in currency fields

BD Currency fields on standard and custom objects support multiple currencies. Once multiple currencies is enabled in an org, currency fields can no longer be used for field-to-field filters on reports. A user's personal default currency is used as the secondary currency amount (converted amount) in reports unless it is manually changed

Cosmic Clothing recently set up a sales console in Lightning Experience. The company would like it configured in order to improve the work efficiency of its sales representatives and help them navigate faster. Which of the following are possible to achieve this goal? Choose 3 answers. A. The Highlights Panel component can be set up B. Navigation rules can be set up for records C. Case Hovers can be customized D. The To Do List in the Utility Bar can be used to see, sort, and organize tasks E. The utility bar supports Lightning Components, Lightning Web Components, and other productivity tools such as 'Macros' and 'To Do List' to be added

BDE Although the Highlights Panel component can be set up for a sales console in Lightning Experience, it wouldn't increase the work efficiency of sales reps or help them navigate faster in the console. Lightning Components and Lightning Web Components can be added to the utility bar. Also, the 'Macros' widget can be included in the utility bar of a console app by configuring it in 'Utility Items (Desktop Only)' within the App Manager. 'Macros' allows the automation of repetitive tasks performed by users, increasing their work efficiency. In addition, the 'To Do List' component lists down all the tasks assigned to them in one component. Users can apply labels to tasks in the To Do List to organize and prioritize them. Navigation rules can also be set up to determine whether records should be opened as a workspace tab or subtab of a related record. For example, related contact records can be opened as subtabs of account records, making it easier and quicker to navigate to them. Case Hovers can be customized in Lightning Experience and can save valuable time for users who work with cases all day, but sales representatives usually work with records such as accounts, contacts, leads, and opportunities, so this feature would not be very helpful to them.

The Salesforce Administrator of Cosmic Solutions has decided to enable multi-currency for the organization as they deal with customers from all over the world. Which of the following should the Salesforce Administrator consider as an impact on the Opportunity records before activating multiple currencies? Choose 3 answers. A. On Opportunity record pages, for multiple currencies, currency symbols can be shown instead of currency ISO codes. B. A currency, once added to the active list of currencies, cannot be deleted but can be deactivated. C. There is no impact on custom Opportunity currency fields when Multi-currency is enabled. D. With Advanced Currency Management enabled, Opportunity currency fields cannot be rolled-up to Account. E. Once enabled, multiple currencies cannot be disabled but Advanced Currency Management can be enabled or disabled.

BDE Once the multi-currency feature is enabled for an organization, it cannot be disabled. However, Advanced Currency Management can be enabled or disabled according to the needs of the organization. Similarly, when a currency is added to the Organization's list of currencies, it can only be deactivated to prevent users from using it but it cannot be deleted from the list. With Advanced Currency Management enabled, currency roll-up summary fields work only between Objects that support Advanced Currency Management, such as Opportunities, Opportunity Products, Opportunity Product Schedules, Campaign Opportunity Fields, and Opportunity Splits. Since Account doesn't support Advance Currency Management, a currency roll-up summary field cannot be created on Account from Opportunity. However roll-up summary fields of other supported data types can be created. Custom currency fields are impacted by enabling multi-currency as the decimal places mentioned during field creation are ignored, irrespective of the object. Decimal places for a particular currency is managed commonly at the 'Manage Currencies' under Setup. Currency symbols cannot be shown on a standard Salesforce user interface, including the Opportunity record page, if more than one currency is active in the organization.

Cosmic Furniture uses Salesforce and is looking for a solution that gives sales reps the ability to nurture their prospects using consistent and predefined sales outreach activities. Which of the following are valid features of Sales Engagement that would meet this requirement? Choose 3 answers. A. The 'My Feed' tab can be accessed to view the last 180 days of engagement with prospects. B. A scheduled sequence of prospect outreach activities can be created using call scripts and email templates. C. Sales reps can use the 'Work Queue' on an account record page to work on the associated leads. D. The 'My List' tab can be used by a sales rep to tackle personal, one-off activities. E. Sales managers and reps can add leads to a cadence that defines the outreach steps.

