Set 2_72 Flashcards
(66 cards)
1
Q
- Universal Containers has hired a new employee for the global sales leadership team. The employee is interested in fostering friendly competition between account executives, with an emphasis on reinforcing activities that drive sales. Which action should help support the sales teams?
A. Create a dashboard that displays the most sales closed by region using charts to show sales in green and lost opportunities in red.
B. Show a leaderboard on the regional sales dashboards highlighting the account executives who have created the most opportunities.
C. Show a leaderboard on the regional sales dashboards highlighting account executives who have held the most prospects meetings.
A
B
2
Q
- During the Deploy phase at Cloud Kicks, users are finding it difficult to navigate a new system which is contributing to low adoption. How should the consultant avoid this issue in the future?
A. Conduct a beta review during the Validate phase.
B. Provide company-wide training throughout the project.
C. Develop test scripts during the Plan phase.
A
B
3
Q
- Cloud Kicks (CK) is adding hundreds of new accounts to Sales Cloud daily, CK uses an automated process to assign Account owners. If no assignment can be made for an account, it will be routed to a specific user who will manually review and re-assign it at a later date. This user may have thousands of account records assigned. Which solution should the consultant recommend when CK sets up the new account process?
A. Assign the Modify All Data permission to the user.
B. Place the user in a separate role at the highest level of the role hierarchy.
C. Add the user to a separate role at the lowest level of the role hierarchy.
A
C
4
Q
- During the last requirements meeting, Cloud Kicks team members said they will be attending a conference next week. What should a consultant do in response to this news?
A. Update the project plan and communicate it to stakeholders.
B. Ask the client to sign off on requirements and start the build phase.
C. Use the downtime to develop User Acceptance Testing (UAT) scripts.
A
A
5
Q
- A consultant is initiating a Sales Cloud project for Cloud Kicks. Which essential action should the consultant prioritize to ensure successful implementation and adoption?
A. Set project milestones and establish key performance indicators (KPIs).
B. Develop Quality Assurance (QA) testing scripts.
C. Design end user training plan.
A
A
6
Q
- How can a consultant determine which capabilities of a Sales Cloud implementation are required during the Discovery phase?
A. Demo Sales Cloud to end users.
B. Observe end users.
C. Establish KPIs for end users.
A
B
7
Q
- Cloud Kicks (CK) has organization-wide defaults set to Public Read-Only for Opportunity. One of the Account Team roles at CK is Executive Sponsor: Account Team members with the Executive Sponsor role need Read/Write access to all child Opportunities. How should the consultant meet the requirement?
A. Create an Account sharing rule to grant Read/Write access to Opportunities.
B. Create an Opportunity sharing rule to grant Read/Write access to Opportunities.
C. Create a new to grant Read/Write access to Opportunities.
A
B
8
Q
- The Cloud Kicks pipeline and forecasting reports are inaccurate because sales reps are creating opportunities after they are already closed won. Sales management wants visibility into how often the sales reps are creating these types of opportunities. Which solution should the consultant recommend?
A. Configure a report that displays opportunities that have an earlier closed date than created date.
B. Implement automation to update the opportunity to the first stage in the sales process.
C. Run the Opportunity Pipeline standard report to view the upcoming opportunities by stage.
A
A
9
Q
- Each product engineer at Cloud Kicks supports a specific product line. There are five product lines. While sales reps sell all of the company’s product lines, sales management wants the appropriate product engineer to be able to automatically view any new Opportunity for their particular product line with Read-Only rights. What should the consultant do to meet the requirement?
A. Create criteria-based opportunity sharing rules for each product line.
B. Enable Default Account Teams for each product line.
C. Enable Default Opportunity Teams for the Opportunity.
A
A
10
Q
- Cloud Kicks wants to help its sales reps identify stalled opportunities in a single view. Which solution should the consultant recommend to meet the requirement?
