Sales Cloud Flashcards
(117 cards)
1
Q
UC wants to implement a website for a new product launch. The site should be
publicly available, allow visitors to submit requests for information, and be
managed by the non-technical marketing team. What solution should the
consultant recommend?
A. Force.com Sites
B. Site.com
C. Salesforce1 Sites
D. Customer Community
A
A. Force.com Sites
2
Q
UC wants to track the campaigns that influence won opportunities. Using
standard functionality, what should a consultant recommend to meet this
requirement? Choose 2 answers
A. Automatically add child campaigns of the primary campaign source if the child
campaigns have an end date that falls before the opportunity close date.
B. 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.
C. Have reps populate a field on the opportunity record with the dollar amount of the
expected revenue from the campaigns that influenced the opportunity.
D. 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.
A
B. 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.
D. 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.
3
Q
UC has three sales divisions: hardware, software, and consulting. The
hardware and software divisions follow a ten-step sales process. The
consulting division follows an eight-step sales process and does not use the
prospecting or perception analysis stages during the sales cycle. What should
a consultant recommend to support these requirements? Choose 3 answers
A. Define stage picklist values. B. Create sales processes. C. Create separate page layouts D. Create separate stage fields. E. Create record types.
A
A. Define stage picklist values.
B. Create sales processes.
E. Create record types.
4
Q
UC has a large 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 its concerned contact may have moved to other
organization (Contact’s email tec has changed) what should a consultant
recommend to ensure customer data is accurate?
A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email
contact
B. Create a workflow rule for the account and contact owner to confirm contact data
C. Use data enhancement tool to verify that account and contact data is up-to-date
D. Create a vf rule to mass email contacts and capture any email bounce
A
A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email
5
Q
UC has enabled Advanced Currency Management. How is the converted
amount data reported on a report that spans time periods when the exchange
rate was different?
A. Converted amounts are based on exchange rates that use the most current entry.
B. Converted amounts are based on exchange rates that use the oldest entry.
C. Converted amounts are based on the historical exchange rate associated
with the close date.
D. Converted amounts are based on the exchange rates entered in the opportunity.
A
C. Converted amounts are based on the historical exchange rate associated
with the close date.
6
Q
UC has set accounts, contacts, and opportunities to private. Sales reps
manage the accounts for which they are the account owner. The company also
employs sales specialists to assist sales reps on deals. What should a
consultant recommend to allow the sales specialists to see account
information and any opportunity information associated with an account?
A. Add the sales specialists to the account team and assign them read access
to opportunities.
B. Share opportunities manually with the sales specialists and assign them read
access.
C. Assign the sales specialists to the same profile as the account owners.
D. Assign the sales specialists to the same role in the role hierarchy as the account
owners
A
A. Add the sales specialists to the account team and assign them read access
to opportunities.
7
Q
What is a capability of Data Loader? Choose 2 answers
A. Ability to extract organization and configuration data
B. Ability to export field history data
C. Ability to prevent importing duplicate records
D. Ability to run one-time or scheduled data loads
A
B. Ability to export field history data
D. Ability to run one-time or scheduled data loads
8
Q
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.
What should a consultant recommend for this scenario?
Choose 2 answers
A. Instruct sales users to enter $0 for the opportunity amount.
B. Override the forecast to be $0 for first stage opportunities.
C. Configure the first stage with the omitted forecast category.
D. Assign 0% probability to the first sales stage.
A
C. Configure the first stage with the omitted forecast category.
D. Assign 0% probability to the first sales stage.
9
Q
UC generates a sales proposal for each opportunity and needs to share it with
the customer. All members of the sales team are able to update and comment
on the proposal. It is important that the customer does not see earlier versions
of the proposal or the team’s comments. Which solution should a consultant
recommend to meet this requirement?
A. Save the proposal as a Chatter file on the opportunity record and add the
customer as a follower.
B. Save the proposal as an attachment to the opportunity record and share with the
customer using the link.
C. Upload the proposal in a private Chatter group accessible to the sales team and
invite the customer to join.
D. Upload the proposal as a Chatter file on the opportunity record and share
with the customer using the link
A
D. Upload the proposal as a Chatter file on the opportunity record and share with the customer using the link
10
Q
UC has a large sales department that is dispersed worldwide. Sales managers
want greater visibility into the opportunities in progress with their respective
teams and would like to receive email notifications when key opportunity fields
are changed (e.g., amount or sales stage). However, individuals would like to
control the frequency of their email notifications. Which solution should a
consultant recommend for this scenario?
A. Configure the opportunity teams for opportunities so that only interested sales
users are receiving notifications.
B. Configure the Chatter and its related notification settings to provide relevant
updates to interested sales managers.
C. Define a workflow rule and email task is triggered when key fields are updated to
new values.
D. Configure the individual Salesforce for Outlook email setting to control
notification frequency.
A
B. Configure the Chatter and its related notification settings to provide relevant updates to interested sales managers.
11
Q
The sales management team of UC 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 sales management team leverage to help determine
the cause? Choose 2 answers
A. Dashboard of opportunity stage duration.
B. Report on campaign return on investment (ROI)
C. Dashboard of month-over-month trend of lead conversions.
D. Report on the discount approval time for quotes.
A
A. Dashboard of opportunity stage duration.
D. Report on the discount approval time for quotes.
12
Q
UC allows its sales reps to negotiate up to a 5% discount for their
opportunities. Discounts greater than 5% must be sent to their Regional Sales
Manager (RSM) for approval. Discounts greater than 15% must also be sent to
Regional Vice President (RVP) for approval. Which approach would satisfy
these requirements?
A. Configure a workflow approval task and email to notify the RSM and RVP.
B. Create two approval processes, one for the RSM and one for the RVP.
C. Create a two-step approval process for the RSM and RVP as approvers.
D. Configure an approval process for the RSM and a workflow rule for the RVP.
A
C. Create a two-step approval process for the RSM and RVP as approvers.
13
Q
Universal Container requires that account plans be created for all accounts.
The account plans have been set up as a custom object with a lookup
relationship. The sharing model is private for account plans. UC would like to
assign the same access to the account plan record as to the associated
account. What solution should a consultant recommend for these scenarios?
A. Modify the account plans object to be in a master-detail relationship with
accounts.
B. Create a trigger on account plans that adds a manual share automatically to the
account owner.
C. Create sales team users with read access to the account plans object.
D. Apply manual sharing to the account owner after each account plans record is
created.
A
A. Modify the account plans object to be in a master-detail relationship with accounts.
14
Q
UC wishes to implement a sales methodology that focuses on identifying
customer’s challenges and addressing them with its offerings. Which sales
methodology is described above?
A. Direct selling.
B. Relationship selling.
C. Target account selling.
D. Solution selling
A
D. Solution selling
15
Q
UC has implemented account hierarchies with a private sharing model. A sales
rep would like to give another user access to one of the accounts she owns
and the three child accounts. How can the sales rep provide this access?
