Sales Cloud Applications: 10%

Question 1

True or False - By default, when you activate or deactivate a product, all related prices for that product are activated or deactivated at the same time.

Answer 1

False - You need to specify that. From Setup, enter Product Settings in the Quick Find box, and then select Product Settings. Select When changing active flag on a product record, automatically update active flag on related prices. Save your changes.

Question 2

Use the _____ _____ picklist to categorize your products.

Answer 2

Use the Product Family picklist to categorize your products. For example, if your company sells both hardware and software, you can create two product families: Hardware and Software.

Question 3

True or False? If your organization uses forecasting, your users can have a different quota for hardware sales and software sales.

Answer 3

True - Users can also view forecasts for opportunities with hardware products separate from opportunities that include software products.

Question 4

When you view the detail page of an opportunity, quote, order, or service contract, the ______ related list or the _____ ____ _____ related list shows the associated products for that record.

Answer 4

When you view the detail page of an opportunity, quote, order, or service contract, the Products related list or the Quote Line Items related list shows the associated products for that record.

Question 5

On a quote detail page, click ___ ___ ___ on the Quote Line Items related list to select a product to list on the quote.

Answer 5

on a quote detail page, click Add Line Item on the Quote Line Items related list to select a product to list on the quote.

Question 6

To view and create products, you need what permissions on products?

Answer 6

To view and create products, you need the Read and Create permissions on products.

Question 7

True or False? You can create a product by cloning an existing product.

Answer 7

True

Question 8

What do products need before you can add them to a price book?

Answer 8

Products need a standard active price before you can add them to a price book.

Question 9

True or False? When you clone a product, price book entries in price books that you don’t have sharing access to are created.

Answer 9

FALSE - When you clone a product:

Price book entries in price books that you don’t have sharing access to aren’t created.

Question 10

True or False? When you clone a product if you have read-only access to a field, the value of that field isn’t carried over to the cloned record.

Answer 10

TRUE -

When you clone a product:

If you have read-only access to a field, the value of that field isn’t carried over to the cloned record.

Question 11

When you enter the standard price on a product, what do you need to select to make the price available to products on opportunities, quotes, or other custom price books and make it automatically associated with the product in the standard price book?

Answer 11

Enter the standard price.

Select Active to make this price available to products on opportunities, quotes, or other custom price books.

Save your changes.

The standard price is automatically associated with the product in your standard price book.

Question 12

What 6 steps are required to set a List Price for a product?

Answer 12

1. Select a product.
2. On the product detail page, click Edit from the Price Books related list next to the custom price book that will contain the list price.
3. If you haven’t already added the product to a custom price book, click Add to Price Book from the Price Books related list.
4. Enter the list price. Alternatively, if both prices are the same, select Use Standard Price.
5. Select Active to make this price available to products on opportunities or quotes.
6. Save your changes.

Question 13

In Classic, What 4 pages or list views can you go to edit a Price Book?

Answer 13

Click Edit next to a price book entry record in any of these locations:

1. The price book detail page, in the Products related list
2. The product detail page, in the Standard Price related list
3. The product detail page, in the Price Books related list
4. The price book list view

Question 14

In Lightning, how do you set Standard Prices in the Standard Price Book

Answer 14

Select a product.

Price Books Related List > Add Standard Price button / List Price Field / then Active / Save.

1. On the product page, in the Price Books related list, click Add Standard Price. If you’ve already added a standard price, change it by clicking Edit in the Show More menu.
2. Enter the new standard price in the List Price field.
3. To make this price available to products on opportunities, quotes, or other custom price books, select Active.
4. Save your changes.

The standard price is automatically associated with the product in your standard price book.

Question 15

To begin using Product Families, for each product in your price books, edit the product and select the appropriate _____ _____ value.

Answer 15

For each product in your price books, edit the product and select the appropriate Product Family value.

Question 16

To begin using product families, what 3 things should you do?

Answer 16

To begin using product families:

Picklist, Price Books, Forecasting Quotas

1. Customize the Product Family picklist to include the different categories of products you sell.
2. For each product in your price books, edit the product and select the appropriate Product Family value.
3. If your organization uses forecasting, set a different quota for each product family for your users.

Question 17

Where do you go to edit a Price Book Entry

Answer 17

Click Edit next to a price book record in any of these locations.

1. The price book detail page, in the Products related list
2. The product detail page, in the Price Books related list

Question 18

When setting prices on Products, what three price types are available?

Answer 18

The following price types are available.

1. A standard price
2. A list price
3. Sales prices

Question 19

A _______ price is the default price that you associate with a product.

Answer 19

standard

It’s automatically included in your standard price book.

Question 20

A ____ price is the custom price that you associate with a product in a custom price book.

Answer 20

list

For example, you can maintain one set of prices for domestic orders and another for international orders.

Question 21

______ prices are the actual prices that sales reps specify for the products that they add to opportunities and quotes.

Answer 21

Sales

Sales prices can be the same as the list prices from the price book that’s used for the opportunity or quote, or they can include discounts or other modifications.

Question 22

What has to happen before you can add a new product to an opportunity, quote, or custom price book?

Answer 22

Before you can add a new product to an opportunity, quote, or custom price book, add a standard price to the product, and mark it as active. This pricing is the default pricing of the product.

Question 23

What has to happen before you can assign list prices for products?

Answer 23

Before you can assign list prices for products, create custom price books. List prices are available to use when you add products to an opportunity or quote from a custom price book.

Question 24

What can you use to determine the payment and delivery cycles for products that are paid or delivered over time?

Answer 24

Use product schedules to determine the payment and delivery cycles for products that are paid or delivered over time.

Question 25

In Lightning, what 5 different things can you use to customize product schedules?

Answer 25

In Lightning Experience, customize schedules with: 1. custom **fields** 2. custom **buttons** 3. customized **layout** 4. **validation** rules 5. **Apex triggers**

Question 26

List the 3 different product schedules

Answer 26

1. **quantity** 2. **revenue** 3. **default**

Question 27

Which schedule determines when a product is delivered? 1. revenue 2. default 3. quantity

Answer 27

Which schedule determines when a product is delivered? 1. revenue 2. default 3. **_quantity_**

Question 28

Which schedule determines when a product is paid for? * revenue * default * quantity

Answer 28

Which schedule determines when a product is paid for? * **_revenue_** * default * quantity

Question 29

Which schedule is associated with a specific product in a specific price book? 1. default 2. quantity 3. revenue

Answer 29

Which schedule is associated with a specific product in a specific price book? 1. **_default_** 2. quantity 3. revenue Every time the product is added to an opportunity, the default schedule is used. *You can override the default schedules on any opportunity.*

Question 30

# Fill in the blank with revenue, quantity or default: A \_\_\_\_\_schedule is suitable if your customers pay once but receive the product in increments, for example, as with an annual magazine subscription for a monthly magazine. A ______ schedule defines the dates, number of units, and number of installments for payments, shipping, or other use as determined by your company.

Answer 30

A **quantity** schedule is suitable if your customers pay once but receive the product in increments, for example, as with an annual magazine subscription for a monthly magazine. A **quantity** schedule defines the dates, number of units, and number of installments for payments, shipping, or other use as determined by your company.

Question 31

# Fill in the blanks with quantity, revenue or default: A _______ schedule is suitable if your customers make regular payments but receive the product once, for example, if you sell customized products that are charged in installments but delivered once. A ______ schedule defines the dates, _____ amounts, and number of installments for payments, recognizing \_\_\_\_\_\_\_, or other use.

Answer 31

A **revenue** schedule is suitable if your customers make regular payments but receive the product once, for example, if you sell customized products that are charged in installments but delivered once. A **revenue** schedule defines the dates, **revenue** amounts, and number of installments for payments, recognizing **revenue**, or other use.

Question 32

# Fill in the blanks with quantity, revenue, or default: A _______ schedule is suitable if all your customers make product payments on the same timetable or you deliver products on a regular schedule. If you typically customize schedules, there’s no advantage to creating _______ schedules.

Answer 32

A **default** schedule is suitable if all your customers make product payments on the same timetable or you deliver products on a regular schedule. If you typically customize schedules, there’s no advantage to creating **default** schedules.

Question 33

True or False - When you enable customizable product schedules, insert or delete Apex triggers that you’ve applied to schedules have to be activated.

Answer 33

**False** When you enable customizable product schedules, the following applies. Insert or delete Apex triggers that you’ve applied to schedules are **invoked immediately.**

Question 34

True or False - ## Footnote When you enable customizable product schedules, Line Item Schedule is unavailable in Process Builder and Workflow.