A. Create a Lightning Web Component.
B. Use Deal Insights in Pipeline Inspection.
C. Create a screen flow.
A
B
11
Q
- Sales stages are shared between sales methodologies at Cloud Kicks. There are three product lines with unique sales methodologies. A few sales stages overlap between the three product lines. What should the consultant do?
A. Create three account teams.
B. Create three opportunity stages.
C. Create three sales processes.
A
B
12
Q
- Cloud Kicks wants to enable sales reps to view an individual team member’s split percentage when the split percentage is less than 100% of the revenue amount. Which attribution method should the consultant recommend?
A. Opportunity Overlay Split
B. Opportunity Percentage Split
C. Opportunity Amount Split
A
B
13
Q
- Cloud Kicks acquired a company. The VP of technology wants to migrate all the sales data into Sales Cloud. Which data migration sequence should the consultant recommend for the objects?
A. Accounts, Opportunities, Contacts, Products, Product Line Items, Cases, Leeds, Campaigns
B. Opportunities, Products, Product Line Items, Cases, Leeds, Campaigns, Accounts, Contacts
C. Accounts, Contacts, Opportunities, Products, Product Line Items, Cases, Leeds, Campaigns
A
C
14
Q
- Universal Containers is analyzing data to identify gaps, and wants to know which Accounts with open Opportunities are missing Contacts. What should a consultant recommend to build this report?
A. Roll-up summary field
B. Reporting snapshot
C. Cross filter
A
C
15
Q
- The Sales Cloud implementation at Cloud Kicks (CK) is now live. End user training is complete. IT stakeholders have signed off on the technical aspects of the project. The CK admin continues to call the consultant with questions about the sales process. What should the consultant do?
A. Conduct a knowledge transfer with the admin.
B. Recommend that the admin attend Salesforce instructor-led training.
C. Dispose that CK purchases a support agreement.
A
A
16
Q
- An executive at Cloud Kicks (CK) has asked its admin to create a diagram showing the high-level processes within the business. CK plans to use the diagram to show the context of a new process within the overall business. What should the admin create to meet this requirement?
A. Capability Model
B. Detail Process Mapping
C. Make Stream Map
A
A
17
Q
- A sales rep at Cloud Kicks must have access to all child accounts of the accounts they own. The organization-wide default setting for Account is Private. What happens if a sales rep has access to a parent account?
A. Access to child account records needs to be shared manually.
B. Access to child account records is controlled by default Account Teams.
C. Access to child account records is granted via the Account Hierarchy.
A
C
18
Q
- A consultant has successfully deployed Sales Cloud at Cloud Kicks. What is the final step in completing an engagement?
A. Obtain stakeholder sign-off.
B. Activate users in the system.
C. Validate the implementation.
A
A
19
Q
- The Cloud Kicks sales team travels frequently and often needs to convert leads while away from the home office. What should a consultant recommend?
A. Enable Conversations for the Salesforce mobile app in lead conversion settings.
B. Create a Global Action to convert leads via the Salesforce mobile app.
C. Install an AppExchange package to convert leads via the Salesforce mobile app.
A
B
20
Q
- At a kickoff meeting for a new project, a consultant starts gathering information to be used in the project implementation plan. They ask the participants to define what project success will look like. Which strategy is the consultant using?
A. Challenge Framing
B. Design Direction
C. Discovery
A
C
21
Q
- It is challenging for the sales operations team to provide Universal Containers with accurate and insightful reports due to the poor quality and high volume of account, Contact, and Lead data. As the team performs data cleansing, productivity has been impacted, leading to inefficiency and low adoption. What should the consultant do first?
A. Create a data management plan and a data quality dashboard.
B. Install and configure a data cleansing app from Apple/change.
C. Use Duplicate Rules to identify and report data quality issues.
A
A
22
Q
- Cloud Kicks wants to improve its return on investment (ROI) by creating intelligent processes built on trusted, targeted data. What is a justification for using AppExchange data services?
