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159 Cards in this Set
- Front
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Universal Finance is alarge financial services company with a business model that supports the needfor business-to-business and business-to-consumer relationships in Salesforce.Universal Finance has implemented person accounts and needs to distinguishbusiness accounts from consumer accounts using list views. Which solutionshould be recommended? A. Filter list views by the Is Person Account field B. Create a custom field to distinguish the business fromconsumer accounts C. Filter list views by contacts with and without accounts D. Enable divisions to separate businesess from consumeraccounts |
A. Filter list views by the Is Person Account field |
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It is bestpractice to limit the workflows on Leads because Leads will not be converted ifthere is an applicable workflow action on it. A . True B. False |
A . True |
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Universal Containers has asubscription-based sales model and is using opportunities and opportunity lineitems in the sales process. Which process should a consultant recommend tosales users when creating renewal opportunities? A. Open the original opportunity and use the Clone withProducts button B. Use the renewal opportunity wizard and select the optionto copy line items C. Create a renewal opportunity and use the Copy Productsselection page D. Use an Apex trigger to copy the original opportunity andassociated products |
A. Open the original opportunity and use the Clone with Products button |
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Which twoobjects are synched between Salesforce.com and Outlook? A. Opportunities B. Contacts C. Folders D. Activities E. Cases |
B. Contacts D. Activities |
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A prospectivecustomer completed a Web-to-lead form on your corporate Web site. Upon follow up with a sales representative,the customer indicated he intends to buy your product. In the Salesforce application, what is theprocess for moving a prospect to a customer? A. Prospect validation B. Account setup C. Lead conversion D. Contact management |
C. Lead conversion |
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Standard fiscal yearsmust start on January 1st A. True B. False |
B. False |
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Universal Containers needs to haveopportunity pricing approved by a member of the executive management teambefore it can progress to the next stage in the sales process. The designatedapprover is determined by several attributes on the opportunity record and mustbe automatically populated before the record is submitted for approval. How canthis requirement be met in Salesforce? A. Use the standard approval process and allow the submitterto select the approver before the record is submitted for approval B. Create a workflow rule to assign an activity to thedesignated approver once the opportunity is ready for approval C. Create an approval matrix and use Apex to populate a userlookup field used by the standard approval process D. Create a formula field and validation rule to require thedesignated approver before the opportunity is submitted for approval |
C. Create an approval matrix and use Apex to populate a user lookup field used by the standard approval process |
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If your Org WideDefault for Accounts is set to Private, adding someone to an Account Team withaccess of read/write will override the Org Wide Default. A. True B. False |
A. True |
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Universal Containers hasimplemented an approval process to manage non-standard discounting on quotes.Sales management needs to view metrics, such as the number of quotes currentlyin the approval queue, rejected quotes, and number of approvals by manager.What is required to support this request? A. Add field updates to the approval process to capture thecurrent status and approver B. Create a roll-up summary field for approvals related toquotes C. Create an approval process report and filter by quote status D. Create a custom report type to allow reporting on quotes withapprovals |
C. Create an approval process report and filter by quote status |
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Customizable Forecastingmust be enabled by Salesforce.com support. A. True B. False |
B. False |
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Universal Containers uses a consistentset of sales stages and probability percentages in its sales process across allproduct lines. The product lines must be aligned with specific forecastcategories, and sales management must forecast different product lines usingdifferent forecast categories. Which step must be taken to support thisrequirement? A. Use field-level security to ensure that the forecastcategory matches the sales stage B. Create a workflow rule to update the forecast category fieldwhen the opportunity is closed C. Manually select the correct record type when creating theopportunity D. Create a workflow rule to update the sales process for theopportunity |
C. Manually select the correct record type when creating the opportunity |
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You have completedthe configuration of Salesforce for your client. You have Leads that are clean and readyto be migrated into Salesforce What three steps should you consider prior to loading thisdata set? A. Activating historical users B. Suspend workflow rules C. Deactivatequeues D. Define Data Loader mapping |
A. Activating historical users B. Suspend workflow rules D. Define Data Loader mapping |
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Universal Containers uses Salesforce tomanage its sales pipeline. The forecast category and probability fields areeditable on the page layout for sales users. For reporting purposes, UCrequires that the probability of all closed/lost opportunities must be zeroafter the opportunity is closed. How can this requirement be met? A. Export all closed/lost opportunities, update the probabilityfield to zero, and re-import the records B. Create a validation rule to validate that the probability forclosed/lost opportunities is zero C. Create a report to include all closed/lost opportunities witha probability greater than zero D. Assign the closed/lost stage a probability of zero whensetting up the sales process |
D. Assign the closed/lost stage a probability of zero when setting up the sales process |
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A sales rep atUniversal Containers is working on an opportunity and has created severalquotes. A sales team member is unsure of which quote is active for the salesrep. How can the sales team member identify the appropriate quote? Choose 2 answers A. Review the last modified date on the quotes B. Review the last modified date on the opportunity C. Look for the Syncing checkbox on the quote related list D. Look for the Synced Quote field on the opportunity record |
C. Look for the Syncing checkbox on the quote related list D. Look for the Synced Quote field on the opportunity record |
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The marketingdepartment at Universal Containers has been running several campaigns to target existingcontacts within a sales region. The marketing department needs to know theeffect of the campaigns on opportunities. Which solution would be recommendedto the marketing department? Choose 2 answers. A. Add a formula field on opportunities that references theassociated campaigns B. Add opportunity records as campaign members to identifycampaign influence C. Add the Campaign Influence related list and run theCampaigns with Influenced Opportunities report D. Add the Contact Roles related list to include associatedcampaigns in the campaign influence |
C. Add the Campaign Influence related list and run the Campaigns with Influenced Opportunities report D. Add the Contact Roles related list to include associated campaigns in the campaign influence |
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Which of thefollowing is a typical challenge for a sales organization? Choose 3 answers. A. Optimizing lead management B. Driving more business C. Improving sales productivity D. Complete visibility E. Poor customer satisfaction |
A. Optimizing lead management C. Improving sales productivity D. Complete visibility |
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The salesdepartment at Universal Containers defines its sales pipeline as all open opportunities and itsforecast as opportunities with a 75 percent or greater probability of becomingclosed/won. The sales department needs to monitor this information by regionand revenue amount closing each month. Which solution should a consultantrecommend? A. Create a matrix report of opportunity amount by region andclose month, and filter by probability B. Instruct sales operations and the regional leads to buildmonthly analytic snapshots C. Create a workflow rule to notify sales operations when anopportunity exceeds 75 percent probability D. Enable the regional pipeline and forecasting dashboard, andschedule a monthly refresh |
D. Enable the regional pipeline and forecasting dashboard, and schedule a monthly refresh |
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You have anOpportunity in the Value Proposition stage, for an amount of $1,000 that has a50% Probability of closing. If all goes well, and this Opportunity closes, howmuch revenue will be realized? A. $500 B. $1,000 C. $750 |
B. $1,000 |
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Universal Containers hasimplemented forecasting in Salesforce. Sales reps can roll up to many branchesin the sales hierarchy based on the product being sold. Which solution wouldallow a sales rep to submit multiple forecasts for each position they occupy inthe hierarchy? A. Set up multiple price books with separate forecasts foreach product B. Allow sales reps to select a different role in the hierarchydepending on the product C. Configure territory management to enable sales reps to assignopportunities to territories D. Set up multiple opportunity record types and reps matchtype to a product |
D. Set up multiple opportunity record types and reps match type to a product |
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The salesmanagement team at Universal Containers travels frequently and is of often unable to log intothe application to review their pending approvals. Which option should aconsultant recommend to facillitate the approval process? Choose 2 answers. A. Enable approvals by email for each approval process B. Enable Mobile to allow approvals via mobile devices C. Create a report of all pending approvals and add to the homepage D. Schedule and email a dashboard of all pending approvals |
A. Enable approvals by email for each approval process B. Enable Mobile to allow approvals via mobile devices |
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With CustomizableForecasting, which of the following data can you forecast? Choose 3 answers. A. Amount B. Quantity C. Units of Product Family D. Units of Individual Products |
A. Amount B. Quantity C. Units of Product Family |