A. Add the user manually to the parent account team and each of the child
account teams
B. Add the user to the account team on the parent account; the child accounts will
inherit access.
C. Add the user to each child account team; visibility will then roll up to the parent
account.
D. Add the user to a public group for that account and share all child accounts to
this group.
A
A. Add the user manually to the parent account team and each of the child account teams
16
Q
Resellers for UC 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?
A. Create the appropriate list views and report folders, and share with all partner
users.
B. Create a Chatter group that allows partners to post links to appropriate list views
and reports.
C. Create the appropriate list views and report folders in the partner
communities for all partner users.
D. Create a new tab in the partner communities to display the appropriate list views
and report folders.
A
C. Create the appropriate list views and report folders in the partner communities for all partner users.
17
Q
The management at UC noticed the lead conversion ratio has remained the
same for the hospitality industry despite an increase in lead creation. What
analytics tool can help determine the issue?
A. Campaign dashboard by industry.
B. Report on lead lifetime by industry.
C. Report on leads by source.
D. Industry performance dashboard
A
B. Report on lead lifetime by industry.
18
Q
UC is preparing for the launch of its new Sales Cloud implementation to a
global user base. With previous sales automation applications, the company
had slow adoption of the new solution. What factor should be considered with
the Sales Cloud deployment to help ensure adoption? Choose 3 answers
A. Type of training delivered B. Training in local language C. Maintenance release schedule D. Sales rep quota targets E. Management communications
A
A. Type of training delivered
B. Training in local language
E. Management communications
19
Q
UC has automated the process of creating new account records in Salesforce.
All account records created through this process are owned by a generic user.
There are two million account records that have been created in this manner.
UC is now seeing performance issues when it makes any changes to account
sharing rules. What can UC do to address the issue without changing its
integration?
A. Set the OWD for accounts to public read/write.
B. Contact Salesforce support to add an index to the account object.
C. Ensure that the generic user has the Modify All Data permission.
D. Ensure that the generic user has not been assigned to a role
A
A. Set the OWD for accounts to public read/write.
20
Q
UC 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 shared efficiently and securely?
A. The documents should be emailed to the sales team on the opportunity record.
B. The documents should be uploaded to a library that is shared with the field sales
organization.
C. The documents should be uploaded to Salesforce files from the opportunity
record.
D. The documents should be uploaded to Salesforce files and shared with the
field sales organization
A
D. The documents should be uploaded to Salesforce files and shared with the field sales organization
21
Q
UC has enabled Social Accounts and Contacts. When a sales rep accesses a contact within Salesforce, the rep is unable to see detailed information from
the contact’s Facebook profile (e.g., contact’s wall postings). What is preventing the sales rep from accessing detailed information on the contact’s
Facebook page?
A. UC must purchase the Facebook license to access public profile information for
its users.
B. The link to the Facebook profile is not configured with the administrator password
to access detailed information.
C. The fields configured by UC’ administrator on the contact page layout are
missing.
D. The information shown is based on the sales rep’s connection level with the
contact on Facebook.
A
D. The information shown is based on the sales rep’s connection level with the contact on Facebook.
22
Q
UC’s; management wants to increase the productivity of its sales reps. How
can Work.com be used to meet this requirement? Choose 2 answers
A. Feedback can be requested for the entire sales team.
B. Coaching goals can be linked to reports.
C. Coaching statistics can be linked to reports.
D. Feedback can be given publicly or privately
A
B. Coaching goals can be linked to reports.
D. Feedback can be given publicly or privately
23
Q
The sales manager at UC is concerned that the leads from the marketing department are outdated and poor quality. What action should be taken to
address this issue? Choose 2 answers
A. Create a validation rule that prevents the lead from being converted without
specific fields completed and train the users to enter all data accurately.
B. Create a workflow rule to update the lead rating field based on the lead status
field and use assignment rules to route leads to appropriate sales reps.
C. Create a calculated field that scores leads based on lead attributes and use
assignment rules to route leads to appropriate sales reps.
D. Create lead assignment rules to assign leads to sales reps based on the city and
the state in which the lead resides.
A
A. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.
C. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.
24
Q
UC manages its sales pipeline using Salesforce. However, when an opportunity moves to the closed/lost stage, the company would like to enforce that the
expected revenue value be $0 in reports. Which solution should a consultant recommended to meet this requirement?
A. Define a workflow rule to set the expected revenue field to $0 when the opportunity stage is closed/lost.
B. Create a validation rule to verify that forecast probability for closed/lost opportunities is 0%.
C. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages.
D. Define a workflow rule to set the forecast category to omitted when the opportunity stage is closed/lost.
A
C. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages.
25
UC would like to capture qualification information for new leads (e.g., whether
or not the person is a decision maker). This information should also appear in
the contact record once the lead has been converted. Which approach should
a consultant recommend?
A. Create a custom field on the lead object and contact object; these field will be
mapped automatically during conversion.
B. Create a custom field on the lead object and contact object; configure
mapping of these two fields for conversion.
C. Create a custom field on the lead object and contact object; advise users to
select it for transfer during conversion.
D. Create a custom field on the lead object and contact object; utilize a trigger to
transfer the value after conversion.
B. Create a custom field on the lead object and contact object; configure mapping of these two fields for conversion.
26
UC 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. What should a consultant recommend to support selling the
two product lines?
A. Create one page layout, two sales processes, and validation rules to capture
relevant opportunity information.
B. Create two page layouts and two sales processes; assign them to the respective
product lines to collect relevant information.
C. Create two sales processes and two page layouts; assign them to two
different opportunity record types for each product line.
D. Create two page layouts, one opportunity record type, and one workflow rule to
assign the correct page layout to the record type.
C. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line.
27
What is the Capability of Chatter Files? Choose 2 answers
A. Files can be synced from Chatter to a folder in a local directory.
B. Private content may only be shared in private Chatter groups.
C. Users can use @mentions to share files in content libraries
D. All content files from content libraries can be synced in Chatter
A. Files can be synced from Chatter to a folder in a local directory.
D. All content files from content libraries can be synced in Chatter
28
The sales management at UC is reviewing the quality of leads generated from
marketing campaigns. What information is available to assist with this type of
analysis? Choose 2 answers:
A. Percentage of leads converted to opportunities
B. Average amount of time required to convert leads to opportunities
C. Average number of activities required to convert leads to opportunities
D. Percentage of leads that could not be contacted due to bad data
A. Percentage of leads converted to opportunities
C. Average number of activities required to convert leads to opportunities
29
UC requires its sales reps to go through an internal certification process to sell
certain groups of products. What could be done to prevent a sales rep from
adding these products to opportunities if they are not certified to sell them?
Choose 2 answers
A. Use a validation rule on products marked as requiring certification to prevent
them from being added to an opportunity.
B. Use a validation rule on opportunity products to prevent them from adding
products marked as requiring certification if they are not certified.
C. Use a criteria-based sharing rule on products marked as requiring certification to
only share the products to users who are certified.
D. Use a separate price book for the products requiring certification and only
share the price book to users who are certified.