BDE Sales Engagement features Cadence Builder, which can be used to create scheduled sequences of outreach activities called 'cadences'. While creating a cadence, the type of sales outreach step can be selected. It can be Call, Email, LinkedIn Step, Custom Step, or Wait. Both sales managers and reps can add contacts, leads, and person accounts to a cadence. Records can be added to a cadence from a record detail page, list view, or report. The 'My List' tab allows sales reps to tackle personal, one-off activities that aren't associated with cadences. Sales reps can use the 'Work Queue' in the Lightning Sales Console to work on the assigned leads. The 'Cadences' tab shows the activities defined by sales managers. The 'My Feed' tab shows the last 30 days of engagement with prospects.

Cosmic Innovations has decided to set up team roles for Account and Opportunity teams. Which of the following statements are true regarding team roles? Choose 3 answers. A. Deleting a Team Role value will keep the value in existing records B. Account and Opportunity Teams share the same Team Role values C. A user can be associated with more than one Team Role within an Account D. Team Roles, once defined, can be renamed and replaced E. Account Team Roles have no impact on visibility or data access

BDE Team Role values are the same for Account and Opportunity Teams. Once a Team Role has been defined, it can be renamed and replaced. The 'Team Role' field is used to monitor the role a team member plays in an Account or Opportunity, which has no impact on visibility or data access. A user cannot be associated with more than one Team Role for a single Account record. Deleting a Team Role value requires a replacement value to be selected because the deleted value will no longer show in the records. Deactivating a Team Role value will remove the value in the picklist but will keep the value in existing records.

How does Chatter help to allow sales reps to collaborate with other users on Opportunities? Choose 3 answers. A. Chatter publisher actions can be created to publish activity updates regularly about the opportunity B. A Chatter topic can be created and messages added to the topic to discuss the opportunity C. If feed tracking is enabled on Opportunities, sales reps can collaborate on individual records D. Using @mention can be used to bring the attention of a user or group to a specific post E. Chatter groups can be created to allow only certain people related to an opportunity to collaborate

CDE Feed tracking can be enabled for Opportunities to display the Chatter feed and ensure that changes to fields are tracked and posted as posts in Chatter. Chatter groups can be used to allow collaboration among specific people in the organization, such as technical specialists who could help provide more information on a product. Individual people or a group can be mentioned in a post with the '@' symbol to bring the content to their attention. Chatter topics are used to add topics to Chatter posts and records, making them easily searchable. Publisher actions are used to create actions that can be performed on the current record, such as create a follow-up task. Note: In Lightning Experience, feed tracking must be enabled for the Chatter tab to display on a record. If it is not enabled, a message will appear: Chatter is not enabled or the user does not have Chatter access. In Salesforce Classic, if feed tracking is not enabled for the object, the Chatter feed is not displayed at the top of the record detail page.

The Sales Managers at Costa Gears are taking a more proactive role in managing the opportunity pipeline. The Sales Cloud Consultant recommended that they utilize Pipeline Inspection. Which of the following capabilities are features of Pipeline Inspection? Choose 3 answers. A. Only the opportunities of a specific record type can be edited inline by filtering a list view. B. The 'Pipeline' tab can be accessed to view the changes to opportunities in different forecast categories over time. C. Key performance indicators for sales pipelines are displayed as metrics at the top of the page. D. Tiered Einstein opportunity scores are displayed along with key factors and score changes. E. Filters can be applied to narrow the view by criteria or to help identify areas of concern.

