Salesforce - Sales Cloud Part 1

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Title of test:
Salesforce - Sales Cloud Part 1

Description:
Salescloud Cert

Author:
AVATAR

Creation Date:
13/08/2019

Category:
Others
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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. Which two data points should the sales management team consider when developing the new sales territories? (Choose two.) Attributes needed to segment and categorize customers. Distance between customer headquarters and their sales representatives. Average number of customers managed by a sales representative. Number of currencies needed to support each sales territory.
Universal Containers' current solution for managing its forecasts is cumbersome. The sales managers do NOT have visibility into their teams' 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. Which two solutions should a consultant recommend to help Universal Containers improve the management of their forecasts? (Choose two.) Enable override forecast permission in the Manager's profile. 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. Create forecast Chatter groups where sales representatives can post and share their forecasts.
The members of an opportunity team at Universal Containers are working together to close an opportunity. The sales engineer on the team is having trouble keeping up with the active quote. How can the sales engineer identify the opportunity's active quote? Reference the last modified date on the quotes. Reference the synced quote field on the opportunity record. Reference synced quote history on the opportunity. Follow the opportunities' quotes in Chatter.
Universal Containers forecasts and closes business monthly, and it needs to store 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? Schedule a custom forecast report to run weekly and store the results in a custom report folder. 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 daily and store the results in a custom report folder.
What is the recommended approach to relate a Person Account to another Account? Choose the correct answer. Add the Person Account to the Contact Roles. Add the Person Account to the Account owner's default team. Add the Person Account to the Partners Related List. Add the Person Account to the Account Team.
A marketing department that runs many concurrent campaigns has specified that the influence timeframe for a campaign is 60 days. What is the impact on the campaign influence for opportunities when a contact is associated to an opportunity in a contact role? Campaigns in which a contact became a member within the last 60 days will be associated and displayed in Campaigns with Influenced Opportunities Report. All contacts associated with campaigns 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 campaigns created within the last 60 days will be added to the campaign influence related list.
Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce and 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 contact lookup field and an account lookup field. Create a master-detail account relationship. Create a custom contact lookup field. Create a master-detail contact relationship.
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. Which two solutions should a consultant recommend to meet these requirements? (Choose two.) Configure opportunity record types for each sales process. Create sales stages that align with opportunity record types. Define sales processes to map to each opportunity record type. Define the default opportunity teams for each opportunity record type.
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 wants to see the total value of open opportunities for all accounts in the hierarchy. Which solution should a consultant recommend to meet this requirement? Use Apex to update a custom field on the parent account with the total value of open opportunities form the child accounts. Create a roll-up summary field on the parent account showing the total value of open opportunities from the child accounts. 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 link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.
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 shard efficiently and securely? The documents should be uploaded to Salesforce Files and shared with the field sales organization. The documents should be emailed to the sales team on the opportunity record. 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 wants to capture business sector information on a lead and display the information on the account and contact once the lead has been converted. How can these requirements be met? Create a custom field on the Lead, Account, and Contact objects and configure mapping of these two field 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 value form 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 value form the Contact object.
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 an opportunity. Which solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members? Create public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities. 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. Enable Chatter to have the lead sales representative facilitate collaboration through sales team swarming.
Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a 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 executive management to understand their requirements. Review the current system with IT management to understand their requirements. Review the current system and configure Sales Cloud to work in the same way.
Universal Containers wants to prevent sales users form modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required. Which solution should a consultant recommend? Modify the profile for sales directors to enable the "Modify All" object permission for opportunities. Change the field-level security for sales representatives to restrict field access based on the sales stage. Create a validation rule to enforce field access based on the sales stage and a custom permission. Create a workflow rule to enable field access for sales directors based on the sales stage.
Universal Containers wants to associate some contacts with more than one account (e.g., a contact in an employee of one account and on the boards of several other accounts). Which solution should a consultant recommend to meet this requirement? Enable contacts to multiple accounts feature. Clone the contact record and add it to the second account. Add the contact to the partners related list on the second account. Associate the contact to other accounts using a custom lookup field.
Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. Which solution should a consultant recommend for this scenario? Create a customized site where partners can self-register and access their leads. Configure a separate leas record type and page layout for the Partner Community. Create a task for a partner when a new lead is created and assign the task to the partner in the Partner Community. Add the leads tab to the Partner Community and configure partner profiles to access leads.
Universal Containers wants to track the campaigns that influence won opportunities. Which two actions should a consultant recommend to meet this requirement using standard functionality? (Choose two.) Have the administrator specify a timeframe that limits the time a campaign can influence an opportunity after the campaign first associated date and before the opportunity created date. Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that fails 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 representatives populate a field on the opportunity record with the dollar amount of the expected revenue from the campaigns that influenced the opportunity.