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Universal Containers has a complexsuite of products and pricing structure, which can be challenging for newersales reps. The VP of Sales would like to facilitate collaboration between newand more experienced sales reps in order to improve the on-boarding process andto enable new sales reps to become productive faster. Which features should aconsultant recommend to facilitate collaboration? Choose 3 answers. A. Enable Content, share documents using libraries B. Enable Content and share documents using content deliveries C. Enable Similar Opportunities D. Enable Chatter feed tracking on opportunities E. Schedule a dashboard to display sales rep performance |
A. Enable Content, share documents using libraries C. Enable Similar Opportunities D. Enable Chatter feed tracking on opportunities |
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Which metrics shouldyou consider when building Marketing dashboards for your client manager? Choose 2 answers. A. Ask for her opportunity escalation SLA B. Ask how lead scoring is calculated C. Understand her sales pipeline goals D. Define quality vs. quantity of leads E. Standardize campaign hierarchy |
B. Ask how lead scoring is calculated D. Define quality vs. quantity of leads |
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Universal Containers recentlyenabled Chatter and has found it extremely helpful in the sales process. Giventhe success, Universal Containers would like to bring the competitive intelligence teaminto Saleforce to leverage Chatter to collaborate on opportunities when keycompetitors are identified. Which step should be considered when setting up thecompetitive intelligence team? Choose 2 answers. A. Add the competitive intelligence team to Chatter groupsorganized by competitor B. Create a single user for the competitive intelligence team toshare C. Set up each member of the competitive intelligence teamwith standard user licenses D. Set up each member of the competitive intelligence teamwith Chatter Free licenses |
A. Add the competitive intelligence team to Chatter groups organized by competitor D. Set up each member of the competitive intelligence team with Chatter Free licenses |
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A sales rep atUniversal Containers is creating a content delivery for a high-profileprospect that contains sensitive information in the form of a pricing quotewith terms and discount. What should the sales rep do before sending thecontent delivery URL to the prospect? Choose 3 answers. A. Preview the URL to ensure that the formatting in the originalfile displays properly in the online version B. Send a preview email of the content delivery to ensure thelink works correctly C. Create a workspace for the content delivery and add theprospect as a library member D. Set an expiration date for the content delivery E. Require a password on the content delivery before it can beviewed |
A. Preview the URL to ensure that the formatting in the original file displays properly in the online version D. Set an expiration date for the content delivery E. Require a password on the content delivery before it can be viewed |
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Universal Containers needs tocreate two communities for customers so that they can share and discuss ideasrelated to Universal Containers products. The requirements for each community arelisted below:
Community A will be apublic community with ideas and comments that are visible to anyone.Community B will be aprivate community restricted to Universal Containers' most strategic customers. Which option willallow Universal Containers to meet these requirements? A. Configure unique categories for each community and ensure theproper access settings B. Set the sharing model for Community A to public and thesharing model for Community B to private C. Create two customer portals, map each community to itsrespective portal, and expose Community A using Sites D. Set up two Sites and map Community A to a publiclyaccessible URL and Community B to a hidden URL |
C. Create two customer portals, map each community to its respective portal, and expose Community A using Sites |
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A customer has a requirement to keep the customer id synchronized real time in the existingback- office (SAP R/3) system updated in Salesforce. Which options are viable considerations? Choose 3 answers. A. Import wizard B. Native connector to SAP R/3 C. Desktop connectors D. Middleware connectors E. Data validation rules F. Developer toolkits |
B. Native connector to SAP R/3 D. Middleware connectors F. Developer toolkits |
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Marketing is excited to launch a new product, and wants to track related transactions. They requested an email be automatically sent to notify them. As a system administrator, you: A. Create a Dashboard for the Marketing group to reviewOpportunities by Product on a regular basis B. Create a workflow to send an email each time forOpportunities with that product C. Train them to leverage the new Global Search function D. Add a flag on the Opportunity identifying it for review |
B. Create a workflow to send an email each time for Opportunities with that product |
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The marketingdepartment would like to determine earlier in the lead hand-off process howeffective their efforts are instead of looking only at the number of Closed/WonOpportunities tied to a campaign. Marketing owns the conversion of a lead. Which of the following is the best indicator of qualityleads as deemed by the sales team? A. A report showing the upward trend of converted leads B. A dashboard depicting an increase in new contactscreated C. A dashboard depicting an increase in new opportunitiescreated D. A report showing an upward trend of non-rejected,converted leads |
D. A report showing an upward trend of non-rejected, converted leads |
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As the SystemAdministrator, you want to ensure that you are the only profile able to modifythe Financial System ID field on the Account record. To best secure the field,you should: A. Use the page layout to make the field Read Only on thePage Layout B. Use field level security to make the field read only forall users except the System Administrator C. Create a validation rule to ensure that only the Profile ofSystem Administrator can modify the field D. Create a Sharing rule so that only the System Administratorcan view/edit the field |
B. Use field level security to make the field read only for all users except the System Administrator |
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Users can alwaysview all Accounts owned by or shared with users below them in the rolehierarchy. Which setting creates an exception? A. Uncheck the Grant Access Using Hierarchies beside theOrganization-wide default setting for Accounts B. Contacts that are not linked to an account are always public C. Managers in the role hierarchy with unchecked "Read"or "Edit" profile permissions D. Adding managers to account teams with Read only access |
C. Managers in the role hierarchy with unchecked "Read" or "Edit" profile permissions |
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What would yourecommend to increase sales productivity at UniversalContainers? A. Use field-level visibility to set all fields to read-only B. Use validation rules to automatically assign follow-uptasks C. Use workflow rules to automatically assign follow-up tasks D. Make all fields required for sales deals |
C. Use workflow rules to automatically assign follow-up tasks |
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Universal Containers hastwo different groups that use the Account record. The sales group needs topopulate 15 fields. The support group does not need to see those fields on theAccount record but must be able to run reports on them. What solution below would satisfy this requirement? A. Separate page layout for the sales and support groups B. Hide the fields through Field Level Security from thesupport group C. Create a custom object to hold the 15 fields with amaster-detail relationship D. Create a separate Record Type for the sales and support group |
A. Separate page layout for the sales and support groups |
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You can track Assets through Accounts, Contacts, Products or Cases. A. True B. False |
A. True |
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Universal Containerswould like to integrate Salesforce.com with their accounting system that has a1-to-many relationship of addresses to Accounts. The IT department would liketo integrate all addresses from the accounting system into salesforce.com.Current analysis of the addresses shows that on average, each account has 5addresses. What is therecommended configuration? A. Talk with the current user to determine how many addressthey need B. Build a custom object with a master-detail relationship toAccounts to hold the addresses C. Create 5 Address fields on the Account D. Only use the two standard addresses on the account |
B. Build a custom object with a master-detail relationship to Accounts to hold the addresses |
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A good SalesTeam position to be in is to have lots of qualified leads converted toopportunities. A bad position to be in is having dead leads converted toopportunities. How can yourclient Sales Team recommend a way to indicate where the good and bad leads aregenerated? A. Using a Lead Score B. Use the Campaign Influence relationship C. Wait for the Pipeline Report D. Watch the Forecast Dashboard E. Using a Lead Conversion Rate |
A. Using a Lead Score |
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Universal Containers isusing Salesforce and has set up a private sharing model. Sam is a salesexecutive who reports to John, a sales manager. Sam has ownership of the ABCCompany account record and has created an opportunity for ABC Company. There isa sharing rule that allows the finance team to see all accounts andopportunities. Which statement aboutdata visibility is true? A. John and Sam can see all of the same data B. John can see all of Sam’s data, but Sam CANNOT see all of John’s data C. The finance team must be added to the sales team in orderto see Sam‘s opportunity D. John must be added to the sales team in order to see Sam's opportunity |
B. John can see all of Sam’s data, but Sam CANNOT see all of John’s data |
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What are the benefits ofSalesforce for Google Adwords? Choose 3 answers. A. Take advantage of Salesforce Social Enterprise vision B. Correlate clicks on Google advertisements with Salesforce leads C. Track the results of Google AdWords lead conversion D. Analyze which keywords and advertisements are generatingleads, sales opportunities, and new customers E. Measure effectiveness using the Google AdWords dashboard andintelligently optimize your AdWords campaigns |
B. Correlate clicks on Google advertisements with Salesforce leads D. Analyze which keywords and advertisements are generating leads, sales opportunities, and new customers E. Measure effectiveness using the Google AdWords dashboard and intelligently optimize your AdWords campaigns |
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Universal Shipping hasmany government contracts. The Navy buys lots of parts and wants the contractto be spread over a year. What is the firstquestion you should ask your client to determine the Scheduling setting? A. How much money will the Navy spend? B. Do you forecast by revenue or inventory? C. Does the Navy forecast by revenue or inventory? D. Do you receive payment at shipment or receipt? |
