Salesforce Sales Cloud Consultant Part 2

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Title of test:
Salesforce Sales Cloud Consultant Part 2

Description:
Salesforce Sales Cloud Exam part 2 of 4

Author:
tebs
(Other tests from this author)

Creation Date:
12/08/2019

Category:
Others
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UC has set accounts, contacts, and opportunities to private. Sales reps manage the accounts for which they are the account owner. The company also employs sales specialists to assist sales repson deals. What should a consultant recommend to allow the sales specialists to see account information and any opportunity information associated with an account? Add the sales specialists to the account team and assign them read access to opportunities. Share opportunities manually with the sales specialists and assign them read access. Assign the sales specialists to the same profile as the account owners. Assign the sales specialists to the same role in the role hierarchy as the account owners.
UC has set the OWD for accounts to private. Bill owns the Acme account and the General Industries account. Acme is the parent account for General Industries. Bill needs to collaborate with Mary on his accounts, so he manually shares read access to Acme. What access will Mary have to these accounts? Read-only on Acme and no access on General Industries Read-only on General Industries and read-write on Acme Read-only on General Industries and read-only on Acme Read-only on Acme and access on General Industries.
UC has three sales divisions: hardware, software, and consulting. The hardware and software divisions follow a ten-step sales process. The consulting division follows an eight-step sales process and does not use the prospecting or perception analysis stages during the sales cycle. What should a consultant recommend to support these requirements? Choose 3 answers Define stage picklist values Create sales processes Create separate page layouts Create separate stage fields Create record types.
UC is deploying Salesforce for lead and opportunity Management. Several area of the application need to be customized using Apex & Visualforce in order to meet business requirements. Which steps can be taken to execute an effective test plan that will ensure high quality components? (2 answers) Delegate unit testing to application end users because they understand the requirements best Rely on automated test script tools to ensure maximum test coverage Create test conditions that cross-reference use cases from project documents Write detailed test scripts that define specific conditions, actions, and expected results.
UC is deploying the Sales Cloud to 500 sales users. The implementation team is planning an end user support plan for the first week of the implementation. Which item should be included in the plan? (Choose 2 answers) Communication to customers about potential issues 24-7 support from the IT team Meeting schedule to review open issues and escalations Process for users to report issues.
UC is migrating data from a legacy system into Salesforce. The company needs to migrate lead, contact, and opportunity data from its legacy system and must be able to report on historical lead conversion for both legacy and newly created data. What is the recommended order for data migration? User, Opportunity, Account, Contact, Lead User, Lead, Opportunity, Account, Contact User, Contact, Account, Lead, Opportunity User, Account, Contact, Opportunity, Lead.
UC manages its sales pipeline using Salesforce. However, when an opportunity moves to the closed/lost stage, the company would like to enforce that the expected revenue value be $0 in reports. Which solution should a consultant recommended to meet this requirement? Define a workflow rule to set the expected revenue field to $0 when the opportunity stage is closed/lost. Create a validation rule to verify that forecast probability for closed/lost opportunities is 0%. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages. Define a workflow rule to set the forecast category to omitted when the opportunity stage is closed/lost.
UC needs to show a dashboard with forecast by product family with quotas. What solution should consultant recommend? Customize Quotas with product report and add necessary fields Build a joined report with closed opportunities, forecasting items, and quotas Build a custom report with closed forecasting quotas with forecasting items Create an analytical snapshot to capture the opportunity forecast.
UC operates in two currencies: EUR and USD. Its corporate currency is USD. When a sales team member tries to add products to an opportunity for a customer in the Eurozone, they are unable to find EUR prices. What is the likely cause of this problem? Choose 2 answers: Opportunity currency is set to USD Price book entries are missing EUR prices. Sales users default currency is set to USD. Advanced currency management is deactivated.
UC processes its orders through a separate system from Salesforce but would like to integrate the order history data into Salesforce. This would give sales reps a view of all past orders by account. Which solution should a consultant recommend? Create an order history object with a relationship to accounts. Configure the quote object to hold the order history data. Create a closed opportunity record type for each order history record. Configure the opportunity history object to hold order history data.
