Sales Cloud

Front 1

1. Universal Containers purchased a new marketing database list and wants to use it to run an email campaign for the launch of a new product. The sales team will be responsible for evaluating the respondents and identifying the decision maker before going through the sales process with a prospect. What steps should a consultant recommend in this scenario?

Back 1

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

Front 2

2. Universal Containers wants to integrate a Sales Cloud solution with its accounting system. Which standard objects are likely to be used in the integration?

Back 2

D. Accounts, contacts, and contracts

Front 3

3. Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?

Back 3

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

Front 4

4. Universal Containers wants to manage their sales territories in Salesforce. What questions should be asked to determine if territory management is an appropriate solution? Choose 3 answers

Back 4

B. Are your lead assignments based on sales territories?0. Is your sales organization set up as a matrix or a tree?E. Does account sharing depend more on account traits than on ownership?

Front 5

5. Universal Containers’ North American and European sales teams have different business requirements related to creating new opportunities in Salesforce. As a result, each team must complete a set of geographically-specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should NOT be able to report on the other's region-specific fields. What solution should a consultant recommend to satisfy this scenario?

Back 5

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

Front 6

6. Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data? Choose 2

Back 6

A. Use tools like the Lead Import wizard to identify and remove duplicates.C. Use Data.com to clean the existing lead data and new data going forward.

Front 7

7. Universal finance has two sales divisions. Sales Division A's customers are individuals and Sales Division B's customers are businesses. Each division's sales representatives have their own user profiles, and person accounts are enabled. Sales Division B's sales representatives should not be able to create person accounts; they should only be able to create business accounts. What solution should a consultant recommended to meet these requirements?

Back 7

A. Remove person account record types from the Division B sales representative user profile.

Front 8

8. Sales representatives at Universal Software need to collaborate with customers on sales deals to gather requirements, analyze solutions, and deliver proposals. Universal Software wants to ensure that customers are fully engaged throughout each stage in the sales process. What solution should a consultant recommend to facilitate collaboration with customers? Choose 2 answers

Back 8

A. Invite customers into private Chatter groups.B. Allow customers to follow opportunities in Chatter.

Front 9

9. The finance department of Universal Containers is noticing a decline in profitability, which they attribute to an excessive number of discounts on opportunities. What can the finance department do to monitor and control opportunity discounting? Choose 2 answers

Back 9

B. Run a report on opportunities showing list price and discounted price.C. Create a custom roll-up field to calculate the average product discount for each customer.

Front 10

10. Sales representatives at Universal Containers log activities on accounts, contacts, and opportunities. The sales manager wants to create a report to see all activities on all of the accounts that the manager owns, including activities on contacts and opportunities. Which report should be recommended to the sales manager?

Back 10

B. Activities report on accounts the manager owns

Front 11

11. Universal Containers has implemented account hierarchies with a private sharing model. A sales representative would like to give another user access to one of the accounts she owns and the three child accounts. How can the sales representative provide this access?

Back 11

C. Add the user manually to the parent account team and each of the child account teams.

Front 12

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

Back 12

A. Configure the first stage with the omitted forecast category.D. Assign 0% probability to the first sales stage.

Front 13

13. Universal Containers has an extensive distributor and reseller community. To help manage this partner network, the company is implementing a partner portal. What must be considered when setting up partner users?

Back 13

C. Partner users are associated with the same set of profiles as internal users.D. The sharing model should be re-evaluated when the partner portal is enabled.

Front 14

14. What is a capability of Data Loader? Choose 2 answers

Back 14

A. Ability to export field history dataC. Ability to run one-time or scheduled data loads

Front 15

15. Universal Containers wishes to track relationships between its customers. For example, some customers are suppliers for other customers.

Back 15

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

Front 16

17. Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. What solution should a consultant recommend for this scenario?

Back 16

D. Add the leads tab to the partner portal and configure partner profiles to access leads.

Front 17

18. Universal Containers processes its orders through a separate system from Salesforce but would like to integrate the order history data into Salesforce. This would give sales representatives a view of all past orders by account. Which solution should a consultant recommend?

Back 17

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

Front 18

19. Universal Containers has a lead qualification team that qualifies and converts leads into opportunities. During lead conversion, the new opportunity must be assigned to the account owner. Which solution should a consultant recommend to meet this requirement?

Back 18

You can set the owner from apex by using the function setOwnerId() if you choose not to provide an ownerId, the same Owner is used as the lead.

CANNOT SET ASSIGNMENT RULE ON ACCT

Front 19

20. Universal Containers has enabled Social Accounts and Contacts. When a sales representative accesses a contact within Salesforce, the representative is unable to see detailed information from the contact's Facebook profile (e.g., contact's wall postings). What is preventing the sales representative from accessing detailed information on the contact's Facebook page?