Answer 34

TRUE When you enable customizable product schedules, Line Item Schedule is **unavailable** in Process Builder and Workflow.

Question 35

True or False? When you enable customizable product schedules, you can use custom fields and customize the layout in default product schedules and validation rules or Apex triggers will be applied when the schedules are first inserted.

Answer 35

**FALSE** When you enable customizable product schedules, you can use custom fields and customize the layout in default product schedules, but if you’ve applied validation rules or Apex triggers, **they’re bypassed when they’re first inserted.**

Question 36

True or False? With Customizable Product Schedules, the layout of the OpportunityLineItemSchedule related list on the OpportunityLineItem page is customizable as long as you've enabled customizable product schedules.in

Answer 36

**FALSE** The layout of the OpportunityLineItemSchedule related list on the OpportunityLineItem page is customizable in Lightning Experience **regardless of whether you’ve enabled customizable product schedules.**

Question 37

True or False? If schedules are referenced in Apex, only one of the schedule types (quantity or revenue) can be disabled.

Answer 37

**TRUE** For example, if Apex references the schedule object (represented as OpportunityLineItemSchedule in the code), one of the schedule types can be disabled, but not both.

Question 38

True or False? ## Footnote If you add or change a product schedule, opportunities with that product are updated.

Answer 38

**FALSE** ## Footnote If you add or change a product schedule, **opportunities with that product _aren’t_ updated**.

Question 39

# Fill in the blanks with quantity and revenue: If a product has a default quantity schedule and a default revenue schedule, the _______ schedule is calculated first to determine the total product revenue. Then the _______ schedule is applied to that amount.

Answer 39

If a product has a default quantity schedule and a default revenue schedule, the **quantity** schedule is calculated first to determine the total product revenue. Then the **revenue** schedule is applied to that amount.

Question 40

**True or False?** ## Footnote If you have a quote line item with a discount, and the corresponding product record has a default schedule, you can’t edit the Discount field.

Answer 40

**TRUE** ## Footnote If you have a quote line item with a discount, and the corresponding product record has a default schedule, **you can’t edit the Discount field.**

Question 41

**True or False?** ## Footnote If a product has default schedules established on the product record, the schedules are automatically created when you add the product to the opportunity.

Answer 41

**TRUE** If a product has default schedules established on the product record, the schedules are automatically created when you add the product to the opportunity.

Question 42

If a product has default schedules established on the product record, on what date do the dates of the installments begin?

Answer 42

The date you specified when adding product OR Opportunity Close Date (if no date specified) If a product has default schedules established on the product record, the dates of the installments begin **with the date that you specified when adding the product.** **If you didn’t specify a product date, the installment dates begin with the opportunity Close Date.**

Question 43

# Fill in the blanks with Lightning Experience and Salesforce Classic: In _____ \_\_\_\_\_, the Schedules related list on an opportunity product shows the default revenue schedule and the default quantity schedule as two separate items. In _____ \_\_\_\_\_, the related list combines the schedules in a single item.

Answer 43

In **Lightning Experience**, the Schedules related list on an opportunity product shows the default revenue schedule and the default quantity schedule as two separate items. In **Salesforce Classic**, the related list combines the schedules in a single item.

Question 44

True or False? ## Footnote When customizable product schedules are enabled, default field values and formulas are supported by default product schedules.

Answer 44

**FALSE** ## Footnote When customizable product schedules are enabled, default field values and formulas **ARE NOT** supported by default product schedules.

Question 45

Your ASP company sells yearly contracts of product licenses at $1,200 per license. When a customer buys licenses, the licenses are all “delivered” at one time, but you recognize the revenue monthly. How would you set the default revenue schedule? Schedule Type=??? Installment Period=??? Number of Installments=???

Answer 45

**Default Revenue Schedule Only -** In this case, set a default revenue schedule of Schedule Type=**Divide** Installment Period=**Monthly** Number of Installments=**12** With this default revenue schedule, a salesperson sells 200 licenses at a unit price of $1,200 per license per year on an opportunity on March 15. The 200 licenses are all “delivered” on March 15. The total revenue for this product is the quantity of 200 multiplied by the unit price of $1,200 per year, for a total yearly revenue of $240,000. The revenue schedule divides the total revenue into monthly installments of $20,000 on the 15th of every month for the next year.

Question 46

Your medical supplies company sells a box of tongue depressors for $10 per box. You normally have yearly contracts with hospitals to deliver boxes monthly. In this case, how would you set the default quantity schedule? Schedule Type=??? Installment Period=??? Number of Installments=???

Answer 46

**DEFAULT QUANTITY SCHEDULE ONLY -** In this case, set a quantity schedule of: Schedule Type=**Repeat** Installment Period=**Monthly** Number of Installments=**12** With this default quantity schedule, a salesperson sells 1,000 boxes on an opportunity on January 1. The quantity schedule creates 12 monthly installments of 1,000 boxes each, for a total quantity of 12,000 boxes. The total revenue from this opportunity is calculated using the unit price and the total quantity, so $120,000 is booked on January 1.

Question 47

Your manufacturing company sells widgets for $10 each. You normally have yearly contracts to deliver widgets weekly, but your customers pay quarterly. How would you set the default revenue and quantity schedule? **Quantity:** Schedule Type=???, Installment Period=???, Number of Installments=??? **Revenue:** Schedule Type=???, Installment Period=???, Number of Installments=???.

Answer 47

Set a **quantity** schedule of Schedule Type=**Repeat,** Installment Period=**Weekly**, and Number of Installments=**52.** Set a **revenue** schedule of Schedule Type=**Divide**, Installment Period=**Quarterly**, and Number of Installments=**4**. With these default schedules, a salesperson sells 2,000 widgets on an opportunity on January 1. The quantity schedule is applied first, and it schedules 2,000 widgets to be delivered every week for a year, for a total quantity of 104,000. The total revenue is calculated using the unit price and the total quantity. The total revenue of $1,040,000 is then divided into quarterly installments of $260,000.

Question 48

To create a custom price book by cloning an existing price book, click Clone on the where?

Answer 48

To create a custom price book by cloning an existing price book, click Clone on the **price book detail page.**

Question 49

True or False? You can delete products from custom price books without affecting the original product listing or its entries in other price books.

Answer 49

**TRUE** **When you delete a product from the standard price book, the product is still available and active, but its standard price is deleted** and removed from all custom price books. If you delete the product from the standard price book, and it’s still associated with any custom price books, click OK to remove it from all custom price books.

Question 50

True or False? When creating a custom price book, you can add products, quote line items, or order products from multiple price books.

Answer 50

FALSE You can add products, quote line items, or order products **from a single price book only.**

Question 51

True or False? ## Footnote If you change the price book for an opportunity that has products, all products are deleted from the Products related list, along with the value in the opportunity’s Amount field.

Answer 51

**FALSE** ## Footnote If you change the price book for an opportunity that has products, all products are deleted from the Products related list, **but the value in the opportunity’s Amount field remains.**

Question 53

True or False? ## Footnote You can delete the standard price book.

Answer 53

**FALSE** ## Footnote You can *deactivate* the standard price book, **but you can’t delete or archive it.**

Question 54

True or False? ## Footnote Deleting, deactivating, or archiving a custom price book doesn’t affect other price books or your product lists.

Answer 54

TRUE However, these actions can affect your opportunities and quotes. Changing associations with opportunities or quotes is sometimes required before you can remove an associated price book.

Question 55

What will happen if you try to delete a price book while it’s in use on opportunities or quotes?

Answer 55

**You won't be able to.** If you try to, the system creates a list of the opportunities or quotes that the price book is used on.

Question 56

True or False? ## Footnote When you delete a price book, you delete all entries in the price book forever.

Answer 56

FALSE The deleted price book and its entries are moved to the Recycle Bin. You can restore them for up to 15 days.

Question 57

True or False? ## Footnote You can activate, deactivate, or reactivate price books at any time by changing the price book’s properties.

Answer 57

TRUE ## Footnote Yes, you **can** activate, deactivate, or reactivate price books at any time by changing the price book’s properties.

Question 58

True or False? ## Footnote You cannot deactivate a price book even if it’s used on an opportunity or quote.

Answer 58

FALSE ## Footnote You **can** deactivate a price book even if it’s used on an opportunity or quote.

Question 59

True or False? ## Footnote You cannot manage entries in your price book if it’s deactivated.

