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Sales Force Consultant Part 1
Sales Force Consultant Part 1
Salesforce
Exam Sales-Cloud-Consultant
Certified Salesforce Sales Cloud Consultant
Version: 3.0
Universal Containers was bought by a larger company and needs to provide information
on
a monthly basis to the new parent company to help predict sales. Which data should the
new parent company review?
A. Dashboard of user login history
B. Count of new lead records created
C. Number of activities tied to opportunities
D. Opportunity pipeline report grouped by month
Answer: D
Can you delete a content file that is associated with a content delivery?
Answer: No. You must delete the content delivery first. Deleting the contentdelivery will
delete the content.
Your client is using Account data that is old. How can you help?
A. Enhance Account content with data.com
B. Use Account Merge utility
C. Change you data migration plan for Accounts
D. Re-load all Account records
Answer: A
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Which of these steps should take place before setting a List Price for a Product? (Select
all
that apply)
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 a Quantity or Revenue Schedule
Answer: C,D
Which of the following is a typical challenge for a sales organization? (Select all that
apply)
A. Optimizing lead management
B. Drivingmore business
C. Improving sales rep productivity
D. Complete visibility
E. Poor customer satisfaction
Answer: A,C,D
Choose the correct statement.
A. Any salesperson can change theirquota at any time.
B. Only users with the appropriate permissions can change their quota.
Answer: B
Which of the following can be synced with Salesforce for Outlook? (Select all that apply)
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A. Contacts
B. Tasks
C. Accounts
D. Events E.Emails
Answer: A,B,D
How will a currency in a custom formula field display or report?
Answer: Custom formula fields are not tied to any particular currency. If theresult of a
formula field is a currency amount, it displays in the currency of the associated record.
This
is also true for `cross-object formulas that reference merge fields with different
currencies,
and formulas in workflow rules and approval processes.
If a user is deactivated what happens to their Chatter settings?
Answer: If Chatter is enabled and a user is deactivated, the user is removed
from Following and Followers lists.
Which of the following 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 below them in the role hierarchy
F. A manager can override the forecast of every person below them
Answer: B,C,D,E
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We deal with a very large volume of merchants that fall under partner accounts. We
need a
way to easily track renewals for these accounts. The volume is too high to manually
create
renewal opportunities for each account. Is there a way to automate this?
Answer: Using APEX trigger you can develop logic and create renewal opp every time
when current opp is closed. This will give you great forecast of upcoming revenue and
have
renewal deals ready to go.
Which of the following stage should be matched with the Forecast Category "Omit"?
A. Early pipeline stages
B. Mid pipeline
C. Late pipeline stages
D. Closed and Won
E. Closed and Lost
Answer: E
How do territories affect forecasts?
Answer: When you enable territory management for your organization, yourforecast
data
is derived from the opportunities that are associatedwith the accounts in your territories.
Users will have a different forecast for each territory to which they are assigned.
Person accounts combine the functionality of accounts with the functionality of contacts.
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For example, you can:
Answer: Use contact fields and related lists on person account detail and edit pages
Associate person accounts with tasks and events usingeither the Name or Related To
fields
Send individual and mass emails to person accounts
Invite person accounts to multi-person events
Add person accounts to campaigns
Convert leads into person accounts
On cases, enter person accounts in the Account Namefield, the Contact Name field, or
both
Add person accounts to the
Universal Containers plans to migrate data into Salesforce from a legacy system. Which
step should be taken before performing the data migration? Choose 2 answers:
A. Perform data cleansing
B. Enable data validation rules
C. Develop data map
D. Normalize database
Answer: A,C
How do you 'manage the funnel'?
Answer: Ensure there is a sales methodology that supports the
opportunitymanagement
processEnsure that there is visibility of the forecast; consider customizable forecasting
What are 5 key ways to measure user adoption?
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Answer: 1. Track how often users access new features
2. Spot-check data
3.Relate usage to financial calendar
4. Measure how fresh data is
5.Utilizethe adoption dashboard to review user logins, call activity anddata quality.
Does a deactivated user count against yourorganizationsavailableuser licenses?
Answer: No. A deactivated user doesn't count against your organizations available
user
licenses.
With Customizable Forecasting you can forecast any of the following data. (Select all
that
apply)
A. Quantity
B. Units of Individual Products
C. Units of Product Family
D. Amount
Answer: A,C,D
Are roll up summary fields supported if you are using Advanced Currency
Management?
Answer: Yes. Organizations with advanced currency management support roll-up
summary fields between two advanced currency managementobjects. For example, rollup
summary fields are supported from anopportunity line object to its opportunity object,
because both are advanced currency management enabled. The fields must
howevermust
be from advanced currency management objects.