B. Use a validation rule on opportunity products to prevent them from adding products marked as requiring certification if they are not certified.
D. Use a separate price book for the products requiring certification and only share the price book to users who are certified.
30
The sales reps at UC have been experiencing the following Challenges with
sales data within their Salesforce application.
- It has been difficult to effectively reach contacts.
- There are many duplicate contacts.
- They are unable to segment account data.
What should a consultant recommend to remedy all of these challenges?
A. Export contacts and accounts from Data.com and upload using data loader.
B. Utilize Data.com to flag duplicates and update existing data.
C. Export contacts and accounts from Data.com and upload using Excel Connector.
D. Utilize data loader to export data and flag duplicate records.
B. Utilize Data.com to flag duplicates and update existing data.
31
UC does not have a direct sales team; its channel partners are responsible for
selling and servicing products. Over the past quarter, there has been an
increased volume of leads. However, the Vice President of Channels has been
receiving many complaints from partners on the poor quality of the leads and
has noticed a significant drop in the lead conversion rate. What should a
consultant recommend to improve partner satisfaction with the leads being
shared?
A. Create a custom lead score field to assess lead quality and assign the leads
that exceed this score to partners.
B. Assign all leads to the partner channel manager to validate the lead data and
manually assign to partners.
C. Create multiple validation rules to ensure that all fields on the lead record are
populated with data.
D. Use the lead score on the Find Duplicates button and assign the leads with a
score in the high category.
A. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
32
What actions can a consultant take during the project planning phase to
ensure client stakeholder goals are met? Choose 2 answers
A. Ensure the project key performance indicators are profitable.
B. Acquire the client stakeholders' key performance indicators.
C. Establish a stakeholder committee and meeting schedule.
D. Create scheduled dashboard to be sent weekly to all stakeholders.
B. Acquire the client stakeholders' key performance indicators.
C. Establish a stakeholder committee and meeting schedule.
33
UC wants to improve the accuracy of its current sales forecast. It also wants to
improve the relevance of its sales stage and the role they play in sales process.
How should the relationships between the elements of the sales process be
defined to meet these requirements?
A. Map opportunity stage to forecast categories; assign accurate probability to
each stage.
B. Map forecast probability to opportunity probability; assign appropriate sales
stage.
C. Map sales probability values to forecast categories; assign sales stages accurate
percentages.
D. Map appropriate sales stage to opportunity stage; assign accurate forecast
probability.
A. Map opportunity stage to forecast categories; assign accurate probability to
each stage.
34
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?
A. Create a master-detail contact relationship.
B. Create a contact lookup field and an account lookup field.
C. Create a master-detail account relationship.
D. Create a custom contact lookup field.
C. Create a master-detail account relationship.
35
UC recently completed the implementation of a new Sales Cloud solution. The
stakeholder committee believes that sales user adoption is best measured by
the number of daily logins. What other measures of sales user adoption should
be considered? Choose 2 answers
A. Number of neglected opportunities over time by role
B. Completeness of records entered into the new system
C. Overall effectiveness of mass email campaigns
D. Number of reports exported to Excel for analysis
A. Number of neglected opportunities over time by role
| B. Completeness of records entered into the new system
36
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 subscription deals. What should a consultant
recommend to meet this requirement?
A. Use assets with a lookup to opportunity object.
B. Enable schedules on opportunity object.
C. Enable schedules on product object.
D. Use contracts with a lookup to opportunity object.
C. Enable schedules on product object.
37
Sales reps at Universal Software need to collaborate with customers on sales
deals to gather requirements, analyse solutions, and deliver proposals.
Universal Software wants to ensure that customers are fully engaged
throughout each stage in the sales process. What solution should a consultant
recommend to facilitate collaboration with customers? Choose 2 answers
A. Share Chatter files with customers
B. Add customers to Salesforce as Chatter Free users
C. Allow customers to follow opportunities in Chatter
D. Invite customers into private chatter groups
A. Share Chatter files with customers
D. Invite customers into private chatter groups
38
UC is undergoing a sales reorganization and wants to enable territory
management. What should UC review before enabling territory management?
Choose 2 answers
A. Multi-currency and contracts
B. Account and opportunity sharing
C. Opportunities and forecasting
D. Quotes and orders
B. Account and opportunity sharing
| C. Opportunities and forecasting
39
What are the benefits of territory management? Choose 3 ANSWERS
A. Ability to generate account sharing rule based on territory membership
B. Ability to expand private sharing model using account criteria
C. Support to complex and frequently changing sales organization
D. Support for multiple forecast per user based on territory membership
E. Ability to include opportunity in more than one record.
B. Ability to expand private sharing model using account criteria
C. Support to complex and frequently changing sales organization
D. Support for multiple forecast per user based on territory membership
40
UC is in the design phase of a complex Sales Cloud implementation. There are
teams working on data migration, integration, application, and technical
design. What step should a consultant take to ensure that the design accounts
for all aspects of the requirements?
A. Conduct end-to-end solution reviews.
B. Conduct executive committee review.
C. Conduct integration performance reviews.
D. Conduct data migration reviews.
A. Conduct end-to-end solution reviews.
41
UC rep wants to see forecast amount by all sales rep and by multiple product
group. What would a consultant recommend to meet these requirement?
Choose 2 answers
A. Implement collaborative forecast with product family
B. Build a custom forecast report showing product group
C. Create a forecast list view by product family groups
D. Implement collaborative forecast with quota attainment
A. Implement collaborative forecast with product family
D. Implement collaborative forecast with quota attainment
42
Sales management at UC is concerned that pipeline and forecasting reports
are inaccurate because sales reps are creating opportunities after they are
closed/won. Which solution will help sales management identify and address
the issue? Choose 2 answers
A. Run the opportunity pipeline standard report to view the upcoming opportunities
by stage.
B. Use a workflow rule to email sales management when the opportunity is
created in the closed/won stage.
C. Create a report that displays opportunities that have a closed date less than
or equal to the created date.
D. Create a workflow rule that automatically updates the opportunity to the first
stage in the sales process.
B. Use a workflow rule to email sales management when the opportunity is
created in the closed/won stage.
C. Create a report that displays opportunities that have a closed date less than
or equal to the created date.
43
UC has its sales rep enter a new lead whenever they are prospecting a new
customer, when qualify the new lead, a new opportunity must be created to
track the deal. What would a consultant recommend to enforce data quality
and accuracy? Choose 3 answers
A. Create validation rule on lead
B. Create lead conversion processes.
C. Map lead fields to corresponding opportunity field
D. Create an apex trigger to perform data quality check.
E. Create validation rule on opportunity
A. Create validation rule on lead
B. Create lead conversion processes.
C. Map lead fields to corresponding opportunity field
44
Sales reps at UC log activities on accounts, contacts, and opportunities. The
sales manager wants to create a report to see all activities on all of the
accounts that the manager owns, including activities on contacts and
opportunities. Which report should be recommended to the sales manager?