Answer 59

FALSE ## Footnote You **can** continue to manage entries in your price book while it’s deactivated.

Question 60

True or False? ## Footnote You cannot archive a price book if it’s in use on an opportunity or quote.

Answer 60

FALSE ## Footnote You **can** archive a price book even if it’s in use on an opportunity or quote.

Question 61

True or False? ## Footnote An archived price book is no longer visible.

Answer 61

FALSE ## Footnote An archived price book **is visible, but not accessible**, in all associated records.

Question 62

True or False? ## Footnote Entries in archived price books don’t appear in search results.

Answer 62

TRUE ## Footnote Entries in archived price books **don’t** appear in search results.

Question 63

True or False? ## Footnote You can delete an archived price book.

Answer 63

**FALSE** **You can’t recover or delete** an archived price book.

Question 64

True or False? ## Footnote If you restore the product from the Recycle Bin, any related price book entries are restored with it.

Answer 64

TRUE ## Footnote Yes, if you restore the product from the Recycle Bin, any related price book entries are restored with it.

Question 65

What 4 things when associated with a product make it so that you cannot remove a product from a price book?

Answer 65

If the following are associated 1. opportunities 2. quotes 3. service contracts 4. contract line items

Question 66

What can you do if you want to remove a product from a price book, but do not want to remove a product from all quotes and opportunities?

Answer 66

If you don’t want to remove the product from all opportunities and quotes, you can **deactivate (recommended) or archive** the product.

Question 67

True or False? ## Footnote You can use the Salesforce mobile app to change an opportunity’s price book.

Answer 67

**FALSE** ## Footnote You can use the Salesforce mobile app to **relate a price book with an opportunity that doesn’t already have one**. To ***change*** an opportunity’s price book, **_use the desktop Salesforce site_.**

Question 68

True or False? If several price books contain the same product, removing the product from one price book will affect the other price books.

Answer 68

FALSE However, if several price books contain the same product, removing the product from one price book **doesn't** affect the other price books.

Question 69

True or False? When you remove a product or price book, all related price book entries are removed.

Answer 69

TRUE When you remove a product or price book, all related price book entries **are** removed.

Question 70

True or False? If you remove a price book, the products that it contained aren’t removed from any other price book.

Answer 70

TRUE if you remove a price book, the products that it contained **ARE NOT** removed from any other price book.

Question 71

How do you remove a product completely?

Answer 71

To remove a product completely, **remove it from the standard price book.**

Question 72

True or False? ## Footnote You can remove a product or price book even if it's associated with an approval process or has a pending workflow action.

Answer 72

**FALSE** ## Footnote You **CANNOT** remove a product or price book that’s associated with an approval process or has a pending workflow action.

Question 73

What 3 options do you have if your product or price book is used on an opportunity, quote, or order and you want to get rid of it.

Answer 73

if your product or price book is used on an opportunity, quote, or order, you have three options: 1. **Deactivate** it by editing it and then deselecting the Active field. 2. **Remove** the related product or price book from all opportunities and quotes. 3. **Archive** the product or price book and each related price book entry. .

Question 74

Ursa Major’s Salesforce admin, Maria Jimenez, works with multiple sales teams. One of those teams sells to manufacturing industry customers on the West Coast of the United States. That sales team asked Maria to help them track products that have slightly discounted prices. The discount offsets a tax incentive that isn’t available to customers in that region of the country. *What can Maria do to make this possible?*

Answer 74

**Create a price book specific for West Coast sales**, then on the Related tab, she click Add Product, and add the new discounted List Price. Make sure the entry is marked as active.

Question 75

What do you need to select in order to enable adding the Quotes related list to all opportunity page layouts that users have customized?

Answer 75

**Append to users' personal related list customization.**

Question 76

You can’t disable the Quotes feature if: ## Footnote Your records have any references to \_\_\_, ___ \_\_\_ \_\_\_, or ___ \_\_\_ from any application customizations, including formula fields, triggers, workflow rules, and approval processes. Remove these references before you try to disable the feature.

Answer 76

You can’t disable the Quotes feature if: ## Footnote Your records have any references to **quotes, quote line items, or quote PDFs** from any application customizations, including formula fields, triggers, workflow rules, and approval processes. Remove these references before you try to disable the feature.

Question 77

You can't disable the Quotes feature if: Any quote is _____ with an opportunity .

Answer 77

**Any quote is synced with an opportunity.** On each synced quote’s detail page, choose to stop syncing before you try to disable the feature.

Question 78

What 5 things can you add to a quote template?

Answer 78

1. **Rich Text** (Include text that you can format, such as your company’s address or terms and conditions, in your quote template’s body, header, or footer) 2. **List** (Arrange and display fields from a quote line item or any other standard or custom object that has a lookup relationship to the quote object. The added list looks like a table, with field names appearing as columns) 3. **Image** (Show an image, such as your company logo, in your quote template’s body, header, or footer.) 4. **Totals Section** (Include subtotal and grand total amounts for your quote) 5. **Signature Block** (Create signature and date lines so that customers can easily sign off on their quotes)

Question 79

\_\_\_\_\_ ______ lets you link a quote to the opportunity that it was created from and synchronize all updates between the two records.

Answer 79

**Quote Syncing**

Question 80

True or False? An opportunity can have multiple quotes, but it can sync with only one quote at a time.

Answer 80

**TRUE** An opportunity can have multiple quotes, but it can sync with **only one quote** at a time.

Question 81

True or False? You can only sync quotes and opportunities that have products.

Answer 81

**FALSE** You can sync quotes and opportunities **that don’t have any products.** When you add a product to either record, it’s automatically added to the record that it’s synced to.

Question 82

If an opportunity and a quote are synced, the opportunity identifies the synced quote in which two places?

Answer 82

1. The Synced Quote field on the Opportunity detail page 2. The Syncing checkbox in the Quotes related list

Question 83

What happens if you stop stop the sync between a quote and an opportunity?

Answer 83

The link is broken and the records are no longer automatically updated with each other’s changes.

Question 84

If you haven’t created custom templates or generated PDFs, start from the ___ \_\_\_\_. On the quote detail page, generate a preview by clicking Create PDF. Save the PDF to the Quote PDFs related list by clicking Save to Quote. The PDF name is the quote name plus a version number, such as AcmeQuote\_V1.

Answer 84

If you haven’t created custom templates or generated PDFs, start from the **standard template.** On the quote detail page, generate a preview by clicking Create PDF. Save the PDF to the Quote PDFs related list by clicking Save to Quote. The PDF name is the quote name plus a version number, such as AcmeQuote\_V1.

Question 85

True or False? ## Footnote Advanced Currency Management isn’t available with quotes.

Answer 85

**TRUE** ## Footnote Advanced Currency Management **IS NOT** available with quotes.

Question 86

Who can delete quotes?

Answer 86

If you have the appropriate permissions, and **you’re an admin, the quote owner, or someone above the quote owner in the organization role hierarchy**, you can delete quotes.

Question 87

True or False? When you delete a quote, all related PDFs, notes, and attachments are deleted.

Answer 87

TRUE When you delete a quote, all related PDFs, notes, and attachments are deleted. If the quote is synced with an opportunity, the record is removed from the opportunity’s Quotes related list. The deleted quote is moved to the Recycle Bin.

Question 88

True or False? ## Footnote If you restore a previously synced quote, it will sync with the opportunity.

Answer 88

FALSE ## Footnote If you restore a previously synced quote, **it’s no longer synced** with the opportunity.

Question 89

What must be active in an opportunity before you can create a quote for the opportunity.

Answer 89

**Relevant price books, products, and list prices** must be active in an opportunity before you can create a quote for the opportunity.

Question 90

True or False? ## Footnote Opportunity Name is not a required field on the quote record page layout.

Answer 90

TRUE ## Footnote Opportunity Name is **not** a required field on the quote record page layout.

Question 91

True or False? On quote line items, custom field syncing is supported.

Answer 91

**FALSE** On quote line items, custom field syncing **IS NOT** supported. When a quote is created from the API, the quote line items aren’t created based on the opportunity line items. New opportunity line items are created based on the quote line items.

Question 92

True or False? If a product has default schedules, the schedules are created when you add a line item to a quote.

Answer 92

**FALSE** If a product has default schedules, the schedules **ARE NOT** created when you add a line item to a quote. If the line item is copied from the opportunity, you can view the schedule from the opportunity. To change the schedule, **edit the product record directly.**

Question 93

TRUE or FALSE? If you have a quote line item with a discount, and the product has a default schedule on the product record or an individual schedule on the opportunity product record, you can’t edit the Discount field of the line item.

