Universal Containers has a lead qualification team that qualifies and converts leads into
opportunities. During lead conversion, the new opportunity must be assigned to the account
Which solution should a consultant recommend to meet this requirement? Create a trigger on the opportunity. Create a workflow on the opportunity. Create an assignment rule on the account. Create an assignment rule on the opportunity.
Universal containers has an extensive distributor and reseller community. To help manage this
partner network, the company is implementing a partner portal.
What must be considered when setting up partner users?
Choose 2 answers Partner users cannot receive emails generated through workflow actions. Partner users are associated with the same set of profiles as internal users. Partner user can own account and opportunity records in Salesforce. The sharing model should be re-evaluated when the partner community is enabled.
Universal Containers has a private sharing model and wants the ability to share documents related
to an opportunity, such as contracts and proposals, with the field sales team.
How can the documents be shared efficiently and securely? The documents should be emailed to the sales team on the opportunity record. The documents should be uploaded to Salesforce files and shared with the field sales
organization. The documents should be uploaded to Salesforce files from the opportunity record. The documents should be uploaded to a library that is shared with the field sales organization.
Universal Containers has a private sharing model for accounts and opportunities. As part of its
sales strategy, each sales representative collaborates with the same set of individuals for each
What should a consultant recommend to grant sales representatives the appropriate access to an
opportunity? Enable opportunity team selling and have each sales representative configure his or her default
teams Create a public group for each team and have the sales representatives configure his or her
default opportunity team Enable Chatter and configure a customer Chatter group for the opportunity to allow
collaboration on ideas. Create a trigger for each sales representative that would automatically share the opportunity
with his or her default opportunity team.
Universal Containers has a public sharing model for accounts and uses the parent account field
to create a multi-level account hierarchy. When viewing a parent account, the company would
like to see the total value of open opportunities for all accounts in the hierarchy.
What solution should a consultant recommend to meet this requirement? Define a workflow rule to update the custom field on the parent account with the total value
of open opportunities from the child accounts. Create a roll-up summary field on the parent account showing the total value of open
opportunities from the child accounts. Use apex to update a custom field on the parent account with the total value of open
opportunities from the child accounts. Create a link on the account that opens a report showing the total value of open
opportunities for all the accounts in the hierarchy.
Universal containers has automated the process of creating new account records in Salesforce.
All account records created through this process are owned by a generic user. There are now
two million account records that have been created in this manner. Universal containers is now
seeing performance issues when it makes any changes to account sharing rules.
What can universal containers do to address the issue without changing its integration? Ensure that the generic user has not been assigned a role. Contact Salesforce support to add an index to the account object. Set the organization wide defaults for accounts to public read/write. Ensure that the generic user has the Modify All Data permission.
Universal Containers has configured Salesforce to store all individual consumer contact under
a single account called ""Consumer"". The consumer business has grown to more than 500,000
Contacts. Mass update are no longer completed within the defined maintenance timeframe
and an increased number of errors are being reported.
What should consultant recommend to improve system performance?
Choose 2 answers Ensure that no single account has more than 10000 contacts Enable person account and migrate the data Add an index to the account field on the contact object Removes the account assignment for all objects.
Universal containers has enabled Advanced Currency Management. How is the converted
amount data reported on a report that spans time periods when the exchange rates was
different. Converted amount are based on the exchange rates entered in the opportunity Converted amount are based on exchange rates that use the most current entry Converted amount are based on the historical exchange rate associated with the close date Converted amount are based on exchange rates that use the oldest entry.
Universal Containers has enabled Social Accounts and contacts. When a sales representative
accesses a contact within Salesforce, the representative is unable to see detailed information
from the contacts Facebook profile (e.g. contacts wall postings).
What is preventing the sales representative from accessing detailed information on the
contacts Facebook page? The fields configured by Universal Containers administrator on the contact page layout are
missing The information shown is based on the sales representative's connection level with the
contact on Facebook. The link to the Facebook profile is not configured with the administrator password to access
detailed information Universal Containers must purchase the Facebook license to access public information for its
0. Universal Containers has implemented account hierarchies with a private sharing model.
A sales representative would like to give another user access to one of the accounts
she owns and the three child accounts.