A. Activities report on accounts the manager owns
B. Activities report on accounts, contacts, and opportunities the manager owns
C. Activities report on accounts and contacts the manager owns
D. Activates report on accounts and opportunities the manager owns
D. Activates report on accounts and opportunities the manager owns
45
The UC credit department uses a third-party application for credit ratings.
Credit department managers 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?
A. Create a custom credit ID field as an external ID on the account to launch the
credit application and pass the credit ID.
B. Create a formula field that uses the hyperlink function to launch the credit
application and pass the credit ID.
C. Create a workflow rule to launch the product fulfilment application and pass the
credit ID.
D. Create a custom button that calls an Apex trigger to launch the credit application
and pass the credit ID.
B. Create a formula field that uses the hyperlink function to launch the credit
application and pass the credit ID.
46
UC' 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 reps to provide update forecast data via email or phone. What solution
should a consultant recommend to help Universal Container improve the
management of their forecasts? Choose 2 answers
A. Create a forecast hierarchy and assign manager to the forecast manager
role.
B. Configure weekly customized forecast report and dashboards to be emailed to
sales management.
C. Create forecast Chatter groups where sales repscan post and share their
forecasts.
D. Configure customizable forecasts to give managers forecast override
capabilities.
A. Create a forecast hierarchy and assign manager to the forecast manager
role.
D. Configure customizable forecasts to give managers forecast override
capabilities.
47
The shipping department at UC is responsible for sending product samples as
part of the sales process. When an opportunity moves to the "sampling" stage,
UC 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?
A. Create it on the opportunity using a Visualforce email template.
B. Create it on the opportunity product using a Visualforce email template.
C. Create it on the opportunity using a HTML email template.
D. Create it on the opportunity product using an HTML email template.
A. Create it on the opportunity using a Visualforce email template.
48
UC collaborates with consulting partners on some of its opportunities. If a
partner account is added to the partners related list on a customer
opportunity, what is the impact?
A. Contacts from the partner account are added to the opportunity team.
B. The partner account is added to the partners related list on the customer
account.
C. The partner account owner is able to view all contacts for that customer account.
D. Contacts from the partner account are added to the contact roles related list on
the opportunity.
B. The partner account is added to the partners related list on the customer
account.
49
UC has configured a private sharing model with opportunity team selling
enabled. The company allows its sales reps to add sales team members to
their opportunities when necessary. As a result, each sales rep has
opportunities they directly manage and opportunities on which they
collaborate with other sales reps. Which data set filter on a single report would
allow the sales reps to see all opportunities they are involved with?
A. My team-selling shared opportunities.
B. My team-selling and my opportunities.
C. My collaborative opportunities.
D. My team's opportunities.
B. My team-selling and my opportunities.
50
UC successfully converted from a legacy CRM system to the Sales Cloud
solution. The stakeholder committee will meet in a week to review the revenue
performance of the sales team. Which report should the committee use to
assess sales team revenue performance?
A. Opportunity pipeline report by sales rep.
B. Report on number of sales meetings completed by sales rep
C. Campaign return on investment report
D. Report on number of open quotes for opportunities.
A. Opportunity pipeline report by sales rep.
51
UC has set the OWD 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. Based
on this information, the owner of the ABC Corporation account record has the
rights to take which actions? Choose 2 answers
A. Transfer ownership of related contacts and opportunities owned by other users.
B. View, edit, and delete activities owned by other users directly related to the
account.
C. View, edit, and delete related contacts and opportunities owned by other users.
D. Share the account with other users through manual sharing and account
teams.
B. View, edit, and delete activities owned by other users directly related to the
account.
D. Share the account with other users through manual sharing and account
teams.
52
UC uses product in salesforce and has private security model. The product
management Employee do not have access to the opportunity but would like to
track the performance of a new product after it is launched. What would a
consultant recommend to allow the product management employee to track
the performance of the product?
A. Create a new product and add it to the price book with the product manager as
the owner
B. Create a trigger to set the product manager as owner for opportunity on the new
product.
C. Create criteria based sharing rule to add the product management team to
relevant opportunity.
D. Create a trigger to add the product management team to the sales team of the
relevant opportunity
C. Create criteria based sharing rule to add the product management team to
relevant opportunity.
53
What is to be considered when implementing Currency Advanced
Management? Choose 3 answers
A. Currency roll-up summary fields from opportunities products to an
opportunity use the dated exchange rate.
B. Advanced Currency Management can be enabled or disabled in the
organization under the company profile, if needed.
C. The converted amount of an opportunity uses dated exchange rates based
on the close date of the opportunity.
D. Advanced Currency Management dated exchange rates are automatically update
on a monthly basis.
E. Currency roll-up summary fields from opportunities to an account use the static
conversion rate.
A. Currency roll-up summary fields from opportunities products to an
opportunity use the dated exchange rate.
B. Advanced Currency Management can be enabled or disabled in the
organization under the company profile, if needed.
C. The converted amount of an opportunity uses dated exchange rates based
on the close date of the opportunity.
54
UC is deploying a formal sales methodology while implementing Salesforce.
What should a consultant recommend to ensure the alignment of the sales
methodology and Salesforce? Choose 3 answers
A. Embed custom components within Salesforce to support the sales
methodology.
B. Develop a data integration between Salesforce and the sales methodology
database.
C. Configure Salesforce standard and custom objects to support the sales
methodology.
D. Override Salesforce user interface with the sales methodology user interface.
E. Consider available sales methodology AppExchange applications.
A. Embed custom components within Salesforce to support the sales
methodology.
C. Configure Salesforce standard and custom objects to support the sales
methodology.
E. Consider available sales methodology AppExchange applications.
55
UC plans to implement lead management functionality for channel sales rep
who need to push prequalified leads to their partner. Partners need the ability
to access and update the lead assigned to them, what solution should a
consultant recommend for this scenario?
A. Add the lead tab to the partner Portal and configure partner profile to
access lead.
B. Create a task for a partner when a new lead is created and assign it to the partner
in the partner Community.
C. Create a customized site where partners can self-register and access their leads.
D. Configure a separate lead record type and page layout for the Partner
Community.
A. Add the lead tab to the partner Portal and configure partner profile to
access lead.
56
Marketing department at Universal container is migrating from legacy
campaign and email management system 2 salesforce want to ensure that its
communication material is migrated as well. What should consultant
recommend to migrate the marketing departments email templates?
A. Force.com IDE and Change set
B. Manually
C. Enable Email to salesforce
D. Enable Email to case
A. Force.com IDE and Change set
57
A customer successfully places an order with UC for five widgets. The order is
activated in Salesforce and the products are shipped to the customer, One
week later the customer return one widget. What is the effective method of
recording the event in salesforce?
A. Change the quantity value on the order product to 4
B. Create a custom field on the order product object
C. Create a new sales product with quantity set to -1
D. Create a return order under returned orders
D. Create a return order under returned orders
58
UC has set up a sales process that requires opportunities to have associated
product line items before moving to the negotiation stage. What solution
should a consultant recommend to meet this requirement? Choose 2 answers
A. Configure a validation rule that types the Has Line Item and Stage fields for
the correct condition.