Answer 93

TRUE ## Footnote If you have a quote line item with a discount, and the product has a default schedule on the product record or an individual schedule on the opportunity product record, **you can’t edit the Discount field of the line item.**

Question 94

Your salesperson can't find the the Save and Email Quote button on their quote PDFs. What might be the cause of this?

Answer 94

**The Email Quote button** has to be added to the quote page layout.

Question 95

True or False? Users can’t change a quote currency to be different than the opportunity currency.

Answer 95

TRUE Currency fields for quotes and quote line items default to the user's currency and **they cannot change it** to be different than the opportunity currency.

Question 96

What is a Sales Price?

Answer 96

**The price that you want to use for the product.** Initially, the sales price for a product on an opportunity or quote is the product’s list price from the price book, **but you can change it here.** If a quote is synced with an opportunity, this field is updated from the quote line item to the opportunity product.

Question 97

What can you do if you see this error message? *This quote can't be synced because it has inactive or archived products.*

Answer 97

1. If the product isn’t active, edit the product and **select the Active checkbox.** 2. If the product has been archived and the opportunity isn’t closed, **delete the product.**

Question 98

What can you do if you receive this error message? *This quote can't be synced because it has an inactive or archived price book.*

Answer 98

1. If the price book isn’t active, edit the price book and **select the Active checkbox.** 2. If the price book has been archived and the opportunity isn’t closed, **delete the price book.**

Question 99

What can you do if you receive this error message? ## Footnote *This quote can't be synced because it has inactive or archived list prices.*

Answer 99

If the list price isn’t active, edit the list price and s**elect the Active checkbox** for the list price. If the list price has been archived and the opportunity isn’t closed, **delete the list price.**

Question 100

What can you do if you receive this error message? *This quote can't be synced because it has an inactive currency.*

Answer 100

Activate the currency from Setup by entering Manage Currencies in the Quick Find box, then **selecting Manage Currencies.**

Question 101

What can you do if you receive this error message? ## Footnote *This quote can't be synced because one or more of the schedules for the opportunity products have changed since the quote was created.*

Answer 101

Create a different quote and sync it, or open the product, **delete the schedule, and then re-create the schedule.**

Question 102

What can you do if you receive this error message? ## Footnote *This quote can't be synced because another quote that’s being synced for this opportunity is locked due to a workflow approval process. Opportunities can only sync with one quote at a time.*

Answer 102

To unlock the other quote, **finish the approval process or recall the request for approval.**

Question 103

What can you do if you receive this error message? ## Footnote *The SyncedQuote field is read only within a trigger.*

Answer 103

Determine whether your Salesforce org is using an Apex trigger that’s attempting to modify the SyncedQuote field. The SyncedQuote field is read only and can’t be modified with a trigger. **An admin can modify the trigger.**

Question 104

What 6 things are different with the mobile app when it comes to quotes?

Answer 104

1. Quote PDFs appear in the related list but aren’t viewable. 2. You can’t add or edit multiple quote line items at the same time. You can’t perform these actions. 1. Email quotes 2. Create or delete PDFs 3. Start sync or stop sync 4. Create quotes from the Quotes home page. You create quotes from opportunities.

Question 105

True or False? ## Footnote You can send email notifications to account and contract owners when a contract expires.

Answer 105

**TRUE** ## Footnote Select **Send Contract Expiration Notice Emails to Account and Contract Owners**, and then save your changes. To stop sending expiration notices, deselect this option, and then save your changes.

Question 106

What can you select to auto-calculate a contract end date?

Answer 106

To automatically calculate contract end dates, select **Auto-calculate Contract End Date**, and then save your changes.

Question 107

What do you need to do in order to track history for contracts for all statuses?

Answer 107

To track history for contracts for all statuses, **select Track History for All Statuses**, and then save your changes.

Question 108

What do you need to do to show a contract on the opportunity or quote details?

Answer 108

Use field-level security and field accessibility.

Question 109

What can you use to show an Opportunities or Quotes related list on contracts?

Answer 109

Page Layouts

Question 110

True or False? An activated contract is read-only.

Answer 110

**TRUE** An activated contract is **read-only.**

Question 111

What would you need to enable to let your sales team track and manage customer requests for products or services?

Answer 111

To let your sales team track and manage customer requests for products or services, **enable orders.**

Question 112

What happens if you disable orders?

Answer 112

If you disable orders, **your order-related data is hidden.** To access that data, re-enable orders.

Question 113

What can you enable to let your sales team add order products with quantities of less than zero?

Answer 113

To let your sales team add order products with quantities of less than zero, **enable negative quantities.**

Question 114

What can you enable to let your sales team add order products with quantities of zero?

Answer 114

To let your sales team add order products with quantities of zero, **enable zero** **quantities.**

Question 115

What can you enable to let your sales teams use orders in Salesforce while managing products and price books in an external platform?

Answer 115

Enable **orders without price books.** To enable orders without price books, your org requires a B2B license or a Salesforce Order Management license. When this setting is active, developers can create orders without a value for the Price Book field. The order accepts only order items without price book entries. The order’s Add Products button and Edit Products button are hidden.

Question 116

Orders without price books follow several different guidelines compared to standard orders. What are they?

Answer 116

Orders without price books **don’t support reduction orders or change orders.** Order products without price book entries **require list prices.** Orders without price books **support only order items without price book entries.** Orders with price books support only order items with price book entries.

Question 117

True or False? With sharing on Orders, you can change the sharing model to make it more restrictive than the default.

Answer 117

**FALSE** Although you change the sharing model to extend sharing to more users than the default allows, you **CANNOT** change the sharing model to make it more restrictive than the default.

Question 118

What is an order product?

Answer 118

An order product is **a product or service that’s provided to a customer according to an associated order.**

Question 119

All order products in an order are associated with a ___ \_\_\_\_.

Answer 119

All order products in an order are associated with a **price book.**

Question 120

A _____ \_\_\_\_\_\_ product is a product or service to be returned, reduced, deprovisioned, or disabled according to an associated reduction order.

Answer 120

A **reduction order** product is a product or service to be returned, reduced, deprovisioned, or disabled according to an associated reduction order. Each reduction order product is directly associated with an order product.

Question 121

If a customer has purchased 30 items through an order and then requests to cancel that order, what can you create to track the request?

Answer 121

If a customer has purchased 30 items through an order and then requests to cancel that order, you can create **a reduction order** to track the request.

Question 122

True or False? You can't create multiple reduction orders for a single order, but you can create a single reduction order for multiple orders.

Answer 122

**FALSE** You **CAN** create multiple reduction orders for a single order, but you **CAN'T** create a single reduction order for multiple orders. For example, to reduce order products that were purchased through three activated orders, you create three reduction orders—one for each original order—even if all those orders are for the same account.

Question 123

True or False? If you’re using Lightning Experience, when you clone an order with products, the products aren’t cloned.

Answer 123

TRUEI If you’re using Lightning Experience, when you clone an order with products, the products **ARE NOT** cloned. Clone the order, and then add products as needed to the new order.

Question 124

TRUE or FALSE? ## Footnote If you clone an order with products, you can’t change the new order’s currency or price book.

Answer 124

TRUE ## Footnote If you clone an order with products, you **CANNOT** change the new order’s currency or price book.

Question 125

True or False? After a price book is assigned to an order, you can’t change or remove the price book assignment.

Answer 125

**TRUE** ## Footnote After a price book is assigned to an order, you **CANNOT** change or remove the price book assignment.

Question 126

True or False? The Salesforce mobile app supports forecast adjustments.

Answer 126

TRUE The Salesforce mobile app now supports forecast adjustments. In the mobile app, you can adjust your own forecasts but not your subordinates’ forecasts. Previously, all mobile forecasts were read-only.

Question 127

Lauren Cheng, the Salesforce admin at Rollings Tech, has a problem she hopes she can solve ASAP. Her team uses spreadsheets and handwritten notes to track sales forecasts. Each sales period, Nigel Roberts, the forecast manager, has to update and collate all those separate documents, which creates a disconnect from Salesforce and causes documents to be outdated quickly. **What can Lauren do?**

Answer 127

**Collaborative Forecasts**

Question 128

What is rollup is a Forecast based on?

Answer 128

In Salesforce, a forecast is based on the **gross rollup of a set of opportunities.**

Question 129

The forecast amounts on the forecasts page are totals and subtotals of the opportunities in what four forecast categories?

