Sales Cloud Consultant Deck Flashcards Preview

Sales Cloud 2015 No. 2 > Sales Cloud Consultant Deck > Flashcards

Flashcards in Sales Cloud Consultant Deck Deck (60)
Loading flashcards...
1

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. Create a custom roll-up field to calculate the average product discount for each customer.
B. Run a report on opportunities showing list price and discounted price.
C. Ensure that sales management approves discount requests for each opportunity.
D. Limit the number of discounted products that can be added to an opportunity.

B. Run a report on opportunities showing list price and discounted price.
C. Ensure that sales management approves discount requests for each opportunity.

2

A customer needs Chatter, a custom mobile layout, and custom branding for its mobile users.
Which solution should a consultant recommend?

A. Chatter for Mobile
B. Custom mobile solution
C. Salesforce1
D. Mobile Classic

C. Salesforce1

3

Universal Containers needs to show a dashboard with forecast by product family with quotas. What solution should a consultant recommend?
A. Customize quotas with product report, and add necessary fields.
B. Build a custom report type with forecasting quotas for forecasting items.
C. Build a joined report with closed opportunities, forecasting items, and quotas.
D. Create an analytic snapshot to capture the opportunity forecast.

D. Create an analytic snapshot to capture the opportunity forecast.

4

Universal Containers allows its sales representatives to negotiate up to 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 the Regional Vice President (RVP) for approval. Which approach would satisfy these requirements.
A. Configure an approval process for the RSM and a workflow rule for the RVP.
B. Create a two-step approval process for the RSM and the RVP as approvers.
C. Configure a workflow approval task and email to notify the RSM and RVP.
D. Create two approval processes, one for the RSM and one for the RVP.

B. Create a two-step approval process for the RSM and the RVP as approvers.

5

Universal Containers uses Products in Salesforce and has a private security model. The product management employees do not have access to all opportunities but would like to track the performance of a new product after it's launched. What should a consultant recommend to allow the product management employees to track the performance of the product?
A. Create a criteria-based sharing rule to add the product management team to relevant opportunities.
B. Create a trigger to add the product management team to the sales team of the relevant opportunities.
C. Create a new product and add it to the price book with the product manager as an owner.
D. Create a trigger to set the product manager as owner for opportunities on the new product.

A. Create a criteria-based sharing rule to add the product management team to relevant opportunities.

6

Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?
A. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
B. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.
C. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.
D. Create two sales processes, two opportunity record types, and a workflow rule triggered by the sales stage.

C. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.

7

Universal Containers has organization-wide defaults set to private. Sales representatives own accounts and would like to collaborate with the relevant people from other departments (e.g. marketing and product management). What should a consultant recommend to ensure collaborating team members can report on and access relevant data in Salesforce? Choose 2 answers.
A. Use opportunity team to share records with relevant people.
B. Use account team to share records to relevant people.
C. Use Chatter to share records with relevant people.
D. Use manual sharing on account to share specific records.

B. Use account team to share records to relevant people.
D. Use manual sharing on account to share specific records.

8

Universal containers has configured Salesforce to store all individual consumer contacts 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 timeframe and an increased number of errors are being reported.
What should a consultant recommend to improve system performance? Choose 2 answers.
A. Add an index to the account field on the contact object.
B. Enable person accounts and migrate the contact data.
C. Ensure that no single account has more than 10,000 contacts.
D. Remove the account assignment for all contacts.

A. Add an index to the account field on the contact object.

C. Ensure that no single account has more than 10,000 contacts.

9

Resellers for Universal Containers 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 the appropriate list views and report folders in the Partner Communities for all partner users.
C. Create a new tab in the Partner Communities to display the appropriate list views and report folders.
D. Create a Chatter group that allows partners to post links to appropriate list views and reports.

B. Create the appropriate list views and report folders in the Partner Communities for all partner users.

10

Universal Containers 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 is concerned contacts may have moved to different organizations.
What should a consultant recommend to ensure customer data is accurate?
A. Create a workflow rule to mass email the contacts and capture any email bounces.
B. Use a data enrichment tool to verify account and contact data is up-to-date.
C. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
D. Create a workflow rule for the account and contact owner to confirm contact data.

C. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.

11

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 opportunity.
C. Create an assignment rule on the account.
D. Create a workflow on the opportunity.

A. Create a trigger on the opportunity.

12

Universal Containers 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. Develop a data integration between Salesforce and the sales methodology database.
B. Consider available sales methodology AppExchange applications.
C. Override Salesforce user interface with the sales methodology user interface.
D. Configure Salesforce standard and custom objects to support the sales methodology.
E. Embed custom components within Salesforce to support the sales methodology.

B. Consider available sales methodology AppExchange applications.

D. Configure Salesforce standard and custom objects to support the sales methodology.

E. Embed custom components within Salesforce to support the sales methodology.

13

Universal Containers requires that each of its products is sold with 12 months of product maintenance. This is entered as a separate opportunity product line item on the opportunity. Once an opportunity is closed/won and the order has been shipped to the customer, the service manager manually records the maintenance line item in the assets object and sets an alert 90 days prior to the expiration date.
What should a consultant recommend to streamline this process?
A. Install an appExchange app or create a trigger to automatically create an asset record once an opportunity is closed/won.
B. Turn on the sync asset feature from the asset settings to create an asset record once an opportunity is closed/won.
C. Request the sync order to asset feature from Salesforce to create an asset record once an opportunity is closed/won.
D. Create a trigger on the asset object once an opportunity is closed/won, and the add a button to the opportunity page layout.

C. Request the sync order to asset feature from Salesforce to create an asset record once an opportunity is closed/won.

14

Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners. How can this be accomplished?

A. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.
B. Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes.
C. Update the partner sales process to include stages for managing and submitting partner quotes.
D. Enable quotes and content in the Partner Communities to allow partners to store their PDF quotes.

A. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.

15

Universal Containers wants to improve the information profile of its current contacts in Salesforce by using social networking applications (e.g. LinkedIn and Twitter) to add to the information currently gathered for accounts, contacts, and leads.
What should a consultant recommend to meet this requirement?
A. Enable the Salesforce to Social Network API connection to sync records.
B. Create custom fields that hold URL links to social profiles for accounts, contacts, and leads.
C. Enable Social Accounts and Contacts to link records to social profiles.
D. Define the social network fields and enable them on account, contacts, and leads.

C. Enable Social Accounts and Contacts to link records to social profiles.

16

Universal Containers 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 Chatter and its related notification settings to provide relevant updates to interested sales managers.
B. Define a workflow rule and email tasks that is triggered when key fields are updated to new values.
C. Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.
D. Configure the individual Salesforce for Outlook email settings to control notification frequency.

A. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.

17

Universal Containers has recently started using forecasting in collaboration with sales stages to better understand its pipeline. All sales reps have submitted their forecast numbers for approval. The VP of Sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total amount of $25,000. The VP of Sales then notices that there is $15,000 that is not included in the pipeline forecast summary. What should a consultant suggest as a possible reason for the exclusion.
A. The $15,000 is business that is in the Commit category, which is excluded from the pipeline forecast summary.
B. The $15,000 is business that is too new and has been assigned to the Omitted forecast category.
C. The $15,000 is business that has already been lost and, therefore, is excluded from the pipeline forecast summary.
D. The $15,000 is business that is in the Best Case category, which is excluded from the forecast summary.

B. The $15,000 is business that is too new and has been assigned to the Omitted forecast category.

18

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 hours of being submitted. Which Salesforce feature should the consultant use to meet this requirement?
A. Notify using publisher action.
B. Send an email using lead escalation rule.
C. Notify using Chatter on Leads.
D. Send an email using time-based workflow.

D. Send an email using time-based workflow.

19

Universal Containers 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 the exchange rates entered in the opportunity.
B. Converted amounts are based on exchange rates that use the most current entry.
C. Converted amounts are based on exchange rates that use the oldest entry.
D. Converted amounts are based on the historical exchange rate associated with the close date.

D. Converted amounts are based on the historical exchange rate associated with the close date.

20

Universal Containers 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.Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.
B. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
C. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
D. Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat accounts when it reaches closed/won stage.