How can the sales representative provide this access? Add the user to each child account team; visibility will then roll up to the parent
account. Add the user to a public group for that account and share all child accounts to this
group. Add the user to the account team on the parent account; the child accounts will
inherit access. Add the user manually to the parent account team and each of the child account
Universal Containers has launched an initiative to increase the number of leads being
qualified each week, the number of activities being created for each opportunity, and
the opportunity win rate. The Vice President (VP) of Sales would like to receive a daily
update on the progress being made towards these goals.
What solution should a consultant recommend to accomplish this? Build three reports for the lead, activity, and opportunity information; add them to a
dashboard to be emailed daily to the VP of Sales. Build a custom report type to display lead, activity, and opportunity information; have
the VP of Sales follow the report on Chatter. Build a joined report to show the lead, Activity and Opportunity information,
scheduled it to email daily to VP of sales. Build three reports for the lead, activity, and opportunity information; have them
automatically refreshed daily.
Universal Containers has many customers that repeat the same purchase on a regular
basis. These customers are classified as a repeat account type.
Sales management wishes to use Salesforce to automate repeat opportunities. What
should a consultant recommend to meet this requirement? Develop an Apex trigger to set an opportunity revenue schedule that automatically
sets up a new opportunity for repeat accounts when it reaches closed/won stage. Configure a workflow rule for repeat accounts that sends a reminder task to the
sales representative to create a new opportunity when it reaches closed/won stage. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity
for the sales representative when it reaches dosed/won stage. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity
for the sales representative when it reaches dosed/won stage.
Universal Containers has organization-wide defaults set to private. Sales representative
owns an account and would like to collaborate with relevant people from other
departments (marketing and product management).
What should a consultant recommend to ensure collaborating team member can report
and access relevant data in Salesforce? 2 answers Use account team to share records to relevant people Use Opportunity team to share records to relevant people Use chatter to share records with relevant people Use custom sharing on account to share specific record.
Universal Containers has organization-wide defaults set to private. Sales representative
owns an account and would like to collaborate with relevant people from other
departments (marketing and product management).
What Which two actions should a consultant recommend to ensure collaborating team
members can report on and access relevant data in Salesforce? Use account team to share records to relevant people Use Opportunity team to share records to relevant people Use chatter to share records with relevant people Use manual sharing on account to share specific record.
Universal containers has recently started using forecasting in collaboration with sales stages to better
understand pipeline. All sales reps have submitted their forecasting numbers for approval. The VP of
sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total of
$25,000. The VP of sales then notices that there is $15,000 that is not included in the pipeline forecast
What should a consultant suggest as a possible reason for exclusion? The $15,000 is business that is too new and has been assigned to the Omitted forecast category The $15,000 is business that had already been lost and, therefore, is excluded from the pipeline
forecast summary The $15,000 is business that is in the Best case category, which is excluded from the pipeline
forecast summary The $15,000 is business that is in the commit category, which is excluded from the pipeline forecast
Universal Containers has set the organization-wide default to public read-only for accounts, contacts,
and opportunities. Activities are set to be controlled by the parent. The ABC corporation account is
owned by a sales user whose profile grants to create, read, edit and delete access to accounts,
contacts and opportunities.
Based on this information, the owner of the ABC Corporation account record has the rights to take
Choose 2 answers Transfer ownership of related contacts and opportunities owned by other users Share the account with other users through manual sharing and account teams View, edit, and delete related contacts and opportunities owned by other users View, edit, and delete activities owned by other users directly related to the account.
Universal containers has setup a sales process that requires opportunities to have associated product
line items before moving to the negotiation stage.
What solution should a consultant recommend to meet this criteria? Choose 2 answers. Define a workflow rule that automatically defaults to a pricebook and negotiation stage. Configure the opportunity record types to enforce product line item Ensure that all sales representatives have access to at least one pricebook when creating product
lines. Configure a validation rule that tests the 'Has line item and stage fields for the correct condition.
Universal Containers has two different groups who use accounts. The sales group needs to populate 15
fields and view the fields on the account record. The support group does NOT need to view the 15
fields on the account record but must be able to run reports on them. Which solution will satisfy this
requirement? Create separate page layouts for the sales and support groups. Hide the fields through field-level security from the support group. Create a custom object for the 15 fields with a master-detail relationship. Create separate record types for the sales and support groups.