Back 19

C. Universal Containers must purchase the Facebook license to access public profile information for its users.

Front 20

21. The sales management team at Universal Containers wants to monitor the progress of high-value sales deals and enable collaboration with cross-functional teams to help remove any obstacles. Which feature should a consultant recommend to meet these requirements?

Back 20

B. Enable Big Deal Alerts.D. Allow Chatter feed tracking on opportunities.

Front 21

22. Universal Containers is undergoing a sales reorganization and wants to enable territory management. What should Universal Containers review before enabling territory management?

Back 21

A. Opportunities and forecastingB. Account and opportunity sharing

Front 22

23. Universal Containers IS purchasing smartphones and tablets for it’s global sales team members. Sales management wants mobile access to key functionality, indudino collaboration, customer management, and opportunity management. What component of Salesforce Sales Cloud mobility should a consultant recommend to meet these requirements?

Back 22

8. Native mobile applicationsC. Salesforce Touch

Front 23

24. Universal Containers wants to improve the information profile of its current contacts in Salesforce by usng social networking applications (e.g., Linkedln and Twitter) to add to the information currently gathered for accounts, contacts, and leads. What should a consultant recommend to meet this requirement?

Back 23

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

Front 24

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

Back 24

A. Conduct end-to-end solution reviews.

Front 25

26. Universal Containers has a complex sales process methodology that requires several different pricing scenarios be generated. Once a customer has agreed upon a price scenario, the sales representative needs to document it in Salesforce. Which solution should a consultant recommend to accommodate a multiple-price scenario methodology?

Back 25

A. Implement quotes with the Quote Syncing feature.

Front 26

27. Universal Containers uses Salesforce for Outlook to synchronize contacts between Microsoft Outlook and Salesforce. The executive team wants to ensure that users’ personal contacts in Microsoft Outlook are not synced with Salesforce. Which solution should a consultant recommend to meet this business requirement?

Back 26

8. Train users to mark personal contacts as private in Microsoft Outlook and choose not to sync private contacts in Salesforce.D. Train users to assign personal contacts in Microsoft Outlook to the Don't Sync with Salesforce category.

Front 27

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

Back 27

A. User, Account, Contact, Opportunity, Lead

Front 28

29. Universal Containers has just enabled advanced currency management. The Vice President (VP) of Asia Pacific Sales wants to view currency in opportunity revenue reports in both the corporate currency of USD and the relevant country's currency. The VP of Asia Pacific Sales uses USD as the default currency. What solution should a consultant recommend to meet this requirement?

Back 28

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

Front 29

30. Universal Containers operates in two currencies: EUR and USD. Its corporate currency is USD. When a sales team member tries to add products to an opportunity for a customer in the Eurozone, they are unable to find EUR prices. What is the likely cause of this problem? Choose 2 answers

Back 29

A. Opportunity currency is set to USD.

D. Sales user's default currency is set to USD.

POSSIBLY pricebook entries are missing EUR prices

Front 30

31. Universal Containers recently acquired Global Packaging, a company that has complementary products. Universal Containers wants to run a major campaign showcasing its new product bundling. The company will use multiple marketing channels to create awareness in the marketplace. Each marketing channel will need to be measured for its effectiveness both individually and collectively. How should the consultant design the solution for Universal Containers?

Back 30

B. Create campaigns for each channel with members and link child campaigns to a parent campaign.

Front 31

32. Universal Containers successfully converted from a legacy CRM system to the Sales Cloud solution. The stakeholder committee will meet in a week to review the revenue performance of the sales team. Which report should the committee use to assess sales team revenue performance?

Back 31

A. Opportunity pipeline report by sales rep

Front 32

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

Back 32

D. Use account team to share records to relevant people.

Front 33

35. Universal Insurance is a large insurance company with a customer base that includes both individual consumers and businesses. The company has implemented person accounts in Salesforce. It has a custom object for policies that needs to relate to both person accounts and business accounts.

Back 33

C. Create a master-detail account relationship.

Front 34

36. What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers

Back 34

B. Establish a stakeholder committee and meeting schedule.

Front 35

37. The sales management at Universal Containers is reviewing the quality of leads generated from marketing campaigns. What information is available to assist with this type of analysis?

Back 35

A. Percentage of leads that could not be contacted due to bad data

B. Percentage of leads converted to opportunities

Front 36

38. Universal Containers needs to have opportunity discounts approved by the senior management team. The appropriate approver is dynamically determined based on the requestor's region and the opportunity's account type. Which solution should be recommended to support these requirements?

Back 36

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

Front 37

39. Universal Containers has set up a sales process that requires opportunities to have associated product line items before moving to the negotiation stage. What solution should a consultant recommend to meet this requirement? Choose 2 answers

Back 37

A. Ensure that all sales representatives have access to at least one pricebook when creating product lines.D. Configure a validation rule that tests the has Line Item and Stage fields for the correct condition

Front 38

40. Universal Containers sells two product lines that each use a distinct selling methodology. Additionally, each product line captures different information that is used to sell the products. What should a consultant recommend to support selling the two product lines?

