Sales and Marketing Applications

Which access levels are possible when a forecast manager shares his forecasts page with another user?

'View Only' or 'View and Edit'

Where can a new Pricebook Entry be created from?

*Price Book Entries related list under Price book record *Price Book related list under Product record

What are overlay splits?

-Overlay splits are based on the amount field. -The percentage does not need to total to 100% and can be higher or lower.

What are revenue splits?

-Revenue splits are used to split the Opportunity amount field. -Total percentage allocated to members must always be equal to 100%. -Revenue splits will be used in revenue based forecasts

Up to ___ custom split types can be defined

6

What is a custom opportunity split?

A feature to define up to 6 splits between Opportunity team members on any currency field, for example defining how profit is split.

What is a price book?

A group of products and their associated prices

What is a list price?

A list price is the custom price that users can associate with a product in a custom price book.

How can Paths be defined?

A path can be set for each record type of an object. Paths can be created for most Standard and all custom objects that have picklists

What are Opportunity Sales Stages?

A way to track the lifecycle of an Opportunity from open to closed. Stages are mapped to a type, probability and forecast category.

Where can an order be created from?

Account, Contract or from the order tab

How do Orders work?

Agreement to supply a quantity of Product or service at a certain quantity and date. Created from an Account, Contract, or from the order tab.

What can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount?

Big Deal Alert

What can be used to send alerts regarding opportunities with large amounts?

Big Deal alerts can be used to send a notification to selected users about an opportunity. The alert can be triggered from a workflow rule, flow, or process and criteria defined.

When using Lightning Dialer, which feature allows sales reps to use a separate business line to make and received calls?

Call Bridge

Which Lightning Dialer feature can be utilized by sales reps to refer back to important conversations to improve their selling techniques?

Call recording

What is a revenue schedule?

Can be used if customers make regular payments but receive the product once. For example, a company sells customized products that are charged in installments but delivered only once.

What is a quantity schedule?

Can be used if customers pay once but receive the product in increments. For example, customers pay for an annual magazine subscription once for a monthly magazine.

In Salesforce, the ___ object is used to define and document the contracts, terms or agreements associated with an order, account, or opportunity

Contract

A PDF can be generated for a quote using the '___ ___' button

Create PDF

How does Salesforce support estimating future revenue?

Customizable and Collaborative (now default) forecasting. Values are displayed in forecast categories (mapped from Opportunity stages) by Product family, revenue, quantity or both.

How is expected revenue calculated in an opportunity?

It is calculated by multiplying the amount by the probability percentage.

What is the Kanban View for Opportunities?

It shows Opportunities of one record type on a board with columns for each sales stage. The totals for each stage are displayed, and Opportunities can be moved between stages by dragging and dropping.

What can be utilized by Sales Reps to access telephony features without ever leaving Salesforce?

Lightning Dialer

Which Salesforce feature can be used by sales reps to make and receive calls in Salesforce as well as log call details automatically?

Lightning Dialer

What can be created and run in a Lightning Sales Console to automate repetitive tasks such as updating opportunities and sending an email?

Macro

___ can be used to automate tasks on most standard and custom object records, including accounts, contacts, leads, and opportunities

Macros

How do Quotes and Syncing work?

Multiple quotes can be associated with an Opportunity with one marked as the "syncing" quote. Changes to opportunity products or quote Products are kept in "sync" for the "syncing" quote.

Forecasts can use one or more of the following types:

Opportunity Amount Revenue/Quantity -Expected Revenue -Custom Currency Field Revenue Product Family Revenue/Quantity Opportunity Splits Revenue Overlay Splits Revenue

When a quote is created from an Opportunity, the ___ ___ are added to the quote automatically

Opportunity Products

Which forecast type should be used to enable territory forecasts in Collaborative Forecasting?

Opportunity Revenue by Territory

Splits set up and settings can be configured from SetUp > ___ ___

Opportunity Settings

___ ___ allow opportunity revenue or other Opportunity currency fields to be split among the opportunity team members.

Opportunity Splits

What must be done before a forecast can be used?

Opportunity Stages must be mapped to Forecast Categories

In Lightning Experience, which type of team can be used if a partner user needs to work with an internal user on a particular opportunity?

Opportunity Team

The ___ ___ is a Lightning Experience only feature that provides a view of all information related to an Opportunity

Opportunity Workspace

Orders must be enabled in ___ ___.

Order Settings

What are the different forecast categories? (5 things)

Pipeline, Best Case, Commit, Omitted or Closed. These can be customized

What are Account Insights?

Preprocessed articles related to an Account, Industry or Executives that are displayed on the Account Details page or Home page, in Lightning Experience once enabled.

A ____ is an object that stores the list of products and their prices. To add products in Orders, this must be selected.

Pricebook

___ in Salesforce represent items or services that are sold to customers. They can be added to an Opportunity, Quote, Order, or Service Contract.

Products

____ ____ feature allows users to link a quote to the Opportunity that it was created from and reflect updates made between the two records.

Quote syncing

Where must quotes be enabled?

Quotes > Settings

What are Opportunity Teams?

Records multiple users that work together on an Opportunity. The role and access level can be specified for each user. Each user can specify a default team that can be added automatically to an Opportunity.

What are quotes?

Records that shows the proposed prices of the organization's products and services.

___ ___ are used to record cancellations, returns, or a reduction in order quantity

Reduction Orders

What is a Reduction Order?

Returns, cancellations and reduction in quantity are recorded as reduction orders.

What is Revenue Product Schedule?

Revenue schedules allow tracking of revenue that is not received up front and is paid in installments or a subscription.

When forecasting by schedule date, which values are used by Salesforce to calculate forecast amounts?

Salesforce uses the values from a product schedule's Date and Revenue or Quantity fields to calculate forecast amounts.

What are Opportunity Splits?

Splits revenue or other currency field values among the Opportunity team. When enabled, a revenue split (must total 100%) and an overlay split (doesn't have to total 100%) is added.

___ is the key field to track the Opportunity as it advances

Stage

What are the different types of Pricebooks?

Standard and Custom. The standard pricebook can be used if there is one price for all customers. If there are multiple prices for different customers custom pricebooks can be used.

Only one quote can be the 'syncing' quote. Syncing is started by clicking the '__ __' button.

Start Sync

Before enabling Opportunity Splits, '___ ___' should be enabled first from the Opportunity Team Setup

Team Selling

What are territory forecasts based on when a forecast manager is not assigned to a territory?

The territory's forecasts are based on the individual users assigned to the territory. Users can drill down to an individual rep's forecasts for a territory.

What are forecasts?

They are a way of estimating revenue for products and services in the future based on Opportunities and their stages and values

Price Book organization-wide sharing can be set to: (3 things)

Use, View Only, or No Access

What is a Quantity Product Schedule?

When a product quantity is delivered over time and allows tracking of shipping dates.

If the order is associated with a contract, the contract must be ___ before the order is activated.

activated

Quote PDF's (are/are not) saved to the quote record.

are

Custom splits can be defined on most opportunity currency fields, including custom currency fields, and roll-up summary fields, but not ___ currency fields

formula

A reduction order can only be applied to ____ order(s).

one

An ___ is an agreement to provide products or services to a customer at a certain quantity, price and date.

order

Each stage is mapped to a ___ which is used for calculating expected revenue

probability

Salesforce allows two splits when enabled:

revenue splits overlay splits

A product can be associated with a ___/___ schedule.

revenue/quantity

Forecasts can be measured by ___, ___ or both

revenue/quantity