CDE Pipeline Inspection is available as part of the Sales Cloud license at no extra cost with Enterprise, Performance, and Unlimited editions. It provides sales managers with better visibility of their pipeline by providing information on key metrics (based on the available number and currency fields), opportunities, and weekly changes. Metrics such as new opportunities created, increases or decreases in amounts, and overdue opportunities, can be displayed for the sales teams. Pipeline views can be created using different filters to help identify areas of concern. Pipeline Inspection users who have the 'Revenue Intelligence User' or the 'Revenue Intelligence Admin' permission set can see the changes to opportunities in different forecast categories over time from the 'Flow' tab. Opportunities of multiple record types can be edited inline in the same list view. Users do not have to filter list views by one record type to edit opportunities inline. Einstein Deal Insights, powered by Einstein's machine learning capability, predicts the opportunities unlikely to be won in the current month. Lastly, Einstein Conversation Insights and Email Insights are also features of Pipeline Inspection. Einstein Conversation Insights and Email Insights provide sales agents with the information they need to analyze all customer interactions to track deals. The features also suggest actions like viewing calls and email records.

A Salesforce Administrator has set up the Kanban View on the Opportunity home page to be used by their company sales reps. What are the factors that should be considered when using this display view? Choose 3 answers. A. Lead conversions can be performed in a kanban view. B. Mass actions such as delete records and change record types are available in kanban view. C. In a multi-currency-org, kanban views show amounts in the user's personal currency. D. Users must have 'Edit' access to drag records to a different kanban column. E. 'Closed Lost' opportunities are hidden in kanban views.

CDE When users switch to the kanban view, there are a few important factors that should be considered. Mass actions and Lead conversions cannot be performed in this view. Users that don't have 'edit' access to a record cannot drag their card to a different kanban column. Opportunities that have 'Closed Lost' status are not visible in kanban views. Lastly, if multiple currencies are enabled in the org, kanban views show amounts in the user's personal currency.

Samantha is a Project Manager working for Cosmic Solutions who would like to prepare certain project-related documents that seamlessly integrate with Salesforce data, such as opportunities, and can be shared externally with the customer. The company already uses Quip for team collaboration. Which of the following are valid best practices that should be considered for using Quip to meet this requirement? Choose 3 answers. A. Create a new Salesforce object for project planning and add Quip documents to a project record. B. Add the customer as an external Salesforce user and provide access to the Quip documents. C. Use the 'New Document' global action to create a document from anywhere in Lightning Experience and link it to a record. D. Create a document associated with an opportunity using the 'Document' component on the record page, and embed the 'Project Tracker' Live App. E. Share a Quip document externally with the customer using a shareable URL.

CDE With Quip, rich content for project management, like project deadlines, relevant documents, and user assignments, can be embedded in the document using Live Apps such as the Project Tracker (@project tracker). Users can create a new Quip document right on an opportunity record using the 'Document' component and embed the Project Tracker. It is unnecessary to create a new Salesforce object for project management. External users can view Quip documents via sharable URLs. There is no need to add customers as Salesforce users. Availability of a Quip account determines the edit permission of these documents. The 'New Document' global action can be added to all global publisher layouts. Users can create a document from anywhere in Lightning Experience, link it to a record, and collaborate with their teams. An administrator can navigate to 'Salesforce Anywhere (Quip)' in Setup. Under 'Create a Document from Anywhere', they can click 'Add Global Action' to automatically add the global quick action to all global publisher layouts.

Cosmic Innovation is a startup company that has recently started using Salesforce to manage customer data. Its Salesforce consultant has set the organization-wide default setting of all the standard objects to 'Private'. The company's sales director would like to create discrete groups of sales users who work on specific account records. For instance, an account can be assigned to a group that comprises an account manager, a sales manager, a sales analyst, and a sales rep. Each user in a group should be able to view and edit the assigned account record and the related opportunities and cases. How should the consultant configure Salesforce to give the required access to a particular group of sales users? Choose 1 answer. A. Create an account team, an opportunity team, and a case team that grants 'Read/Write' access to the account and any related opportunities and cases. B. Use manual sharing to grant each sales user 'Read/Write' access to an assigned account record and any related opportunities and cases. C. Define a sharing rule on the Account object that grants a public group 'Read/Write' access to the assigned account and any related opportunities and cases. D. Create an account team o

D An account team can be created on an account record to give a particular group of sales users 'Read/Write' access to the assigned account and any related opportunities and cases. Each account team member has a role on the account. Although manual sharing can be used to grant access to individual users, it's better to define a single account team instead of manually sharing an account record with each user. It is not necessary to create multiple teams to grant the required access. A sharing rule is typically used to give several users access to a subset of records based on criteria or ownership; it is not used to grant access to a single record and related records.