Back 38

A. Create two page layouts and two sales processes; assign them to the respective product lines to collect relevant information.

Front 39

41. Universal Containers has a public sharing model for accounts and uses the parent account field to create a multi-level account hierarchy. When viewing a parent account, the company would like to see the total value of open opportunities for all accounts in the hierarchy. What solution should a consultant recommend to meet this requirement?

Back 39

C. Use Apex to update a custom field on the parent account with the total value of open opportunities from the child accounts.

Front 40

42. Universal Containers acquires sales leads each year through trade show attendance by its sales and marketing employees. Occasionally, duplicate leads are generated when the marketing team imports leads that already exist in the system. What should a consultant recommend to prevent duplicate leads in the system?

Back 40

D. Upload the leads using the Lead Import Wizard and select the appropriate field to match duplicates against existing records.

Front 41

43. A Sales Cloud implementation at Universal Containers requires a global design that involves multi-currency, multi-language, region-specific sales processes and workflows. Which factor is important for optimizing user adoption?

Back 41

B. Communicating the training plan well in advance of training start dateC. Customizing the training curriculum for each specific region

Front 42

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

Back 42

C. Trending report on won versus lost opportunities

D. Activity history report on open and closed opportunities

Front 43

45. Universal Containers shares specific accounts with its partners and is considering the use of Salesforce to Salesforce to increase visibility and collaboration for deals managed through its partner channel. The company's key partners also currently use Salesforce. What should be considered for this implementation? Choose 2 answers

Back 43

B. Universal Containers can report on shared opportunities managed by partners.

D. Partners will be able to see all Chatter feeds on shared opportunities.

Front 44

46. How can Chatter Free licenses be enabled to allow collaboration between the sales team and the customer during the sales process? Choose 2 answers

Back 44

8. Create new user and assign a Chatter Free license.C. Enable invitations and allow users to invite within a specified domain.

Front 45

47. Universal Publications is a publishing house that sells online subscriptions for its leading magazine. Customers can make a single payment, or set up to pay weekly, monthly or quarterly. Universal Publications wants to use opportunities to track and report on these subscription deals. What should a consultant recommend to meet this requirement?

Back 45

C. Enable schedules on product object.

Front 46

49. Universal Containers is following a traditional waterfall project delivery methodology. The analysis phase is complete with the sign-off of the requirements. What action should a consultant take to minimize changes in scope during the design and build phases? Choose 2 answers

Back 46

C. Map business requirements to the solution design.

Front 47

50. Universal Containers manages opportunity forecasts using the standard forecast categories in Salesforce customizable forecasting. Each sales stage is aligned with a forecast category. When reviewing the forecast, Universal Containers wants the roll-up of just the opportunities that are in pipeline, best case, and commit. What number in the forecast would provide Universal Containers with the appropriate information?

Back 47

B. Pipeline + Best Case

Front 48

51. Historically, Universal Containers has sold to shipping department contacts within its customer and prospect accounts. It recently launched a new product line that will appeal to operations department contacts. What data enrichment can Data.com provide Universal Containers to expand its sales network? Choose 2 answers

Back 48

A. Add new operations prospect accounts

D. Add operations contacts to accounts

Front 49

52. Universal Containers sells to a customer segment that has dozens of daily order and payment transactions. These customers have low credit limits, which are closely monitored. At the time orders are accepted, management wants to check the customer's available credit in Salesforce using information sourced from a third-party cloud application. What approach should a consultant recommend for this credit system integration?

Back 49

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

Front 50

53. Universal Containers wants to use its customer portal to allow customers to provide suggested changes to products and comment on other people's suggestions. What Salesforce feature supports this?

Back 50

C. Ideas

Front 51

54. Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company would like to track and report on these deals separately from other deals. What should a consultant recommend to meet this requirement?

Back 51

C. Create an opportunity record type and sales process for reporting on these deals.

Front 52

56. Sales representatives at Universal Containers want to share product specification documents with customers who do not have Salesforce access. These customers should only be allowed to preview the document in the browser without download permissions. What solution should a consultant recommend to meet this requirement?

Back 52

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

Front 53

57. Universal Containers requires credit checks for all opportunities greater than $50,000. The credit management team members are all Salesforce users. What should a consultant recommend to notify the credit manager that an opportunity needs a credit check?

Back 53

D. Use workflow to assign a task to the credit manager user.

Front 54

58. Universal Containers supports two lines of business: shipping and freight. The sales cycle for freight deals is more complex and involves more stages than the shipping sales cycle. Which solution should a consultant recommend to meet these business requirements?