B. Define a workflow rule that automatically defaults to a pricebook and product line
item when selecting the negotiation stage.
C. Ensure that all sales reps have access to at least one pricebook when
creating product lines.
D. Configure the opportunity record types to enforce product line item entry before
selecting the negotiation stage.
A. Configure a validation rule that types the Has Line Item and Stage fields for
the correct condition.
C. Ensure that all sales reps have access to at least one pricebook when
creating product lines.
59
The marketing Manager at UC wants to leverage the power of sales cloud to
support the sales following requirement:
- monitor website traffic
- Email 1200 leads per day
- capture customer satisfaction survey result on a web form
- Understand (report) the case of marketing exercise vs sales activity.
What should a consultant recommend to meet this requirement?
A. Use site.com campaign web-to lead opportunity, report, and dashboard
B. Use mass email, campaign, campaign influence, web-to-lead, opportunity and
report
C. Use community campaign, web-to-lead, opportunity and report and dashboard
D. Use AppExchange marketing app, campaign, web-to-lead, opportunity and
report
D. Use AppExchange marketing app, campaign, web-to-lead, opportunity and
report
60
UC has configured a private sharing model for accounts and opportunities. As
part of its sales strategy, each sales rep collaborates with the same set of
Individuals for each opportunity. What should a consultant recommend to
grant sales Rep the appropriate access to an opportunity?
A. Enable opportunity team selling and have each sales rep configure his or her
default opportunity team.
B. Create a public group for each team and have the sales reps manually share the
opportunity with their respective group.
C. Enable Chatter and configure a customer Chatter group for the opportunity to
allow collaboration on ideas.
D. Create a trigger for each sales rep that would automatically share the opportunity
with his or her default opportunity team.
A. Enable opportunity team selling and have each sales rep configure his or her
default opportunity team.
61
UC has just enabled advanced currency management. The Vice President (VP)
of Asia Pacific Sales wants to view currency in opportunity revenue reports in
both the corporate currency of USE) and the relevant country's currency. The
VP of Asia Pacific Sales uses USE) as the default currency. What solution
should a consultant recommend to meet this requirement?
A. Create an opportunity revenue report and include the amount and converted
amount values.
B. Create an opportunity revenue report for each country and use a Joined report to
display values.
C. Create a dashboard and a dashboard filter to only display Asia Pacific currencies.
D. Create a dashboard and set the display currency to show all currencies for Asia
Pacific.
A. Create an opportunity revenue report and include the amount and converted
amount values.
62
The Vice President of Sales for UC wants a pipeline trending report that will be
used for a monthly sales forecast meeting. What solution should a consultant
recommend to meet this requirement?
A. Create a month-over-month trending report and save the results in a public sales
folder.
B. Create an analytic snapshot to run monthly for opportunities by forecast
category.
C. Create a custom object to store monthly opportunity data populated by a
scheduled job.
D. Create reports to run monthly and save the results in a personal report folder
B. Create an analytic snapshot to run monthly for opportunities by forecast
category.
63
UC forecasts and closes business monthly, and it needs to store the 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?
A. Create an analytic snapshot to run weekly and store the results in a custom
object.
B. Schedule a custom forecast report to run weekly and store the results in a
custom report folder.
C. Create an analytic snapshot to run daily and store the results in a custom object.
D. Schedule a custom forecast report to run daily and store the results in a custom
report folder
A. Create an analytic snapshot to run weekly and store the results in a custom
object.
64
UC wants to restrict to access to accounts and contacts. All users should be
able to see all accounts, but only edit the accounts they own. Users should be
able to edit only the contacts for the accounts they own. To meet
requirements, what should be the OWD access for accounts and contacts?
A. Set accounts to public read-only and contacts to private.
B. Set accounts to private and contacts to controlled by parent.
C. Set accounts to private and contacts to private.
D. Set accounts to public read-only and contacts to controlled by parent.
D. Set accounts to public read-only and contacts to controlled by parent.
65
Joe is the record owner of a lead. A lead sharing rule has been defined so that
leads owned by Joe are shared with the public group called Joe's team. When
the lead is converted to an account, contact, and opportunity, who will have
access to these records assuming that a private sharing model is in place on
these objects and there are no sharing rules defined for those objects?
A. Joe and anyone above him in the role hierarchy will be to access the three
records.
B. Joe will be the only person who is able to access the account, contact, and
opportunity records.
C. Joe, all members of the public group, and Joe's team will be able to access the
three records.
D. Joe, all members of the public group, Joe's team, and anyone above any group
member in the will be able to access the three records.
A. Joe and anyone above him in the role hierarchy will be to access the three
records.
66
UC 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 reps must
follow the relevant product's sales process. What solution should a consultant
recommend to meet these requirements? Choose 2 answers
A. Configure opportunity record types for each sales process.
B. Define sales process to map to each opportunity record type.
C. Define the default opportunity teams for each opportunity record type.
D. Create sales stages that align with opportunity record type.
B. Define sales process to map to each opportunity record type.
D. Create sales stages that align with opportunity record type.
67
UC wants to prevent sales users from 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?
A. Create a workflow rule to enable field access for sales directors based on the
sales stage.
B. Change the field-level security for sales reps to restrict field access based on the
sales stage.
C. Create a validation rule to enforce field access based on the sales stage and
profile.
D. Modify the profile for sales directors to enable the "Modify All" object permission
for opportunities.
C. Create a validation rule to enforce field access based on the sales stage and
profile.
68
UC has a private sharing model. Sales reps are required to collaborate with the
same group of people from other departments for every deal; however, the
individuals in the group will vary for each rep. What solution should a
consultant recommend to ensure correct record visibility and collaboration?
A. Set up a default opportunity team for each sales rep that is automatically
added to every opportunity.
B. Add all team members to a private Chatter group for each opportunity.
C. Configure a criteria-based sharing rule to add sales team member records
automatically.
D. Configure a public group for each sales rep that is manually shared for each
opportunity.
A. Set up a default opportunity team for each sales rep that is automatically
added to every opportunity.
69
UC would like 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?
A. 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.
B. Create a custom field on the 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.
C. 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.
D. 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 Contact object.
A. 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.
70
UC is devising a separate sales methodology to upsell service contracts to its
existing customer base. The company would like to track and report on these
deals separately from other deals. What should a consultant recommend to
meet this requirement?
A. Create a separate page layout and report to flag and report on these deals.
B. Create an opportunity record type and sales process for reporting on these
deals.
C. Create a custom field on opportunity to flag and report on these deals.
D. Add "upsell" as a stage and create a summary report by opportunity stage.
B. Create an opportunity record type and sales process for reporting on these
deals.
71
The members of an opportunity team at UC are working together to close an
opportunity. The sales engineer on the team is having trouble keeping up with
the most current quote. How can the sales engineer identify the opportunity's
latest quote?