UC recently acquired Global Packaging, a company that has complementary Products. UC wants to run a major campaign showcasing its new product bundling. The company will use multiple marketing channels to create awareness in the marketplace. Each marketing channel will need to be measured for its effectiveness both individually and collectively. How should the consultant design the solution for UC? Create campaigns for each channel, link them to a parent, and add members to the parent. Create campaigns for each channel with members and link child campaigns to a parent campaign. Create a single campaign and add member statuses for each marketing channel. Create a single campaign, add members, and set the status to active.
UC sells to a customer segment that has dozens of daily order and payment transactions. These customers have low credit limits which are closely monitored. At the time orders are accepted, management wants to check the customers available credit in Salesforce using information sourced from a third-party cloud application. What approach should a consultant recommend for this credit system Integration? Create a web service using Apex to retrieve credit balances as needed. Create a scheduled batch using Apex to retrieve credit balances each night. Create a data mapping in Data Loader for periodic manual credit uploads. Create a daily job using the custom object import wizard to retrieve credit balances.
UC shares specific accounts with its partners and is considering the use of Salesforce to Salesforce to increase visibility and collaboration for deals managed through its partner channel. The company's key partners also currently use Salesforce. What should be considered for this implementation? Choose 2 answers: Partners can create and share opportunities associated to shared accounts. Partners will be able to see all Chatter feeds on shared opportunities. UC can report on shared opportunities managed by partners. Partners can see all opportunities created by UC on shared accounts.
UC uses an approval process on opportunities to streamline approvals. Sales management needs to analyze the number of opportunities at each step in the approval process. Which solution will support this request? Use a field update to capture the approval step on the opportunities for reporting. Create an opportunity with approvals report and filter by approval step. Create an approval process report and group by opportunity and approval step. Add a roll-up summary field for approvals related to opportunities for reporting.
UC uses contracts in Salesforce to record fixed pricing structures from dosed/won opportunities. The contracts expire throughout the year. To ensure the company is not missing Potential renewal revenue, sales management wants to implement the following Process.° 30 days before a contract is due to expire, a lead is automatically created with contract renewal as the source.° All leads go to a pre-sales team who qualify and convert them to opportunities.° When leads are converted to opportunities and closed/won, an alert is sent to the account team. What features of Salesforce should a consultant use to meet this requirement? Workflow, reports, queues, and lead assignment. Apex, workflow, lead assignment, and queues. Lead assignment, Apex, and opportunity assignment. Reports, data loader, queues, and opportunities.
UC wants to give access to Salesforce to its sales reps on the road, even when they are in areas not covered by internet reception. What solution should a consultant propose? Salesforce1 app Salesforce Touch Salesforce Classic Custom hybrid app.
UC wants to implement a website for a new product launch. The site should be publicly available, allow visitors to submit requests for information, and be managed by the non-technical marketing team. What solution should the consultant recommend? Force.com Sites Site.com Salesforce1 Sites Customer Community.
UC wants to migrate accounts from a legacy system into Salesforce. The client wants the unique account IDs for the account records in the legacy system to be imported into Salesforce to allow a quality control comparison to be conducted after the migration is complete and facilitate future integration. What solution should the consultant recommend to meet this requirement? Create s custom object called external ID and migrate the legacy system account ID data into this custom object. Create a custom unique number field in Salesforce and migrate the legacy system account ID into this field. Create a custom external ID field in Salesforce and migrate the legacy system account ID into this field. Ensure that the names of the account records are migrated correctly so the client can conduct proper quality control testing.
UC wants to prevent sales user to modify certain opportunity fields when the sales stage has reached Negotiation/Review. However sales directors must able to edit these fields in case last minute updates are required. Which solution should a consultant recommended? Change the field label security for the sales rep to restrict field's access based on the sales stage. Modify the profile for sales directors to enable the "Modify All" object permission for the opportunities. Create a validation rule to enforce field access based on the sales stage and profile. Create a Workflow rule to enable field access for the sales directors based on sales stage.
UC wants to restrict to access to accounts and contacts. All users should be able to see all accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet requirements, what should be the OWD access for accounts and contacts? Set accounts to public read-only and contacts to private. Set accounts to private and contacts to controlled by parent. Set accounts to private and contacts to private. Set accounts to public read-only and contacts to controlled by parent.
UC would like to capture qualification information for new leads (e.g., whether or not the person is a decision maker). This information should also appear in the contact record once the lead has been converted. Which approach should a consultant recommend? Create a custom field on the lead object and contact object; these field will be mapped automatically during conversion. Create a custom field on the lead object and contact object; configure mapping of these two fields for conversion. Create a custom field on the lead object and contact object; advise users to select it for transfer during conversion. Create a custom field on the lead object and contact object; utilize a trigger to transfer the value after conversion.
