The sales management team of Universal Containers has noticed that opportunities are taking longer to close.
Historically, it has taken 30 days for a new opportunity to be moved to closed/won.
Recently, this time period has increased to 45 days.
What analytics tool can the sales management team leverage to help determine the cause? (Choose 2 answers) Dashboard of opportunity stage duration. Report on campaign return on investment (ROI). Dashboard of Month-over- month trend of lead conversions. Report on the discount approval time for quotes.
A sales manager wants a report that all activities in the manager's accounts, including contacts and opportunities.
Which report should the sales manager use? Activities report on accounts the manager owns. Activities report on accounts and contacts the manager owns. Activities report on accounts and opportunities the manager owns. Activities report on accounts, contacts, and opportunities the manager owns.
Northern Trail Outfitters (NTO) wants to launch an email campaign for its new winter gear.
The NTO sales representatives will review the response to the campaign and determine who the decision makers are prior to beginning the sales process with each respondent.
What set of steps should the consultant recommend for NTO? Create a campaign, qualify the respondents, and create accounts and contacts. Create a campaign, associate the leads to the campaign, and qualify the respondents. Create leads, convert them to opportunities, and qualify the respondents on the opportunities. Create both account and contact records, then associate the contacts to the campaign.
A consultant is recommending Salesforce Console for Sales to Northern Trail Outfitters to improve sales productivity in inside sales.
Which two use cases support this recommendation?
Choose 2 answers. Need to prioritize search results for contacts and opportunities. Need to add notes quickly while talking to the client. Need to chat with customers in real time with Chatter.
Need to view the caller ID on screen and quickly make calls with one click.
Leads created from the "Contact Us" form on Northern Trail Outfitters' website are not being followed-up on in a timely manner.
Management wants to be notified when a lead has NOT been followed-up within 24 hours of being submitted.
Which action should be recommended? Send an email using lead escalation rule. Notify using Chatter on leads. Notify using publisher action. Send an email using time-based workflow.
Northern Trail Outfitters (NTO) has over 20,000 Accounts and 75,000 Contacts.
NTO wants to ensure the customer data is accurate and that the customers are still currently at their respective companies.
How can this be confirmed? Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts. 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. Create a workflow rule for the account and contact owner to confirm contact data.
Northern Trail Outfitters' partners need the new quoting functionality that was recently implemented for sales representatives.
What should be recommended? Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts. Update the partner sales process to include stages for managing and submitting partner quotes. Enable quotes and content in the Partner Communities to allow partners to store their PDF quotes.
Sales representatives at Northern Trail Outfitters are creating opportunities after they are closed/won.
Sales management is concerned that pipeline and forecasting reports are inaccurate because of this.
Choose 2 answers. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process. Run the opportunity pipeline standard report to view the upcoming opportunities by stage. Create a report that displays opportunities that have a closed date less than or equal to the created date.
Northern Trail Outfitters has two products that each have a unique sales methodology.
Some of the sales stages are shared between methodologies; the rest are exclusive to only one of the sales processes.
Which three components should be configured to support two unique selling methodologies, even when a few of the sales stages overlap between the two?
Choose 3 answers. One set of opportunity stages. Two sets of opportunity stages. Two record types Two page layouts. Two sales processes.
Northern Trail Outfitters (NTO) wants to record information about its conferences and the attendees.
Some customers attend multiple NTO conferences.
What should the consultant recommend if NTO desires to present this data on the contact layout using the standard configuration? Create a custom object for conferences and a custom object to record attendee information. Utilize Campaigns for conferences and a custom object to record attendee information. Utilize Campaigns for conferences and add Campaign Members to record attendee information. Create a custom object for conferences and a custom lookup field to conferences on Contacts.
Northern Trail Outfitters (NTO) uses channel partners for selling and servicing its products.
As volume of leads has increased, NTO has noticed a decrease in satisfaction from partners on the quality of leads and a noticeable decrease in the lead conversion rate.
What should the consultant suggest in order to increase partner satisfaction with the leads being shared?
Assign all leads to the partner channel manager to validate the lead data and manually assign to partners. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners. Create multiple validation rules to ensure that all fields on the lead record are populated with data.
Northern Trail Outfitters' (NTO) consumer business has grown to more than 500,000 contacts.
NTO stores all individual consumer contacts under a single account called "Consumer." Mass updates are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported.
Which two actions should be recommended to improve performance?