Fast Finance would like sales reps to be able to finalize sales contracts while on the road. They are planning a custom development that would create a PDF version of a contract and email it to the customer for signing. Further development would be required for follow-ups and tracking. What could a Sales Cloud consultant suggest for these requirements? Choose 1 answer. A. Use a customer community to manage the contract process with customers B. Develop integration to an external contract management solution C. Custom develop the required functionality within Salesforce as planned D. Use a third-party AppExchange app for managing contract endorsement

D Contract review, approval, and signing is a common use case provided by AppExchange apps such as DocuSign. These apps integrate directly into Salesforce and provide a cost-effective option to meet the requirements.

Cosmic Software Solutions has a sales team that consists of dozens of inside sales reps who regularly reach out to prospects to sell the company's software products. They work on each lead using a specific set of actions. However, they spend too much time navigating from one lead to another and managing the associated tasks. Moreover, they're often not sure who they should contact next. Which of the following can streamline this process and give the reps a prioritized list of tasks to work on leads? Choose 1 answer. A. Pipeline Inspection B. Sales Cloud Einstein Insights C. Salesforce Inbox D. Sales Engagement

D Sales Engagement is a streamlined solution offered by Salesforce that is tailored to inside sales teams. It includes features such as the Lightning Sales Console, Cadences, Work Queues, and Einstein Lead Scoring. A sales rep can access the Work Queue in the Lightning Sales Console to view a prioritized list of tasks to work on leads, which helps them know exactly what next step to take with each prospect. Einstein Lead Scoring prioritizes the leads based on lead scores and displays the factors behind the scores. Sales managers can use the Cadence Builder to define the sequences of activities to guide the inside sales reps through the best next steps. They can add contacts, leads, or person accounts to a cadence using a record detail page, list view, or report. Other solutions cannot be used to meet this requirement. Sales Cloud Einstein Insights gives sales reps intelligent information about accounts and opportunities using predictions based on AI. Salesforce Inbox is an email productivity tool that gives sales reps the ability to log emails and events to records, schedule emails to be sent later, insert available times for meetings, etc. Pipeline Inspection provides a consolidated view of pipeline metrics, opportunities, week-to-week changes, and close date predictions.

Easy Finance would like leads to be converted automatically when the 'Lead Rating' is set to Hot, but the criteria for automatic lead conversion could be changed in the future. The Salesforce Administrator of the company should be able to add new criteria and modify the existing criteria. Which of the following should be used to meet this requirement? Choose 1 answer. A. Apex trigger B. Record-triggered flow and lead assignment rules C. Process Builder and flow D. Flow and Apex

D Since the Salesforce administrator should be able to add or update the criteria for lead conversion in the future, in order to ensure easy maintenance of initial conditions and less dependency on code, the best solution is using a combination of flow and Apex. Apex code is required for a custom lead conversion process. The code can call the 'convertLead' DML operation to convert a lead into an account and contact, as well as (optionally) an opportunity. Any custom logic, such as merging the lead with an existing account or contact, can also be added to the Apex code. Although an Apex trigger alone could be used to automate lead conversion, the Salesforce administrator would not be able to maintain it. A record-triggered flow and lead assignment rules cannot be used for lead conversion. Although one can assign values and create records using a flow, the 'convertLead' DML operation is not possible without using Apex

