SFDC Sales Cloud 2015 cards Flashcards Preview

Sales Cloud 2015 > SFDC Sales Cloud 2015 cards > Flashcards

Flashcards in SFDC Sales Cloud 2015 cards Deck (131)
Loading flashcards...
1

Universal Containers has a private sharing model. Sales representatives own accounts and would like to collaborate with relevant people from other departments (e.g., marketing and product management). The role hierarchy has separate branches for each department to facilitate reporting. What should a consultant recommend to ensure collaborating team members can report on and access relevant data in Salesforce? Choose 2 answers
A. Use manual sharing on account to share specific records.
B. Use Chatter to share records with relevant people.
C. Use account team to share records to relevant people
D. Use opportunity team to share records with relevant people.

A. Use manual sharing on account to share specific records.

C. Use account team to share records to relevant people

2

Universal Containers is in the design phase of a complex Sales Cloud implementation.There are teams working on data migration, integration, application, and technical design. What step should a consultant take to ensure that the design accounts for all aspects of the requirements?

A. Conduct integration performance reviews.
B. Conduct executive committee review.
C. Conduct end-to-end solution reviews.
D. Conduct data migration reviews.

C. Conduct end-to-end solution reviews.

3

The sales representatives at Universal Containers have been experiencing the following challenges with sales data within their Salesforce application.
- It has been difficult to effectively reach contacts.
- There are many duplicate contacts.
- They are unable to segment account data.
What should a consultant recommend to remedy all of these challenges?
A. Utilize Data.com to flag duplicates and update existing data.
B. Export contacts and accounts from Data.com and upload using data loader.
C. Utilize data loader to export data and flag duplicate records.
D. Export contacts and accounts from Data.com and upload using Excel Connector.

A. Utilize Data.com to flag duplicates and update existing data.

4

Universal Containers has just enabled advanced currency management. The VicePresident (VP) of Asia Pacific Sales wants to view currency in opportunity revenue reports in both the corporate currency of USD and the relevant country's currency. The VP of Asia Pacific Sales uses USD as the default currency. What solution should a consultant recommend to meet this requirement?
A.Create a dashboard and set the display currency to show all currencies for Asia Pacific.
B.Create an opportunity revenue report for each country and use a Joined report to display values.
C.Create a dashboard and a dashboard filter to only display Asia Pacific currencies.
D.Create an opportunity revenue report and include the amount and converted amount values.

D. Create an opportunity revenue report and include the amount and converted amount values.

5

Universal Containers is migrating data from a legacy system into Salesforce. The company needs to migrate lead, contact, and opportunity data from its legacy system and must be able to report on historical lead conversion for both legacy and newly created data.What is the recommended order for data migration?
A. User, Opportunity, Account, Contact, Lead.
B. User, Account, Contact, Opportunity, Lead.
C. User, Contact, Account, Lead, Opportunity
D. User, Lead, Contact, Account, Opportunity

B.User, Account, Contact, Opportunity, Lead.

6

Universal Containers sells two product lines that each use a distinct selling methodology. Additionally, each product line captures different information that is used to sell the products. What should a consultant recommend to support selling the two product lines?
A. Create two page layouts and two sales processes; assign them to the respective product lines to collect relevant information.
B. Create two page layouts, one opportunity record type, and one workflow rule to assign the correct page layout to the record type.
C. Create one page layout, two sales processes, and validation rules to capture relevant opportunity information.
D. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line.

D. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line.

7

Universal Containers purchased a new marketing database list and wants to use it to run an email campaign for the launch of a new product. The sales team will be responsible for evaluating the respondents and identifying the decision maker before going through the sales process with a prospect. What steps should a consultant recommend in this scenario?
A. Create a campaign, associate the leads to the campaign, and qualify the respondents.
B. Create both account and contact records, then associate the contacts to the campaign.
C. Create a campaign, qualify the respondents, and create accounts and contacts.
D. Create leads, convert them to opportunities, and qualify the respondents on the opportunities.

C.Create a campaign, qualify the respondents, and create accounts and contacts.

8

Universal Containers has a private sharing model and wants the ability to share documents related to an opportunity, such as contracts and proposals, with the field sales team. How can the documents be shared efficiently and securely?
A. The documents should be uploaded to chatter files and shared with the field sales organization.
B. The documents should be uploaded to a library that is shared with the field sales organization.
C. The documents should be uploaded to chatter files from the opportunity record.
D. The documents should be emailed to the sales team on the opportunity record.

A. The documents should be uploaded to chatter files and shared with the field sales organization.

9

Universal Containers has just enabled advanced currency management. The VicePresident (VP) of Asia Pacific Sales wants to view currency in opportunity revenue reports in both the corporate currency of USD and the relevant country's currency. The VP of Asia Pacific Sales uses USD as the default currency. What solution should a consultant recommend to meet this requirement?
A. Create an opportunity revenue report and include the amount and converted amount values.
B. Create a dashboard and set the display currency to show all currencies for Asia Pacific.
C. Create a dashboard and a dashboard filter to only display Asia Pacific currencies.
D. Create an opportunity revenue report for each country and use a Joined report to display values.