Choose 2 answers. Enable person accounts and migrate the contact data. Add an index to the account field on the contact object. Remove the account assignment for all contacts. Ensure that no single account has more than 10,000 contacts.
Northern Trail Outfitters has its sales support team enter new prospecting leads for sales representatives.
Which three actions should be implemented to enforce data quality and accuracy once the new lead has been qualified and the opportunity has been created to track the deal?
Choose 3 answers. Enable the lead conversion permission. Enable validation rules on the lead. Map custom lead fields to corresponding custom opportunity fields. Enable validation rules on the opportunity. Create an Apex trigger to perform data quality checks.
Which two processes should minimize changes in project scope during the design and build phases, post sign-off, when using a traditional waterfall project methodology?
Choose 2 answers. Obtain customer sign-off on the solution design. Map solution design documents to system test scripts. Map business requirements to the solution design. Update requirements based on feedback from key stakeholders.
Northern Trail Outfitters' Board of Directors thinks that sales user adoption should be calculated by the number of daily logins.
Which two measures of sales user adoption should be considered when implementing Sales Cloud?
Choose 2 answers. Overall effectiveness of mass email campaigns. Number of neglected opportunities over time by role. Completeness of records entered into the new system. Number of reports exported to Excel for analysis.
How should a consultant configure Sales Cloud if a customer requires two unique sets of sales stages for opportunities based on the opportunity amount being greater than or less than $100,000 USD?
As volume of leads has increased, NTO has noticed a decrease in satisfaction from partners on the quality of leads and a noticeable decrease in the lead conversion rate.
What should the consultant suggest in order to increase partner satisfaction with the leads being shared? 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. Create two sales processes, two opportunity record types, and workflow rules triggered by the opportunity amount. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
Northern Trail Outfitters (NTO) has configured a private sharing model for the following:
As part of NTO's sales strategy, each sales representative collaborates with the same set of individuals for each opportunity.
How should sales representatives be given appropriate access to an opportunity? Enable opportunity team selling and have each sales representative configure his or her default opportunity team. Create a public group for each team and have the sales representatives manually share the opportunity with their respective group. 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.
Which three actions should a consultant recommend to provide alignment between a new formal sales methodology and Salesforce?
Choose 3 answers. Override Salesforce user interface with the sales methodology user interface. Consider available sales methodology AppExchange applications. Develop a data integration between Salesforce and the sales methodology database. Configure Salesforce standard and custom objects to support the sales methodology. Embed Lightning components within Salesforce to support the sales methodology.
A Northern Trail Outfitters (NTO) customer orders four lanterns.
The order is activated in Salesforce, and the products are successfully shipped to the customer. One week later, the customer returns one lantern.
How should NTO record the return in Salesforce? Create a new Order Product with quantity set to -1. Create a reduction Order under the activated Order. Change the quantity value on the Order Product to 3. Create a custom field on the Order Product object.
Sales directors at Northern Trail Outfitters (NTO) cannot see or update their teams' forecasts.
Sales representatives are constantly asked to provide the directors with their updated forecast information.
Which two methods should NTO use to correct how forecasts are managed?
Choose 2 answers. Configure weekly customized forecast reports and dashboards to be emailed to sales management. Enable override forecast permission in the Manager's profile. Create forecast Chatter groups where sales representatives can post and share their forecasts. Create a forecast hierarchy and assign managers to the forecast manager role.
Management at Northern Trail Outfitters wants to make sure their sales representatives are recording important email communication with customers while they are away from their offices.
The sales representatives use various email applications.
Which solution should be recommended? Download and install a Salesforce universal connector for their smartphones and computers. Copy and paste emails manually to the customer record in Salesforce from 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.
How is the campaign influence for opportunities impacted when a contact is associated to an opportunity in a contact role, if the influence timeframe for a campaign is 60 days? 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. 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.
Northern Trail Outfitters (NTO) needs to quickly look up contacts, accounts, and opportunities and easily log calls.
The team wants access to customer information even without an Internet connection because of limited coverage in certain geographic areas.
Which mobile solution should NTO use? Salesforce App. Salesforce Touch App. Custom hybrid App. Salesforce Mobile App.
Northern Trail Outfitters uses Products in Salesforce and has a private security model.
What should a consultant recommend to allow product management employees the ability track the performance of a newly launched products if they do NOT have access to all opportunities? Create a criteria-based sharing rule to add the product management team to relevant opportunities. 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.
Northern Trail Outfitters has organization-wide defaults set to private. Sales representatives own the accounts and want to collaborate with relevant people from other departments (e.g., marketing and finance).