A. Follow the Opportunity's quotes in Chatter.
B. Reference synced quote history on the opportunity.
C. Reference the last modified date on the quotes.
D. Reference the synced quote field on the opportunity record
D. Reference the synced quote field on the opportunity record
72
Sales reps at UC want to share product specification documents with
customers who do not have Salesforce access. These customers should only
be allowed to preview the document in the browser without download
permissions. What solution should a consultant recommend to meet this
requirement?
A. Upload the file to documents and enable the externally available option.
B. Upload the file to Chatter files and disable the download delivery option
C. Upload the file to Content and disable the download delivery option.
D. Upload the file to Chatter files and enable the password-protection option.
C. Upload the file to Content and disable the download delivery option.
73
UC is moving their legacy CRM system to salesforce sales cloud. What should
be done?
A. Review the current system with and configure sales cloud to work in the same
way
B. Review the current system with executive management to understand their
requirement
C. Review the current system with IT management to understand their requirement
D. Review the current system with all level of user to understand their requirement
B. Review the current system with executive management to understand their
requirement
74
UC has a private sharing model for accounts and opportunities. Each sales rep
is assigned to work a dedicated sales engineer. The sales engineer will need
access to their assigned sales reps' accounts and opportunities. What should a
consultant recommend to meet this requirement?
A. Create a trigger to add the sales engineers to their sales reps' account and
opportunity teams.
B. Create criteria-based sharing rules to share the accounts and opportunities with
sales engineers.
C. Enable account and opportunity teams selling and have each sales rep
configure their default teams.
D. Have the sales reps manually share the accounts and opportunities with their
assigned sales engineers.
C. Enable account and opportunity teams selling and have each sales rep
configure their default teams.
75
UC 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?
A. Add the contacts to the partner related list on the second Account.
B. Clone the contact record and add to the 2nd account.
C. Associate the contact to other account using lookup field.
D. Add the contact to the contacts role related list to the other account.
D. Add the contact to the contacts role related list to the other account.
76
UC marketing department runs many concurrent campaigns. It has specified
that the influence timeframe for a campaign is 60 days. When a contact is
associated to an opportunity in a contact role, what is the impact on the
campaign influence for opportunities?
A. Campaigns in which a contact became a member within the last 60 days will
be added to the campaign influence related list.
B. All campaigns created within the last 60 days will be added to the campaign
influence related list.
C. All contacts associated with campaigns will be added to the campaign influence
related list.
D. Sales reps can choose which campaigns created within the last 60 days should
be added to the campaign influence related list.
A. Campaigns in which a contact became a member within the last 60 days will
be added to the campaign influence related list.
77
Territory Management (why use it?) (Choose 3 answers.)
```
A. Sales commissions
B. Currency reconciliation
C. Data access rules for accounts & opportunities
D. Assigning accounts to territories
E. Alignment of overlay sales teams
```
C. Data access rules for accounts & opportunities
D. Assigning accounts to territories
E. Alignment of overlay sales teams
78
UC has implemented forecasting in Salesforce. Sales reps can roll up to many
branches in the sales hierarchy based on the product being sold. Which
solution would allow a sales rep to submit multiple forecasts for each position
they occupy in the hierarchy?
A. Set up multiple price books with separate forecasts for each product.
B. Allow sales reps to select a different role in the hierarchy depending on the
product.
C. Configure territory management to enable sales reps to assign opportunities to
territories.
D. Set up multiple opportunity record types and reps match type to a product.
D. Set up multiple opportunity record types and reps match type to a product.
79
UC needs the ability to associate installed products at an account to specific
cases. Those installed products contain information on the account's
contracted Service Level Agreement (SLA) as well as the installed product
serial number. Which approach should UC consider implementing to best
satisfy these requirements?
A. Create a lookup object to the contract record
B. Create a lookup to a custom object for the installed product
C. Use the standard Asset relationship
D. Use the standard Opportunity relationship
C. Use the standard Asset relationship
80
UC needs to show a dashboard with forecast by product family with quotas.
What solution should consultant recommend?
A. Customize Quotas with product report and add necessary fields
B. Build a joined report with closed opportunities, forecasting items, and quotas
C. Build a custom report with closed forecasting quotas with forecasting items
D. Create an analytical snapshot to capture the opportunity forecast
D. Create an analytical snapshot to capture the opportunity forecast
81
UC has many customers that repeat the same purchase on a regular basis.
These customers are classified as a repeat account type. Sales management
wishes to use Salesforce to automate repeat opportunities. What should a
consultant recommend to meet this requirement?
A. Develop an Apex trigger for repeat accounts that inserts a copy of an
opportunity for the sales rep when it reaches closed/won stage.
B. Configure a workflow rule for repeat accounts that inserts a copy of an
opportunity for the sales rep when it reaches dosed/won stage.
C. Develop an Apex trigger to set an opportunity revenue schedule that
automatically sets up a new opportunity for repeat a accounts when it reaches
closed/won stage.
D. Configure a workflow rule for repeat accounts that sends a reminder task to the
sales rep to create a new opportunity when it reaches closed/won stage.
A. Develop an Apex trigger for repeat accounts that inserts a copy of an
opportunity for the sales rep when it reaches closed/won stage.
82
UC determines that opportunities are taking longer to close than in the past.
Which action should the management take to determine the reason behind the
additional time to close? Choose 3 answers
A. Examine user logins rates & activity on open opportunity records
B. Evaluate whether the complexity of deals have changed over the time
C. Evaluate whether lead conversion rates have decreased over the time
D. Review the budget allocated to marketing campaigns
E. Build a dashboard to display opportunity stage duration
A. Examine user logins rates & activity on open opportunity records
B. Evaluate whether the complexity of deals have changed over the time
E. Build a dashboard to display opportunity stage duration
83
What is the capability of Data.com Clean? (3 answers)
A. Configure and run automated Clean jobs to flag field value differences on
Salesforce records, fill blank fields, overwrite field values.
B. Select account, contact, and lead records from a list, and clean them all at
once.
C. Manually compare individual Salesforce records side by side with matched
Data.com records, and update Salesforce records field by field.
D. Accounts must be cleaned before cleaning Contacts, and Leads can either be
cleaned before or after
E. Data.com can be used on both Normal and Person Accounts
A. Configure and run automated Clean jobs to flag field value differences on
Salesforce records, fill blank fields, overwrite field values.
B. Select account, contact, and lead records from a list, and clean them all at
once.
C. Manually compare individual Salesforce records side by side with matched
Data.com records, and update Salesforce records field by field.
84
UC wants to give access to Salesforce to its sales reps on the road, even when
they are in areas not covered by internet reception. What solution should a
consultant propose?
A. Salesforce1 app
B. Salesforce Touch
C. Salesforce Classic
D. Custom hybrid app
A. Salesforce1 app
85
UC has an extensive distributor and reseller community. To help manage this
partner network, the company is implementing a partner portal. What must be
considered when setting up partner users? Choose 2.