Universal Containers implemented new quoting functionality for sales representatives and needs to
enable the same functionality for its partners. How can this be accomplished? Update the partner sales process to include stages for managing and submitting partner quotes. Create a custom quote object to capture partner quotes on opportunities separate from nonpartner quotes. Enable quotes and content in the Partner Communities to allow partners to store their PDF quotes. Grant Partner access to quotes and add the quotes related list to the partner opportunity page
Universal Containers is deploying a formal sales methodology while implementing Salesforce.
What should a consultant recommend to ensure the alignment of the sales methodology and
Salesforce? Choose three answers: Develop data integration between Salesforce and the sales methodology database. Embed Lightning components within Salesforce to support the sales methodology. Configure Salesforce standard and custom objects to support the sales methodology. Override Salesforce user interface with the sales methodology user interface. Consider available sales methodology AppExchange applications.
Universal Containers is devising a separate sales methodology to upsell service contracts to its
existing customer base. The company would like to track and report on these deals separately
from other deals.
What should a consultant recommend to meet this requirement? Add upsell as a stage and create a summary report by opportunity stage Create separate page layout and report to flag and report on these deals Create an opportunity record type and sales process for reporting on these deals Create a customer filed on opportunity to flag and report on these deals.
Universal Containers is expanding sales internationally and has created new price books to
handle the various currencies for the five new countries. When a sales representative selects
one of the new price books to add a product to an opportunity, there are no products available.
What should be evaluated when troubleshooting this issue? Confirm that product line items on opportunities are enabled. Confirm that the products are shared with the sales representative's role. Confirm that the old pricebook is disabled for the sales representative. Confirm that the products and currencies are associated with the pricebook.
Universal Containers is following a traditional waterfall project delivery methodology. The
analysis phase is complete with the sign-off of the requirements.
What action should a consultant take to minimize changes in scope during the design and build
phases? Choose 2 answers
Obtain customer sign-off on the solution design Update requirements based on feedback from key stakeholders Map solution design documents to system test scripts Map business requirements to the solution design".
Universal Containers is implementing Salesforce and plans to migrate several marketing
campaigns from a legacy system. Which approach would a consultant recommend to ensure that
the campaign and campaign member data is accurately maintained? Create external ID fields for campaigns, accounts, and contacts. Create external ID fields for campaigns, leads, and contacts. Create external ID fields for campaigns, campaign members, and accounts. Create external ID fields for campaigns, leads, and accounts.
Universal Containers is moving their legacy Customer Relationship Management (CRM) system to
Salesforce Sales Cloud.
What should the consultant recommend to ensure a successful implementation? Review the current system with all levels of users to understand their requirements Review the current system with and configure sales cloud to work in the same way Review the current system with executive management to understand their requirement Review the current system with IT management to understand their requirement.
Universal Containers is nearing the end of a quarter and the committed forecast is well below target. In
order to identify additional sales opportunities, Universal Containers needs to track the competitor
products used by its customers so it can sell into those customer accounts. Where should the competitor
product information be tracked? Opportunity Product Asset Opportunity product.
Universal Containers is planning to hire more sales representatives in response to three consecutive
quarters of rapid growth. To optimize their sales impact, the sales management team wants to develop a
better sales territory structure.
What data should the sales management team consider when developing the new sales territories?
Choose Two Distance between the customer headquarters and their sales representatives Number of currencies needed to support each sales territory Attributes need to segment and categorize customers Average number of customers managed by a sales representative.
Universal Containers is preparing for the launch of its new Sales Cloud implementation to a global user
base. With previous sales automation application, the company had slow adoption of the new solution.
What factors should be considered with the Sales Cloud deployment to help ensure the adoption?
Choose 3 answers Maintenance release schedule Management communications Training in local language Type of training delivered Sales rep quota targets".
. Universal Containers management wants to increase the productivity of its sales representatives.
How can work.com be used to meet this requirement?
Choose 2 answers Coaching statistics can be linked to reports Feedback can be requested for the entire sales team Feedback can be given publicly or privately. Coaching goals can be linked to reports.
Universal Containers manages opportunity forecasts using the standard forecast categories in Salesforce
customizable forecasting. Each sales stage is aligned with a forecast category. When reviewing the
forecast, Universal Containers wants the roll-up of just the opportunities that are in pipeline, best case, and
What number in the forecast would provide Universal Containers with the appropriate information? Pipeline + Closed/Won Pipeline + Best Case Pipeline Pipeline + Commit.