Answer 129

1. Pipeline 2. Best Case 3. Commit 4. Closed

Question 130

What 3 things are forecasts based on?

Answer 130

You base forecast amounts on ## Footnote **opportunities, opportunity splits, or product families.**

Question 131

How do you set up Salesforce so that your users can view Collaborative Forecasting?

Answer 131

1. From Setup, enter Users in the Quick Find box, then select Users. 2. For each user that you want to enable, click Edit. 3. **Under General Information, select Allow Forecasting.** 4. Save your changes.

Question 132

True or False? You need to enable the View Roles and Role Hierarchy permission in order for your users to access role-based forecasts in Lightning Experience.

Answer 132

FALSE Although users need the View Roles and Role Hierarchy permission to access role-based forecasts in Lightning Experience, **this permission is assigned to all forecast users by default.**

Question 133

Besides 'Allow Forecasting', which 4 other user permissions automatically enable View Roles and Role Hierarchy?

Answer 133

1. View Setup and Configuration 2. View All Forecasts 3. Override Forecasts 4. Delegated External Portal User

Question 134

Your forecast hierarchy is based on your ___ \_\_\_ hierarchy or, if you’ve enabled territory forecasts, your ____ hierarchy.

Answer 134

Your forecast hierarchy is based on your **user role** hierarchy or, if you’ve enabled territory forecasts, your **territory** hierarchy. It lists your forecast users or territories and determines how their forecasts roll up through your company. Keep your forecast hierarchy up to date to ensure that everyone can see the forecasts they need.

Question 135

True or False? When you assign someone as a forecast manager, all forecasts and adjustments from the manager’s subordinates in the hierarchy roll up into the manager’s forecasts.

Answer 135

TRUE Yes, when you assign someone as a forecast manager, all forecasts and adjustments from the manager’s subordinates in the hierarchy **roll up into the manager’s forecasts.**

Question 136

For everyone to see the forecasts, what 4 things do you need to do?

Answer 136

1. Make sure that your user role hierarchy is set up if you plan to use role-based forecasts. 2. Assign a forecast manager to the top level of your role-based forecast hierarchy. 3. Verify that each sales manager with subordinates is designated as a forecast manager in your role-based forecast hierarchy. 4. Assign a forecast manager to every territory for which you want to show rolled-up territory forecasts.

Question 137

How do you Select a Forecast Currency in Collaborative Forecasts?

Answer 137

Review the information in Multiple Currencies in Forecasts. From Setup, enter **Forecasts Settings** in the Quick Find box, then select Forecasts Settings. Next to **Forecast Currency, choose a forecast currency option.** Save your changes.

Question 138

Users can forecast up to __ months, __ fiscal periods, or __ quarters in the future or past.

Answer 138

Users can forecast up to **15** months, **15** fiscal periods, or **8** quarters in the future or past.

Question 139

What is a forecast category? is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage.

Answer 139

A forecast category is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage.

Question 140

What are the 5 standard forecast categories?

Answer 140

1. Pipeline 2. Best Case 3. Commit 4. Omitted 5. Closed ## Footnote *You can customize the forecast category names.*

Question 141

Forecasts rely on how picklist values map between the ___ field and the ___ \_\_\_ field on opportunities.

Answer 141

Forecasts rely on how picklist values map between the **Stage** field and the **Forecast Category** field on opportunities.

Question 142

True or False? Users cannot edit the Forecast Category field on opportunities that they own, overriding the default stage-to-category mapping.

Answer 142

FALSE Users **can** edit the Forecast Category field on opportunities that they own, overriding the default stage-to-category mapping.

Question 143

How do you enable Quotas in Collaborative Forecasts to let your team see sales quotas on the forecasts page?

Answer 143

1. From Setup, enter Forecasts Settings in the Quick Find box, then select Forecasts Settings. 2. Under Configure the Default Forecast Display, select Show quotas. 3. Save your changes.

Question 144

How can you easily Manage Quota Data for Collaborative Forecasts in Setup?

Answer 144

1. Make sure that quotas are enabled. 2. From Setup, in the Quick Find box, enter Quotas, and then click Forecasts Quotas. 3. Select the period, forecast type, and product family of the quotas you want to add or update, and then click Show Quotas. 4. Search for and select the users, roles, or territories whose quotas you want to manage, and then click Edit Selected Rows. You can also click the pencil icon to edit quota and currency fields. 5. Enter quota amounts or quantities, and then save your changes.

Question 145

Besides manually going in and managing sales quotas, what 2 tools can you use?

Answer 145

**Data Loader** provides a simple point-and-click method for adding, inspecting, and editing quota data in Salesforce. **APIs** provide more flexibility but require you to **write code**. To use either method, make sure that API access is enabled.

Question 146

How do you enable forecast adjustments in collaborative forecasts?

Answer 146

1. Set up your forecast hierarchy. 2. From Setup, enter Forecasts Settings in the Quick Find box, then select Forecasts Settings. 3. To let forecast managers adjust the forecasts of their immediate subordinates and child territories, under Enable Forecast Adjustments, select Enable manager adjustments. 4. To let all forecast users adjust the amounts of their own forecasts, including the territory forecasts they own, under Enable Forecast Adjustments, select Enable owner adjustments. 5. Save your changes. 6. From Setup, enter Profiles in the Quick Find box, then select Profiles. 7. Find a profile for which you want adjustments enabled. 8. If you’re using the enhanced profile user interface, click App Permissions, and then click Edit. 9. Select Override Forecasts, and then save your changes.

Question 147

What is the difference between Individual forecast category rollups and Cumulative forecast rollups?

Answer 147

**Individual forecast category rollups** combine the opportunities from each individual forecast category into separate forecast amounts for each category. **Cumulative forecast rollups** combine opportunities from multiple forecast categories into cumulative forecast amounts.

Question 148

What do you choose to forecast on amounts?

Answer 148

Choose **opportunity revenue forecasts.** The amount used depends on the date type you select.

Question 149

What do you choose to forecast on quantities?

Answer 149

Choose **opportunity quantity forecasts**. The quantity used depends on the date type you select.

Question 150

What can you forecast on with collaborative forecast families?

Answer 150

You can forecast on **revenue, quantity, or both.**

Question 151

True or False? With collaborative forecast families, forecast users can view individual product family forecasts for users they have access to view.

Answer 151

**TRUE** ## Footnote Forecast users **can** view individual product family forecasts for users they have access to view.

Question 152

If your company groups its products and services into families and wants to forecast based on those families, what kind of collaborative forecast should you use?

Answer 152

If your company groups its products and services into families and wants to forecast based on those families, **use a product family forecast.**

Question 153

True or False? You can set separate product family quotas for each sales rep and a single quota for each sales rep.

Answer 153

**FALSE** ## Footnote Yes, you can set separate product family quotas for each sales rep, **but not** a single quota for each sales rep.

Question 154

True or False? In collaborative forecases, with opportunity splits you can forecast on revenue and on quantity.

Answer 154

**FALSE** ## Footnote With opportunity splits, keep the following in mind. You can forecast on revenue **but not on quantity.**

Question 155

What 3 things must you enable to use opportunity splits in collaborative forecasts?

Answer 155

You must have **Team Selling, Opportunity Splits, and the Revenue split type enabled.**

Question 156

In collaborative forecasts, what can you use to track revenue from sales team members who help close opportunities but aren’t directly responsible for them?

Answer 156

Use **overlay splits** to track revenue from sales team members who help close opportunities but aren’t directly responsible for them.

Question 157

What 3 things must you enable in collaborative forecasts to get overlay splits to work?

Answer 157

You must have **Team Selling, Opportunity Splits, and the Overlay split type enabled.**

Question 158

True or False? ## Footnote In collaborative forecasts, for overlay splits, you can forecast on revenue but not on quantity.

Answer 158

**TRUE** ## Footnote Yes, you can forecast on revenue **but not on quantity.**

Question 159

True or False? In collaborative forecasts, with a custom currency field, you can forecast on revenue and quantity.

Answer 159

**FALSE** ## Footnote Because the field must be a custom currency field, you can forecast on revenue **but not quantity.**

Question 160

True or False? ## Footnote You can forecast on the custom field regardless of whether it includes opportunity splits.

Answer 160

TRUE ## Footnote You can forecast on the custom field regardless of whether it includes opportunity splits.

Question 161

With collaborative forecasts, fegardless of whether the field uses splits, you must have which 3 things enabled?

