Sales and Marketing Applications I

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

"View Only" or "View and Edit"

What is a Quantity Product Schedule?

A Quantity schedule is when a Product quantity is delivered over time and allows tracking of shipping dates.

What is a Custom Opportunity Split?

A feature to define up to 3 splits between Opportunity team members

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.

What are Account Insights?

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

How do Orders work?

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

What is the Big Deal Alert?

An email notification that can be sent to selected users when an Opportunity value reaches a certain amount with a certain percentage.

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

Call Bridge

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

Call Recording

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.

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

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.

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

Opportunity Revenue by Territory

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

Opportunity Team

What are Opportunity Terms?

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

What is a Reduction Order?

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

What is a Revenue Product Schedule?

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

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

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

What is the Opportunity Board?

Shows Opportunities of one record type on a board with columns for each Sales Stage. It shows the totals for each stage and Opportunities can be moved between stages by dragging and dropping.

What are Opportunity Splits?

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

What are the different types of Pricebooks?

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

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

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