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Org wide default (account) = private; Universal Companies account owned by Karen,
Universal Storage account & Universal Containers Account child accounts to Universal
Containers and both owned by Bob, Universal Monitors account owned by Sue child
account to Universal Storage, Universal Boxes account owned by Mark childaccount of
Universal storage.
Answer: Know who can see what.
What happens if a language is deactivated?
Answer: When a language is deactivated, all translations for that language are still
available in the Translation Workbench but users with that language selected see the
organization's default language values.
When editing a quote, you can edit which of the following? (Select all that apply)
A. The discount to apply to the entire quote includingall line items
B. The quote name and status
C. The expiration dateof the quote
D. The contact and address information of the customer
Answer: B,C,D
If a customer indicates they're keen to build a strong pipeline whatkey elements of the
lead
generation and lead qualification processrequires consideration?
Answer: How you create trusted data through identifying the and determining the needs
for
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leads
Using validation rules to ensure data integrity on import
Ensure the organization has a de-dup process in place
Consider field level security, assignment and hidden fields rather than overdoing
validation
Where multiple currencies are enabled, how is theuserspersonal currency amount
displayed?
Answer: In parentheses.
Sales rep @ UC collaborates with ABC company on opportunityto sell to XYZCompany.
ABC Co has been added to partner related list on the opportunity. What will
automatically
happen? Choose 2 answers:
a. Partner record added to ABC account
b. Partner record added to XYX account
c. Sales team membership granted to ABC Co
d. Partner portal access granted to ABC Co
Answer: C, D
Can Partner Portal users see all list views when logging into Salesforce?
Answer: Partner portal users can automatically see any list view with visibility settings
marked 'This view is accessible by all users'. Create specific list views on all objects
accessible to portal users, and then assign portal users to only the list views you want
them
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to view to control access.
What is a tabular report?
Answer: Tabular reports are the simplest and fastest way to look at data. Similar to a
spreadsheet, they consist simply of an ordered set of fields in columns, with each
matching
record listed in a row. Tabular reports are best for creating lists of records or a list with a
single grand total. They can't be used to create groups of data or charts, andcan't be
used
in dashboards unless rows are limited. Examples include contact mailing lists and
activity
reports.
Which best describes the Salesforce Automation feature "Data Validaction" ?
A. Ensures that we are tracking our progress towards the desired states.
B. Enforces the business process.
C. Identifies key stakeholders from the buy side.
D. Makes sure we recognize those involved in the sales process.
E. Allows to better automate the salesmethodology.
F. Determines the sales stages of an organization.
Answer: B
What can a user with a Chatter External User profile do?
Answer: The user can only log into Chatter and access groups they've been invited to
and
interact with members of those groups.
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What are key ways to manage and measure campaign ROI?
Answer: 1. Viewing campaign progress and response through reports and dashboards
2. Tracking information through the campaign and campaign member field
If you activate Salesforce to Salesforce is it reversible?
Answer: Enabling Salesforce to Salesforce is not reversible, however, you control the
information you share and the connections you share with.You can stop sharing or
modify
sharing settings at any time.
What are forecast categories?
Answer: Best Case includes amounts you are likely to close, closed/won opportunity
amounts, and amounts in the Commit category
Closed includes amounts for closed/won opportunities
Commit includes amounts you are confident about closing and closed/won
opportunityamounts
Omitted means the amount does not contribute to your forecast
Pipeline includes amounts from all open opportunities
Can you capture currency amount information through web to leador web to case?
Answer: Yes. Add the Lead Currency or Case Currency fields when generating the
HTML
form. This will ensure the currency amount is capturedand not converted to the
corporate
currency.
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For optimal usability and adoption, a solution must do what. (Selectall that apply)
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 data.
D. Be inexpensive so users don't worry about the bottom line when using the
application.
E. Provide both online help and hard copy reference materials toassist users at all
times.
F. Be easy to change through a change ma
Answer: A,B,C,F
How do I report on campaign success?
Answer: The Campaign ROI Analysis Report is available through the Reportstab in the
Campaign Reports folder. It calculates your campaigns' performance by return on
investment (ROI) and average cost.
How can a sales organization address the "lag time" challenge?
A. By offering higher incentives to sales reps
B. By improving alignment with the marketing organization
C. By optimizing lead assignment and scoring
D. By avoiding the use of leads
Answer: C
Universal Telco sells and supports a line of smart phones. The company offers support
via
phone, email-to-case, web-to-case, and a customer portal. The call center manager is
incented to drive support through customer self-service. Which report should be
included
onthe manager's dashboard? Choose 3 answers:
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A. Average Call Handle Time
B. Cases by Support Channels
C. Number of Portal Loginsper Day
D. Escalated Calls
E. Knowledge Article Usage
Answer: B,C,E
What is the purpose of a Line chart?
Answer: To connect points that represent individual data measurements.
Which pair of reports is best associated with the business driver "Improve Sales Rep
productivity" ?