Universal Containers allows its sales representatives to negotiate up to a 5% discount for their opportunities. Discounts greater than 5% must be sent to their Regional Sales Manager (RSM) to approval. Discounts greater than 15% must also be sent to the Regional Vice President (RVP) for approval. Which approach would satisfy these requirements? Configure an approval process for the RSM and a workflow rule for the RVP. Create two approval processes, one for the RSM and one for the RVP. ate the two-step approval process for the RSM and RVP as approvers. Configure a workflow approval task and email to notify the RSM and RVP.
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. Salesforce Files. Attachments. File Contact for SharePoint.
Universal Containers uses a custom object named “Analysis”, which is the child in a master-detail relationship with the Opportunity object. Sales teams use this object to create requests for supporting research. Sales teams use the Salesforce Mobile App and want to easily create new Analysis records from their phones. What should a consultant recommend to meet this requirement? Create a Visualforce page. Create an Action. Create a related list button. Create a custom object tab.
Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer. After qualifying the new lead, a new opportunity must be created to track the deal. Which three actions should a consultant recommend to enforce data quality and accuracy? (Choose three.) Enable validation rules on the opportunity. Map custom lead fields to corresponding custom opportunity fields. Create an Apex trigger to perform data quality checks. Enable validation rules on the lead. Enable the lead conversion permission.
Universal Containers uses a seven-step selling methodology. Each sales stage corresponds with a step in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should NOT contribute to the forecast. Which two actions should a consultant recommend to meet these requirements? (Choose two.) Instruct sales users to enter 0S for the opportunity amount. Configure the first stage with the omitted forecast category. Override the forecast to be $0 for first stage opportunities. Assign 0% probability to the first sales stage.
A premier customer for Universal Containers needs access to confidential product roadmap information. Which two steps should a sales representative take to securely send this information using content delivery? (Choose two.) Remove access to content after a specified date. Require the customer to enter a password to view the content. Require the customer to enter a security token to download the content. Require the recipient to log into Salesforce to access the content.
Which two actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? (Choose two.) Create scheduled dashboard to be sent weekly to all stakeholders. Ensure the project key performance indicators are profitable. Acquire the client stakeholder's key performance indicators. Establish a stakeholder committee and meeting schedule.
Universal Containers is planning to implement Salesforce Sales Cloud to support its professional services division. The Universal Containers sales team wants to easily see customer purchasing activity on account, contact, and contact detail pages. What should a consultant recommend to meet this requirement? Enable Salesforce Console for Sales to see customer purchasing activity. Create a global publisher action to view all customer purchasing activity. Enable the Orders object in Salesforce to track customer purchases. Create a custom object related to the account, contact, and contract objects.
The Universal Containers credit department uses a third-party application for credit ratings. Credit department man- agers need to launch an external web-based credit application from a customer's account record in Salesforce. The application uses a credit ID on the account object. What should a consultant recommend to meet this requirement? Create a 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 pass the credit ID. Create a formula field that uses the 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 to launch the credit application and pass the credit ID.
The sales representatives at Universal Containers use various email applications and often receive important customer emails where they are away from the office. Sales management wants to ensure sales representatives are recording email activity with customers in Salesforce while they are away from the office. Which solution should a consultant recommend to meet this requirement? Download and install a Salesforce universal connector for their smartphones and computers. Download and install the Salesforce for Outlook connector on their smartphones and computers. Forward emails using their Email-to-Salesforce email address from their smartphones and computers. Copy and paste emails manually to the customer record in Salesforce from their smartphones and computers.
The Universal Containers sales team wants 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 set of objects are relevant for this integration? Opportunity, opportunity product, campaign, custom object-shipment status. Opportunity, opportunity product, custom object-shipment status. Lead, account, opportunity product, custom object-shipment status. Lead, opportunity, product, custom object-shipment status.
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 create, read, edit, and delete access to accounts, contacts, and opportunities. Which two actions does the owner of the ABC Corporation account have the right to take? (Choose two.) View, edit, and delete activities owned by other users directly related to the account. View, edit, and delete related contacts and opportunities owned by other users. Share the account with other users through manual sharing and account teams. Transfer ownership of related contacts and opportunities owned by other users.
What are two capabilities of Data Loader? 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.
Universal Containers' management wants to see forecast numbers by all sales representatives and by multiple product groups. Which two actions should a consultant recommend to meet these requirements? (Choose two.) Implement Collaborative Forecasting with product family. Build a custom forecast report showing product groups. Build a forecast list view by product family group. Implement Collaborative Forecasting with quota attainment.
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 stages to each page layout. Create different record types and sales processes for each line of business, and use workflow field updates to assign stages. 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 assign different sales processes to each page layout.
Universal Containers has a 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 is concerned contacts may have moved to different companies. What should a consultant recommend to ensure customer data is accurate? Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts. Create a workflow rule for an account and contact owner to confirm contact data. Create a workflow rule to mass email the contacts and capture any email bounces. Use a data enrichment tool to verify account and contact data is up-to-date.
Universal Containers acquires sales leads each year through trade shows. 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 the leads to Data.com to remove the duplicates and select the option to have them automatically imported. Upload the leads and click the “Find Duplicates” button for each of the leads to identify potential duplicate lead records. Upload the leads using Data Loader and enable the “Find Duplicates” setting to prevent duplicate records. Upload the leads using Data Import Wizard and select the appropriate field to match duplicates against existing records.