Back 54

C. Create different record types and sales processes for each line of business, and assign different stages to each page layout.

Front 55

59. Universal Containers’ marketing department runs many concurrent campaigns. It has specified that the influence timeframe for a campaign is 60 days. When a contact is associated to an opportunity in a contact role, what is the impact on the campaign influence for opportunities?

Back 55

A. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.

Front 56

60. The Universal Containers sales team would like to track product shipments for each of its customers. The shipment tracking information is currently available in a back-end system, which the company plans to integrate with Salesforce. Which objects are relevant for this integration?

Back 56

B. Opportunity, opportunity product, custom object-shipment status

Front 57

61. A sales representative at Universal Containers won a sales deal and set the opportunity stage in Salesforce to dosed/won. What impact will this change have on the opportunity in the forecast?

Back 57

A. It will be associated with the dosed/won forecast category and automatically contribute to the forecast.

Front 58

62 Universal Containers wants to integrate a Sales Cloud solution with its accounting system. Which standard objects are likely to be used in the integration?

Back 58

D. Accounts, contacts, and contracts

Front 59

63. Universal Containers has a complex sales process that requires two different sets of sales stages for opportunities with an opportunity amount above or below USD $100,000. What should a consultant recommend to meet this requirement?

Back 59

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

Front 60

64. Universal Containers wants to manage their sales territories in Salesforce. What questions should be asked to determine if territory management is an appropriate solution? Choose 3 answers

Back 60

C. Are there specific rules for account and opportunity access?B. Is your sales organization set up as a matrix or a tree?E. Does account sharing depend more on account traits than on ownership?

Front 61

65. Universal Containers’ North American and European sales teams have different business requirements related to creating new opportunities in Salesforce. As a result, each team must complete a set of geographically-specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should NOT be able to report on the other's region-specific fields. What solution should a consultant recommend to satisfy this scenario?

Back 61

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

Front 62

66. Sales representatives and partners of Universal Containers constantly complain about the poor quality of lead data. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data?

Back 62

A. Use tools like the Lead Import wizard to identify and remove duplicates.C. Use Data.com to clean the existing lead data and new data going forward.

Front 63

67. Universal Finance has two sales divisions. Sales Division A's customers are individuals and Sales Division B's customers are businesses. Each division's sales representatives have their own user profiles, and person accounts are enabled. Sales Division 8's sales representatives should not be able to create person accounts; they should only be able to create business accounts. What solution should a consultant recommended to meet these requirements?

Back 63

A. Remove person account record types from the Division B sales representative user profile.

Front 64

68. Universal Containers wants to track the campaigns that influence won opportunities. Using standard functionality, what should a consultant recommend to meet this requirement? Choose 2 answers

Back 64

D. Add campaigns to opportunities when the campaign is related to a contact that is assigned a contact role on the opportunity prior to the close date.C. Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that falls before the opportunity close date.

Front 65

69. Universal Containers has a private sharing model. Sales representatives are required to collaborate with the same group of people from their departments for every deal; however, the individuals in the group will vary for each representative. What solution should a consultant recommend to ensure correct record visibility and collaboration?

Back 65

8. Configure a criteria-based sharing rule to add sales team member records automatically????

Front 66

70. Universal Containers has set the organization-wide default to public read-only for accounts, contacts, and opportunities. Activities are set to be controlled by the parent. The ABC Corporation account is owned by a sales user whose profile grants create, read, edit, and delete access to accounts, contacts, and opportunities. Based on this information, the owner of the ABC Corporation account record has the rights to take which actions? Choose 2 answers

Back 66

C. View, edit, and delete activities owned by other users directly related to the account.0. Share the account with other users through manual sharing and account teams.

Front 67

71. Universal Containers wants to restrict access to accounts and contacts. All users should be able to see all accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet these requirements, what should be the organization-wide default access for accounts and contacts?

Back 67

8. Set accounts to public read-only and contacts to controlled by parent.

Front 68

72. The sales management team of Universal Containers has noticed that opportunities are taking longer to close. Historically, it has taken 30 days for a new opportunity to be moved to closed/won. Recently, this time period has increased to 45 days. What analytics tool can the sales management team leverage to help determine the cause? Choose 2

Back 68

A. Dashboard of opportunity stage duration

D. Report on the discount approval time for quotes

Front 69

73. Universal Containers has a large sales department that manages its individual deals through opportunities. The sales teams report to or their Regional Sales Manager (RSM) and the RSMS report to the Vice President (VP) of Sales. To manage the region effectively, the RSMS and VP need to have full access to the opportunities managed by their direct reports through standard report filters. What is the recommended solution to accommodate this scenario?