B. Do you forecast by revenue or inventory? |
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The Financedepartment is very interested in knowing how the sales pipeline looks at 3weeks before each quarter close. You have no licenses left. What do you recommend they do? A. Collaborate through Chatter free licenses B. Setup automated emails to send the dashboard C. Have one finance person share a login D. Make dashboard available on a mobile device |
A. Collaborate through Chatter free licenses |
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Universal Containers isupdating its sales process to allow multiple proposed-pricing scenarios foreach customer. Each scenario should be converted into PDF format and emailed tothe customer. Once the customer selects the preferred pricing option, the salesrepresentative should be able to easily update Salesforce. Which feature should be configured to meet the businessrequirement? A. Opportunities B. Opportunities with productline items C. Leads D. Quotes |
D. Quotes |
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Who would mostlikely decide a Sales organization’skeyperformance indicator (KPI) reporting requirements in an enterprise size client? A. Client Salesforce CRM administrator B. Implementation ProjectManager C. Client Field Sales Manager D. Client Sales Operations Manager |
D. Client Sales Operations Manager |
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Universal Containerscurrently manages its sales lifecycle with opportunities in Salesforce. Thesales process has evolved, and now Universal Containers would like to allowproposed pricing scenarios to be distributed to its customers using the quote object. Which feature must be evaluated before enabling quotes? Choose 2 answers. A. Price books B. Leads C. Product line items D. Campaigns |
A. Price Books B. Leads |
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Universal Containers hasa field team selling its primary container product and an inside sales teamcalling existing customers to sell product upgrades. The upgrade sales cycle isshorter and less complex than the full sales process. Which solution will allow the inside sales representativesto close upgrade deals without having to follow the full sales process? A. Use validation rules to prevent inside sales users fromselecting unnecessary sales stages for upgrade opportunities B. Create two page layouts and reduce the number of stages forthe inside sales team page layout C. Create two opportunity record types and sales processes, andassign a simplified page layout to the upgrade opportunity record type D. Create a custom object for the upgrade process and associateupgrade records with the original opportunity |
C. Create two opportunity record types and sales processes, and assign a simplified page layout to the upgrade opportunity record type |
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You are 5 daysafter go-live of an SFA (sales force automation) implementation. The CTO thinksuser adoption can only happen if sales reps are in the system all day long. How can this be proven? A. Create report that counts the number of logins for salespeople B. Import an adoption dashboard from the AppExchange C. Ask the client what they are trying to measureD. Ask the client if the sales people should see this report |
B. Import an adoption dashboard from the AppExchange |
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Universal Containersoperates in a highly regulated industry and needs to ensure that the salesorganization is in compliance with industry regulations. Sales representativesneed to be guided through a series of steps before they can send opportunitiesto the legal team for review. The legal team needs to review and approve theopportunities before a quote can be sent to a potential buyer. Which process should be recommended to streamline the process? Choose 2 answers. A. Create a validation rule to submit opportunities for legalapproval before a quote is generated B. Create workflow rules to create specific tasks associatedwith each step in the process C. Create a workflow rule to submit opportunities for legalapproval before a quote is generated D. Create an approval process to route opportunities for thelegal team to review |
B. Create workflow rules to create specific tasks associated with each step in the process D. Create an approval process to route opportunities for the legal team to review |
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As the VP ofSales, you would like optimize visibility of Opportunity records when runningPipeline reports for your Executives and Direct reports as well as ensurevisibility of Opportunity records when necessary. What is the best way to dothis? A. Set the Org-wide default on the Opportunity object toPrivate; create Sharing rules to limit visibility to Opportunities B. Set the org-wide default on the Opportunity object toPublic; Create a role hierarchy to manage the roll up of the Pipeline report C. Set the org-wide default on the Opportunity object toPublic D. Create a Role hierarchy to manage the roll up view ofOpportunity object only; everything else takes care of itself |
B. Set the org-wide default on the Opportunity object to Public; Create a role hierarchy to manage the roll up of the Pipeline report |
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Universal Containersneeds the ability to associate installed products at an account. Thoseincumbent products help the Sales team during deals to know how to compete. Which approach should Universal Containers considerimplementing to best satisfy these requirements? A. Use the standard Competitor fields B. Create a lookup to a custom object for the installed products C. Use the standard Asset relationship D. Use the standard Opportunity relationship |
C. Use the standard Asset relationship |
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The ForecastCategory on the Opportunity record maps directly, on a one-to-one basis, to theForecast Summaries on the Forecasts tab. A. True B. False |
B. False |
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Universal Containers wasacquired by a larger company and they were told to provide information on amonthly basis to the new owner. Whatshould the new company review to better help the new owner predict the sales? Choose 4 answers. A. Dashboard of user logins B. Count of new accounts/records C. Count number of activities tied to opportunities D. Pipeline report E. Forecasting |
B. Count of new accounts/records C. Count number of activities tied to opportunities D. Pipeline report E. Forecasting |
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What would yourecommend to improve the accuracy of Universal Containers' forecasts?Choose 2 answers. A. Allow users to see forecasts of other users B. Allow management to override forecasts C. Align opportunity stages with the correct forecast category D. Enable forecast sharing |
B. Allow management to override forecasts C. Align opportunity stages with the correct forecast category |
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Universal Containers andUniversal Shipping are using Salesforce-to-Salesforce. This creates a verticalmarket alignment for better deal collaboration. Select two benefits to both companies: A. Visibility into accounts they never had beforeB. A way to share deal proposals C. Quick, threestep handshake between systems D. Share workflow alerts and actions E. HelpCustomer with support problems that at are also Salesforce.com users |
A. Visibility into accounts they never had before C. Quick, three step handshake between systems |
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UniversalContainers uses an approval process on Opportunity to streamline approvals.Sales management needs to analyze the numbers of opportunities at each step inthe approval Process.What Solution will supportthis request? A. Use a field update to capturethe approval step on the opportunities for reporting. B. Create an opportunity withapprovals report and filter by approval step. C. Add a roll-up summary fieldfor approvals related to opportunities for reporting.· D. Create an approval processreport and group by opportunity and approval step. |
D. Create an approval process report and group by opportunity and approval step. |
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A salesRep in Universal Containers won a sales deal and set the opportunity stage asClosed/Won. What impact will this change have on the opportunity in theforecast? A. It will be associated withthe Closed/Won forecast category and contribute to the forecast once approvedwith the manager. B. It will be associatedwith the Closed/Won forecast category and automatically contribute to theforecast. C. It will be associated withthe Closed/Won forecast category and will need to be added by the sales rep. D. It will be associated withthe Closed/Won forecast category and will need to be committed by the salesrep. |
B. It will be associated with the Closed/Won forecast category and automatically contribute to the forecast |
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Universal Containers has three sales divisions:hardware, software and consulting. Hardware and software division follow a tenstep sales process. The consulting division follows an eight step divisionprocesses and does not use the prospecting or perception analysis stage duringthe sales cycle.Which solution should aconsultant recommend to meet this requirement? Choose 3 A. Create record types. B. Define stage picklist values. C. Create separate stage fields. D. Create sales process. E. Create separate page layout. |
A. Create record types. B. Define stage picklist values. D. Create sales process. ? |
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UC would like to capture qualification information for newleads (e.g. whether or not a person is a decision maker). The informationshould also appear in the contact record once the lead has been converted.Which approach should aconsultant recommended? A. Create a custom field on leadand contact object, configure mapping for these two fields for conversion. B. Create a custom field on leadand contact object, advise user to select it for transfer during conversion. C. Create a custom field on leadand contact object; these fields will be mapped automatically duringconversion. D. Create a custom field on leadand contact object, utilize a trigger to transfer the value after conversion. |
A. Create a custom field on lead and contact object, configure mapping for these two fields for conversion. |
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UC wantsto migrate accounts from the legacy system into Salesforce. Client want theunique Account Ids for the account records in the legacy system to beimported into salesforce to allow the quality control comparison to beconducted after the migration is completed and facilitate future integration.What solution should the consultantsrecommend to meet this requirement? A. Create a custom External Idin salesforce and migrate the legacy system Account Id into this. B. Ensure the names of AccountRecords are migrated correctly so the client can conduct proper quality controltesting. C. Create a custom uniquenumber field in salesforce and migrate the legacy account Id in this field. D. Create a custom object calledexternal Id and migrate the legacy system account Id data this custom objects. |