UC would like to record performance about the conference and people who attended them. A contact would potentially attend multiple conference. Company would like to display this information on the contact layout using the standard configuration. How the system should be designed to meet the company's requirement. Use campaign for conference and a custom object to record attendee information Create a custom object for conference and a custom object to record attendee information Create a custom object for conference and a custom lookup field to conference on Contact Use campaign for conference and add Campaign member to record attendee information.
UC would like to record performance about the conference and people who attended them. A contact would potentially attend multiple conference. Company would like to display this information on the contact layout using the standard configuration. How the system should be designed to meet the company's requirement? Use campaign for conference and add Campaign member to record attendee information Create a custom object for conference and a custom lookup field to conference on Contact Use campaign for conference and a custom object to record attendee information Create a custom object for conference and a custom object to record attendee information.
Universal Computing is planning to implement Salesforce sales cloud to support its professional services division. The universal computing sales team wants to easily see customer purchasing activity on account, contact, and contract detail pages. What should a consultant recommend to meet this requirement? Create a global publisher action to view all customer purchasing activity Enable the orders object in Salesforce to track customer purchases Enable Salesforce console for sales to see customer purchasing activity Create a custom object related to the account, contact and contact objects.
Universal Container generates the sales proposal for each opportunity and needs to share it with the customer. All members of the sales team are able to update and comment on the proposal. It is important that customer does not see the earlier version of the proposal or the team comments. Which solution should a consultant recommend to meet this requirement? Upload proposal as Chatter file on the opportunity record and share with customer using a link. Save the proposal as an attachment on the opportunity record and share with customer using with the link. Save the proposal as chatter file on opportunity record and add the customer as follower. Upload the proposal in the private chatter group accessible to the sales team and invite the customer to join.
Universal Container has its sales representative enter a new lead whenever they are prospecting a new customer, when qualify the new lead, a new opportunity must be created to track the deal. What would a consultant recommend to enforce data quality and accuracy? Choose 3 answers Enable validation rules on lead Enable lead conversion permission Map lead fields to corresponding opportunity field Create an apex trigger to perform data quality check Enable validation rule on opportunity.
7. Universal Containers acquires sales leads each year through trade show attendance by its sales and marketing employees. Occasionally, duplicate leads are generated when the marketing team imports leads that already exist in the system. What should a consultant recommend to prevent duplicate leads in the system? Upload leads to Data.com to remove duplicates and select the option to have them automatically imported Upload leads and click "Find Duplicates" button for each lead record to identify potential duplicate lead Upload leads using Data Loader and enable "Find Duplicate" setting to prevent duplicates Upload leads using Lead Import wizard and select the appropriate field to match duplicates against existing records.
Universal Containers allows to its Sales Rep to negotiate up to 5% discount for their opportunities. Discount more than 5% must be send to their Regional Sale Manager (RSM) for the approval. Discount greater than 15% must be able to send to Regional Vice President (RVP) for the approval. What should a consultant recommended to meet these requirement? Configure a workflow approval task and email to RSM and RVP. Configure an approval process for the RSM and workflow for the RVP. Create two step approval processes for the RSM and RVP as approvers. Create two approval processes one for RSM and one for RVP.
Universal Containers Credit department uses the 3rd party application for credit ratings. Credit department manager need to launch an external web based credit application from a customer's account record in Salesforce. The application uses the credit id on the account object. What should a consultant recommended to meet these requirement? Create the workflow rule to launch the product fulfillment application and pass the credit Id Create a custom button that calls an apex trigger to launch the credit application and pas the credit id. Create a formula field that uses a hyperlink function to launch the credit application and pass the credit Id Create a custom Credit Id field as an external Id on the account object to lunch the credit application and pass the credit Id.
Universal Containers currently uses the customizable forecasting feature. A sales representative at Universal Containers has four opportunities for the current quarter that are detailed below: • $3,500 opportunity in the Best Case forecast category • $2,000 opportunity in the Commit forecast category • $1,000 opportunity that has been closed/won • $1,000 opportunity that has been lost What are the sales representatives Best Case forecast for the current quarter? $6,500 $2,000 $5,500 $3,500.