Back 69

A. Define roles for the sales team members, RSMS, and VP with the appropriate reporting relationships.

Front 70

74. The sales department at Universal Containers uses approval processes to streamline the approval of high-value opportunities. These approvals are becoming delayed in the approval process because managers forget to approve the requests from their home page. What can a consultant recommend to improve the approval process? Choose 2 answers

Back 70

A. Enable approvals by email for the approval process for high-value opportunities.8. Allow managers to approve or reject approval requests from the Chatter feed.

Front 71

75. Universal Containers wants to send out an email promotion on a monthly basis to a list of 50,000 leads. What should a consultant recommend to meet this requirement?

Back 71

8. Use an email execution vendor to send emails for marketing campaigns.

Front 72

76. Universal Containers is following a traditional waterfall project delivery methodology. The analysis phase is complete with the sign-off of the requirements. What action should a consultant take to minimize changes in scope during the design and build phases? Choose 2 answers

Back 72

A. Map business requirements to the solution design.8. Obtain customer sign-off on the solution design.

Front 73

77. A sales representative at Universal Containers frequently has multiple quotes related to an opportunity. Which solution should a consultant recommend to manage the quotes?

Back 73

D. Click the Start Sync button on a quote to link it to the opportunity for automatic synchronization.

Front 74

78. The members of an opportunity team at Universal Containers are working together to close an opportunity. The sales engineer on the team is having trouble keeping up with the most current quote. How can the sales engineer identify the opportunity's latest quote?

Back 74

D. Reference synced quote history on the opportunity.

Front 75

79. Universal Containers wants to migrate accounts from a legacy system into Salesforce. The client wants the unique account IDs for the account records in the legacy system to be imported into Salesforce to allow a quality control comparison to be conducted after the migration is complete and facilitate future integration. What solution should the consultant recommend to meet this requirement?

Back 75

C. Create a custom external ID field in Salesforce and migrate the legacy system account ID into this field.

Front 76

80. The finance department of Universal Containers is noticing a decline in profitability, which they attribute to an excessive number of discounts on opportunities. What can the finance department do to monitor and control opportunity discounting? Choose 2 answers

Back 76

A. Ensure that sales management approves discount requests for each opportunity.D. Create a msbom roll-to field to calculate the average product discount for each customer.

Front 77

81. Universal Containers IS purchasing smartphones and tablets for it’s global sales team members. Sales management wants mobile access to key functionality, individual collaboration, customer management, and opportunity management. What component of Salesforce Sales Cloud mobility should a consultant recommend to meet these requirements? Choose 2 answers

Back 77

8. Native mobile applicationsC. Salesforce Touch

Front 78

82. Universal Containers wants to improve the information profile of its current contacts I1 Salesforce by using social networking applications (e.g., Linkedln and Twitter) to add to the information currently gathered for accounts, contacts, and leads. What should a consultant recommend to meet this requirement?

Back 78

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

Front 79

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

Back 79

A. Conduct end-to-end solution reviews.

Front 80

84. Universal Containers would like to associate some contacts with more than one account (e.g., a contact is an employee of one account and on the boards of several other accounts). What solution should a consultant recommend to meet this requirement?

Back 80

C. Add the contact to the contacts role related list on the second account.

Front 81

84. Universal Containers uses contracts in Salesforce to record fixed pricing structures from closed/won opportunities. The contracts expire throughout the year. To ensure the company is not missing potential renewal revenue, sales management wants to implement the following process. 30 days before a contract is due to expire, a lead is automatically treated with contract renewal as the source. All leads go to a pre-sales team who qualify and convert them to opportunities. When leads are converted to opportunities and closed/won, an alert is sent to the account team. What features of Salesforce should a consultant use to meet this requirement?

Back 81

8. Workflow, reports, queues, and lead assignment

Front 82

85. Universal Computers has three sales divisions: hardware, software, and consulting. The hardware and software divisions follow a ten-step sales process. The consulting division follows an eight-step sales process and does not use the prospecting or perception analysis stapes during the sales cycle. What should a consultant recommend to support these requirements? Choose 3 answers

Back 82

A. Create sales processes.B. Create record types.C. Define stage process(?) values.

Front 83

86. Universal Containers sells products that require frequent collaboration with the same team of individuals who play a key role in closing deals. The lead sales representative determines the level of access for ead1 of the collaborating team members on an opportunity. What solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members?

Back 83

B. Configure deal opportunity teams for all lead sales representatives with team selling enabled.

Front 84

87. Universal Containers has set accounts, contacts, and opportunities to private. Sales representatives manage the accounts for which they are the account owner. The company also employs sales specialists to assist sales representatives on deals. What should a consultant recommend to allow the sales specialists to see account information and any opportunity information associated with an account?

Back 84

A. Add the sales specialists to the account team and assign them read access to opportunities.

Front 85

88. Sellers for Universal Containers need access to reports in the partner portal to help manage their opportunities. How should Salesforce be configured to give resellers the correct level of access to reports?