Answer 161

**Team Selling, Opportunity Splits, and a custom split type** enabled for the field.

Question 162

What field is useful to have when the Amount field and the actual revenue brought in by opportunities often differ?

Answer 162

If the value of the Amount field and the actual revenue brought in by the opportunity often differ, **the Expected Revenue field** on opportunities is useful.

Question 163

True or False? ## Footnote You can forecast on the Expected Revenue field regardless of whether you use opportunity splits with it.

Answer 163

TRUE ## Footnote Yes, you can forecast on the Expected Revenue field regardless of whether you use opportunity splits with it.

Question 164

What must you enable for collaborative forecasting's Expective Revenue field to be used?

Answer 164

Regardless of whether you use splits with the Expected Revenue field, you must enable **Team Selling, Opportunity Splits, and a custom split type for it.**

Question 165

What 4 things can the user see on the forecast page when territory forecasts are enabled.

Answer 165

1. **Forecast rollups based on the territories** assigned to each **opportunity** 2. **Forecasts for the territories** that the **user** is assigned to 3. **Territory forecasts** that have been **shared** to the user 4. **The opportunities included in territory forecasts**, regardless of whether the opportunity owner is assigned to the territory

Question 166

True or False? Territory forecasts are based on user role hierarchy.

Answer 166

FALSE **Territory forecasts are based on your territory hierarchy**, not your user role hierarchy, as other forecast types are.

Question 167

# Fill in the blanks with can or can't: You _____ use the opportunity revenue by schedule date and opportunity quantity by schedule date forecast types at the same time. You _____ use the opportunity revenue by schedule date and opportunity revenue by product date forecast types at the same time.

Answer 167

YES: You **can** use the opportunity revenue by _schedule date_ and _opportunity quantity_ *by schedule date forecast types* at the same time. NO: you **can’t** use the opportunity revenue by _schedule date_ and _opportunity revenu_e *by product date forecast types* at the same time.

Question 168

# Fill in the blanks A $12,000 opportunity has a close date of June 30, 2018, with $1,000 revenue scheduled monthly. ## Footnote If you forecast by close date, forecasts for the month of June include ______ for the opportunity. If you forecast by schedule date, forecasts for the month of June include _____ for the opportunity.

Answer 168

A $12,000 opportunity has a close date of June 30, 2018, with $1,000 revenue scheduled monthly. ## Footnote If you forecast by close date, forecasts for the month of June include **$12,000** for the opportunity. If you forecast by schedule date, forecasts for the month of June include **$1,000** for the opportunity.

Question 169

With collaborative forecasts, if a schedule isn’t available for an opportunity product, what does Salesforce use?

Answer 169

If a schedule isn’t available for an opportunity product, Salesforce uses the product’s **Date and Total Price or Quantity fields.**

Question 170

# Fill in the blanks: A $10,000 opportunity has a close date of June 30, 2018 and two products: laptops for $4,000 and desktops for $6,000. The $4,000 product date is June 30, 2018. The $6,000 product date is May 31, 2018. If you forecast by close date, forecasts for the month of May don’t include an amount for this opportunity. Forecasts for the month of June include \_\_\_\_\_for this opportunity. If you forecast by product date, forecasts for the month of May include ____ for this opportunity. Forecasts for the month of June include ____ for this opportunity.

Answer 170

A $10,000 opportunity has a close date of June 30, 2018 and two products: laptops for $4,000 and desktops for $6,000. The $4,000 product date is June 30, 2018. The $6,000 product date is May 31, 2018. ## Footnote If you forecast by close date, forecasts for the month of May don’t include an amount for this opportunity. Forecasts for the month of June include **$10,000** for this opportunity. If you forecast by product date, forecasts for the month of May include **$6,000** for this opportunity. Forecasts for the month of June include **$4,000** for this opportunity.

Question 171

If your sales team uses _____ \_\_\_\_\_ Management and \_\_\_\_\_\_\_Forecasts, they can forecast by territory.

Answer 171

If your sales team uses **Enterprise Territory** Management and **Collaborative** Forecasts, they can forecast by territory.

Question 172

What do Territory forecasts give your team?

Answer 172

Territory forecasts give your team **a snapshot of how expected sales compare between territories.**

Question 173

What 4 things can you see on the forecasts page when territory forecasts are enabled?

Answer 173

When territory forecasts are enabled, the forecasts page shows the user the following. 1. **Forecast rollups** based on the territories assigned to each **opportunity** 2. **Forecasts** for the territories that the **user** is assigned to 3. **Territory forecasts** that have been **shared** to the user 4. **The opportunities included in territory forecasts**, regardless of whether the opportunity owner is assigned to the territory

Question 174

What two things with territory forecasts can uses drill down to?

Answer 174

1. Child territories’ forecasts. 2. An individual rep’s forecasts for a territory if the territory doesn’t have a forecast manager.

Question 175

True or False? Territory forecasts are based on user role hierarchy.

Answer 175

FALSE Users switch from role-based forecasts to **territory-based forecasts** by selecting a territory forecast type, listed under Forecast Type in Display Settings.

Question 176

# Fill in the blank with can or can't. A territory’s forecast manager can view the forecasts for that territory. If the territory has other users assigned, those users\_\_\_ view that territory’s forecasts.

Answer 176

A territory’s forecast manager can view the forecasts for that territory. If the territory has other users assigned, those users **can’t** view that territory’s forecasts. ## Footnote *Those users’ opportunities are rolled up into the territory’s forecasts and are not grouped by user.*

Question 177

True or False? ## Footnote If a forecast manager is assigned, the territory’s opportunities roll up into the territory forecast, not the individual users’ forecasts.

Answer 177

TRUE Yes, if a forecast manager is assigned, the territory’s opportunities roll up into the territory forecast, *not the individual users’ forecasts.* Also, if _no forecast manager is assigned,_ the opportunities are grouped based on the individual users within the territory.

Question 178

Troubleshoot this issue. How can you solve it? You own the Smith & Co. opportunity, and it’s assigned to your California territory. For some reason, though, you appear in the forecasts grid but are not searchable. Why is that?

Answer 178

**You’re not assigned to the California territory.** Make sure you get assigned to the territory in order to be searchable.

Question 179

True or False? ## Footnote Forecast managers can share their forecasts with any Salesforce user at their company.

Answer 179

TRUE Yes, when sharing, they specify whether a coworker can make adjustments or only view the shared forecasts.

Question 180

True or False? Forecast managers can’t share their summary view of territory forecasts.

Answer 180

TRUE Forecast managers can’t share their summary view.

Question 181

Your territory hierarchy has three branches: Canada, Mexico, and US. Canada and US have child territories. And every territory except Quebec has a forecast manager assigned, shown here in parentheses. Which territories do Amy, Kim, and Dan have access to? * Canada (Amy) * Ontario (Amy) * Quebec (No forecast manager. Dan and Kim are assigned as reps.) * Mexico (Kim) * US (Dan) * CA (Amy) * LA (Kim) * SAC (Amy) * SF (Dan)

Answer 181

With your territory hierarchy set up this way: * Amy sees forecasts for Canada and CA. * Dan sees forecasts for Quebec and US. * Kim sees forecasts for Quebec, Mexico, and LA. Then Amy and Dan can drill down to child territory forecasts. For example, Amy can get forecasts for Ontario and SAC. For Kim, no child territory forecasts are available.

Question 182

True or False? When you enable a forecast type, the initial calculation of the new forecast appears immediately.

Answer 182

FALSE When you enable a forecast type, the initial calculation of the new forecast can take some time.

Question 183

True or False? A forecast is an expression of expected sales based on the net rollup of a set of opportunities

Answer 183

FALSE A forecast is an expression of expected sales based on the **gross** rollup of a set of opportunities

Question 184

Your admin can enable up to _____ types of forecasts that you can switch between. Each type of forecast stores its own quota and adjustment data.

Answer 184

Your admin can enable up to **four** types of forecasts that you can switch between. Each type of forecast stores its own quota and adjustment data.

Question 185

True or False? In the Salesforce mobile app, you can adjust your own forecasts but not your subordinates’ forecasts.

Answer 185

TRUE In the Salesforce mobile app, you can adjust your own forecasts but **not your** subordinates’ forecasts.

Question 186

True or False? Forecast managers can share their territory forecasts page with any Salesforce user at their company.

Answer 186

FALSE Although, Forecast managers can share their forecasts page with any Salesforce user at their company, **they can’t share territory forecasts.**

Question 187

True or False? A forecast adjustment will change the underlying gross rollup amount.