Star Enterprises is using the standard email functionality to send quote PDFs. Emailing quotes need to be restricted unless the quote is in 'Approved' status. What is the most efficient way to enforce this requirement? Choose 1 answer. A. It is not possible to restrict emailing quotes B. Create a validation rule on the Quote object C. Create a trigger on the Quote object to check the Quote Status D. Use the Quote Status to determine when a quote can be emailed

D The Quote Status picklist has an 'Allow Email' setting that is used to determine when a quote can be emailed. Creating a validation rule and trigger are both unnecessary since the requirement can be easily met with a few clicks

Cosmic Fenix uses Salesforce to manage records including accounts and opportunities. The organization-wide default sharing setting of both the objects has been set to 'Private'. The profile assigned to the sales representatives of the company allows them to view, create, and edit accounts and opportunities. A role has been defined for them in the role hierarchy. A sales representative who owns an account record is not usually the one who creates or owns a related opportunity, but they need to be able to view any opportunity related to the account owned by them. What should be recommended for this requirement? Choose 1 answer. A. Define an Apex trigger that automatically shares all the related opportunities with account owners. B. Set the organization-wide default sharing setting of the Opportunity object to 'Controlled by Parent'. C. Edit the profile assigned to the sales representatives and give them access to view all the opportunities associated with accounts that they own. D. Edit the role assigned to the sales representatives and give them access to view all the opportunities associated with accounts that they own.

D The role assigned to the sales representatives can be edited in order to specify their level of access to related opportunities. Since the organization-wide default sharing setting of the Opportunity object is 'Private', the following three options should be available for selection: 1) Users in this role 'cannot access' opportunities that they do not own that are associated with accounts that they do own. 2) Users in this role can 'view' all opportunities associated with accounts that they own, regardless of who owns the opportunities. 3) Users in this role can 'edit' all opportunities associated with accounts that they own, regardless of who owns the opportunities. The second option can be selected to allow them to view all the related opportunities. A profile does not have any option that can be used to give users access to opportunities associated with accounts that they own. There is a 'View All' profile option for the Opportunity object, but this grants view access to ALL opportunities, regardless of the owner, so is not suitable to meet the stated requirement for this scenario. There is no sharing setting called 'Controlled by Parent' available for the Opportunity object. Although an Apex trigger can be created for this requirement, it requires coding. Editing the sales representatives' role is an easier solution.

The system administrator of Cosmic Solutions is building a flow that should be triggered after an account record is updated. When the rating of an Account record changes to 'Hot', the flow should automatically send an email to the account manager and send related data to an enterprise resource planning system using Apex code. When the rating changes to 'Cold', it should only send an email to the account manager. Without using the 'Is Changed' operator, which of the following represents the correct way of configuring the outcomes in the Decision element of the flow for this use case? Choose 1 answer. A. Each outcome in the element should be configured to execute 'if the condition requirements are met'. B. Each outcome should include a condition that checks a custom field that stores the previous value of the 'Rating' field. C. Each outcome should be configured to check if the value of the $CHANGED global variable is true. D. Each outcome in the element should be configured to execute 'only if the record that triggered the flow to run is updated to meet the condition requirements'.

D When configuring an outcome in the 'Decision' element of a flow, the following two options are available for executing the outcome: 1) If the condition requirements are met 2) Only if the record that triggered the flow to run is updated to meet the condition requirements The first option executes the outcome if the condition requirements are met regardless of the previous and new field values, except when the 'Is Changed' operator is used. The second option allows executing the outcome only if the record changes from not meeting the condition requirements to meeting them. This option, which is similar to the 'Is Changed' operator, can be used to execute an outcome only if the value of a field changes. It can be used for this requirement to execute two different outcomes based on whether the value of the 'Rating' field changes to 'Hot' or 'Cold'. Note that when the 'Is Changed' operator is selected, the 'When to Execute Outcome' setting will be automatically set and fixed to 'If the condition requirements are met'. A $CHANGED global variable in Flow Builder does not exist. It is not necessary to create a custom field since the $Record__Prior global variable in Flow Builder can be used to access previous field values of the updated record.