Back 85

A. Create the appropriate list views and report folders in the partner portal for all partner users.

Front 86

89. Universal Containers generates a sales proposal for each opportunity and needs to share it with the customer. All members of the sales team are able to update and comment on the proposal. It is important that the customer does not see earlier versions of the proposal or the team's comments. Which solution should a consultant recommend to meet this requirement?

Back 86

0. Upload the proposal in a private Chatter group accessible to the sales team and invite the customer to join.

Front 87

90. The Vice President of Sales for Universal Containers wants a pipeline trending report that will be used for a monthly sales forecast meeting. What solution should a consultant recommend to meet this requirement?

Back 87

8. Create an analytic snapshot to run monthly for opportunities by forecast category.

Front 88

91. Universal Containers has a private sharing model and wants the ability to share documents related to an opportunity, such as contracts and proposals, with the field sales team. How can the documents be shared efficiently and securely?

Back 88

C. The documents should be uploaded to a library that is shared with the field sales organization.

Front 89

92. Universal Containers credit department uses a third-party application for credit ratings. Credit. Department managers need to launch external web-based credit application from a customers account r rd in Salesforce. The application uses a credit in on the account what should a consultant recommend to meet this requirement?

Back 89

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

Front 90

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

Back 90

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

Front 91

95. Universal Containers would like to capture qualification information for new leads (e.g., whether or not the person is a decision maker). This information should also appear in the contact record once the lead has been converted. Which 3DDl’O3d'I should a consultant recommend?

Back 91

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

Front 92

96. Sales management at Universal Containers would like to trade the following information:- Number of open opportunities in the current quarter by sales representative- Number of closed opportunities in the last quarter by sales representative

Back 92

A. Create an analytic snapshot.

Front 93

97. Universal Container's current solution for managing its forecasts is cumbersome. The sales managers do not have visibility into their teams‘ forecasts and are not able to update the forecasts. As a result, the managers are continually asking their sales representatives to provide updated forecast data via email or phone. What solution should a consultant recommend to help Universal Containers improve the management of their forecasts?

Back 93

A. Create a forecast hierarchy and assign managers to the forecast manager role.

C. Configure customizable forecasts to give managers forecast override capabilities.

Front 94

98. Sales management at Universal Containers is concerned that pipeline and forecasting reports are inaccurate because sales representatives are creating opportunities after they are closed/won. Which solution will help sales management identify and address the issue? Choose 2 answers

Back 94

8. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.C. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process.

Front 95

99. Universal Containers (UC) and Global Shipping (65) are affiliates of ABC Corporation. Both affiliates use separate instances of Salesforce and work independently but sell to some of the same customers. They would like to collaborate on the common customers but keep the data for other customers separate. What approach should a consultant recommend for implementing Salesforce to meet these requirements?

Back 95

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

Front 96

100. Universal Containers wants to use its customer portal to allow customers to provide suggested changes to products and comment on other people's suggestions. What Salesforce feature supports this?

Back 96

8. Ideas Q

Front 97

101. A premier customer for Universal Software needs access to confidential product roadmap information. To securely send this information using content delivery, what step should a sales representative take? Choose 2 answers

Back 97

8. Require the recipient to log into Salesforce to access the content.C. Require the customer to enter a password to view the content.

Front 98

102. Universal Containers allows its sales representatives to negotiate up to a 5% discount for their opportunities. Discounts greater than 5% must be sent to their Regional Sales Manager (RSM) for approval. Discounts greater than 15% must also be sent to the Regional Vice President (RVP) for approval. Which approach would satisfy these requirements?

Back 98

B. Create two approval processes, one for the RSM and one for the RVP.

Front 99

103. Universal Containers wants to prevent sales users from modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required. Which solution should a consultant recommend?

Back 99

8. Create a validation rule to enforce field access based on the sales stage and profile.

Front 100

104. Universal Containers manages its sales pipeline using Salesforce. However, when an opportunity moves to the dosed/lost stage, the company would like to enforce that the expected revenue value be $0 in reports. Which solution should a consultant recommended to meet this requirement?

Back 100

8. Create a validation rule to verify that the forecast probability for dosed/lost opportunities is 0%.

Front 101

105. Universal Containers is migrating data from E legacy system into Salesforce. The company needs to migrate lead, contact. And opportunity data from its legacy system and must be able to report on historical lead conversion for both legacy and newly created data. What is the recommended order for data migration?

Back 101

8. User, Account, Contact, Opportunity, Lead

Front 102

106. Universal Containers does not have a direct sales team; its channel partners are responsible for selling and servicing products. Over the past quarter, there has been an increased volume of leads. However, the vice President of channels has been receiving many complaints from partners on the poor quality of the leads and has noticed a significant (top in the lead conversion rate. what should a consultant recommend to improve partner satisfaction with the leads being shared?

Back 102

0. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.