A. To activate customizable sales forecasting and lead scoring
B. To use Salesforce Surveys to update customer’s data
C. To create customer segments with personas and scoring
A
C
23
Q
- Cloud Kicks (CK) has an external enterprise resource planning (EBP) system that stores product order information. CK wants to view those orders as a related list on the Account record in real time. Which best practice should the consultant recommend?
A. Create a custom process when information object. Run a nightly batch job to get details from the EBP system. Add the custom object as a related list on the Account.
B. Implement Salesforce Connect and an external object to get real-time product order information. Add the external object as a related list on the Account.
C. Create a Lightning component. Get the real-time product order information from the EBP system using a REST integration. Add the component to the account page.
A
B
24
Q
- Sales managers at Cloud Kicks need to visualize all open opportunities within a 10-mile radius based on the location of the related account. Which solution should a consultant recommend?
A. Leverage Salesforce Maps to show open opportunities on a Data Layer.
B. Enable Location Services and add the Account Address filed to the Opportunity page layout.
C. Create a dashboard that uses a report grouping opportunities by account location.
A
A
25
25. The sales director at Cloud Kicks wants to enable Person Accounts in its org. The sales director asked a consultant to evaluate the solution and present it to the sales team. What should the consultant consider when evaluating Person Accounts?
A. Enabling Person Accounts is irreversible.
B. Person Accounts must have at least two record types.
C. Enabling Person Accounts requires a Public Read/Write sharing model.
A
26
26. During the requirements gathering workshops at Cloud Kicks, the project team and subject matter experts bring up new ideas to incorporate into the current project. Which best practice should the consultant use to refocus the meeting and stay on topic?
A. Remind the team of the purpose and scope of this project.
B. Invite only the subject matter experts to subsequent workshops.
C. Incorporate the new ideas into the solution design.
A
27
27. Cloud Kicks is implementing Sales Territories for its retail sales unit. The sales director is requesting a detailed roll-up forecast for territories. What should the consultant recommend?
A. Include the Forecast Manager held on the Account page layout.
B. Assign a Forecast Manager to each region.
C. Assign a role for each manager in the user role hierarchy.
B
28
28. The sales director at Universal Containers wants to ensure that a custom field on the Lead object is excluded from Einstein Lead Scoring. How should the consultant meet the requirement?
A. Remove the custom field from Lead page layouts.
B. Omit the custom field from the Scoring Model.
C. Clear the custom field values on Lead records.
B
29
29. Cloud Kicks (CC) recently completed the first phase of its Sales Cloud implementation. In the next phase, one factor that consultants are considering is whether any of CICs 500 sales agents are using a mobile device or a browser to access Salesforce. What should the consultants do to efficiently analyze how users are logging in to Salesforce?
A. Review the login history on the user record.
B. Create a User report and filter by Login Subtype.
C. Create a custom report on the User object.
B
30
30. Annual sales numbers change depending on renewal periods and new products. Sales managers at Universal Containers (UC) want to emphasize the importance of customer retention when prioritizing the pipeline and customer engagement for the sales team. Which metric should the consultant recommend to help UC emphasize the importance of customer retention to the overall business strategy?
A. Customer Lifetime Value (CLV)
B. Total Pipeline Value
C. Annual Contract Value (ACV)
A
31
31. The Cloud Kicks global sales team has asked for a simpler way to view and manage its opportunity pipeline. The team is often responsible for hundreds of deals at a time across multiple countries and currencies. The sales repo have suggested using the Kanban view. What is a consideration when using the Kanban view?
A. It can display up to 10 fleas per card.
B. It can summarize records by Currency fields.
C. It can show roll-up summary fields for Currency fields.
A
32
32. Northern Trail Outfitters launched Salesforce for its EPICA subsidiary 3 months ago and wants to gain insight into usage. Which option should a consultant recommend to meet this requirement?
