Universal Containers requires its sales representatives to go through an internal certification
process to sell certain groups of products. What could be done to prevent a sales
representative from adding these products to opportunities if they are not certified to sell
Choose 2 answers Use a criteria-based sharing rule on products marked as requiring certification to only share
the products to users who are certified. Use a validation rule on opportunity products to prevent them from adding products marked
as requiring certification if they are not certified. Use a separate price book for the products requiring certification and only share the price
book to users who are certified. Use a validation rule on products marked as requiring certification to prevent them from
being added to an opportunity.
The Universal Containers sales team would like to track product shipments for each of
its customers. The shipment tracking information is currently available in a back-end
system, which the company plans to integrate with Salesforce. Which objects are
relevant for this integration? Lead, opportunity, product, custom object-shipment status Opportunity, opportunity product, custom object-shipment status Opportunity, opportunity product, contract, custom object-shipment status
D. Lead, account, opportunity product, custom object-shipment status.
Universal Containers sells products that require frequent collaboration with the same
team of individuals who play a key role in closing deals. The lead sales representative
determines the level of access for each of the collaborating team members on the
What solution should the consultant recommend to facilitate the collaboration of the
lead sales representative and team members? Enable chatter to have the lead sales representative facilitate collaboration through
sales team sharing Define a sharing rule for each lead sales representative to assign appropriate access
for all extended team members Configure default opportunity teams for all lead sales representatives with team
selling enabled Create a public groups for extended team members and allow the sales
representative to assign manual sharing on their opportunities.
Universal Containers sells three unique products and each product has its own sales
process. The company qualifies prospects for the three products in a consistent manner;
however, once the customer has shown interest, the sales representatives must follow
the relevant products' sales process.
What solution should a consultant recommend to meet these requirements? Choose 2
answers Define sales processes to map to each opportunity record type. Configure opportunity record types for each sales process. Create sales stages that align with opportunity record types. Define the default opportunity teams for each opportunity record type.
Universal containers sells two products that each have a unique sales methodology. A
few of the sales stages overlap between the selling methodologies, but are unique to
just one of the methodologies.
What element must be configured to support both selling methodologies?
Choose 3 Answers Two sets of opportunity stages Two page layouts Two sales processes Two record types One set of opportunity stages.
Universal Containers supports two lines of business: shipping and freight. The sales cycle
for freight deals is more complex and involves more stages than the shipping sales
cycle. Which solution should a consultant recommend to meet these business
requirements? Create different record types and sales processes for each line of business, and
assign different sales processes to each page layout Create different record types and sales processes for each line of business and
assign different stages to each page layout. Create different record types and sales processes for each line of business, and
assign different page layouts to each record type. Create different record types and sales processes for each line of business, and use
workflow field updates to assign stages.
Universal containers uses a custom object named Insight, which is the child in a master-detail
relationship with the opportunity object. Sales teams use this object to create requests for analysts
who conduct supporting research regarding an opportunity. Sales teams use Salesforce1 mobile app
and want to easily create new insight records from their phones.
What should a consultant recommend to meet this requirement? Create a custom object tab Create a publisher action Create a related list button Create a visualforce page.
Universal Containers uses a seven step selling methodology. Each sales stage corresponds within the
methodology. The first stage is a preliminary qualification step, and opportunities in this stage should
not contribute to the forecast.
What should the consultant recommend for this scenario?
Choose 2 answers Instruct sales users to enter $0 for the opportunity amount. Override the forecast to be $0 for the first stage opportunities. Assign 0% probability to the first sales stage. Configure the first stage with the omitted forecast category.