Collaborating team members must be able to access and report on relevant data.
Which two solutions should be recommended?
Choose 2 answers. Use Chatter to share records with relevant people. Use manual sharing on account to share specific records. Use account team to share records to relevant people. Use opportunity team to share records with relevant people.
A Sales Cloud consultant is working on an implementation that has multi-currency, multi-language, and region-specific sales processes and workflows.
Which two actions are essential for optimizing user adoption?
Choose 2 answers. Developing only a standardized, global training curriculum for all users. Communicating the training plan well in advance of training start date. Customizing the training curriculum for each specific region. Employing realistic training data in the corporate standard currency.
Northern Trail Outfitters (NTO) wants to boost the importance of its sales stages and their role in NTO's sales methodology; they also want to enhance the precision of their sales forecast.
How should the steps in the sales process be mapped so NTO's requirements are met? Map sales probability values to forecast categories; assign sales stages accurate percentages. Map forecast probability to opportunity probability; assign appropriate sales stage. Map appropriate sales stage to opportunity stage; assign accurate forecast probability. Map opportunity stages to forecast categories; assign accurate probability to each stage.
A consultant needs to migrate data in Sales Cloud and is considering using Data Loader.
What are two capabilities of this migration tool?
Choose 2 answers. Extract organization and configuration data. Prevent importing duplicate records. Run one-time or scheduled data loads. Export field history data.
Northern Trail Outfitters (NTO) wants controlled access for its users allowing them to see all accounts, but only make changes to the accounts they own and the contacts within those accounts.
How should NTO set its default access for accounts and contacts? Set accounts to private and contacts to controlled by parent. Set accounts to public read-only and contacts to controlled by parent. Set accounts to public read-only and contacts to private. Set accounts to private and contacts to private.
Which two solutions should a consultant recommend if a sales process requires opportunities to have associated product line items before moving the opportunity to the negotiation stage?
Choose 2 answers. 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. Define a workflow rule that automatically defaults to a PriceBook and product line item when selecting the negotiation stage. Configure the opportunity record types to enforce product line item entry before selecting the negotiation stage.
Northern Trail Outfitters' European and Asia Pacific sales teams have different business requirements on how to create new opportunities.
The teams must configure a set of geographically-specific fields relevant only to their team as well as common fields that both teams will utilize.
Additionally, each team should NOT be able to report on the other's region-specific fields.
What solution should be recommended? Utilize Visualforce to build an opportunity page that dynamically checks the user's region to determine which fields to display. 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 teams. Create separate page layouts and record types for each of the regional sales teams.
Northern Trail Outfitters wants to implement a Partner Community to help manage an extensive distributor and reseller partner community.
The consultant is setting up partner users.
What are two considerations for this step in the process?
Choose 2 answers Partner users are associated with the same set of profiles as internal users. Partner users can own account and opportunity records in Salesforce. Partner users CANNOT receive emails generated through workflow actions. The sharing model should be re-evaluated when the Partner Community is enabled.
Sales directors at Northern Trail Outfitters (NTO) need access to edit opportunity fields in the case of last minute updates once the sales stage reaches Negotiation/Review; however, sales representatives should not have editing rights at that stage.
Which solution should the consultant advise? 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. 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.
Northern Trail Outfitters has a lead qualification team that does the following:
* Qualifies opportunities
* Converts leads into opportunities
During lead conversion, the new opportunity must be assigned to the account owner.
What should be created in order to meet this requirement? An assignment rule on the account. A trigger on the opportunity. A workflow on the opportunity. An assignment rule on the opportunity.
Northern Trail Outfitters' sales manager noticed the lead conversion ratio stayed the same for the healthcare industry even though the lead creation increased.
Which reporting tool should resolve the issue? Industry performance dashboard. Campaign dashboard by industry. Report on leads by source. Report on lead lifetime by industry.
Northern Trail Outfitters (NTO) attributes a decline in profit to an excessive number of discounts on opportunities.
Which two actions can NTO request to monitor and control opportunity discounting?
Choose 2 answers. Ensure that sales management approves discount requests for each opportunity. Run a report on opportunities showing list price and discounted price. Create a custom roll-up summary field to calculate the average product discount for each customer. Limit the number of discounted products that can be added to an opportunity.
Which method should be used to automate repeat opportunities when regular customers are classified as a repeat account type? 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. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative 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 closed/won stage.
A consultant wants to confirm requirements are collected during the project planning stage.