A. Create a custom External Id in salesforce and migrate the legacy system Account Id into this. |
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UniversalContainers is migrating data from a legacy system into Salesforce. The companyneeds to migrate lead, contact, and opportunity data from its legacy system andmust be able to report on historical lead conversion for both legacy and newlycreated data.What is the recommended orderfor data migration? A. User, Account, Contact,Opportunity, Lead. B. User, Opportunity, Account,Contact, Lead. C. User, Contact, Account, Lead,Opportunity D. User, Lead, Opportunity,Account, Contact |
A. User, Account, Contact, Opportunity, Lead. |
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UniversalContainers has set the organization-wide default for accounts to private. Billowns the Aare account and the General Inductees account. Acme is the parentaccount for General Industries. Bill needs to collaborate with Mary on hisaccount, so he manually shares read access to Acme.What access will Mary have tothese accounts? A. Read-only on GeneralIndustries and read-write on Acme. B. Read-only on GeneralIndustries and read-only on Acme. C. Read-only on Acme and noaccess on General Industries. D. Read-write on Acme and noaccess on General Industries. |
C. Read-only on Acme and no access on General Industries. |
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The sales department at Universal Containersuses approval processes to streamline the approval of high-value opportunities.These approvals are becoming delayed in the approval process because managersforget to approve the requests from their home-page.What can a consultantrecommend to improve the approval process?Choose 2 answers A. Enable approvals by email forthe approval process for high-value opportunities. B. Schedule and email a reportof all pending approvals to managers. C. Create a dashboard of pendingapprovals and add it to the Chatter feed. D. Allow managers to approve orreject approval requests from the Chatter feed. |
A. Enable approvals by email for the approval process for high-value opportunities. D. Allow managers to approve or reject approval requests from the Chatter feed. |
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UniversalContainers (LIC) and Global Shipping (GS) are affiliates of ABC Corporation.Both affiliates use separate Instances of Salesforce and work Independently butsell to some of the same customers. They would like to collaborate on thecommon customers but keep the data for other customers separate.What approach should a consultant recommend forimplementing Salesforce to meet these requirements? A. Set up a single instance forABC Corporation and set up partner portals for UC and GS. B. Use separate SalesforceInstances and link shared records using Salesforce to Salesforce. C. Set up a single SalesforceInstance and maintain exclusive customer data using divisions. D. Use separate Salesforceinstances and link shared records using a customer portal. |
B. Use separate Salesforce Instances and link shared records using Salesforce to Salesforce. |
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Salesforce.comContent is nowup and running for Universal Widgets. Adoption is great with every RFP documentbeing uploaded in their deal workspace. But some sales reps are complainingtheir files are now getting hard to locate, especially customer specific proposals. What do you recommend? A. Tell them to put the important files in the Documentsrelated list B. Recommend Google docs and put links in Content C. Provide a training class on how to search D. Give them best practices on using Tags E. Show them how to use Featured tagging |
D. Give them best practices on using Tags |
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Universal Containers isin the early planning stage to implement salesforce.com. The business is askingwhat metrics to track to determine whether the implementation is a success. Select three quantitative metrics you recommend to track theadoption: A. Number of logins per week B. Count of activities created C. Number of people who are uncomfortable using the application D. New contacts created daily E. Number of downloaded AppExchange analytic packages |
A. Number of logins per week B. Count of activities created D. New contacts created daily |
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How would youdesign a solution to support Universal Containers lead process? Choose 2 answers. A. Use lead status to capture if the lead is contacted, open,qualified, unqualified B. Use a workflow rule to automatically assign follow-uptasks for open leads C. Create an approval process for each stage in the lead process D. Create different lead processes for each line of business |
A. Use lead status to capture if the lead is contacted, open, qualified, unqualified B. Use a workflow rule to automatically assign follow-up tasks for open leads |
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The SalesOperations team just completed 2 new KPI dashboards for the field sales team.But they do not want to confuse the sales team with new data since it is oneweek before the end of the quarter. What should SalesOperations take in to consideration when selecting a release date? Choose 2 answers. A. When quarter reporting ends B. Availabilityfor a conference call explaining the dashboards C. Availabilityof the VP-Sales Operations and VP-Field Sales D. Getting the CFO buy-in E. Completing the roll-out of the new opportunity page layouts |
A. When quarter reporting ends B. Availability for a conference call explaining the dashboards |
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Universal Telecom isgrowing fast in the emerging markets. They are spending a lot on marketing. Butthey do not know whether marketing spend is what is causing the growth. What is the best way for them to see the return oninvestment? A. A report on the number of leads generated from acampaign B. A report on how many opportunities were generated from acampaign C. A report on the number of closed/won sales that resultedfrom a campaign D. A dashboard on how many activities were created by thesales people from a campaign |
C. A report on the number of closed/won sales that resulted from a campaign |
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You get an urgentcall from the CFO about an end of year Wall Street report to stakeholders. Itis too late to do a monthly sales performance trend analysis since theconference call is next week. However, you need to solve the dilemma for nextfiscal year. What should you start looking in to? A. Create a budget to bring in an enterprise level ETL tool B. Create a budget to implement a business intelligence solution C. Create a project plan for using Analytic Snapshots D. Create custom objects to summarize monthly sales data E. Create monthly snapshot reports and emails to the CFO |
C. Create a project plan for using Analytic Snapshots |
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Only users withappropriate permissions can change their quota. A. True B. False |
A. True |
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What would yourecommend to improve the quality of leads passed from marketing to sales withinUniversal Containers? Choose 2answers. A. Create a workflow rule to send email alerts to sales manager B. Create custom fields to capture critical lead information C. Implement validation rules for leads D. Create web-to-lead auto-response rules |
B. Create custom fields to capture critical lead information C. Implement validation rules for leads |
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Any salespersoncan change their quota at any time. A. True B. False |
B. False |
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Universal Health wants all sales andmarketing users to be able to see all leads, but only marketing specialistsshould be able to create and modify lead data. What org-wide default would youuse for the Lead object? A. Private B. Public Read-Only C. Public Read/Write D. Public Read/Write/Transfer |
B. Public Read-Only |
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What solution wouldyou recommend to track the quantity and quality of leads that are passed frommarketing to sales within Universal Containers? Choose 2 answers. A. Use a standard report to calculate the number of leads bylead source B. Create a custom report to calculate lead conversion ratio C. Create a custom report to calculate leads created percalendar year D. Create a custom report to calculate percentage of dead leads |
B. Create a custom report to calculate lead conversion ratio D. Create a custom report to calculate percentage of dead leads |
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How would youdesign a solution to support the sales process at Universal Containers? Choose 3 answers. A. Create different record types and sales processes for eachline of business B. Create the sales stages required for both lines of business C. Create a validation rule to verify that the correct stage wasselected for each line of business D. Create approval processes for certain stages that apply onlywhen certain criteria are met e.g. a particular stage requires approval if discount >25% E. Create a workflow rule for certain states that run only whencertain criteria are met |
A. Create different record types and sales processes for each line of business B. Create the sales stages required for both lines of business D. Create approval processes for certain stages that apply only when certain criteria are met e.g. a particular stage requires approval if discount > 25% |
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What Sales Cloudfeatures would allow the company to improve data quality and consistency across sales deals? Choose 3 answers. A. Implement validation rules for opportunitiesB. Use a single page layout to display all informationregardless of line of business C. Use workflow rules to validate data entry D. Use opportunity record types and page layouts to displayinformation specific to each line of business E. Use required fields to enforce critical data entry |
A. Implement validation rules for opportunities D. Use opportunity record types and page layouts to display information specific to each line of business E. Use required fields to enforce critical data entry |
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Where do you selectthe Marketing User checkbox to enable a user to create, edit, delete and clonecampaigns; manage campaign members; and edit advanced campaign setup?A. Organization-wide defaults B. User record C. Profile D. Sharing rules |
B. User record |
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Universal Containers only wants salesreps and their managers to be able to create and modify their sales deals, butalso wants ONLY marketing users to be able to report on all sales deals. Howwould you design a solution to meet this requirement? Choose 3 answers. A. Manually share all sales deals with marketingB. Use a private sharing model for opportunities (will limitaccess to owner + role hierarchy) C. Use role hierarchy (this will enable manager access) D. Use a public read-only sharing model for opportunities E. Create a sharing rule to share all sales deals with marketing(more than likely, read-only) |