Universal Containers uses PDF documents to help the sales team learn about new Products. Which
feature should a Consultant recommend to store these documents? File Sync Attachements Salesforce Files File Connect for SharePoint
Universal Containers uses Products in Salesforce and has a private security model. The product
Management employees do NOT have access to all opportunities but want to track the performance
of a new product after it is launched. What should a consultant recommend to allow the product
management employees to track the performance of the product. Create a trigger to add the product management team to the sales team of relevant opportunities. Create a trigger to set the product manager as owner for opportunities on the new product. Create a new product and add it to the price book with the product manager as an owner. Create a criteria-based sharing rule to add the product management team to relevant
Universal Containers wants to equip its sales team with mobile capabilities. The sales team needs to
quickly look up contacts, accounts, and opportunities and easily log calls. Due to limited coverage in
certain geographic areas, the sales team wants access to customer information even without an
Internet connection. Which mobile solution is appropriate for the Universal Containers' sales team? Salesforce Mobile App Salesforce A App Salesforce Touch App Custom hybrid App.
. Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to
improve the relevance of its sales stages and the role they play in the sales process.
How should the relationships between the various elements of the sales process be defined to meet
these requirements? Map appropriate sales stage to opportunity stage; assign accurate forecast probability Map sales probability values to forecast categories; assign sales stages accurate percentages Map forecast probability to opportunity probability; assign appropriate sales stage Map opportunity stages to forecast categories; assign accurate probability to each stage.
Universal Containers wants to improve the information profile of its current Contacts in
Salesforce by using social networking application (e.g. LinkedIn or Twitter) to add the
information currently gathered for accounts, contacts and leads.
Which solution should a consultant recommend to meet this requirement? Define the social network fields and enable them for account, contacts and leads. Create custom fields that hold URL links to the social profile of accounts, contacts and
leads. Enable social Accounts and Contacts to link records to social profiles. Enable the Salesforce to Social network API connection to sync records.
Universal Containers wants to integrate the sales cloud solution with accounting system.
What standard objects are likely to be used in the integration? Account, case and lead Account, contact and lead Account, contact and contract Account, lead and opportunity.
Universal Containers wants to manage their sales territories in Salesforce. What questions
should be asked to determine if territory management is an appropriate solution?
Choose 3 answers: Are commissions calculated by the number of territory to which a representative belongs? Is your sales organization set up as a matrix or a tree'? Does account sharing depend more on account traits than on ownership? Are there specific rules for account and opportunity access? Are your lead assignments based on sales territories?
Universal Containers wants to measure revenue based on when individual Products are sold.
What should a Consultant implement to meet this requirement? Forecasting by Opportunity Amount Forecasting by Schedule Date Forecasting by Product Dates Forecasting by Order Amount.
Universal Containers wants to record information about the conferences it holds and people
who attended them. An attendee could potentially attend multiple conferences. The Company
would like to display this information on the contact layout using the standard configuration.
How can the system be designed to meet the company's requirement? Create a custom object for conferences and a custom object to record attendee
information Utilize campaigns 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 Utilize campaigns for conferences and add Campaign member to record attendee
Universal containers wants to send out an email promotion on a monthly basis to a list of
What should a consultant recommend to meet this requirement?
Create a lead assignment rule to send the email to the leads monthly Use an email execution vendor to send emails for marketing campaigns Use the standard Salesforce mass email tool located on the leads tab Create an email alert workflow rule to send the email to the leads monthly.
Universal Containers wants to track the campaigns that influence won opportunities. Using standard functionality, what should a consultant recommend to meet this requirement?
Choose 2 answers Have representatives populate a field on the opportunity
record with the dollar amount of the expected revenue from the
campaigns that influenced the opportunity. Automatically add child campaigns of the primary campaign
source if the child campaigns have an end date that falls before
the opportunity close date. Add campaigns to opportunities when the campaign is related
to a contact that is assigned a contact role on the opportunity
prior to the close date. Have the administrator specify a time frame that limits the
time a campaign can influence the opportunity after the
campaign first associated date and before the opportunity
Universal Containers wishes to implement a sales methodology
that focuses on identifying customers challenges and
addressing them with offerings.
Which sales methodology is described above? Solution selling Direct selling Relationship selling Target account selling".
Universal containers wishes to track relationships between its customers. For example, some customers are suppliers for other customers. What should a consultant recommend to track multiple customer relations?
