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Salesforce Admin Certification > Sales and Marketing Applications > Flashcards

Sales and Marketing Applications Flashcards

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1
Q

What is a sales process?

A

Sales processes allow the definition of a custom set of sales stages that an opportunity must pass through during the lifecycle from open to closed.

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2
Q

How is expected revenue calculated?

A

Expected Revenue is calculated by multiplying the amount by the probability percentage.

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3
Q

What are forecasts?

A

Forecasts are a way of estimating revenue for products and services in the future based on Opportunities and their stages and values.

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4
Q

What are the standard values for forecast categories?

A

Pipeline, Best Case, Commit, Omitted, and Closed.

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5
Q

What is a quote?

A

Quotes are records that shows the proposed prices of the organization’s products and services.

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6
Q

What is the quote syncing feature?

A

It allows users to link a quote to the opportunity that it was created from and reflect updates made between the two records.

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7
Q

What are opportunity splits?

A

Opportunity Splits allow opportunity revenue or other Opportunity currency fields to be split among the opportunity team members.

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8
Q

What is the difference between opportunity splits and overlay splits?

A

Revenue splits is used to split the Opportunity amount field.
The total percentage allocated to members must always be equal to 100%.
Revenue splits will be used in revenue based forecasts.
Overlay splits are based on the amount field.
The percentage does not need to total to 100%and can be higher or lower.

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9
Q

How many custom split types can be defined?

A

6

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10
Q

What is an order?

A

An order is an agreement to provide products or services to a customer at a certain quantity, price, and date.

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11
Q

What are the order default values?

A

Draft and activated

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12
Q

What is a pricebook?

A

A Pricebook is an object that stores the list of products and their prices.

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13
Q

What is a reduction order?

A

Reduction Orders are used to record cancellations, returns, or a reduction in order quantity.

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14
Q

What is the standard price book?

A

The standard price book is the master list of all the products and their standard prices.

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15
Q

What is the difference between standard price, list price, and sales price?

A

Standard Price - Each product has a default standard price in the standard price book.

List Price - The list price of a product is its custom price in a custom price book.

Sales Price - The sales price of a product is the price determined by a sales representative.

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16
Q

What is Einstein Lead Scoring?

A

Einstein Lead Scoring uses data science and machine learning to score leads based on the company’s successful conversion patterns.

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17
Q

How often are lead scores refreshed when using Einstein Lead scoring?

A

Every 10 days.

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18
Q

What is Einstein opportunity scoring?

A

Einstein Opportunity Scoring gives each opportunity a score from 1 to 99. The score is based on information about the opportunity owner (such as yearly win rates), record details, history, and related activities of the opportunity and related account.

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19
Q

What is the homepage assistant?

A

The Assistant is a standard Lightning component available for the Home Page that allows sales users to view important updates about their leads and opportunities over the course of the day.

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20
Q

What are macros?

A

Macros can be used to automate tasks on most standard and custom object records, including accounts, contacts, leads, and opportunities.

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21
Q

What is the sales dialer?

A

Sales Dialer can be utilized by sales reps to access telephony features without ever leaving Salesforce.

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22
Q

What is local presence?

A

When sales reps call prospects, Local Presence dynamically displays phone numbers with the same area code as the prospects.

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23
Q

What is call bridge?

A

Sales reps can use the Call Bridge feature tomake or receive Sales Dialercallswith their desk or mobile phone. A separate business line can be used while getting all the benefits of Sales Dialer. Sales Dialer can be utilized by sales reps to access telephony features without ever leaving Salesforce.

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24
Q

What is the opportunity workspace?

A

The Opportunity Workspace is a Lightning Experience only feature that provides a view of all information related to an Opportunity.