A. Partner users are associated with the same set of profiles as internal users
B. The sharing model should be re-evaluated when the partner portal is
enabled
C. Partners can own Account and Opportunities
D. Partners can't receive workflow emails
A. Partner users are associated with the same set of profiles as internal users
B. The sharing model should be re-evaluated when the partner portal is
enabled
86
UC acquires sales leads each year through trade show attendance by its sales
and marketing employees. 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?
A. Data.com
B. Find duplicate button
C. Data loader with find duplicate setting
D. Lead Import wizard
D. Lead Import wizard
87
What is to be considered when enabling territory management? (Choose 2)
A. Distance between Sales rep and client headquarter
B. Attribute used to segment customer
C. Average number of customer by sales rep
D. Number of currencies needed to support each sales territory
B. Attribute used to segment customer
D. Number of currencies needed to support each sales territory
88
UC need to see customers purchasing activity on Accounts, contacts and
contracts detailed pages, how could this be done?
A. Global Publisher action
B. Custom object linked to Accounts, contacts and contracts
C. Enable the Sales Console
D. Enable the orders object
D. Enable the orders object
89
UC 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?
A. Dashboard of user login history
B. Count of new lead records created
C. Number of activities tied to opportunities
D. Opportunity pipeline report grouped by month
D. Opportunity pipeline report grouped by month
90
UC is expanding sales internationally and has created new price books to
handle the various currencies for the five new countries. When a sales rep
selects one of the new price books to add a product to an oppty, there are no
products available. What should be evaluated when troubleshooting this issue?
A. Confirm that the products and currencies are associated with the pricebook
B. Confirm that the old pricebook is disabled for the sales rep
C. Confirm that products are shared with the sales rep's role
D. Confirm that product line items on opptys are enabled
A. Confirm that the products and currencies are associated with the pricebook
91
A premier customer for Universal Software needs access to confidential
product roadmap information. To securely send this information using content
delivery, what step should a sales representative take? Choose 2 answers
A. Require the customer to enter a security token to download the content.
B. Remove access to the content after a specified date.
C. Require the customer to enter a password to view the content.
D. Require the recipient to log into Salesforce to access the content.
B. Remove access to the content after a specified date.
| C. Require the customer to enter a password to view the content.
92
UC has org-wide default set to private. Sales representative owns an account
and would like to collaborate with internal (...external) people from other
department (marketing and other management.) What should a consultant
recommend to ensure collaborating team member can report and access
relevant data in Salesforce? 2 answers
A. Use custom sharing on account to share specific record.
B. Use Opportunity team to share records to relevant people
C. Use chatter to share records with relevant people
D. Use account team to share records to relevant people
C. Use chatter to share records with relevant people
D. Use account team to share records to relevant people
93
What is the capability of Chatter feed post editing?
Choose 2 answers
A. Record owners can see previous versions of an edited post.
B. Group owners can edit system-generated posts in Chatter groups
C. Record owners can edit other users' posts on records they own.
D. Users can edit the text of their own Chatter posts.
C. Record owners can edit other users' posts on records they own.
D. Users can edit the text of their own Chatter posts.
94
Universal Containers has noticed a sizeable decrease in the number of sales
representatives who are meeting their quotas. What should be evaluated to
determine the cause of this decline? Choose 2 answers:
A. Trending report on won versus lost opportunities
B. Percent of converted leads per sales representative.
C. Comparison report of forecasts versus converted leads.
D. Activity history report on open and closed opportunities.
A. Trending report on won versus lost opportunities.
D. Activity history report on open and closed opportunities.
95
Universal Containers processes its orders through a separate system from
Salesforce but would like to integrate the order history data into Salesforce.
This would give sales representatives a view of all past orders by account.
Which solution should a consultant recommend?
A. Configure the quote object to hold the order history data.
B. Configure the opportunity history object to hold order history data.
C. Create a closed opportunity record type for each order history record.
D. Create an order history object with a relationship to accounts.
D. Create an order history object with a relationship to accounts.
96
The sales teams at Universal Containers need to track partner relationships for
each customer account. There can be many partners related to each customer
account. Additionally, the following partner-to-customer relationship
information needs to be tracked:
Role of each partner
Support product category of each partner
Next step of each partner
What should a consultant recommend to meet this requirement?
A. Use partner role functionality.
B. Create partner custom fields on account.
C. Create a custom object for Partner relationships.
D. Add partners to each customer account team.
C. Create a custom object for Partner relationships.
97
UC wants to migrate accounts from the legacy system into Salesforce. Client
want the unique Account Ids for the account records in the legacy system to
be imported into the Salesforce to allow the quality control comparison to be
conducted after the migration is completed and facilitate future integration.
What solution the consultants recommend to meet this requirement?
A. Create a custom unique number field in Salesforce and migrate the legacy
account Id in this field.
B. Create a custom object called external Id and migrate the legacy system account
Id data this custom objects.
C. Create a custom External Id in Salesforce and migrate the legacy system
Account Id into this.
D. Ensure the names of Account Records are migrated correctly so the client can
conduct proper quality control testing.
C. Create a custom External Id in Salesforce and migrate the legacy system
Account Id into this.
98
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?
A. Use field-level security to hide the "Is Person Account" checkbox from the
Division B sales representative user profile.
B. Use Divisions to hide person accounts from the Division B sales representative
user profile.
C. Check the "disable person accounts" permission on the Division B sales
representative user profile.
D. Remove person account record types from the Division B sales
representative user profile.
D. Remove person account record types from the Division B sales
representative user profile.
99
The finance department of Universal Containers is noticing a decline in
profitability, which they attribute to an excessive number of Discounts on
opportunities. What can the finance department do to monitor and control
opportunity discounting? Choose 2 answers
A. Run a report on opportunities showing list price and discounted price.
B. Ensure that sales management approves discount requests for each
opportunity.
C. Create a custom roll-up field to calculate the average product discount for each
customer.
D. Limit the number of discounted products that can be added to an opportunity.
A. Run a report on opportunities showing list price and discounted price.
B. Ensure that sales management approves discount requests for each
opportunity.
100
What data should the sales management team consider when developing?
Universal Containers is planning to hire more sales representatives in
response. Growth. To optimize their sales impact, the sales management team
wants to.
A. The distance between the customer headquarters and their sales representative.
B. The number of currencies needed to support each sales territory
C. Attributes need to segment and categorize customers
D. Average number of customers managed by a sales representative
B. The number of currencies needed to support each sales territory
C. Attributes need to segment and categorize customers
101
Universal Containers is following a traditional waterfall project delivery
methodology. The analysis phase is complete with the sign-off of the
requirements. What action should a consultant take to minimize changes in
scope during the design and build phases? Choose 2 answers
A. Obtain customer sign-off on the solution design
B. Update requirements based on feedback from key stakeholders
C. Map solution design documents to system test scripts
D. Map business requirements to the solution design
A. Obtain customer sign-off on the solution design
D. Map business requirements to the solution design
102
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?