A. Create an opportunity revenue report and include the amount and converted amount values.

10

Universal Containers has noticed a sizeable decrease in the number of sales representatives who are meeting their quotas. What should be evaluated to determine the cause of this decline? Choose 2 answers:

A. Percent of converted leads per sales representative.
B. Comparison report of forecasts versus converted leads.
C. Activity history report on open and closed opportunities.
D. Trending report on won versus lost opportunities

C. Activity history report on open and closed opportunities.

D. Trending report on won versus lost opportunities

11

Universal Containers uses contracts in Salesforce to record fixed pricing structures from dosed/won opportunities. The contracts expire throughout the year. To ensure the company is not missing Potential renewal revenue, sales management wants to implement the following Process.
- 30 days before a contract is due to expire, a lead is automatically created with contract renewal as the source.
- All leads go to a pre-sales team who qualify and convert them to opportunities.
- When leads are converted to opportunities and closed/won, an alert is sent to the account team. What features of Salesforce should a consultant use to meet this requirement?
A. Lead assignment, Apex, and opportunity assignment.
B. Workflow, reports, queues, and lead assignment.
C. Apex, workflow, lead assignment, and queues.
D.Lead Assignment, triggers, queues and workflows

B.Workflow, reports, queues, and lead assignment.

12

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 two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.
B. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.
C. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
D. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.

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

13

A partner user needs access to a report in the Partner Portal to help manage their opportunities.
A. Option 2
B. Option 3
C. Create the appropriate list view and report folder, and share with all partner users.
D. Option 4

C. Create the appropriate list view and report folder, and share with all partner users.

14

UC would like to capture qualification information for new leads (e.g. whether or nota person is a decision maker). The information should also appear in the contact record once the lead has been converted.Which approach should a consultant recommended?
A.Create a custom field on lead and contact object, utilize a trigger to transfer the value after conversion.
B.Create a custom field on lead and contact object; these fields will be mapped automatically during conversion.
C.Create a custom field on lead and contact object, configure mapping for these two fields for conversion.
D.Create a custom field on lead and contact object, advice user to select it for transfer during conversion.

C.Create a custom field on lead and contact object, configure mapping for these two fields for conversion.

15

Sales representatives at Universal Containers want to share product specification documents with customers who do not have Salesforce access. These customers should only be allowed to preview the document in the browser without download permissions. What solution should a consultant recommend to meet this requirement?
A. Upload the file to Chatter files and disable the download delivery option
B. Upload the file to documents and enable the externally available option.
C. Upload the file to Chatter files and enable the password-protection option.
D.Upload the file to Content and disable the download delivery option.

D.Upload the file to Content and disable the download delivery option.

16

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

D. 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.

17

UC wants to migrate accounts from the legacy system into Salesforce. The client wants the unique Account Ids for the account records in the legacy system to be imported into the Salesforce to allow the quality control comparison to be conducted after the migration is completed and facilitate future integration. What solution the consultants recommend to meet this requirement?
A. Create a custom unique number field in Salesforce and migrate the legacy account Id in this field.
B. Ensure the names of Account Records are migrated correctly so the client can conduct proper quality control testing.
C. Create a custom object called external Id and migrate the legacy system account Id data this custom objects.
D. Create a custom External Id in Salesforce and migrate the legacy system Account Id into this.

D. Create a custom External Id in salesforce and migrate the legacy system Account Id into this.

18

Universal Containers uses Salesforce for Outlook to synchronize contacts between Microsoft Outlook and Salesforce. The executive team wants to ensure that user's personal contacts in Microsoft Outlook are not synced with Salesforce. Which solution should a consultant recommend to meet this business requirement? Choose 2 answers
A. Train users to assign personal contacts in Microsoft Outlook to the Don't Sync with Salesforce category.
B. Train users to manually remove personal contacts from Salesforce after syncing with Microsoft Outlook.
C. Train users to mark personal contacts as private in Microsoft Outlook and choose not to sync private contacts in Salesforce.
D. Train users to sync personal contacts in Salesforce using one-way synchronization from Salesforce to Microsoft Outlook.

A. Train users to assign personal contacts in Microsoft Outlook to the Don't Sync with Salesforce category.

C. Train users to mark personal contacts as private in Microsoft Outlook and choose not to sync private contacts in Salesforce.

19

Universal Containers (LIC) and Global Shipping (GS) are affiliates of ABC Corporation. Both affiliates use separate Instances of Salesforce and work independently but sell to some of the same customers. They would like to collaborate on the common customers but keep the data for other customers separate. What approach should a consultant recommend for implementing Salesforce to meet these requirements?
A.Set up a single instance for ABC Corporation and set up partner portals for UC and GS.
B.Set up a single Salesforce Instance and maintain exclusive customer data using divisions.
C.Use separate Salesforce instances and link shared records using a customer portal.
D.Use separate Salesforce Instances and link shared records using Salesforce to Salesforce.

D.Use separate Salesforce Instances and link shared records using Salesforce to Salesforce.