B. Use a private sharing model for opportunities (will limit access to owner + role hierarchy) C. Use role hierarchy (this will enable manager access) E. Create a sharing rule to share all sales deals with marketing (more than likely, read-only) |
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Assuming a privatesharing model for opportunities, what would you recommend to make it easier to work with salesoperations and marketing when trying to close a deal at Universal Containers? Choose 2 answers. A. Create account teams for specific accounts B. Enable feed tracking on opportunities C. Create private groups for specific opportunities D. Create sales teams for specific opportunities |
B. Enable feed tracking on opportunities D. Create sales teams for specific opportunities |
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UniversalContainers just added theTotal Converted Leads in Hierarchy roll-up summary field to all Campaign pagelayouts, however the administrator cannot see the field on a Campaign record.What else needs to be configured to see this field? A. Select Marketing User Checkbox B. Select the “Create” permission for Campaigns object C. Set the organization-wide defaults for the Campaign objectto Public Full Access D. Make the field visible using field-level security |
D. Make the field visible using field-level security |
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Your commit summarysays you can bring in $1,000 this period, but you’ve just gotten a verbalapproval on a deal for $500 from a CEO. What should you do? A. Nothing. It’s okay if the forecast is inaccurateB. Override the Opportunity and move the Stage to commit, makingthe Forecast more realistic C. Override the Forecast Summary for your commit |
B. Override the Opportunity and move the Stage to commit, making the Forecast more realistic |
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UniversalContainers wants to runadvertising campaigns and then run reports to measure which advertising type(online, magazine or newspaper) generates the most revenue. Where would youcreate an “Advertisement Type” picklist to track this information? A. Campaign object B. Contacts object C. Campaign Members object D. Leads object |
A. Campaign object |
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Which of thefollowing statements are true about managers and forecasts? Select all that apply. A. A manager must have their own opportunities B. A manager submits their own estimate of the forecast C. A manager can adjust a forecast to a higher number D. A manager can adjust a forecast to a lower number E. A manager can see the forecasts of every person belowthem in the role hierarchy6. A manager can override the forecast of every personbelow them in the role hierarchy |
B. A manager submits their own estimate of the forecast C. A manager can adjust a forecast to a higher number D. A manager can adjust a forecast to a lower number |
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Sales Rep Phil Smithhas an Opportunity for $50,000 in the Commit stage. Which aggregates on Phil’sforecast will NOT include this amount? A. Pipeline B. Best Case C. Commit D. Closed |
D. Closed |
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In addition tosetting the standard price, what must you also do in order to add a Product toa Custom Price Book? A. Enter a Product Code B. Enter a Product Description C. Check the Active checkbox D. Select a Product Family |
C. Check the Active checkbox |
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Which of these stepsshould take place before setting a List Price for a Product? Choose 2 answers. A. Update all items in the Standard Price Book B. Update all items in the Custom Price Book C. Create the Product D. Define the Product’s Standard Price E. Specify Quantity or Revenue Schedule |
C. Create the Product D. Define the Product’s Standard Price |
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Your organization-widedefaults for Price Books are set to No Access. What should you do to enableyour Sales Reps to view the South American Price Book and add Products in thisPrice Book to Opportunities? A. Set the organization-wide defaults to Use, then manuallychange all non Sales Rep access to No Access B. Set the organization-wide defaults for all Sales Reps toUse C. Grant specific Use access rights to Sales Reps for the SouthAmerican Price Book D. Change all Custom Price Book access for Sales Reps to Use |
C. Grant specific Use access rights to Sales Reps for the South American Price Book |
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Your organization-widedefaults for access rights to Price Books are set to Use, but only Sales Repsshould have access to Price Books. What should your first step be? A. Change the organization-wide default setting to No Access B. Change the organization-wide default setting to View Only C. Leave the organization-wide default setting, but change theSales Rep access rights D. Change the Sales Rep access rights to Use |
A. Change the organization-wide default setting to No Access |
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Your company sellsservice contracts where the customer pays once a year for a monthly servicepackage. What type of schedule shouldyou setup? A. Default quantity schedule B. Default revenue schedule C. Default revenue and quantity schedule D. Don’t create any default schedule |
A. Default quantity schedule |
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Your company sellslarge mainframes that are delivered in a single delivery but are paid for withseveral regular installments. What typeof schedule should you setup? A. Default quantity schedule B. Default revenue schedule C. Default revenue and quantity schedule D. Don’t create any default schedule |
B. Default revenue schedule |
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A sales rep cancreate a quote from A. An Account and its Opportunities B. An Opportunity and its Products C. A Product and its Price Book D. A Contact and its Assets |
B. An Opportunity and its Products |
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How do you createa new quote for a customer? A. Select an Account and click New Quote B. Click the Quotes tab, then click New Quote C. Select an Opportunity, then click New Quote D. Select a Contact and click New Quote |
C. Select an Opportunity, then click New Quote |
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When editing aquote, which of the following canyou edit? Choose 3 answers. A. The discount to apply to the entire quote, including allline items B. The quote name and status C. The expiration date of the quote D. The contact and address information of the customer E. None of the above |
B. The quote name and status C. The expiration date of the quote D. The contact and address information of the customer |
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You want to syncQuote 002 with its Opportunity, but the Opportunity is currently syncing withQuote 003. What should you do first? A. Click Quote 002 so you can start the syncing process B. Check the Syncing checkbox for Quote 002 C. Uncheck the Syncing checkbox for Quote 003D. Stop the Syncing for Quote 003 |
D. Stop the Syncing for Quote 003 |
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Identify what willhappen when Universal Containers creates a new Position record that it sends to GWM (companythat Universal Containers acquired) and GWM accepts the object (with theadditional information that GWM has a trigger that will update the descriptionfield on position records to add “From Universal Containers ”) A. GWM’s trigger will not modify the record B. GWM’s trigger will modify the the record, but the changewill not be sent back to UniversalContainers C. GWM’s trigger will modify the record and the change will besent back to UniversalContainers |
B. GWM’s trigger will modify the the record, but the change will not be sent back to Universal Containers |
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What types ofrecords can be added to Salesforce from Data.com. Choose 3 answers. A. Opportunities B. Contacts C. Leads D. Accounts E. Campaigns |
B. Contacts C. Leads D. Accounts |
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Universal Containers isexperiencing a drop in profitability due to excessive sales discounting. Whatcan UniversalContainers do to monitorand control discounting? Choose 2 answers. A. Publish an approval matrix doc. to a centralized repository B. Limit the #of products that can be added to an opportunity C. Ensure thatsales management has approval authority on requested discounts D. Evaluate thedifference between listed price and discounted price on opportunities |
C. Ensure that sales management has approval authority on requested discounts D. Evaluate the difference between listed price and discounted price on opportunities |
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Due to recentorganizational changes, Universal Containers is considering territorymanagement in its existing SF Implementation. Which area of the applicationshould be evaluated before enabling territory management? Choose 2 answers. A. Whether multi-currency is enabled B. The sharing model for quotes and orders C. Whether customizable forecasting is enabledD. The sharing model for accounts and opportunities |
C. Whether customizable forecasting is enabled D. The sharing model for accounts and opportunities |
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You can only trackAssets sold by your company.A. True B. False |
B. False |
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UniversalContainers will be usingmultiple environments to manage the development, testing, and deployment of newfunctionality to sales users. Which deployment tool can be used to migratemetadata across SF environments? Choose 2 answers. A. Change Sets B. Force.com Excel Connector C. Apex Data Loader D. Force.com IDE |
A. Change Sets D. Force.com IDE |
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Once you save a PDFquote, the file is automatically emailed to the customer. A. True B. False |
B. False |
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Universal Containers is implementingthe Sales Cloud to improve the Sales Team's ability to close deals. The org, isglobal, sells products in different currencies, and has different complexbusiness processes within each business region. Which training approach shouldbe recommended to optimize deployment success and promote user adoption? A. Standardizedcourse content delivered globally via Train theTrainer B. Instruction-led classroomtraining customized for each region C. Online, self-paced training for application end users D. Standardizedvirtual training classes delivered by Universal Containers |
B. Instruction-led classroom training customized for each region |
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What does theReviewed Status indicate? A. The record has minimal activity in Data.com B. The record should be deleted from Salesforce C. The record has been manually cleaned against Data.com D. The record might have a bad phone number |
C. The record has been manually cleaned against Data.com |
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Universal Containers is deploying theSales Cloud to 500 sales users. The implementation team is planning an end usersupport plan for the first week of the implementation. Which item should beincluded in the plan? Choose 2 answers. A. Communication to customersabout potential issues B. 24-7 support from the IT team C. Meeting schedule to review open issues and escalations D. Process for users to report issues |
