Sales and Marketing Applications

Question 1

Custom fields in the Lead object can be mapped to what objects?

Answer 1

Opportunity
Account
Contact

Question 2

What two objects can be related to Campaign Members

Answer 2

Leads

Contacts

Question 3

How can multiple Campaign records be associated with a single opportunity?

Answer 3

Campaign Influence

Question 4

What feature tracks how often a file is viewed?

Answer 4

Content Deliveries

Question 5

What two related lists should be added to the opportunity page to track how campaigns contribute to the overall pipeline?

Answer 5

Campaign Influence

Contact Roles

Question 6

Ursa Major Solar has an inside sales team that sells only warranty renewals, and an outside sales team that sells only products. Each type of sell captures different information and has a different sales cycle.

How should the administrator configure Salesforce to meet these requirements?

Answer 6

Create a page layout, sales process, and record type for each type of sale.

Question 7

Ursa Major Solar offers a variety of products that are comparable to products from other companies. Sales representatives request a method to track product strengths and weaknesses compared to those offered by other vendors.

What should the system administrator implement?

Answer 7

Competitors on the Opportunity Layout page

Question 8

Ursa Major Solar wants the Sales team to access information about Closed Won Opportunites with a common competitor for all Big deals.

What set of features should the administrator implement?

Answer 8

Competitors and Similar Opportunities

Question 9

How should the system administrator implement weekly notifications for sales reps that include opportunities that need attention based on the opportunities owners last login, past due opportunities and all opportunities that have not been updated in the last 30 days?

Answer 9

Create Opportunity Update Reminders

Question 10

Ursa Major Solar sells through many different reseller networks. Each reseller’s deals are tracked on separate opportunities. The sales manager is concerned that the pipeline report is not accurate due to multiple opportunities for the same end customer.

How should the sales process be modified to ensure opportunities are not double-counted in the pipeline?

Answer 10

Change the forecast category to omitted on the duplicate opportunities.