Which three customer information data points should be requested?
Choose 3 answers. List of stakeholders with roles and titles. Key reports from the current system. List of required objects and fields. Company financial information. Organizational chart with titles.
Northern Trail Outfitters has multiple currency enabled.
Which two statements are true about opportunities in this situation?
Choose 2 answers. User's default currency overrides the specified opportunity currency. The selected currency is used for the Amount field. The selected currency is used for the Amount (Converted) field. Currency must be specified for the opportunity.
Northern Trail Outfitters has two sales divisions:
* An individual sales division, and
* A business sales division.
The sales representatives for each division have their own user profiles and person accounts.
The business sales division sales representatives cannot create person accounts and they should only be able to set up business accounts.
How can these requirements be met? Remove person account record types from the business sales division's sales representative user profile. Check the “disable person accounts” permission on the business sales division's sales representative user profile. Use field-level security to hide the “Is Person Account” checkbox from the business sales division's sales representative user profile. Use Divisions to hide person accounts from the business sales division's sales representative user profile.
Northern Trail Outfitters (NTO) wants to utilize opportunities to track and report customer subscriptions to its online magazine.
Payments can be made using the following methods:
* In full (all at one time)
How should this solution be implemented? Use contracts with a lookup to opportunity object. Enable schedules on opportunity object. Enable schedules on product object. Use assets with a lookup to opportunity object.
A sales manager at Northern Trail Outfitters (NTO) needs to give the another manager access to an account as well as its four child accounts.
NTO has account hierarchies with a private sharing model.
How should the sales manager enable access? Add the user to a public group for that account and share all child accounts to this group. Add the user manually to the parent account team and each of the child account teams. Add the user to the account team on the parent account; the child accounts will inherit access. Add the user to each child account team; visibility will then roll up to the parent account.
Northern Trail Outfitters wants a visual representation in the Salesforce Mobile App of each account's sales by month.
What should be recommended? Create a Visualforce page with an embedded chart component for each account. Create a dashboard component and use a Chatter feed on the account in Salesforce. Embed a chart on the account page and use a custom link to filter by account. Embed a chart on the account page; no other customization is needed.
A salesperson at Northern Trail Outfitters (NTO) cannot view a contact's information from social profiles.
NTO has Social Accounts and Contacts turned on in its account.
Why is the salesperson unable to access the information? The fields configured by the administrator on the contact page layout are missing. The link to the Facebook profile is NOT configured with the administrator password to access detailed information. The information shown is based on the sales representative's social connection with the contact. The administrator must install and APP Exchange package to access public profile information for its users.
Northern Trail Outfitters (NTO) has a multi-step selling process; every sales stage coincides with a step in this process.
The first step is preliminary qualification in which opportunities should not contribute to NTO's forecast.
Choose 2 answers. Instruct sales users to enter $0 for the opportunity amount. Override the forecast to be $0 for first stage opportunities. Assign 0% probability to the first sales stage. Configure the first stage with the omitted forecast category.
Universal Containers was bought by a larger company and needs to provide information on a monthly basis to the new parent company to help predict sales.
Which data should the new parent company review? Dashboard of user login history. Count of new lead records created. Number of activities tied to opportunities Opportunity pipeline report grouped by month.
When the billing address on an account is changed, the mailing address of all related contact records should be updated to reflect the new address.
How can this requirement be met? Create a workflow rule on accounts. Create a workflow rule on contacts. Create a process on accounts using Process Builder. Create a Force.com trigger on contacts.
Universal Containers has established a private sharing model for accounts and opportunities. Each sales manager has several sales representatives reporting to them and the Role Heirarchy is configured.
Which statement about data visibility is true? Both sales managers and representatives can see all of the same data. The sales manager can see all of representative's data but the representative CANNOT see all of the sales manager's data. The representative can see all of sales manager's data but the Sales manager CANNOT see all of the representative's data. Only the sales representatives can see all of the data.
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 price book is disabled for the sales representative. Confirm that the products and currencies are associated with the price book.
Sales management at Universal Containers needs to provide channel partners with easy access to approved product documentation. Sales Management also needs to notify partners about the material revisions and updates.
How can Sales Management achieve these goals in Salesforce? Enable Content in the Partner Community and enable Content email alerts for partner users. Enable the Document tab in the Partner Community and enable email alerts for partner users. Add the Content related list to the partner contact page layout and enable content delivery. Add the Content related list to the partner account page layout and enable content delivery.