Front 103

107. Universal Containers is deploying a formal sales methodology while implementing Salesforce. What should a consultant recommend to ensure the alignment of the sales methodology and Salesforce? Choose 3 answers

Back 103

C. Configure Salesforce standard and custom objects to support the sales methodology.0. Consider available sales methodology AppExchange applications.E. Embed custom components within Salesforce to support the sales methodology.

Front 104

108. Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily Iogins. What other measures of sales user adoption should be considered? Choose 2 answers

Back 104

A. Completeness of records entered into the new systemD. U Number of neglected opportunities over time by role

Front 105

109. Universal Containers has set the organization-wide default for accounts to private. Bill owns the Acme account and the General Industries account. Acme is the parent account for General Industries. Bill needs to collaborate with Mary on his accounts, so he manually shares read access to Acme. What access will Mary have to these accounts?

Back 105

C. Read-only on Acme and no access on General Industries

Front 106

110. Universal Containers has many customers that repeat the same purchase on a regular basis. These customers are classified as a repeat account type. Sales management wishes to use salesforce to automate repeat opportunities. What should a consultant recommend to meet this requirement?

Back 106

Develop an Apex trigger to set an opportunity revenue schedule that automatically updates…accounts when it reaches closed/won stage.

Front 107

111. The sales representatives at Universal Containers use various email applications and often receive important customer emails while they are away from the office. Sales management wants to ensure sales representatives are recording email activity with customers in Salesforce while they are away from the office. What solution should a consultant recommend to meet this requirement?

Back 107

8. Download and install the Salesforce for Outlook connector on their smartphones and computers.

Front 108

112. The sales representatives at Universal Containers have been experiencing the following challenges with sales quota within their Salesforce application.- It has been difficult to effectively reach contacts.- There are many duplicate contacts.- They are unable to segment account data.What should a consultant recommend to remedy all of these difficulties?

Back 108

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

Front 109

113. Universal Containers collaborates with consulting partners on some of its opportunities. If a partner account is added to the partners related list on a customer opportunity, what is the impact?

Back 109

A. The partner account is added to the partners related list on the customer account.

Front 110

114. Universal Containers sells three unique products and each product has its own sales process. The company qualifies prospects for the three products in a consistent manner; how ever, once the customer has shown interest. The sales representatives must follow the relevant product’ s sales process. What solution should a consultant recommend to meet these requirements? Choose 2 answers

Back 110

C. Configure opportunity record types for each sales process.

A. Define sales processes to map to each oppty record type

REMEMBER DEFINE AND CONFIGURE

Front 111

115. Universal Containers has a public sharing model for accounts and uses the parent account field to create a multi-level account hierarchy viewing a parent account, the company would lice to see the totalk value of open opportunities for all accounts in the hierarchy. What solution should a consultant recommend to meet this requirement?

Back 111

C. Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.

Front 112

116. Universal Containers uses an approval process on opportunities to streamline approvals. Sales management needs to analyze the number of opportunities at each step in the approval process. Which solution will support this request?

Back 112

A. Use a field update to capture the approval step on the opportunities for reporting.

Front 113

117. Universal Containers has just enabled advanced currency management. The Vice President (VP) of Asia Pacific sales wants to view currency in opportunity revenue reports in both the corporate currency of USD and the relevant country's currency. The VP of Asia Pacific Sales uses USD as the default currency. What solution should a consultant recommend to meet this requirement?

Back 113

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

Front 114

118. Shipping department at Universal Containers is responsible for sending product samples as part of the sales process. When an opportunity moves to the “sampling” stage, Universal Containers wants an automatic email sent to the shipping department listing the products on the opportunity. How can this requirement be met using a workflow email?

Back 114

A. Create it on the opportunity product using an HTML email template.

Front 115

My Team's Opportunities:

Back 115

Searches ONLY the opportunities OWNED by you and the users who report to you in the role hierarchy.

Front 116

My Team-selling opportunities:

Back 116

Searches ONLY the opportunities where you are on the SALES TEAM.

Front 117

My Team-selling and my own Opportunities:

Back 117

Searches BOTH the opportunities you OWN and the opportunities where you are on the SALES TEAM.

Front 118

UC has a private sharing model and is using account hierarchies to track relationships between parent and child accounts. The company needs to see the total market share of all child accounts on the parent account, even if the child account is inaccessible to the user viewing the parent. How can the market share for the parent be calculated?

Back 118

Use Apex to update the Total Market Share field on the parent account with the combined market share values from all child accounts.

Front 119

UC imports approximately 100 leads into SF each month and needs to prevent as many duplicates as possible. Which approach should a consultant recommend?

Back 119

Import leads using the Import Wizard and select a matching type

Front 120

UC has two different groups who use accounts. The sales group needs to populate 15 fields and use the fields on the account record. The support group does NOT need to save the 15 fields on the account record but must be able to run reports on them. Which solution will satisfy this requirement?