C. Meeting schedule to review open issues and escalations D. Process for users to report issues |
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You can apply adiscount to the entire quote; there is no need to apply discounts to individualline items in the quote. A. True B. False |
B. False |
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A consultant isworking on a Sales Cloud Implementation and the client indicates that theimplementation will only be successful if every sales user logs into Salesforce 3 times a day.How should the consultant proceed? A. Finalize the requirements for a login report B. Import an adoption dashboard from the AppExchange C. Create a report to document the number of logins per salesuser D. Engage in a conversation about the underlying objective |
D. Engage in a conversation about the underlying objective |
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When converting aLead with an associated Campaign, the Campaign will follow the process and beassociated to the Account. A. True B. False |
B. False |
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UniversalContainers is launching anew product and has planned a number of marketing activities to support thelaunch, including press releases, emails, webinars, trade shows, and customerconferences. Which solution should a consultant recommend to meet theserequirements? A. Create a campaign for each activity and mark each campaign asinactive as the events are completed B. Create multiple campaigns, add members, update the memberstatus, and associate with a parent campaign C. Create an event for each activity against the lead recordsand update the status to Complete D. Create a single campaign and add an event on the campaign foreach activity |
B. Create multiple campaigns, add members, update the member status, and associate with a parent campaign |
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What solution wouldyou recommend to track the industries that Universal Containers works with most? A. Create a custom report for accounts B. Run the account owners standard report C. Run the account teams standard report D. Run the contact role standard report |
A. Create a custom report for accounts |
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Universal Containers recently migrated datafrom multiple legacy systems to a single Salesforce instance. Sales users are testing duplicate records inthe new system, but Universal Containers needs torestrict sales users from deleting data. Which solution should a consultantrecommend to solve this problem? A. Archive duplicate records in a custom object that isinaccessible by sales users B. Allow sales users to review and merge records that areconsidered duplicates C. Create a custom profile that sales users can log into anddelete the duplicate records D. Allow sales users to flag duplicates and define a processfor an admin to review and merge records |
D. Allow sales users to flag duplicates and define a process for an admin to review and merge records |
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Universal Containers requires an opportunityrecord type be created upon lead conversion. How can this requirement be met? A. Create validation rules on the opportunity record B. Override the convert button to use custom lead logic C. Create validation rules on the account record D. Make opportunity stage a required field |
B. Override the convert button to use custom lead logic |
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It is bestpractice to limit the workflows on Leads because Leads will not be converted ifthere is an applicable workflow action on it. A. True B. False |
A. True |
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Universal Containers has identified twodistinct selling methodologies that its different sales teams must follow toclose business after qualifying a prospect. Which solution will meet thisrequirement? Choose 2answers. A. Define sales stages for each methodology B. Create lead record types for each methodology C. Createopportunity record typesfor each methodology D. Define a campaign code for each methodology |
A. Define sales stages for each methodology C. Create opportunity record types for each methodology |
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It is unclear howthe money spent on marketing campaigns is helping UniversalContainers grow its salesbiz. What is the best way for Universal Containers to capture areturn on investment?A. Count the # of leads generated from each campaign B. Determine the # of activities created by sales related to acampaign C. Determine the # of opportunities generated by each campaign D. Track the value of closed won opportunities generated by each campaign |
D. Track the value of closed won opportunities generated by each campaign |
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Universal Containers is integrating Salesforce with itsaccounting system. The accounting system has a one-to-many relationship ofaddresses to accounts. The IT Dept. needs to integrate all of the accountingsystem addresses with Salesforce. Current analysis indicates that, on average, eachaccount has five addresses. Which solution should a consultant recommend? A. Build a custom object related to accounts to hold theaddresses B. Use the two standard address fields on the account object C. Create five sets of address fields on the account object D. Create a text field to populate with the account address data |
A. Build a custom object related to accounts to hold the addresses |
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How should you assess the quality of leads? A. Averageamount of time required to convert leads to opportunities B. Average # of activities required to convert leads toopportunities C. % of leads converted to opportunities D. % of leads that could not be converted due to bad data |
C. % of leads converted to opportunities |
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Universal Containers has two differentgroups who use accounts. The sales group needs to populate 15 fields and usethe fields on the account record. The support group does NOT need to save the15 fields on the account record but must be able to run reports on them. Whichsolution will satisfy this requirement? A. Create separate record types for the sales and support groups B. Hide the fields through field level security from thesupport group C. Create separate layouts for the sales and supportgroups D. Create a custom object for the 15 fields with a master-detailrelationship |
C. Create separate layouts for the sales and support groups |
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Why is itimportant to forecast sales? A. Forecasting helps a company know what’s in the pipeline B. Forecasting allows a company to manage revenue C. Forecasting tells managers the percent of deals closed D. Forecasting moves opportunities through stages |
B. Forecasting allows a company to manage revenue |
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Universal Containers sells to bothindividual consumers and corporations. Sales reps on the enterprise sales teamsell to corporations only and are reporting that the consumer accounts arecluttering their search results which makes it difficult to effectively searchthe data. Which option should be explored to help improve the user experience? Choose 2 answers. A. Disable person accounts and treat the consumer accounts ascontacts B. Consider enabling the divisions feature C. Evaluate whether a private sharing model with sharing rules canbe applied D. Create a public group for the enterprise sales team |
B. Consider enabling the divisions feature C. Evaluate whether a private sharing model with sharing rules can be applied |
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What doesSalesforce usability mean? A. How manyusers log on to Salesforce on a daily basis B. What is theratio of Salesforce users to the amount of sales C. Howsatisfied Salesforce users are with the application D. How easilycan customers achieve their goals using Salesforce |
D. How easily can customers achieve their goals using Salesforce |
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UniversalContainers would like to limit the types of opportunities sales userscan create, but allow sales users to view opportunities of any type. Which approach willaccomplish this? A. Assign the same page layout to all record types to each salesuser profile B. Create a workflow rule to prevent sales users from selectingthe incorrect record type C. Assign the appropriate opportunity record types to each sales user profile D. Set the org.-wide default for opportunities to private and create applicable sharing rules |
C. Assign the appropriate opportunity record types to each sales user profile |
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What Sales Cloudfeature would allow Universal Containers to track which campaigns have directlyled to sales deals? A. Campaign influence B. Campaign members C. Campaign hierarchy D. Campaign roll-up summary fields |
A. Campaign influence |
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Universal Containers needs to ensure thatproducts are associated with opportunities in order for the opportunity to move into or past the quoting stages in the salesprocess. What should a consultant recommend to meet this requirement? A. Enable the "Prompt users to add product to opportunities" setting B. Create a workflow rule to assign a task to add products uponopportunity creation C. Create a custom opportunity entry wizard using Visualforce D. Create a validation rule using the Has Line Item and Stagefields |
D. Create a validation rule using the Has Line Item and Stage fields |
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You have completedthe configuration of Salesforce for your client. You have Leads that are clean and readyto be migrated into Salesforce. What three steps should you consider prior to loading thisdata set? A. Activating historical users B. Suspend workflow rules C. Deactivate queues D. Define Data Loader mapping |
A. Activating historical users B. Suspend workflow rules D. Define Data Loader mapping |
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UniversalContainers needs toprevent duplicate leads from being created in Salesforce. Leads are deemed duplicates if they match on the name,last name, phone, and email address. Which solution should be recommended toprevent duplicate leads? A. Select the "Prevent Duplicates" checkbox in theLead Settings B. Create a validation rule on the lead object C. Expose the "Find Duplicates" button on the Leadpage layout D. Create an Apex trigger on the Lead object |
D. Create an Apex trigger on the Lead object |
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Which metrics shouldyou consider when building Marketing dashboards for your client manager? Choose 2 answers. A. Ask for her opportunity escalation SLA B. Ask how lead scoring is calculated C. Understand her sales pipeline goals D. Define quality vs. quantity of leads E. Standardize campaign hierarchy |
B. Ask how lead scoring is calculated D. Define quality vs. quantity of leads |
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UniversalContainers needs toensure that when a product is associated with an opportunity theappropriate product specialists are added to the sales team. Which solutionwould meet this business requirement? A. Create an Apex trigger on the opportunity line item B. Create a workflow rule on the opportunity C. Create an Apex trigger on the opportunity D. Create a workflow rule on the opportunity sales team |