Answer 187

FALSE An adjustment **DOES NOT** change the underlying gross rollup amount—it just adds a layer of detail.

Question 188

Forecast managers can adjust their own Commit and Best Case forecasts and the forecasts of subordinates ___ level(s) below them in the forecast hierarchy.

Answer 188

Forecast managers can adjust their own Commit and Best Case forecasts and the forecasts of subordinates **one** level(s) below them in the forecast hierarchy.

Question 189

True or False? Forecast Managers can't view adjustments their subordinates make at the levels below them in the forecast hierarchy.

Answer 189

FALSE They **can** view adjustments that subordinates make at every level below them in the forecast hierarchy. Adjustments made to their subordinates’ forecasts roll up into their own forecasts.

Question 190

True or False? Any adjustments that the managers make to subordinates’ forecasts from their own forecast page will appear on the subordinate’s forecasts page.

Answer 190

**FALSE** Any adjustments that the managers make to subordinates’ forecasts from their own forecast page **DO NOT** appear on the subordinate’s forecasts page. *Instead, the managers see that subordinate’s forecasts and any adjustments that the subordinates made to their own forecasts or forecasts of their subordinates.*

Question 191

True or False? You can show or hide quota data

Answer 191

TRUE Yes, if your Salesforce admin has set up quotas, you can show or hide quota data so that your forecasts page looks the way you want it to look.

Question 192

What are Territory Types?

Answer 192

Territory types help you organize your territories by key characteristics important to your company.

Question 193

True or False? Territory Types don’t appear on territory model hierarchies.

Answer 193

TRUE They **don’t** appear on territory model hierarchies.

Question 194

True or False? An account can be assigned to more than one territory.

Answer 194

TRUE Depending on how your organization assigns accounts, an account **can** be assigned to more than one territory.

Question 195

What is a territory?

Answer 195

Territories organize groups of accounts and the Salesforce users who work with those accounts. Territories are created based on territory types.

Question 196

What is a territory model?

Answer 196

A territory model represents a complete territory management system for your company. Modeling lets you create and preview multiple territory structures and different account and user assignments before you activate the model that works best.

Question 197

True or False? Several territory model can be active at any time.

Answer 197

* *FALSE** * *Only one** model can be active at any time. Activate the model you want to use to finalize its user and account assignments.

Question 198

What is a territory hierarchy?

Answer 198

The territory hierarchy shows a model’s territory structure and serves as its main interaction point. Start from the hierarchy to create, edit, and delete territories; run assignment rules for territories, and navigate to territory detail pages for more information. From the hierarchy, you can also assign territories to opportunities, run assignment rules at the model level, and activate or archive the model. The forecasts hierarchy for territory forecasts is based on your territory hierarchy in the active territory model.

Question 199

What is Territory Model State?

Answer 199

A Territory model state indicates whether a territory is in the planning stage, in active use, or archived. You can have only one active territory model at a time, but you can create and maintain multiple models in planning or archived state to use for extra modeling or reference. Some states reflect a territory model’s lifecycle and others indicate errors in processing when states are changed.

Question 200

True or False? You can create and maintain only one model at a time.

Answer 200

**FALSE** You can have only one active territory model at a time, **but you can create and maintain multiple models in planning or archived state to use for extra modeling or reference.**

Question 201

What are the 3 territory model lifecycle states?

Answer 201

**planning, active, and archived**

Question 202

True or False? Users who have full access to an account can assign any active territory to the related opportunity.

Answer 202

TRUE Users who have full access to the account can assign any active territory to the opportunity.

Question 203

True or False? Users who do not have full access can assign only a territory that is also assigned to the opportunity’s account.

Answer 203

TRUE Users who do not have full access to an opportunity's account can assign only a territory that is also assigned to the opportunity’s account.

Question 204

What can you do to automate assignment of territories to opportunities?

Answer 204

To automate assignment of territories to opportunities, **enable and configure filter-based opportunity territory assignment.**

Question 205

How can you enable filter-based opportunity territory assignments for Enterprise Territory Management?

Answer 205

1. From Setup, enter Territories in the Quick Find box, and then select the territory settings. 2. Filter-Based Opportunity Territory Assignment. 3. If your organization is using the Apex code Salesforce provides, first create the class and then return to this Settings page and enter the class name: OppTerrAssignDefaultLogicFilter. If you opt to use your own code for the Apex class, come back and enter the name of the class that you create. 4. If you want to run the filter-based opportunity territory assignment job when opportunities are created, select that option. 5. Save your settings.

Question 206

When is the first step in building a territory model in Salesforce?

Answer 206

**Creating territory types** is the first step in building your territory model in Salesforce.

Question 207

What determines the number of territory models you can create in production and sandbox orgs?

Answer 207

**Your Salesforce edition** determines the number of territory models you can create in production and sandbox orgs. This limit includes models created by cloning.

Question 208

How do rules work with assigning territories?

Answer 208

Create and run rules that a**utomatically assign new or edited accounts to territories**. A rule **identifies one or more characteristics** you use to define that territory, and tells Enterprise Territory Management to assign accounts with those characteristics to that territory automatically. Accounts are assigned to territories according to your rules automatically on account creation or update only if your territory model is in Active state.

Question 209

True or False? Accounts that aren’t assigned to territories by rules can be assigned manually to one or more territories.

Answer 209

TRUE Accounts that aren’t assigned to territories by rules can be assigned manually to one or more territories, *one territory at a time.*

Question 210

As a best practice, what should you do before you activate a territory model?

Answer 210

Before you activate a territory model, **preview and validate its territory account assignments.** Preview assignments by running assignment rules when the model is in Planning state. Also verify your manual assignments.

Question 211

Where would be the best place to look to find the six sales reps that assigned to the East Coast territory for the XYZ publishing account?

Answer 211

Six sales reps are assigned to the East Coast territory. Because XYZ Publishing is also assigned to the East Coast territory, the six sales reps in the territory appear in the Users in **Assigned Territories related list on the XYZ Publishing account record** Accounts and users are assigned to territories independently, but when an account is assigned to a territory, that territory’s users have access to the account. It’s easy to find out who those users are by looking at the account record.

Question 212

True or False? Manual territory assignments are controlled by your access to the opportunity’s assigned (parent) account.

Answer 212

TRUE Yes, manual territory assignments are controlled by your access to the opportunity’s assigned (parent) account. Also, when you assign a territory to an opportunity, that opportunity is shared with all Salesforce users assigned to that territory’s parent in the territory model’s hierarchy.

Question 213

True or False? Apply assignment rules to descendants at the territory model level only.

Answer 213

**FALSE** The ability to apply an assignment rule to descendant territories is available at the **territory level only.** You **can’t** apply assignment rules to descendants at the territory model level. The only option you get is to apply a rule to descendant territories if you access the rule’s record from an individual territory.

Question 214

True or False? You can archive a territory model only if it’s in the Planning state.

Answer 214

**FALSE** You can archive a territory model only if it’s in the **Active** state. After archiving a model, you can’t return it to the Active state or the Planning state.

Question 215

True or False? You can delete an territory only if it's in the Planning or Archived state.

Answer 215

TRUE You can’t delete an active territory. **The model must be in Planning or Archived state.**

Question 216

True or False? If you disable, then re-enable Enterprise Territory Management, you can lose data that had previously been available through the feature.

Answer 216

**TRUE** If you disable Enterprise Territory Management, your users lose record access that’s based on territory assignments, and your organization no longer has access to territory management data, including territory forecasts. **If you re-enable Enterprise Territory Management, you can lose data that had previously been available through the feature.**

Question 217

True or False? When you manually assign a territory to an opportunity on the opportunity record, the opportunity is shared with all users assigned to the territory’s parent in the territory model’s hierarchy.

Answer 217

TRUE Yes, when you manually assign a territory to an opportunity on the opportunity record, the opportunity is shared with **all users assigned to the territory’s parent in the territory model’s hierarchy.**

Question 218

True or False? ## Footnote In Sales Paths, the record type and owner fields aren’t editable in the Key Fields panel.

Answer 218

**TRUE** In Sales Paths, the record type and owner fields **ARE NOT** editable in the Key Fields panel. To transfer ownership, users must use the Details tab. To change the record type, they must use the Change Record Type action.

Question 219

If you create a sales path for leads, SF recommends making _______ status the first step.

Answer 219

If you create a path for leads, we recommend making **Unqualified** status the first step.