A. Install the Salesforce Adoption Dashboard from AppExchange.
B. Create and subscribe to a custom report of active users by role.
C. Analyze the Setup Audit Trail to determine the number of logins per day.
A
33
33. Cloud Kicks recently purchased Salesforce, and the leadership team is excited about being able to forecast more accurately. Sales managers say that making updates to forecasted amounts during the pipeline meetings is time consuming, and it is difficult to review all of the committed opportunities within the meeting time. What should the consultant recommend to help make meetings more efficient while making real-time forecast updates?
A. Modify multiple opportunities at one time in the forecast page.
B. Tell re-use to use the list views to move opportunities between stages.
C. Use in-line editing to update the forecast amount for records.
C
34
34. Cloud Kicks has configured Account Teams and is ready to go live in production. How should the consultant migrate the Account Team Members records to production?
A. Migrate them via Data Loader.
B. Deploy them with change sets.
C. Distribute them with packages.
A
35
35. The Discovery phase with Cloud Kicks (CC) has just ended. CC wants a visual way to see how the new business processes will work. CCS process is complex and requires multiple slides. What should the consultant create to provide this high-level view?
A. Value Stream Map
B. Capability Model
C. Universal Process Notation
B
36
36. Universal Containers (UC) does business with a contact associated with a specific account with the contact role of executive. The contact is also on the board of a nonprofit that has requested a charitable donation from UC. UC wants to track the contact on both accounts. What is the most efficient solution that the consultant should implement to meet the requirement?
A. Enable the contact to multiple accounts feature.
B. Create a new looking field on the Contact record.
C. Create a new Contact record related to the nonprofit account.
A
37
37. A consultant is meeting with a new client to design a rollout strategy for its Sales Cloud implementation. What should the consultant do during the planning stage to ensure a successful implementation?
A. Define goals, metrics, project schedule, and sales processes.
B. Design a prototype of the suggested solution.
C. Identify which Salesforce features and functions to use.
A
38
38. Cloud Kicks (CK) plans to implement Advanced Currency Management in Sales Cloud. CK has roll-up summary fields on the Opportunity. What should CK consider when enabling Advanced Currency Management in its Sales Cloud org?
A. Opportunity costs-object formulas always use the dynamic conversion rate for currency conversion.
B. Dated exchange rates are used in Opportunity forecasting or currency fields in other types of reports.
C. Opportunity roll-up summary fields will update from the Opportunity Line item object.
C
39
39. Universal Containers (UC) deployed Sales Cloud 3 months ago to the North American sales teams. One of the reasons UC selected Sales Cloud is its mobile support which provides flexibility for sales reps. How should the consultant assure UC’s management that Sales Cloud is being successfully adopted on mobile devices?
A. Review the user profiles for mobile device permissions.
B. Report on the opportunity records created on a mobile device.
C. Download the Login History report and filter by device type.
B
40
40. Sales reps at Cloud Kicks (CK) need to see the Opportunity amount with the Account's discount field. CK sales reps are located in different regions and use different currencies. A consultant creates a custom formula field on the Opportunity. Which currency will the custom formula use for its value if the opportunity and account records have different currencies?
A. User currency
B. Corporate currency
C. Opportunity currency
C
41
41. Sales reps at Cloud Kicks (CK) often receive important customer emails they want to log as records related to Contacts in Salesforce. CK has Office 365, as well as a policy that prevents users from installing anything directly on their computers. Which solution should a consultant recommend to meet this requirement?
A. Einstein Activity Capture
B. Lightning Console for Sales
C. Salesforce Index
A
42
42. After Cloud Kicks implemented Sales Cloud Einstein, a consultant realizes they are unable to activate all of the features. Which step should the consultant take to troubleshoot the issue?
A. Confirm users have the feature license assigned.
B. Check the Sales Insights Integration User profile configuration.
C. Reconfigure the Einstein Lead Scoring app.
A
43
43. Cloud Kicks (CK) wants to implement sharing rules. Which consideration should the consultant explain to CK?
A. Sharing rules apply only to new records that meet the definition of the source data set.
B. Sharing rules can expand access beyond the organization-wide default levels.
C. When a sharing rule is deleted, the sharing access created by that rule must be manually removed.
B
44
44. Access to Opportunities at Cloud Kicks should be restricted. Sales users should only have access to two categories of Opportunities:
- Opportunities they own
- Opportunities that are tied to accounts they own
Which action should a consultant take to meet the requirement?