Back 120

Create separate layouts for the sales and support groups

Front 121

Universal Containers is expanding sales internationally and has created new price books to handle the various currencies for the five new countries. When a sales representative selects one of the new price books to add a product to an opportunity, there are no products available.

Back 121

Confirm that the products and currencies are associated with the pricebook

Front 122

A sales rep at UC works with multiple contacts in various roles throughout a sales cycle. The sales rep needs to track these individuals and the type of influence each has on the respective deals. How can a consultant meet this requirement in Salesforce?

Back 122

Add the Contact Roles related list to the opportunity page layout

Front 123

UC requires an opportunity record type be created upon lead conversion. How can this requirement be met?

Back 123

Override the convert button to use custom lead logic

Front 124

It is unclear how the money spent on marketing campaigns is helping UC grow its sales biz. What is the best way for UC to capture a return on investment?

Back 124

Track the value of closed won opps generated by each campaign

Front 125

A Regional Sales Managers’ direct reports are frequently added as sales team members for other sales reps opps. Which report view filter should be applied to a pipeline report to display all of the opps for which the RSM’s direct reports are involved?

Back 125

My team's team-selling and their opps

Front 126

UC needs to ensure that products are associated with opps in order for the opp. to move into or past the quoting stages in the sales process. What should a consultant recommend to meet this requirement?

Back 126

Create a validation rule using the Has Line Item and Stage fields

Front 127

UC needs to prevent duplicate leads from being created in SF. Leads are deemed duplicates if they match on the name, last name, phone, and email address. Which solution should be recommended to prevent duplicate leads?

Back 127

Create an Apex trigger on the Lead object

Front 128

A sales rep at UC is creating a content delivery for a high-profile prospect that contains sensitive information in the form of a pricing quote with terms and discount. What should the sales rep do before sending the content delivery URL to the prospect? (Choose 3)

Back 128

1. Require a password on the content delivery before it can be viewed.​

3. 4. Preview the URL to ensure that the formatting in the original file displays properly in the online version.Set an expiration date for the content delivery.

Front 129

Universal Containers manages its sales pipeline using Salesforce. However, when an opportunity moves to the closed list stage, the company would like to enforce that the expected revenue value be $O in reports.
Which solution should a consultant recommended to meet this requirement?
a• Define a workflow rule to set the forecast category to omitted when the opportunity stage is closed/lost.
b• Define a workflow rule to set the expected revenue field to $O when the opportunity stage is closed/lost.
c• Create a validation rule to verify that the forecast probability for dosed/lost opportunities is 0%.
d• Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages.

Back 129

c• Create a validation rule to verify that the forecast probability for dosed/lost opportunities is 0%.

CANNOT WF a formula field

Front 130

Sales management at Universal Containers wants product managers to become more involved in the negotiation stage of the sales process. Product managers need to understand the...product capability and roadmap questions with customers. What solution should a consultant recommend to help product managers engage in sales? Choose 2.

Back 130

1) use an assignment rule to notify product managers when opptys are updated (with products);
2) create a chatter group to share product information with the sales team, product managers and customer

Front 131

Universal Containers requires an oppty record type be created upon lead conversion. How can this requirement be met?
- override the convert button to use custom lead logic

Back 131

override the convert button to use custom lead logic

Front 132

Universal Containers needs to ensure that when a product is associated with an oppty, the appropriate product specialists are added to the sales team. Which solution would meet this business requirement?

Back 132

create an Apex trigger on the oppty

Front 133

Universal Containers has set up SF-to-SF with one of its partners as a way to share deals with the partner. What standard functionality will Universal Containers gain when implementing Salesforce-to-Salesforce?

Back 133

1) ability to manage internal and channel sales in one place;
2) visibility into partner updates on shared records

NOT ACCESS TO REPORTS

Front 134

Lead data quality

Back 134

1. VR
2. Dedup
3. Implement lead conversion processes
4. W2L
5. IW/Data Loader

Front 135

Universal Containers recently changed the sharing model for accounts from public to private. Users must be able to view contacts they own for accounts that are owned by other users. However, account owners do NOT need access to contacts owned by other users. How should this be accomplished?

Back 135

set the OWD for contacts to private

Front 136

The VP of Sales at Universal Containers is reviewing sales team member productivity and effectiveness and needs to know the relationship between the sales reps' level of engagement on deals and the deal close rate. Which metric will allow the VP of Sales to better understand the relationship? Choose 2.

- average # of activities associated with closed/won vs. closed/lost opptys
- total # of oppty-related activities by each sales rep
- total # of lead, account, and oppty records created by each sales rep
- average oppty stage duration by each sales rep

Back 136

1) avg. # of activities associated with closed/won vs. closed/lost opptys;
2) avg. oppty stage duration by each sales rep