C. Create an Apex trigger on the opportunity |
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There is asizable decline in the number ofsales reps who are meeting their quota. How should a consultantevaluate this situation? A. Look at % ofconverted leads per sales rep B. Activity list reports on open and closed opportunities C. Comparison report of forecast vs converted lead D. Trending report on won vs lost opportunity |
D. Trending report on won vs lost opportunity |
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UniversalContainers has a strict data access policy related to opportunities.Salesmanagement needs visibility into which team members are working on each deal. Asales rep collaborates with the same group of people from other departments onevery sales deal. The users from the other departments do NOT have access tothe opportunities created by thesales rep. Which approach should a consultant recommend to meet the reportingrequirement and to grant opportunity access? A. Share opportunities created by users in the sales rep rolewith each of the team members roles B. Add each team member individually to the account team whencreating an opportunity C. Create a public group for the extended team and shareopportunities owned by the sales rep with the group D. Set up a default sales team for the sales rep that isautomatically added to every opportunity created |
D. Set up a default sales team for the sales rep that is automatically added to every opportunity created |
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A Regional SalesManagers' direct reports are frequently added as sales team members for othersales reps’ opportunities.Which reportview filter should be applied to a pipeline report to display all of the opportunities for which theRSM's direct reports are involved? A. My team's team-selling and their opportunities B. My team-selling opportunities C. My team-selling and my opportunities D. My team's opportunities |
A. My team's team-selling and their opportunities |
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UniversalContainers has set up Salesforce to Salesforce with one of its partners as a way to share deals withthe partner. What standard functionality will UniversalContainers gain whenimplementing Salesforce to Salesforce? Choose 2 answers. A. Automatedopportunity assignment to the partner B. Ability to manage internal and channel sales in one place C. Visibility into partner updates on shared records D. Access to a partner's reports and dashboards |
B. Ability to manage internal and channel sales in one place C. Visibility into partner updates on shared records |
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How would youdesign a solution to update the contact addresses when the account address ischanged? A. Create a data validation rule on accounts B. Create a workflow rule on contacts C. Create an approval process on contacts D. Create an Apex trigger on accounts |
D. Create an Apex trigger on accounts |
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UniversalContainers evaluates sales management on the overall length of the salescycle in their respective regions. Sales managers are required to review dealsin certain stages before deals can advance to the next stage. Sales managementhas observed that deals are getting stuck in the "Determining PriceOptions" stage. Which step should a consultant recommend to improve theefficiency of the sales process? Choose 2 answers. A. Add an approval process B. Implement quote functionality C. Add a "Needs Manager Approval" stage D. Set up product schedules |
A. Add an approval process C. Add a "Needs Manager Approval" stage |
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The marketing teamof Universal Containers runs campaigns using a variety of media, such as print,email, and online. Each media campaignhas a unique URL, for an online contact form and #. Universal Containers needs to determine the ROI across campaigns. Whatshould be evaluated by the marketing team to determine this? A. Compare the actual cost by campaign type to the total amountfor all closed-won opportunitiesby lead source B. Compare the actual cost by campaign type to the total amountof opportunities converted by lead source C. Compare the budgeted cost by campaign type to the total amountof closed opportunities by lead source D. Compare the total leads converted to the total # of campaignmembers by campaign type and lead source |
A. Compare the actual cost by campaign type to the total amount for all closed-won |
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What Sales Cloudfeature would allow Universal Containers to track which campaigns are relatedto a specific program initiative? A. Contact roles B. Campaign members C. Campaign hierarchy D. Campaign influence |
C. Campaign hierarchy |
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UniversalContainers hasexperienced a month-over-month increase in leads generated through numerousmarketing campaigns and sales events. As a result, it has been difficult forthe sales org to prioritize which leads to pursue. The Director of SalesOperations has asked that a lead scoring engine be deployed to help sales execsprioritize leads. Which technique should be implemented? A. Calculate the number of products related to a lead and assignleads based on the # of products B. Enable the "Score My Lead" setting to display and alead score to be used when routing leads C. Capture relevant data on the lead form and calculate a scoreto be used when prioritizing leads D. Assign leads to execs based on seniority within the salesorg. |
C. Capture relevant data on the lead form and calculate a score to be used when prioritizing leads |
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Your forecast isavailable to your manager only after you have clicked the Submit button. A. True B. False |
B. False |
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Universal Containers imports approximately100 leads into Salesforce each month and needs to prevent as many duplicates aspossible. Which approach should a consultant recommend? A. Import leads using the Import Wizard and select a matchingtype B. Import leads and use global search to identify duplicates C. Export the existing leads using a report and scrub the dataclean prior to import D. Run a script in an external database to identifyduplicates prior to import |
A. Import leads using the Import Wizard and select a matching type |
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Universal Containers needs to implement aprocess to maintain high quality lead data. Which approach should berecommended? A. Establish a limit for the # of leads that can be imported at onetime B. Establish a cross-functional team responsible for monitoringdata quality C. Create a report to show the # of new lead records importedmonthly D. Conduct training on how to import lead records for all Salesforce users |
D. Conduct training on how to import lead records for all Salesforce users |
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Sales users atUniversal Containers need access to all account and contact records.Org-wide defaults for accounts and contacts have been set to public. However,users would like their activities to be visible only to themselves and theirmanagers. How should a consultant meet this requirement? A. Set the org-wide default for activities to be controlledby the parent B. Set the org-wide default for activities to private C. Set the org-wide default for accounts and contacts toprivate D. Advise users to set their activity records to private |
B. Set the org-wide default for activities to private |
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Universal Containers has been awarded agovernment contract to supply shipping materials to all regional locations.There are 12 regional offices and each office has an individual who isresponsible for ordering boxes. Each regional office should be invoicedindividually. Which method should a consultant recommend to set up the data in Salesforce? A. Create a single acct record, add each contact to the acct andcreate a custom object to track each office B. Create 12 leads and use the standard lead conversion processto create accounts and contacts C. Create 12 account records, add each contact to thecorresponding acct, and associate all 12 accts with a parent acct D. Create a single parent acct, add 12 contact records to thatacct, and create 12 child acct records |
C. Create 12 account records, add each contact to the corresponding acct, and associate all 12 accts with a parent acct |
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Universal Containers recently changed thesharing model for accts from public to private. Users must be able to viewcontacts they own for accts that are owned by other users. However, acct ownersdo NOT need access to contacts owned by other users. How should this beaccomplished? A. Move contacts NOT owned by the acct owner to an acct ownedby the contact owner B. Set the org-wide default for contacts to be controlled bythe parent C. Instruct users to create new acct records and new contactsrelated to the accts D. Set the org-wide default for contacts to private |
D. Set the org-wide default for contacts to private |
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A sales rep atUniversal Containers works with multiple contacts in various rolesthroughout a sales cycle. The sales rep needs to track these individuals andthe type of influence each has on the respective deals. How can a consultantmeet this requirement in Salesforce? A. Add several Opportunity Lookup fields and Role picklistfields to the contact B. Add the Contact Roles related list to the opportunity pagelayout C. Add a new Junction object to connect contacts andopportunities D. Add several Contact Lookup fields and role picklist fieldsto the opportunity |
B. Add the Contact Roles related list to the opportunity page layout |
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Universal Insurance is amedical insurance company that provides liability insurance policies todoctors. Many of the doctors have an independent practice with a primaryoffice, but they also work at a number of hospitals. Universal Insurancerequires the options listed below:The policy foreach doctor is associated with a single contact recordThe ability to track which doctors are associated with each of the hospitalsin their networkWhich solution woulda consultant recommend to meet these requirements? A. Use the Person Account related list on the account B. Use the Partner related list on the contact C. Use the Contact Roles related list on the account D. Use the Contact Roles related list on the contact |
C. Use the Contact Roles related list on the account |
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A sales repmanages the Universal Containers account, which has two subsidiaries: Universal Storage, andUniversal Movers. Both of the subsidiary accounts are owned by other sales repsoutside of his territory and the organization-wide default for accounts isprivate. The sales rep needs to report on all of the sales-related activitiesfor all of the accounts in the hierarchy. What would aconsultant recommend to grant the sales rep visibility to the sales-relatedactivities for the account hierarchy? A. Create a sharing rule to grant access to the subsidiaryaccounts for the sales representativesB. Add the sales representatives to the account team for thesubsidiary accounts C. Add the sales representatives to the sales team for thesubsidiary accounts D. Set the sales representative as the designated approverfor the account hierarchy |