Universal Containers current solution for managing its forecast is cumbersome. The sales managers do not have visibility into their team's forecasts and are not able to update the forecasts. As a result the managers are continually asking their sales representatives to provide updated forecast data via email or phone. What solution should a consultant recommend to help Universal Containers improve the management of their forecasts? Choose 2 answers Enable override forecast permission in the Manager's profile. Create forecast chatter groups where sales representatives can post and share their forecasts Configure weekly customized forecast reports and dashboards to be emailed to sales management Create a forecast hierarchy and assign managers to the forecast manager role.
2. Universal Containers decided to start using Salesforce for all its sales automation. Its current sales database has about 50 million records. These records were all migrated into the database from other legacy systems. After migration to Salesforce UC wants to be able to search and cross reference records with the original source system. What should a consultant recommend to meet the requirement? Use the standard external Id field and map this to the original record Id value Use a custom field named external Id and map this to the current record Id Value Use a custom external Id field and map this to the original record id value Use the standard external Id field and map this to the current record Id Value.
Universal Containers determines that opportunities are taking longer to close than in the past. Which action should sales management take to determine the reason behind the additional time to close? Select two answers. Build a dashboard to display opportunity stage duration. Examine user login rates and the activity on open opportunity records. Evaluate whether lead conversion rates have decreased over time. Review the budget allocated to marketing campaigns.
Universal Containers does not have a direct sales team; its channel partners are responsible for selling and servicing products. Over the past quarter, there has been an increased volume of leads. However, the Vice President of Channels has been receiving many complaints from partners on the poor quality of the leads and has noticed a significant drop in the lead conversion rate. What should a consultant recommend to improve partner satisfaction with the leads being shared? Use the lead Score on the find duplicates button and assign the leads with a score in the high category Create multiple validation rules to ensure that all fields on the lead record are populated with data Create a custom lead score field to assess lead quality and assign the leads that exceed the score to partners Assign all leads to the partner channel manager to validate the lead data and manually assign to partners".
Universal Container sells two product lines that each use a distinct selling methodology. Additionally each product line captures different information that is used to sell the products. What should a consultant recommend to support selling the two product lines? Create two sales processes and two page layouts, assign them to two different opportunity record types for each product line Create two page layouts and two sales processes, assign them to the respective product lines to collect relevant information. Create one page layout, two sales processes, and validation rules to capture relevant opportunity information Create two page layouts, one opportunity record type, and one workflow rule to assign the correct page layout to the record type.
Universal Containers forecasts and closes business monthly, and it needs to store the details of open opportunities weekly. The sales management team wants to analyze how the sales funnel is changing throughout the month.What should a consultant recommend to meet this requirement? Create a reporting snapshot to run daily and store the results in a custom object. Create a reporting snapshot to run weekly and store the results in a custom object. Schedule a custom forecast report to run weekly and store the results in a custom report folder. Schedule a custom forecast report to run daily and store the results in a custom report folder.
Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process. Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.
Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g., amount or sales stage). However, individuals would like to control the frequency of their email notifications. Which solution should a consultant recommend for this scenario? Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers. Define a workflow rule and email task that is triggered when key fields are updated to new values. Configure the individual Salesforce for Outlook email settings to control notification frequency.
Universal Containers has a field team selling their primary container product and an inside sales team calling existing customers to sell product upgrades. The upgrade sales cycle is shorter and less complex than the full sales process. Which solution will allow the inside sales representatives to close upgrade deals without having to follow the full sales process? Create two opportunity record types and sales processes, and assign a simplified page layout to the upgrade opportunity record type. Create two page layouts and reduce the number of stages for the inside sales team page layout. Use validation rules to prevent inside sales users from selecting unnecessary sales stages for upgrade opportunities. Create a custom object for the upgrade process and associate upgrade records with the original opportunity.
Universal Containers has a large customer base of over 15,000 Accounts and 60,000 contacts. The marketing manager wants to use the customer data for an upcoming new product launch but its concerned contact may have moved to other organization (Contact's email tec has changed) What should a consultant recommend to ensure customer data is accurate? Use data enrichment tool to verify that account and contact data is up-to-date Use a data cleaning tool and the stay-in-touch feature of Salesforce to email contact create a workflow rule for the account and contact owner to confirm contact data create a work flow rule to mass email contacts and capture any email bounce" .
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