Add the related company to the first company's account
team, with supplier as the role. Add the related company to the first company's custom
supplier lookup field as a value. Add the related company to the first company's partner
related list, with supplier as a value. Add the related company to the first company's contact roles
related list, with supplier as a value.
Universal Containers would like to associate some contacts with
more than one Account (e.g., a contact is an employee of one
account and on the boards of several other Accounts).
What solution should a consultant recommend to meet this
requirement? Add the contacts to the partner related list on the second
Account. Clone the contact record and add to the 2nd account. Associate the contact to other account using lookup field. Enable Contact to multiple Accounts feature.
Universal containers would like to capture business sector information on a lead
and display the information on the account and contact once the lead has been
How can these requirements be met?
Create a custom field on Lead, Account and Contact objects and configure
mapping of these two fields for conversion. Use a trigger to update the contact
field with the Account value. Create a custom field on the Lead and Account objects. Create a custom
formula field on the contact object to pull the value from the Account object. Create a custom field on the Lead and Account objects and configure mapping
of these two fields for conversion. Create a custom formula field on the Contact
object to pull the value from the account object. Create a custom field on the Lead and Account objects and configure mapping
of these two fields for conversion. Create a custom formula field on the Account
object to pull the value from the contract object.
Universal Container wants to improve sales productivity in inside sales and it has
been advised to consider Salesforce Console for sales.
What use case will satisfy this requirement?
Choose 2 answers Need to chat with customer in real time with chatter Need to prioritize search results for contacts and opportunities Need to add notes quickly or log activities for each record Need to see the caller ID and do a call with one click.
Universal Container wants to measure the user adoption of their successful Sales
Cloud implementation. Which key factors should be considered? Data quality Usage Business performance.
Universal Finance has two sales divisions. Sales Division A's customers are
individuals and Sales Division B's customers are businesses. Each division's sales
representatives have their own user profiles, and person accounts are enabled.
Sales Division B's sales representatives should not be able to create person
accounts; they should only be able to create business accounts.
What solution should a consultant recommended to meet these requirements? Remove person account record types from the Division B sales representative
user profile. Check the ""disable person accounts"" permission on the Division B sales
representative user profile. Use Divisions to hide person accounts from the Division B sales representative
user profile. Use field-level security to hide the ""Is Person Account" Checkbox from the
Division 8 sales representative user profile."
Universal Insurance is a large insurance company with a customer base that
includes both individual consumers and businesses. The company has
implemented Person Accounts in Salesforce. It has a custom object for policies
that needs to relate to both Person Accounts and Business Accounts.
What is the minimum configuration on the policy custom object needed to meet
this requirement? Create a custom contact lookup field Create a contact lookup field and an account lookup field Create a master-detail account relationship Create a master-detail contact relationship
Universal Publications are a publishing house that sells online subscriptions for its leading
magazine. Customers can make a single Payment, or set up to pay weekly, monthly or
quarterly. Universal Publications wants to use opportunities to track and report on these
What should a consultant recommend to meet this requirement? Enable schedules on product object. Use assets with a lookup to opportunity object. Enable schedules on opportunity object. Use contracts with a lookup to opportunity object.
The VP of sales at Universal Containers wants to be able to see a visual representation
of sales by month for each account in Salesforce1 mobile app.
What should a consultant recommend to meet this requirement? Create a dashboard component and use chatter feed on the account on salesfroce1 Embed a chart on the account page, no other customization needed Embed a chart on the account page and use a custom link to filter by account Create a of visualforce page with an embedded chart component for each account.
What actions can a consultant take during the project planning phase to ensure client
stakeholder goals are met?
Choose 2 answers Establish a stakeholder committee and meeting schedule. Create scheduled dashboard to be sent weekly to all stakeholders. Acquire the client stakeholders' key performance indicators. Ensure the project key performance indicators are profitable".
What are the benefits of territory management? Choose 3 answers Ability to generate account sharing rule based on territory membership Ability to expand private sharing model using account criteria support to complex and frequently changing sales organization Support for multiple forecast per user based on territory membership Ability to include opportunity in more than one record.