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25
What is pipeline inspection?
Pipeline Inspection provides sales managers greater visibility of their pipeline by providing information on key metrics, opportunities, and weekly changes.
26
What is the flow tab?
The Flow tab can be accessed to view the Pipeline Flowchart that shows changes to opportunities in different forecast categories over time. A user needs the Revenue Intelligence User or the Revenue Intelligence Admin permission set to access the Flow tab. The feature must also be enabled from the Pipeline Inspection page in Setup.
27
What is a product in Salesforce?
Products in Salesforce represent items or services that are sold to customers. A product can be added to an Opportunity, Quote, Order, or Service Contract.
28
What is a revenue schedule used for?
A revenue schedule can be used if customers make regular payments but receive the product once. for example, something paid in installments.
29
What is a quantity schedule used for?
A quantity schedule can be used if customers pay once but receive the product in increments. For example, paying for a magazine subscription once but receiving the magazine monthly.
30
What is the custom price book used for?
If prices vary for different customers (e.g. by customer level, geography).
31
What is the big deal alert?
The Big Deal Alert can be used to send notifications when an Opportunity of a certain value reaches a trigger probability and trigger amount.
32
What are opportunity competitors?
The Competitors related list on an Opportunity can be used to track the competitors in a pending sale. A picklist of competitors can be defined, which users can attach to Opportunities. Competitor fields which can be used to track competition include Competitor Name, Strengths, and Weaknesses.
33
What is team selling?
Team Selling allows multiple team members that work together on an Opportunity to be defined.
34
What are account teams?
Account Teams are used to simplify access for a sales team to an account.
35
What are contact roles?
Contact roles allow different contacts and their roles to be tracked on each Opportunity.
36
What are update reminders?
Lets managers automatically send a report of the team’s open opportunities to their direct reports in the role hierarchy.
37
What does the clone with related button do?
Create a record by making a copy of a similar record.
38
What is the marketing executive dashboard?
The Marketing Executive Dashboard can be used by VPs and directors to find out if efficient campaigns are being created or leads are being generated and converted.
39
What is the sales executive dashboard?
The Sales Executive Dashboard can be used by sales executives to display an overall view of how the organization is doing in the current month.
40
Where can you select the source report for a dashboard component?
The data sources tab.
41
What can you do with a dashboard URL?
A custom URL that includes filter parameters can be created for a dashboard. The URL can be accessed later to open the dashboard with the filters already set.
42
What are the default required fields to create a new lead record?
By default, Last Name, Company, and Lead Status fields need to be populated before a record can be created.
43
What picklist is associated with creating a lead process?
Lead status
44
What are assignment rules?
Assignment rules dictate to whom a lead or case is assigned based on criteria specified within Salesforce.
45
How can leads be checked for duplicates?
Using the Potential Duplicates lightning component.
46
Who is able to merge a duplicate lead?
The user must be the Lead Owner, Lead Owner Manager or System Administrator.
47
What are lead actions?
Lead Actions are just simply quick actions to add new or update existing Lead records directly from the List View.
48
What happens when you convert a lead?
A contact is created and is associated with an account. Optionally, an opportunity can be created as well as a task.
49
What field becomes optional if your org has person accounts enabled?
The company field in the lead object.
50
How many active assignment rules can you have?
A number of rules can be setup but only one can be active at one time.
51
What are lead auto-response rules?
Lead auto-response rules can be used to send an email to a person that submitted a Lead from a web-to-lead form.
52
How do you add Web-to-lead to a website?
Salesforce will generate HTML code to add to the website.
53
What is web-to-lead?
Web-to-Lead is used to save Lead details from a company website to a Salesforce org. Limit of 500 new leads per day.
54
What does LinkedIn Accounts do?
Leads can be generated automatically from LinkedIn Lead Gen advertisements by setting up ‘LinkedIn Accounts’ in Setup.
55
What are campaigns?
Campaigns are used to store and track information about direct mail programs, seminars, print ads, email, and other kinds of marketing activities in Salesforce.
56
What is needed on the user record to access campaign functionality?
The ‘Marketing User’ permission.
57
What is the mass email limit?
5,000 emails per day. More can be sent through an AppExchange app.
58
What information does member status provide?
The response of members of the campaign. Up to 50 entries can be added when creating new values. One entry will be the default value.
59
What is a quick way to track campaign responses?
Through mass updating member status from the campaign members related list. This list needs to be added to the campaign page layout.
60
What does the add to campaign button do?
Allows you to add leads, contacts, and accounts to campaigns from the record.
61
What are campaign list emails?
Allow you to send emails directly to all members of a campaign. Merge fields allow you to customize each email.
62
What is a campaign hierarchy used for?
A campaign hierarchy can be used to link related campaigns. There can be up to 5 levels and an unlimited number of sibling campaigns.
63
What is the campaign influence feature?
Campaign Influence is a feature that helps the organization associate their marketing efforts to match with the opportunity record results. This feature needs to be enabled.
64
What is the difference between the primary campaign source model and the custom influence model?
The Primary Campaign Source model is the standard model that comes with Customizable Campaign Influence. It assigns 100% influence to the campaign that is selected as the primary campaign source. A custom influence model lets users to manually identify how much a specific campaign influences an opportunity.
65
How is campaign ROI calculated?
((Total Value of Won Opportunities – Campaign Actual Cost) / Campaign Actual Cost) * 100.
66
What are account insights?
Account Insights are preprocessed articles related to an Account, Industry or Executives that are displayed on the Account Details page or Home page, in Lightning Experience once enabled.
67
How can paths be defined?
A path can be set for each record type of an object. Paths can be created for most Standard and all custom objects that have picklists.
68
Which forecast type should be used to enable territory forecasts in Collaborative Forecasting?
Opportunity Revenue by Territory
69
What can be done to make sure that users don't convert leads to opportunities in Lightning Experience?
The opportunity section in the Convert Lead window can be hidden in 'Lead Settings'.
70
How can duplicate leads be identified and managed?
Using the ‘Find Duplicates’ button, fields can be selected to search on, and up to 3 Leads can be merged from the search results
71
What needs to be connected to Salesforce to generate leads from LinkedIn?
A LinkedIn member account with one or more ad accounts
72
Which setting can be enabled in Web-to-Lead settings to reject any bogus leads?
'Require reCAPTCHA Verification'
73

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