A. Set organization-wide defaults for Accounts and Opportunities to Private.
B. Set organization-wide defaults for Accounts and Opportunities to Public Read-Only.
C. Set Opportunity access on the role to View All Opportunities associated with the owner’s accounts.
C
45
45. Sales reps at Cloud Kicks are responsible for creating loads manually and uploading loads. The marketing department has noticed that some loads are missing important information. Which functionality should the consultant apply to ensure that the main fields are populated?
A. Screen flows
B. Required fields
C. Path with key fields
B
46
46. Cloud Kicks (CK) is starting to plan its first Salesforce Release. CK would like to put together a comprehensive preview of the release to communicate the upcoming changes and new features to the leadership team, stakeholders, and end users. CK has asked a consultant for guidance. Which option should the consultant recommend?
A. Release Notes
B. Release in a Box
C. Release Matrix
A
47
47. Sales managers at Cloud Kicks need to show reports and dashboards with Opportunity Forecast by Product family with team Quotas. Which solution should a consultant recommend?
A. Create a joined report with closed Opportunities, Forecasting Items, and Quotas.
B. Create a custom report type with Forecasting Quotas and Forecasting Items.
C. Configure Quotes with a Product family report and add necessary fields.
B
48
48. Cloud Kicks is implementing Sales Cloud and has asked a consultant to create an architecture diagram of the system. Which stage of the project lifecycle does this fall under?
A. Plan
B. Execute
C. Initiate
A
49
49. In a recent management meeting, the VP of sales voiced concern over the current economic environment. To better understand the effectiveness of its marketing efforts, the VP expressed a need to monitor and reduce churn going forward. Which strategy should a consultant recommend to address the VPs’ concern?
A. Create an average stage duration by opportunity report.
B. Create a year over year sales by Account report.
C. Create a Historical Trending report.
B
50
50. Universal Containers has implemented a load qualification process that uses a load scoring formula. Upon review, many of the converted loads with the highest scores had little interest in making a purchase. Which modification to the current load qualification process should a consultant recommend?
A. Increase points for actions that indicate intent.
B. Include a measure for the number of marketing touches.
C. Evaluate each record against the target marketing persona.
C
51
51. The VP of sales at Cloud Kicks wants to provide options to sales reps for changing account or contract details for a created order. Which condition should the consultant consider to meet this requirement?
A. The order associated with the account is in draft status.
B. The order must be associated with an active contract.
C. The currency associated with the order can be different from the contract.
A
52
52. The admin at Cloud Kicks recently implemented Sales Cloud and needs to understand the adoption of Lightning Sales Console. What should a consultant recommend to analyze adoption?
A. Run the Salesforce Optimizer.
B. Create a custom report.
C. Open the Lightning Usage App.
C
53
53. A consultant received feedback that various sales teams are providing inconsistent updates to leadership about the progress of deals. What should the consultant recommend for aligning processes and providing more reliable information about the pipeline to leadership?
A. Create a Sales Engagement report.
B. Customize Sales Path.
C. Enable Sales Forecasting.
C
54
54. Cloud Kicks uses an external Enterprise Resource Planning (ERP) application to process its orders. The ERP application needs to receive data about opportunities when the opportunity closes. Which solution should the consultant recommend?
A. External Relationship with custom object
B. Satisfigure Connect
C.Outbound Message with record-triggered flow
C
55
55. Cloud Kicks wants to streamline the approval process and give sales managers more efficient ways to approve opportunities in a timely manner. Which strategy should the consultant recommend to improve Approval Processes?