A. Create a custom object for conferences and a custom object to record attendee
information
B. Utilize campaigns for conference and a custom object to record attendee
information
C. Create a custom object for conference and a custom lookup field to conference
on Contact
D. Utilize campaigns for conferences and add Campaign member to record
attendee information
D. Utilize campaigns for conferences and add Campaign member to record
attendee information
103
How can this be accomplished? Universal Containers implemented new
quoting functionality for sales representatives and needs to enable the same
functionality for its partners.
A. Create a custom quote object to capture partner quotes on opportunities
separate from non-partner quotes.
B. Grant partner access to quotes and add the quotes related list to the partner
opportunity page layouts.
C. Update the partner sales process to include stages for managing and submitting
partner quotes.
D. Enable quotes and content in the partner portal to allow partners to store their
PDF quotes.
B. Grant partner access to quotes and add the quotes related list to the partner
opportunity page layouts.
104
What salesforce feature should the consultant use to meet the requirement?
The sales manager at Universal Containers wants to be informed when a lead
created from the "Contact Us" form on the corporate website has not been
followed up within 24 hour of being submitted.
A. Notify using publisher action
B. Send an email using lead escalation rule
C. Send an email using time based workflow
D. Notify using chatter on Lead
C. Send an email using time based workflow
105
A Sales Cloud implementation at Universal Containers requires a global design
that involves multi-currency, multi-language, region specific sales processes
and workflows. Which factor is important for optimizing user adoption?
Choose 2 answers
A. Employing realistic training data in the corporate standard currency
B. Customizing the training curriculum for each specific region
C. Developing only a standardized, global training curriculum for all users
D. Communicating the training plan well in advance of training start date
B. Customizing the training curriculum for each specific region
D. Communicating the training plan well in advance of training start date
106
The VP of sales at UC 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?
A. Embed a chart on the account page and use a custom link to filter by account
B. Create a of VF page with an embedded chart component for each account.
C. Embed a chart on the account page, no other customization needed
D. Create a dashboard component and use chatter feed on the account on
salesforce1
C. Embed a chart on the account page, no other customization needed
107
What should a consultant recommend to improve system performance?
Universal Containers has configured salesforce to store all individual
consumer contact under a single account called "Consumer". The consumer
business has grown to more than 500,000 Contacts. Mass updates are no
longer completed within the defined maintenance timeframe and an increased
number of errors are being reported.
A. Add an index to the accounting field on the contact object
B. Enables person accounts and migrate the data
C. Ensure that no single account has more than 10.000 contacts
D. Remove the account assignments for all objects
B. Enables person accounts and migrate the data
C. Ensure that no single account has more than 10.000 contacts
108
When enabling multiple currencies what feature is enabled on all opportunity?
A. User's defaults currency overrides the specified opportunity currency
B. The selected currency is used for the Amount (Converted ) field
C. The selected currency is used for the Amount field
D. Currency must be specified for the opportunity
B. The selected currency is used for the Amount (Converted ) field
D. Currency must be specified for the opportunity
109
Universal Containers North American and European sales teams have different
business requirements related to creating new of opportunities in Salesforce.
As a result, each team must complete a set of geographically-specific fields
relevant only to their team as well as common fields that both teams complete.
Additionally, each team should NOT be able to report on the others regionspecific
fields. What solution should a consultant recommend to satisfy this
scenario?
A. Utilize Visual force to build an opportunity page that dynamically checks the users
region to determine which fields to display.
B. Create separate page layouts and record types for each of the regional sales
teams.
C. Build a custom object with private sharing to capture the additional fields as a
separate record.
D. Implement field-level security to allow access to fields for the respective
regional sales teams.
D. Implement field-level security to allow access to fields for the respective
regional sales teams.
110
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?
A. Lead, opportunity, product, custom object-shipment status
B. Opportunity, opportunity product, custom object-shipment status
C. Lead, account, opportunity product, custom object-shipment status
D. Opportunity, opportunity product, custom object-shipment status
B. Opportunity, opportunity product, custom object-shipment status
111
Universal Containers has a lead qualification team that qualifies and converts
leads into opportunities. During lead conversion, the new opportunity must be
assigned to the account owner. Which solution should a consultant
recommend to meet this requirement?
A. Create a trigger on the opportunity.
B. Create an assignment rule on the account.
C. Create an assignment rule on the opportunity.
D. Create a workflow on the opportunity.
A. Create a trigger on the opportunity.
112
Universal Containers acquires sales leads each year through trade show
attendance by its sales and marketing employees. 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?
A. Upload the leads to Data.com to remove the duplicates and select the option to
have them automatically imported.
B. Upload the leads and click the “Find Duplicates” button for each of the leads to
identify potential duplicate lead records.
C. Upload the leads using Data Loader and enable the “Find Duplicates” setting to
prevent duplicate records.
D. Upload the leads using the Lead Import Wizard and select the appropriate
field to match duplicates against existing records.
D. Upload the leads using the Lead Import Wizard and select the appropriate
field to match duplicates against existing records.
113
Universal Containers purchased a new marketing database list and wants to
use it to run an email campaign for the launch of a new product. The sales
team will be responsible for evaluating the respondents and identifying the
decision maker before going through the sales process with a prospect. What
steps should a consultant recommend in the scenario?
A. Create a campaign, associate the leads to the campaign, and qualify the
respondents.
B. Create both account and contact records, the associate the contacts to the
campaign.
C. Create a campaign, qualify the respondents, and create accounts and
contacts.
D. Create leads, convert them to opportunities, and qualify the respondents on the
opportunities.
C. Create a campaign, qualify the respondents, and create accounts and
contacts.
114
Sales management at Universal Containers would like to track the following
information: Number of open opportunities in the current quarter by sales
representative. Number of closed opportunities in the last quarter by sales
representative What should a consultant recommend to meet these
requirements?
A. Create an analytic snapshot.
B. Create a summary report with cross filters.
C. Create a joined report.
D. Create a dynamic dashboard.
C. Create a joined report.
115
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
```
A. Organizational chart with titles
B. List of stakeholders with roles and titles
C. Company financial information
D. List of required objects and fields
E. Key reports from the current system
```
B. List of stakeholders with roles and titles
D. List of required objects and fields
E. Key reports from the current system
116
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
```
A. Two sales processes
B. One set of opportunity stages
C. Two sets of opportunity stages
D. Two record types
E. Two page layouts
```
A. Two sales processes
D. Two record types
E. Two page layouts
117
What should a consultant recommend to ensure collaborating team members
can report on and access relevant data in Salesforce for the following issue?
Universal Containers has a private sharing model. Sales reps own Accounts
and would like to collaborate with relevant people from other departments
(e.g., marketing and Product management). The role hierarchy has separate
branches for each department to facilitate reporting.
A. Use Chatter to share records with relevant people
B. Use manual sharing on Account to share specific records
C. Use Opportunity team to share records with relevant people
D. Use Account team to share records to relevant people
B. Use manual sharing on Account to share specific records
D. Use Account team to share records to relevant people