Universal Containers has enables Advanced Currency Management. How is the converted amount data reported on a report that spans time periods when the exchange rate was different? Converted amounts are based on exchange rates that use the oldest entry. Converted amounts are based on the exchange rates entered in the opportunity. Converted amounts are based on exchange rates that use the current entry. Converted amounts are based on the historical exchange rate associated with the close date.
Sales management at Universal Containers wants product managers to become more involved with sales deals that are being delayed in the negotiation stage of the sales process. Product managers need to understand the details of specific sales deals, and address product capability and roadmap questions with customers. Which two solutions should a consultant recommend to help product managers engage in sales deals? (Choose two.) Create a Chatter group to share product information with the sales team, product managers, and customers. Use Process Builder to create a chatter post. Use an assignment to notify product managers when opportunities are updated. Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals.
A consultant has created a custom formula field on Opportunity that multiples the Opportunity Amount by the Accounts Discount field. Which Currency will the formula field use for its value if the Opportunity and the Account records have different Currencies? The Account currency. The User currency. The Corporate currency. The Opportunity currency.
Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company wants to track and report on these deals separately from other deals. What should a consultant recommend to meet this requirement? Create a custom field on opportunity to flag and report on these sales. Create an opportunity record type and sales process for reporting on these deals. Create a separate page layout and report to flag and report on these deals. Add "upsell" as a stage and create a summary by opportunity stage.
The marketing department at Universal Containers is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its communication materials can be migrated as well. What should a consultant recommend to migrate the marketing department's email templates? Enable Email-to-Close and use the Import Wizard. Create an email template change set or use the Lighting Platform. Manually recreate the email and mail merge templates in Salesforce. Enable Email to Salesforce before sending email templates to Salesforce.
Universal Containers requires its sales representatives to go through an internal certification process to sell certain groups of products. Which two actions prevent a sales representative from adding these products to opportunities if they are NOT certified to sell them? (Choose two.) Use a validation rule on opportunity products to prevent them from adding products marked as required certification if they are NOT certified. Use a validation rule on products marked as requiring certification to prevent them from being added to an opportunity. Use a criteria-based sharing rule on products marked as requiring certification to only share the products to users who are certified. Use a separate price book for the products requiring certification and only share the price book to users who are certified.
Which sales methodology is described above? Universal Containers wishes to implement a sales methodology that focuses on identifying customer's challenges and addressing them with its offerings. What should a consultant recommend to meet this requirement? Target account selling. Solution selling. Relationship selling. Direct selling.
What should a consultant recommend to support selling the two product lines? Universal Containers 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. Create a one page layout, two sales processes, and validation rules to capture relevant opportunity information. Create two page layouts and two sales processes; assign them to the respective product lines to collect relevant information. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line. Create two page layouts, one opportunity record type, and one workflow rule to assign the correct page layout to the record type.
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 users.
What solution should consultant recommend to UC which needs to show a dashboard with forecast by product family with quotas? The company wants to track and report on these deals separately from other deals. What should a consultant recommend to meet this requirement? 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.
Channel sales representatives at Northern Trail Outfitters (NTO) need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. To meet this requirement, NTO plans to implement lead management functionality. Which solution should a consultant recommend? Create a task for a partner when a new lead is created and assign the task to the partner in the Partner Community. 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. Add the leads tab to the Partner Community and configure partner profiles to access leads.
Northern Trail Outfitters wants to link contacts with more than one account. What solution should be recommended if a contact is an employee in one account, and on the I additional accounts? Enable contacts to multiple accounts feature. Associate the contact to other accounts using a custom lookup field. Clone the contact record and add it to the second account. Add the contact to the partners related list on the second account.
The shipping department at Universal Containers is responsible for sending product samples as part of the sales process. When an opportunity moves to the "sampling" stage, Universal Containers wants an automatic email sent to the shipping department listing the products on the opportunity. How can this requirement be met using a workflow email? Create it on the opportunity using a Visualforce email template. Create it on the opportunity product using a Visualforce email template. Create it on the opportunity using a HTML email template. Create it on the opportunity product using an HTML email template.
What should a consultant recommend to meet this requirement? Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work a dedicated sales engineer. The sales engineer will need access to their assigned sales representatives' accounts and opportunities. Create a trigger to add the sales engineers to their sales representatives account and opportunity teams. Create criteria-based sharing rules to share the accounts and opportunities with sales engineers. Enable account and opportunity teams selling and have each sales representative configure their default teams. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
Resellers for Universal Containers need access to reports in the Partner Communities to help manage their opportunities. How should Salesforce be configured to give resellers the correct level of access to reports? Create a chatter group that allows a partner to post item appropriate list view and report. Create the appropriate list views and report folder, and share with all partner users. Create the opportunity list view and report folder in the partner communities for all partners. Create a new tab in the partner communities to display the appropriate list view and report folder.
What solution should a consultant recommend to meet this criterion? Universal containers have set up a sales process that requires opportunities to have associated product line items before moving to the negotiation stage. (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 product line item and stage fields for the correct condition.
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