A.Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.

21

Sales representatives at Universal Containers 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 and opportunities the manager owns.
B. Activities report on accounts, contacts, and opportunities the manager owns
C. Activities report on accounts the manager owns
D. Activities report on accounts and contacts the manager owns.

A. Activities report on accounts and opportunities the manager owns.

22

Universal Containers 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 measure of sales user adoption should be considered? Choose 2 answers.
A. Completeness of records entered into the new system.
B. Number of neglected opportunities over time by role.
C. Number of reports exported to Excel for analysis.
D. Overall effectiveness of mass email campaigns.

A. Completeness of records entered into the new system.

B. Number of neglected opportunities over time by role.

23

Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data? Choose 2 answers.
A. Create a workflow notification when leads are created with poor quality data.
B. Import the lead data using the Find Duplicates wizard on the Leads object.
C. Use Data.com to clean the existing lead data and new data going forward.
D. Use tools like the Lead Import wizard to identify and remove duplicates.

B. Import the lead data using the Find Duplicates wizard on the Leads object.

C. Use Data.com to clean the existing lead data and new data going forward.

24

Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a consultant recommend to ensure a successful implementation?
A. Review the current system with all levels of users to understand their requirements.
B. Review the current system and configure Sales Cloud to work in the same way.
C. Review the current system with IT management to understand their requirements.
D. Review the current system with executive management to understand their requirements.

D. Review the current system with executive management to understand their requirements.

25

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 recommend to meet this requirements?
A. Check the 'disable' person accounts permission on the Division B sales representative profile.
B. Use Divisions to hide person accounts from the Division B sales representative user profile.
C. Use field-level security to hide the "Is Person Account" check box from 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

26

Universal Containers North American and European sales teams have different business requirements related to creating new 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 other's region-specific fields.
What solution should a consultant recommend to satisfy this scenario?
A. Create separate page layouts and record types for each of the regional sales teams.
B. Build a custom object with private sharing to capture the additional fields as a separate record.
C. Implement field-level security to allow access to fields for the respective regional sales teams.
D. Utilize Visualforce to build an opportunity page that dynamically checks the user's region to determine which fields to display.

C. Implement field-level security to allow access to fields for the respective regional sales teams.

27

Universal Containers wants to record information about the conferences it holds and people who attend 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 should the system be designed to meet the company's requirements?
A. Utilize Campaigns for conferences and add Campaign Members to record attendee information.
B. Create a custom object for conferences and a custom lookup field to conferences on Contacts.
C. Utilize Campaigns for conferences and a custom object to record attendee information.
D. Create a custom object for conferences and a custom object to record attendee information.

A. Utilize Campaigns for conferences and add Campaign Members to record attendee information.

28

When enabling multiple currencies, what feature is enabled on all opportunities? Choose 2 answers.
A. The selected currency is used for the Amount (Converted) field.
B. Currency must be specified for the opportunity.
C. User's default currency overrides the specified opportunity currency.
D. The selected currency is used for the Amount field.

A. The selected currency is used for the Amount (Converted) field.

B. Currency must be specified for the opportunity.

29

What is a benefit of enabling Territory Management? Choose 2 answers.
A. Ability to expand a private sharing model using account criteria.
B. Support for complex and frequently changing sales organizations
C. Ability to override account sharing rules based on territory membership.
D. Ability to include opportunities in more than one territory.

B. Support for complex and frequently changing sales organizations

C. Ability to override account sharing rules based on territory membership.

30

The Universal Containers credit department uses a third-party application for credit ratings. Credit department managers need to launch an external web based credit application from a customers account record in Salesforce. The application uses a credit ID on the account object.
What should a consultant recommend to meet this agreement?
A. Create a custom button that calls an Apex trigger to launch the credit application and pass the credit ID.
B. Create a custom credit ID field as an external ID on the account to launch the credit application and pass the credit ID.
C. Create a formula field that uses the hyperlink function to launch the credit application and pass the credit ID.
D. Create a workflow rule to launch the product fulfillment application and pass the credit ID.

C. Create a formula field that uses the hyperlink function to launch the credit application and pass the credit ID.