20

Universal Container requires that account plans be created for all accounts. The account plans have been set up as a custom object with a lookup relationship. The sharing model is private for account plans. Universal Containers would like to assign the same access to the account plan record as to the associated account. What solution should a consultant recommend for these scenarios?
A. Modify the account plans object to be in a master-detail relationship with accounts.
B. Create a trigger on account plans that adds a manual share automatically to the account owner.
C. Create sales team users with read access to the account plans object.
D. Apply manual sharing to the account owner after each account plans record is created.

A. Modify the account plans object to be in a master-detail relationship with accounts.

21

Universal Containers sells to a customer segment that has dozens of daily order and payment transactions. These customers have low credit limits which are closely monitored. At the time orders are accepted, management wants to check the customers available credit in Salesforce using information sourced from a third-party cloud application. What approach should a consultant recommend for this credit system Integration?
A.Create a web service using Apex to retrieve credit balances as needed.
B.Create a scheduled batch using Apex to retrieve credit balances each night.
C.Create a data mapping in Data Loader for periodic manual credit uploads.
D.Create a daily job using the custom object import wizard to retrieve credit balances.

A.Create a web service using Apex to retrieve credit balances as needed.

22

Universal Containers needs to have opportunity discounts approved by the senior management team. The appropriate approver is dynamically determined based on the requestor's region and the opportunity s account type. Which solution should be recommended to support these requirements?
A. Allow the requestor to select the appropriate approver prior to submitting the record for approval.
B. Automatically populate the delegated approver based on the requestors region and opportunity account type.
C. Create a workflow approval task as the first step in the approval process to assign the approver.
D. Use Apex to populate a user lookup field for the approval process based on an approval matrix.

D. Use Apex to populate a user lookup field for the approval process based on an approval matrix.

23

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. Ensure that sales management approves discount requests for each opportunity.
C. Run a report on opportunities showing list price and discounted price.
D. Limit the number of discounted products that can be added to an opportunity.

B. Ensure that sales management approves discount requests for each opportunity.

C. Run a report on opportunities showing list price and discounted price.

24

Universal Containers is undergoing a sales reorganization and wants to enable territory management. What should Universal Containers review before enabling territory management? Choose 2 answers
A. Opportunities and forecasting
B. Account and opportunity sharing
C. Quotes and orders
D. Multi-currency and contracts

B.Account and opportunity sharing

D. Multi-currency and contracts

25

Universal Containers wishes to track relationships between its customers. For example, some customers are suppliers for other customers. What should a consultant recommend to track multiple customer relationships in Salesforce?
A. Add the related company to the first company's account team, with supplier as the role.
B. Add the related company to the first company's custom supplier lookup field as a value.
C. Add the related company to the first company's partner related list, with supplier as a value.
D. Add the related company to the first company's contact roles related list, with supplier as a value.

C. Add the related company to the first company's partner related list, with supplier as a value.

26

Historically, Universal Containers has sold to shipping department contacts within its customer and prospect accounts. It recently launched a new product line that will appeal to operations department contacts. What data enrichment can Data.com provide Universal Containers to expand its sales network? Choose 2 answers
A. Add operations leads and opportunities
B. Append qualification scores to operations leads
C. Add new operations prospect accounts
D. Something else

A.Add operations leads and opportunities

B.Append qualification scores to operations leads

27

Universal Containers uses a seven-step selling methodology. Each sales stage corresponds with a step in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should not contribute to the forecast. What should a consultant recommend for this scenario? Choose 2 answers

A.Configure the first stage with the omitted forecast category.
B.Assign 0% probability to the first sales stage.
C.Override the forecast to be $O for first stage opportunities.
D.Instruct sales users to enter $O for the opportunity amount.

A.Configure the first stage with the omitted forecast category.

B.Assign 0% probability to the first sales stage.

28

Universal Containers processes its orders through a separate system from Salesforce but would like to integrate the order history data into Salesforce. This would give sales representatives a view of all past orders by account. Which solution should a consultant recommend?
A. Create an order history object with a relationship to accounts.
B. Create a closed opportunity record type for each order history record.
C. Configure the opportunity history object to hold order history data.
D. Configure the quote object to hold the order history data.

A. Create an order history object with a relationship to accounts.

29

Universal Containers is purchasing smartphones and tablets for MS global sales team members. Sales management wants mobile access to key functionality, including collaboration, customer management, and opportunity management. What component of Salesforce Sales Cloud mobility should a consultant recommend to meet these requirements?Choose 2 answers
A. Salesforce Touch
B. Visualforce for mobile.
C. Native mobile applications.
D. AppExchange mobile plugin.

A. Salesforce Touch

C. Native mobile applications.

30

The sales teams at Universal Containers need to track partner relationships for each customer account. There can be many partners related to each customer account. Additionally, the following partner-to-customer relationship information needs to be tracked: Role of each partner
- Support product category of each partner
- Next step of each partner
What should a consultant recommend to meet this requirement?
A. Use partner role functionality.
B. Create partner custom fields on account.
C. Create a custom object for Partner relationships.
D. Add partners to each customer account team.

C. Create a custom object for Partner relationships.