Question 220

True or False? Only active products can be used in opportunities.

Answer 220

TRUE Only active products can be used in opportunities.

Question 221

True or False? Opportunity Product is a junction object between Product and Opportunity.

Answer 221

TRUE Yes, Opportunity Product is a junction object between Product and Opportunity.

Question 222

True or False? Price Book Entry is the junction object between Price Books and Products.

Answer 222

TRUE Price Book Entry is the junction object between Price Books and Products.

Question 223

True or False? A standard price book is your product master list and every product has to be added to the standard price books.

Answer 223

TRUE A standard price book is your product master list and every product has to be added to the standard price books (one entry per currency).

Question 224

True or False? You can define which users use custom price books.

Answer 224

TRUE You can define which users use custom price books. Examples of a custom price book could be retail and wholesale or regional price books.

Question 225

What are the different prices used with products?

Answer 225

Standard Price - in Standard (Master) price book List Price - price determined by further price books Sales Price - price defined in opportunity

Question 226

True or False? Each opportunity can have multiple price books.

Answer 226

**FALSE** Every opportunity can only have **only one** price book.

Question 227

True or False? Once products are added to an opportunity, you can no longer change the amount field.

Answer 227

TRUE Once products are added to an opportunity, you can no longer change the amount field. That field is calculated as a sum of all products.

Question 228

To change the sales price on opportunities, users need what permission?

Answer 228

With app permission, Edit Opportunity Product Sales Price

Question 229

What Price Books can users choose from?

Answer 229

Any price books that you allow them to see/that are shared with them. You can specify No Access, View Only and Use under Org-Wide Sharing Defaults

Question 230

How do you add Products to Price Books?

Answer 230

Everything has to be active - Price Book, Product, etc., first. Then, from the related list on Product Or, from the related list on Price Book

Question 231

How do I remove a Product from a Price Book?

Answer 231

Delete the product from the price book entry (only if not used) Deactivate the product from the price book entry (if used)

Question 232

What are product schedules?

Answer 232

Paid and/or Delivered in installments Quantity schedule - subscription Revenue schedule - car purchase Quantity and Revenue schedule - wine club

Question 233

How do schedules work?

Answer 233

The admin sets default schedules against each product: Type/Period/Installments Based on the start date listed in the product on the opportunity, Salesforce creates the schedule. Users can go in and edit the schedule (Reestablish schedule or Edit schedule) if it differs from the default

Question 234

You cannot add a product to a price book. Why might that be?

Answer 234

* The product is not active * The currency entry in the standard price book might not be entered or active

Question 235

How would you make sure your users can easily sell different products in different regions?

Answer 235

Create Regional Price Books and decide which users can use which price books

Question 236

What is the Sales Price?

Answer 236

The price given in the opportunity. Users need the Edit Opportunity Product Sales Price permission to change the Sales Price.

Question 237

Some regional users should be able to edit their products and price books. What can you do to make that happen?

Answer 237

Permission Set with CRED, sharing for Price Books.

Question 238

You deliver a product weekly and the customer pays quarterly. How can you set that up?

Answer 238

Quantity and revenue schedule.

Question 239

True or False? Deactivating a price book entry destroys all historic data.

Answer 239

FALSE You simply cannot access the price book, but you can see the historic data.

Question 240

If you deactivate a product, what happens?

Answer 240

Its automatically taken away as a price book entry in all price books

Question 241

True or False? You can track only one quote against an opportunity.

Answer 241

FALSE You can track one OR MULTIPLE quotes against an opportunity.

Question 242

\_\_\_\_\_\_ make it easy to create a pdf from template and mail it to customers.

Answer 242

Quotes

Question 243

What do you need to do to activate quotes?

Answer 243

* Enable * Customize Object * Create Templates

Question 244

How do quotes work? What is the workflow to create a quote?

Answer 244

Question 245

True or False? Only one quote at a time can be synchronized with an Opportunity.

Answer 245

TRUE Only **one** quote at a time can be synchronized with an Opportunity. It will stay synched until another quote is synched with the Opportunity. Or, until it is set to "Stop Sync"

Question 246

TRUE OR FALSE? Changes in line items, quantities, prices etc. are updated from Quote to Opportunity Product but not the other way around.

Answer 246

FALSE Changes in line items, quantities, prices etc. are updated from Quote to Opportunity Product and from Opportunity Product to Quote.

Question 247

True or False? Quotes come with a standard PDF template.

Answer 247

TRUE Quotes come with a standard PDF template and further custom templates can be created.

Question 248

True or False? Templates need to be active to use in Quotes.

Answer 248

TRUE Templates need to be active to use in Quotes.

Question 249

True or False? You can add sections to quote templates.

Answer 249

TRUE for totals, using fields for prices, taxes etc. for a logo etc.

Question 250

True or False? Users cannot edit a quote pdf.

Answer 250

TRUE A particular quote cannot be edited on the pdf. The template can be edited, but once quote pdf's are created they cannot be edited.

Question 251

True or False? An Admin can define which statuses allow users to send quotes via email.

Answer 251

TRUE An Admin can define which statuses allow users to send quotes via email (with "allow email" checkbox next to Status Picklist values in Set Up).

Question 252

A user is not able to select a template when creating a quote. Why might that be?

Answer 252

The template is not active

Question 253

A user wants to add a product to a quote, but cannot find the product. Why might that be?

Answer 253

The product is not active or is not an active entry in the price book.

Question 254

What happens when you delete a product from a synched quote?

Answer 254

The product is deleted from the Opportunity

Question 255

True or False? If you activate Forecasts, you end up with a new tab called Forecasts.

Answer 255

TRUE If you activate Forecasts, **you end up with a new tab or user interface** called Forecasts, where your users can select what they want displayed and how they want to display it, based on the forecast settings you make available. Can give them the option to measure against quota Users can make adjustments (Managers)

Question 256

You can add up to ___ types in Forecast Settings. All the types you can add are?

Answer 256

**4** Types. All the types are: **Opportunities, Product Family** **Opportunity Revenue Splits, Opportunity Overlay Splits** **Expected Revenue, custom currency field (such as a Margin field)**

Question 257

What can be measured with the different forecast types?

Answer 257

* **Opportunities, Product Family** * Measure Revenue, Quantity with Close Date, Product Date, Schedule Date * **Opportunity Revenue Splits, Opportunity Overlay Splits** * Measure Revenue with Close Date * **Expected Revenue, custom currency field (such as a Margin field)** * Measure Revenue with Close Date

Question 258

You, as an admin can decide if you will allow Forecast adjustments. Which two checkboxes will make it so you can enable adjustments? Then, what do you need to do in Profiles?

Answer 258

* **Enable Manager Adjustments** * **Enable User Adjustments** * Then, go to the correct profile and select **Override Forecasts**

Question 259

What do you need to select to make it so that your Forecast is no longer shown by just Forecast Category? And, what are the Forecast Categories?

Answer 259

**Enable Cumulative Forecast Rollups**

Question 260

When you configure the Forecast Display what does that page look like?

Answer 260

Question 261

With Forecast Category, ______ defines which Category is allocated.

Answer 261

With Forecast Category, **Opportunity Stage** defines which Category is allocated.

Question 262

True or False? Users cannot change the Category in an Opportunity

Answer 262

FALSE Users **can** change the Category in an Opportunity

Question 263

True or False? Forecast Categories cannot be renamed

Answer 263

**FALSE** Categories **CAN** be renamed

Question 264

What is the Forecast Hierarchy?

Answer 264

Question 265

What is a Quota?

Answer 265

A sales goal Quota given Per user and per Forecast Type

Question 266

How can you assign Quotas and what permissions do you need to have?

Answer 266

On **Forecast Quota page** in Setup or **using a data tool** (via API, such as with Data Loader) Need to have the permissions: **Manage Quotas, View All Forecasts**

Question 267

What is different with Territory Management?

Answer 267

Question 268

A user asks you where Forecast Category comes from. How would you answer?

Answer 268

Forecast Category is always tied to a stage; can be renamed

Question 269

What options do you have if you use Territory Management?

Answer 269

**Opportunity by revenue/quantity** **Product Family by revenue/quantity**

Question 270

What has to be done to make sales goals visible?

Answer 270

Show Quota in Forecast Settings Assign Quota to users App permissions: View all Forecasts, Manage Quota

Question 271

What is necessary to make Forecast Adjustments?

Answer 271

Enabled in Forecast Settings (Manager/Owners) App Permission: Override Forecasts (either in a Profile or Permission Set)