Universal Containers marketing department runs many concurrent campaigns. It has specified
that the influence timeframe for a campaign is 60 days.
When a contact is associated to an opportunity in a contact role, what is the impact on the
campaign influence for opportunities? Campaigns in which a contact became a member within the last 60 days will be added to the
campaign influence related list. Sales reps can choose which campaigns created within the last 60 days should be added to the
campaign influence related list. All contacts associated with campaigns will be added to the campaign influence related list. All campaigns created within the last 60 days will be added to the campaign influence related
Universal Containers needs the ability to associate installed products at an account to specific
cases. Those installed products contain information on the account's contracted Service Level
Agreement (SLA) as well as the installed product serial number. Which approach should Universal
Containers consider implementing to best satisfy these requirements? Create a lookup object to the contract record Create a lookup to a custom object for the installed product Use the standard Asset relationship Use the standard Opportunity relationship.
Universal Containers North American and European sales teams have different business
requirements related to creating new opportunities in Salesforce. As a result, each team must
complete a set of geographically-specific fields relevant only to their team as well as common
fields that both teams complete. Additionally, each team should NOT be able to report on the
others region-specific fields.
What solution should a consultant recommend to satisfy this scenario? Utilize Visual force to build an opportunity page that dynamically checks the users region to
determine which fields to display. Create separate page layouts and record types for each of the regional sales teams. Build a custom object with private sharing to capture the additional fields as a separate record. Implement field-level security to allow access to fields for the respective regional sales
Universal Containers plans to implement lead management functionality for channel sales
representative who needs to push pre-qualified leads to their partner. Partners need the ability
to access and update the lead assigned to them.
What solution should a consultant recommend for the scenario? Create a customized site where partners can self-register and access their leads. Configure a separate lead record type and page layout for the partner community. Create a task for the partner where a new lead is created and assign it to partner in the
Partner Community. Add the leads tab to the Partner Community and configure partner profile to access leads.
Universal containers purchased a new marketing database list and wants to use it to run an email
campaign for launch of a new product. The Sales team will be responsible for evaluating the
respondents and identifying the deal maker before going through the sales process with a
What steps should a consultant recommend in this scenario? Create leads, convert them to opportunities, and qualify the respondents on the opportunities Create a campaign, qualify the respondents, and create accounts and contacts Create both account and contact records, then associate the contacts to the campaign Create a campaign, associate the leads to the campaign, and qualify the respondents.".
Universal Containers recently changed the sharing model for accounts from public to private.
Users must be able to view contacts they own for accounts that are owned by other users.
However, account owners do NOT need access to the contact records owned by others. How
should this be accomplished? Instruct users to create new account records and new contacts related to the accounts Set the organization-wide default for contacts to private Move contacts NOT owned by the account owner to an account owned by the contact
owner Set the organization-wide default for contacts to be controlled by the parent.
Universal Containers recently completed the implementation of a new sales cloud solution.
The stakeholder committee believes that sales user adoption is best measured by the number
of daily logins.
What other measures of sales user adoption should be considered? Choose 2 answers. Overall effectiveness of mass email campaigns Completeness of records entered into the new system Number of neglected opportunities over time by role Number of reports exported to excel for analysis.
Universal Containers recently enabled Chatter and has found it extremely helpful in the sales
process. Given the success, Universal Containers would like to bring the competitive
intelligence team into Salesforce to leverage Chatter to collaborate on opportunities when
key competitors are identified. Which step should be considered when setting up the
competitive intelligence team? Select two answers. Set up each member of the competitive intelligence team with Chatter Free licenses. Set up each member of the competitive intelligence team with standard user licenses. Create a single user for the competitive intelligence team to share Add the competitive intelligence team to Chatter groups organized by competitor.
Universal Containers representative wants to see forecast amount by all sales representatives
and by multiple product group.
What would a consultant recommend to meet these requirement?
Choose 2 answers Build a forecast list view by product family groups Build a custom forecast report showing product groups Implement collaborative forecast with quota attainment Implement collaborative forecast with product family.
Universal containers requires credit checks for all opportunities greater than $50,000. The
credit management team members are all Salesforce users.
What should a consultant recommend to notify the credit manager that an opportunity needs
a credit check?
Use workflow to send an email to the credit manager profile. Use an Apex trigger to create a task for the credit manager user. Use a validation rule to send an email to the credit manager role. Use workflow to assign a task to the credit manager user.