Territory Management Flashcards Preview

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Flashcards in Territory Management Deck (63)
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1

How would you use "Territory" in Salesforce?

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

2

What is a Territory Type?

Territory Types help you organize your territories by key characteristics important to your company. Every territory you create has a territory type. Territory types are used for organizing and creating territories only. They don't appear on territory model hierarchies.

3

What is a Territory Model?

It 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.

4

What is a Territory Hierarchy?

It shows a model's territory structure and serves as its main interaction point. You start from the hierarchy to create, edit and delete territories; run assignment rules for territories and navigate to territory detail pages for more information

5

What is a Territory Model State?

Indicates whether a territory is in the planning stage, in active use, or archived. You can only have one active territory model at a time.

6

How can you assign accounts to territories?

Manually or by applying assignment rules

7

Give an example of how your organization can use territory type priority to reflect your sales strategy for the year.

Example: If your organization expects more opportunities within the US east coast than the US west coast in the coming year, the East Coast territory type is assigned priority 001 and the West Coast territory type is assigned 005. These priority assignments help those creating territory records make the right territory type choice. At mid-year, you project unexpected growth opportunities in the Great Lakes region, so you create a new territory type called Great Lakes and assign it priority 003 to reflect the change in your sales strategy.

8

What permissions, roles or ownership is needed for users who need to :
- create territory models and all related records (Such as territory types?)
- View and manage territory models in all states
- Activate, archive, delete or clone territory models
- View territory information on territory-assigned account records for territories in models in all states

Manage Territories

9

What permissions, roles or ownership is needed for users who need to create or edit account assignment rules for territories?

Manage Territories
AND
View All on Accounts

10

What permissions, roles or ownership is needed for users who need to manually assign a territory to an opportunity?

Sharing access for the opportunity's account. Users who have sharing access to the account can assign any active territory to the opportunity. Those who do not can assign only a territory that is also assigned to the opportunity's account

11

How do filter-based opportunity territory assignment works?

It lets you use a simple job to assign territories to opportunities. Salesforce provide code for an Apex class that you can use as-is or modify as needed based on Salesforce guidelines.

12

What does a Salesforce admin have to do before users can assign territories manually on opportunities?

A - Add an Apex class

B - Add the field called 'Exclude from the territory assignment filter logic' to the opportunity page layout

C - Add the Territory field to the opportunity page layout

D - Set up filter-based opportunity territory assignment

C - Add the Territory field to the opportunity page layout

13

How does filter-based opportunity territory assignment work?

A - You use a job to assign territories to accounts

B - You use a job to assign territories to opportunities

C - We provide code for an Apex class that you use or modify as needed

D - B and C

D - B and C

14

How do you run filter-based opportunity territory assignment?

A - Click 'Run Opportunity Filter' on a territory record

B - Click 'Run Opportunity Filter' on the territory hierarchy page

C - Add the field called 'Exclude from the territory assignment filter logic' to the opportunity page layout, then deselect it for all the opportunities you want to assign territories to

D - Add the Opportunity Filter checkbox to the opportunity page layout, then select it for all the opportunities you want to assign territories to

B - Click 'Run Opportunity Filter' on the territory hierarchy page

15

How do you set up manual exclusion of opportunities from filter-based territory assignment?

A - Add the field called 'Exclude form the territory assignment filter logic' to the opportunity page layout

B - Create another Apex class

C - Select the Exclude from the territory assignment filter logic checkbox for each opportunity you want to exclude from territory assignment

D. A and C

D. A and C

16

What happens when a territory doesn't have any inherited or locally-defined account assignment rules?

Then it only contains accounts that were manually added

17

What happens if an account matches all inherited and locally defined account assignment rules for multiple territories on the same branch of the hierarchy?

Then the account is assigned to the lowest matching territory

18

What happens if an account matches a territory's inherited account assignment rules but not all of the territory's locally-defined rules?

Then the account isn't assigned to the territory, but is evaluated for child territories

19

Scenario: If you have three territories:
- Territory A has four rules marked "Apply to child territories", and is a parent of territory B
- Territory B has three rules not marked "Apply to child territories" and is a parent of territory C
- Territory C has two rules

If you assign an account that matches all of territory A's and territory C's rules, but only of of territory B's rules, which territory will it be assigned to?

The account will be assigned to territory C

20

Scenario: If you have three territories:
- Territory A has four rules marked "Apply to child territories", and is a parent of territory B
- Territory B has three rules and they are marked "Apply to child territories" and is a parent of territory C
- Territory C has two rules

If you assign an account that matches all of territory A's and territory C's rules, but only of of territory B's rules, which territory will it be assigned to?

The account will be assigned to territory A

21

Are leads included in territory management?

No, only opportunities are

22

How do territories affect forecasting?

When you enable territory management, the territory hierarchy also becomes the forecast hierarchy. Your forecast data is derived from the opportunities that are associated with the accounts in your territories. Users have a different forecast for each territory to which they are assigned.

23

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner belongs to the same territory as the account, there is only one user assigned to the territory and there is no forecast manager assigned to the territory, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the lead owner becomes the opportunity owner

24

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner does not belong to the same territory as the account, there is only one user assigned to the territory and there is no forecast manager assigned to the territory, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the opportunity owner is the sole member of the territory.

25

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner does not belong to the same territory as the account, there are no users assigned to the territory and there is no forecast manager assigned either, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the lead owner becomes the opportunity owner. The lead owner is added as an inactive member of the territory

26

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner belongs to the same territory as the account, there are more than one user assigned to the territory and there is a forecast manager assigned, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the forecast manager becomes the opportunity owner

27

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner belongs to the same territory as the account, there are more than one user assigned to the territory and there is no forecast manager assigned, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the lead owner becomes the opportunity owner

28

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner does not belong to the same territory as the account, there are more than one user assigned to the territory and there is a forecast manager assigned, what will happen with the opportunity?

The opportunity is assigned to the forecast manager of the territory

29

When converting a lead to an opportunity (when Territory Management have been enabled) and the lead owner does not belong to the same territory as the account, there are more than one user assigned to the territory and there is no forecast manager assigned, what will happen with the opportunity?

The opportunity is assigned to the same territory as the account and the lead owner becomes the opportunity owner. The lead owner is added as an inactive member of the territory

30

If the account associated with the opportunity is assigned to more than one territory, and the lead owner has one territory in common with the account, what happens with the opportunity?

The opportunity is not assigned to any of the territories and the lead owner becomes the opportunity owner. The opportunity owner can assign the opportunity to the account's territory