A. Allow managers to approve or reject requests via an email.
B. Add a dashboard of pending approvals to the Charter feed.
C. Configure Einstein Opportunity Insights to approve requests.
A
56
56. Cloud Kicks maintains products and price books on an external platform due to the high frequency of product pricing changes. Sales managers want to monitor pipeline by sales rep and track team revenue to goal in Sales Cloud. What should the consultant do to meet the requirement?
A. Use Opportunities and enable Forecasts.
B. Implement Opportunity Teams and Opportunity Skills.
C. Create reports on closed Opportunities.
A
57
57. Cloud Kicks wants to enable Person Accounts. What does the consultant need to do before enabling Person Accounts?
A. Set default sharing of Account to Public Read/write.
B. Disable access to Experience Cloud sites during the cxcover.
C. Create at least one Account record type.
C
58
58. A consultant is addressing Cloud Kicker performance measurement needs and overcoming challenges within Sales Cloud. Which approach should a consultant adopt?
A. Only an general industry standards to determine performance measurement criteria and system architecture.
B. Collaborative closely with the customer to discern their specific performance measurement requirements.
C. Implement standardized performance measurement practices to ensure consistency across Sales Cloud.
B
59
59. Cloud Kicks needs to implement a group of campaigns that are related to a specific marketing initiative to report on success. What should a consultant recommend to meet the requirement?
A. Use the existing Patent Campaign field.
B. Create a custom Campaign Purpose field.
C. Create a custom Campaign Group object.
B
60
60. Northern Trail Outfitters (NTO) finished implementing Sales Cloud for a mid-market sales team. Sales management wants to track data completeness. Which common metric should the consultant recommend that NTO use to measure core Sales Cloud data?
A. Record Count
B. Field Usage
C. User Adoption
B
61
61. Cloud Kicke’ (CK) VP of technology wants to start using Sales Cloud for all of the sales team’s automation. CK migrated 70 million records from a legacy database to the data warehouse that will be synced with Sales Cloud. CK wants to search and cross-reference records with the original source database. What should a consultant recommend to meet this requirement?
A. Use a custom External ID field and map this to the source record ID value.
B. Use the standard External ID field and map this to the source record ID value.
C. Use a custom field named External ID and map this to the Sales Cloud record ID value.
A
62
62. A consultant is working with Cloud Kicks (CK) on its initial Sales Cloud implementation. CK wants its sales regs to be able to use Sales Cloud to track accounts, contacts, and opportunities before its global conference in 4 months. What should the consultant recommend to meet the requirement?
A. Implement Sales Cloud out of the box and usure before the conference.
B. Reduce the scope and deploy Accounts and Contacts before the conference.
C. Set obtainable metrics, goals, and milestones before the conference.
C
63
63. Cloud Kicks sales regs want to see all of the details on their current opportunities with a minimal amount of navigation or clicks to cycle through them. Which functionality should the consultant recommend?
A. Develop a new Sales Console app including opportunities.
B. Select the Split View option from the My Opportunities list view.
C. Create a dashboard with reports on My Opportunities.
B
64
64. The consultant at Cloud Kicks has successfully implemented Einstein Lead Scoring. The VP of sales wants to see the effectiveness of this new functionality. What should the consultant do to fulfill this request?
A. Add the Einstein prediction column to the forecast list view.
B. Create a custom report type for Sales Cloud Einstein records.
C. Add a standard dashboard for Sales Cloud Einstein.
C
65
65. Universal Containers continues to see substantial growth year-over-year. Outside sales reps think their territories are too dense to cover adequately. Leadership has decided to modify the existing sales territories and hire additional staff to make the account allocations more manageable. Some states will change from one territory to two or more smaller territories. In these instances, accounts will need to be reassigned to new territories. Sales operations wants to review the territory account assignments and verify the accuracy before the changes are reflected in Sales Cloud. How should the consultant show sales operations what the data will look like after the change?
A. Run the updated assignment rules in the Planning State and view the accounts on the territory detail page.
B. Develop reports and dashboards that compare the existing and new territories.
C. Install the Territory Health Assessment app from AppExchange.
A
66