B. Add the sales representatives to the account team for the subsidiary accounts |
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What are some ofthe common security challenges. Select all that apply. A. Consultantshave different beliefs about the optimal level of security for clients B. Differentindustries require and follow different security models C. Marketingand Sales organizations differ on how they access contacts D. Salesforceusers must have access to the right records and only see relevant data |
B. Different industries require and follow different security models C. Marketing and Sales organizations differ on how they access contacts D. Salesforce users must have access to the right records and only see relevant data |
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Universal Containers has a privatesharing model and is using account hierarchies to track relationships betweenparent and child accounts. The company needs to see the total market share ofall child accounts on the parent account, even if the child account isinaccessible to the user viewing the parent. How can the market share for theparent be calculated? A. Use Apex to update the Total Market Share field on theparent account with the combined market share values from all child accounts B. Use a roll-up summary field to calculate the value ofopportunities related to the child accounts and roll them up to the parentaccountC. Create a report to summarize the Market Share field for allaccounts in the hierarchy, and add a link to the report from the account page D. Use roll-up summary fields to calculate the market shareon the child accounts and roll them up to the parent account. |
A. Use Apex to update the Total Market Share field on the parent account with the combined market share values from all child accounts |
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The VP of Sales atUniversal Containers is reviewing sales team member productivity andeffectiveness and needs to know the relationship between the sales reps' levelof engagement on deals and the deal close rate. Which metric will allow the VPof Sales to better understand the relationship? Choose 2 answers. A. Average number of activities associated with closed/won versusclosed/lost opportunities B. Total number of opportunity-related activities by each salesrepresentative C. Total number of lead, account, and opportunity recordscreated by each sales rep D. Average opportunity stage duration by each sales rep |
A. Average number of activities associated with closed/won versus closed/lost opportunities D. Average opportunity stage duration by each sales rep |
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How would youdesign a solution to give Universal Containers a 360 degree view of an account? A. Create custom formula fields to display the relatedinformation B. Set the field-level security to visible for theappropriate related lists C. Ensure that the appropriate related lists are on the accountpage layout D. Create an apex trigger to display related information |
C. Ensure that the appropriate related lists are on the account page layout |
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For optimalusability and adoption, a solution must do what? Select all that apply. A. Providevalue so users perceive it as a valuable spending of their time B Be easy touse so users can easily enter data and find information C. Have trusteddata D. Beinexpensive so users don’t worry about the bottom line when using theapplication E. Provide bothonline help and hard copy reference materials to assist users at all times F. Be easy tochange through a change management process in place |
A. Provide value so users perceive it as a valuable spending of their time B Be easy to use so users can easily enter data and find information C. Have trusted dataF. Be easy to change through a change management process in place |
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Universal Containers has enabledmulti-currency in Salesforce. How can the VP of Global Sales summarize thepipeline from multiple currencies in the corporate currency? A. Enable advanced currency management to set the default reportcurrency to the corporate currency B. Create a set of reports for each currency and export to Excelto aggregate the data C. Set the display currency for the report to the corporatecurrency D. Modify the report filters to only display opportunity recordsin the corporate currency |
A. Enable advanced currency management to set the default report currency to the corporate currency |
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Universal Containers receives an average of100,000 leads from an external source on a monthly basis and needs to importthese into Salesforce. Which approach can a consultant suggest for importingleads? Choose 2 answers.A. Use the data loader in bulk-API mode B. Use an Extract Transform Load (ETL) tool C. Use import wizard for leads D. Use a batch Apex job |
A. Use the data loader in bulk-API mode D. Use a batch Apex job |
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Universal Containers is implementingSalesforce and plans to migrate several marketing campaigns from a legacysystem. Which approach would a consultant recommend to ensure that the campaignand campaign member data is accurately maintained? A. Create external ID fields for campaigns, leads, and contacts B. Create external ID fields for campaigns, campaign members,and accounts C. Create external ID fields for campaigns, accounts, andcontacts D. Create external ID fields for campaigns, leads, and accounts |
B. Create external ID fields for campaigns, campaign members, and accounts |
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Universal Containers sells a large suiteof products and its product pricing changes frequently. The company manages theproduct and pricing information in an Enterprise Resource Planning (ERP)system, and would like to manage sales opportunities in Salesforce and leveragethe product and pricing data from the ERP system. Which factors should aconsultant evaluate before suggesting a solution?\ A. Frequency of product and pricing data updates and ability of theERP system to process outbound messages B. Ability of the ERP system to expose product and pricing dataas a Web page that can be used in a Web tab C. Volume and frequency of product and pricing data updates andability of the ERP system to host a Web service D. Volume and frequency of product and pricing data updates andability of the ERP system to call a web service |
C. Volume and frequency of product and pricing data updates and ability of the ERP system to host a Web service |
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A salesmanager wants a report on all activities on all accounts that the manager owns,including contacts and opportunities. What report should he create? A. Activityreport on account and opportunities that sales manager owns B. Activityreport on account and contacts that sales manager owns C. Activityreport on account, contacts and opportunities that sales manager owns D. Activityreport on accounts that sales manager owns |
D. Activity report on accounts that sales manager owns |
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Universal Containers is enablingthe partner portal to allow partners to update their opportunities inSalesforce. Partners should only have access to specific opportunity list viewsand opportunity reports. How can this level of access be enforced for partnerportal users? Choose 2 answers. A. Remove permissions for existing list views and report foldersthat should NOT be shared with partner users B. Create the appropriate list views and report folders andshare with all partner users only C. Create list views and report folders in the partner portalsetup so they are available to all partner users D. Create a new tab in the partner portal to display theappropriate list views and report folders |
A. Remove permissions for existing list views and report folders that should NOT be shared with partner users C. Create list views and report folders in the partner portal setup so they are available to all partner users |
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Why are profilesimportant when managing the security of records? Choose 2 answers. A. Profiles allow users Read permission only. To allow Create,Edit or Delete permissions, an Admin mustchange the default setting. B. When custom applications are installed or created, you canmanage access at the profile level C. Profiles define a user’s permission to perform differentfunctions within Salesforce D. Profiles manage data visibility based on where users are placedamong the profile hierarchy |
B. When custom applications are installed or created, you can manage access at the profile level C. Profiles define a user’s permission to perform different functions within Salesforce |
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How many reportsshould you design for optimal usability? A. Five toseven reports per role B. As many asare needed per role, without overwhelming users C. The more thebetter, as long as you use a clear naming convention D. Up to 10reports per role |
B. As many as are needed per role, without overwhelming users |
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Universal Containers has observed aseasonal slow down in sales. To address the issue, the company is running acontest for the sales team as described below.Increase the number ofleads qualified weekly.Increase the number of activities per sales deal.Increase theopportunity close ratio.The VP of Salesneeds to track the sales team's progress against these goals on a daily basis.Which solution will provide the required information? A. Create a dashboard to track the metrics, set the VP of Salesas the running user, and schedule a daily refresh to be emailed B. Create three reports to track the metrics and schedule adaily refresh to be emailed C. Create a dashboard to track the metrics, set the VP of Salesas the running user, and set this as the default dashboard for all sales reps D. Create a custom report type to join leads, activities, andopportunities in a single report, and schedule a daily refresh to be emailed |
C. Create a dashboard to track the metrics, set the VP of Sales as the running user, and set this as the default dashboard for all sales reps |
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What are thekey data management challenges? Choose 3answers. A. The systemmust enable easy and correct entry of data B. Users mustbe able to find and trust data in the system C.Data must not be available for certain roles D. The systemmust keep the data clean for future use E. Users mustnot use the same data too often to avoid contamination |
A. The system must enable easy and correct entry of data B. Users must be able to find and trust data in the system D. The system must keep the data clean for future use |
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•When converting aLead with an associated Campaign, the Campaign will follow the process and beassociated to the Account.1. True2. False |
2. False |