What features of work.com can managers use to help sales representatives meet their
quotas? Choose 2 answers Coaching plans to help the sales rep drive results Coaching feedback that automatically adjusts the goals Coaching feed visible to the entire sales teams Coaching dashboards to monitor progress.
What is a capability of Data.com Clean?Choose 3 answers Data.com Clean can be used with Salesforce.com person accounts and business
accounts. Accounts must be cleaned before cleaning contacts, but leads may be cleaned either
before or after cleaning accounts. Individual records can be manually compared side-by-side with matched Data.com
records and updated field-by-field. Accounts, contact, and lead records can be selected from a list and cleaned all at
once. Data.com can be configured to run automated Clean jobs to flag field differences and
automatically fill blank fields.
What is a capability of Data Loader? Choose 2 answers. Ability to extract Organization and configuration data. Ability to prevent importing duplicate records. Ability to export field history data. Ability to run one time or scheduled data loads.
What is a consideration when implementing Advanced Currency
Choose 3 answers Currency roll-up summary fields from opportunity products
to an opportunity use the dated exchange rate Advanced currency management dated exchange rates are
automatically updated on a monthly basis The converted amount of an opportunity uses dated
exchange rates based on the close date of the opportunity. Advanced currency management can be enabled or disabled
in the organization under the company profile if needed. Currency roll-up summary fields from opportunities to an
account use the static conversion rate.
What is the capability of Chatter feed post editing? Choose 2
answers Users can edit the text of their own Chatter posts. Record owners can see previous versions of an edited post. Record owners can edit other users' posts on records they
own. Group owners can edit system-generated posts in Chatter
What is the Capability of Chatter Files? Choose 2 answers Files can be synced from Chatter to a folder in a local
directory. Private content may only be shared in private Chatter
groups. Users can use @mentions to share files in content libraries All content files from content libraries can be synced in
What is the capability of Data.com Clean? (3 answers) Configure and run automated Clean jobs to flag field value
differences on Salesforce records, fill blank fields, overwrite
field values. Select account, contact, and lead records from a list, and
clean them all at once. Manually compare individual Salesforce records side by side
with matched Data.com records, and update Salesforce records
field by field. Accounts must be cleaned before cleaning Contacts, and
Leads can either be cleaned before or after Data.com can be used on both Normal and Person Accounts.
What is the recommended approach to relate a Person Account
to another Account? Add the Person Account to the Contact Roles. Add the Person Account to the Account Team. Add the Person Account to the Partners Related List. Add the Person Account to the Account owners default
What Sales Cloud features would allow the company to improve data quality and
consistency across sales deals?
Choose 3 answers. Implement validation rules for opportunities Use a single page layout to display all information regardless of line of business Use workflow rules to validate data entry Use opportunity record types and page layouts to display information specific to
each line of business Use required fields to enforce critical data entry.
What Sales Cloud feature would allow UP to track which campaigns are related to a
specific program initiative? Contact roles Campaign members Campaign hierarchy Campaign influence.
What should you do before you enable communities for your organization?
Choose 3 answers Turn on the global header for users that need it Review your security settings Choose a domain name Check you have the required licenses.
What solution would you recommend to track the quantity and quality of leads that
are passed from marketing to sales within UP?
Choose two answers Use a standard report to calculate the number of leads by lead source Create a custom report to calculate lead conversion ratio Create a custom report to calculate leads created per calendar year Create a custom report to calculate percentage of dead leads.
When enabling multiple currencies what feature is enabled on all opportunity?
Choose 2 answers User's defaults currency overrides the specified opportunity currency the selected currency is used for the Amount (Converted) field the selected currency is used for the Amount field Currency must be specified for the opportunity.
You have completed the configuration of Salesforce CRM for your client. You have a
data set that is clean and ready to be migrated into Salesforce CRM. What should
you do prior to loading this data set? Deactivate users Suspend workflow rules Set up delegated administrators Install a connector for Microsoft Office.