A. "# of Face-to-Face Meetings" and "# of Deals Won, Lost, and In-Progress"
B. "Stage Duration Age"and "Forecast by Sales Rep"
C. "Closed Opportunities by Lead Source" and "Reasons for Lead Disqualification"
Answer: A
How is a user granted authority to create campaigns?
Answer: An administrator must select the Marketing User checkbox on a users profile
to
designate that user as a Marketing User.
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You are viewing a chart that displays points connected across a range that represent
individual data measurements. What type of chart is this?
Answer: A Line chart.
Arrange the steps to create a record in the correct order (using Salesforce Classic).
A. Select Save from the menu
B. Open the recordsin the list view or highlight the object tab
C. Open the menu and select New
D. Enter the record details in the specified fields
Answer: A,B,C,D
What happens if you change a private group to public in Chatter?
Answer: If you change a private group to public, updates and files are visible to all
users,
all pending requests to join the group are accepted, and anyone can join the group.
Describe Forecast.
A. Benchmark of how much should be sold within a certain time frame
B. Revenue projection that can be expressed in dollar amounts, units of product family,
or
both C. Consists ofopportunities in various stages of maturity
Answer: B
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When using Social Contacts, what determines the amount of information a Salesforce
user
sees when viewing a social network profile for a contact?
Answer: 1. The user's social network connection to the contact
2. The contact's social network privacy settings
How many reports should you design for optimal usability?
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Most common integrations in a marketing organization take place when...
A. Lead Generation
B. Lead Qualification
C. Revenue Management (forecasting)
D. Campaign Management
Answer: A
You have an Opportunity in the Value Proposition stage, for an amount of $1,000 that
has
a 50% Probability of closing. If all goes well,and this Opportunity closes, how much
revenue will be realized?
A. $1,000
B. $500
C. $750
Answer: A
Which of the following descriptions best describe Quotes?
A. A toolfor extending pricing proposals to customers
B. A content management tool for users who seek information
C. A library that allows access to documents
D. A collaboration tool
E. A data enrichment tool that maintains updated data
Answer: A
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Why would you use a Funnel chart?
Answer: To show multiple groupings in an ordered set and to help identify bottlenecks.
Explain a sales territory?
Answer: An account sharing system that grants access based on characteristics of
accounts.
How do you define clean data?
Answer: Data that is trusted by the user.
Which of the following stage should be matched with the Forecast Category "Closed"?
A. Early pipeline stages
B. Mid pipeline
C. Late pipeline stages
D. Closed and Won
E. Closed and Lost
Answer: D
What are some use cases for using Sites?
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Manual forecast sharing settings on the roles are copied to thenew territory
Based on role, active Salesforce users are added toterritories
Opportunities are assigned to the opportunity owner's territory
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Accounts are not assigned anywhere in the territoryhierarchy
Until you add or edit forecasts, forecasts will work as prior th
Forecast Category "Best Case" can be summarized as:
A. Closed
B. Closed + Commit
C. Closed + Commit + Best Case
D. Commit + Best Case + Pipeline
Answer: C
You have 20,000 leads you want to add to Salesforce. What is the best tool to use?
Answer: Import Wizard.
Force.com allows you to bring your custom interface to any supportdevice.
A. True
B. False
Answer: A
What are the differences between account teams and sales teams?
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Answer: An account team is a team of users that work together on an account. Sales
teams work together on opportunities, An Account team may include an executive
sponsor,
dedicated support representative,andproject manager.
Your forecast is available to your manager only after you have clicked the Submit
button.
A. True
B. False
Answer: B
2 lines of business LOB, each with custom opportunity stages & record types choose
2
answers
A. Users able to see all stages in listview filter drop downs
B. Users able to see all stages in report filterdrop downs
Answer: A,B
How many additions do you use to clean a record with Data.com?
A. 5
B. 12
C. 1
D. 0
Answer: D
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If I can't see a field on the page layout can I include it in a report?
Answer: No. You can view only those fields that are visible in your page layout and
fieldlevel
security settings.
Can you email a dashboard to a non- Salesforce user, and will theybe able to access it?
Answer: No. Only Salesforce users can access dashboards.
Match this tip with its design consideration. "Make it easy for usersto find data"
A. Tab and field naming
B. Reduced clicks
C. Search
D. Record types and page layouts
E. Workflow rules and approvals
F. Minimized redundant data entry
Answer: C
How are currencies shown in reports?
Answer: Amounts in reports are shown in their original currencies, but can be displayed
in
any active currency. You can change the currency used for report totals by selecting a
currency from Show > Currencies. The default value for the drop-down is your personal
currency. Forany amount, you can also choose to display the Converted column.
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What should access to records be based on?
A. The org chart
B. User preference
C. The org-wide default
D. Roles and role hierarchy
Answer: D
How does territory management differ to role hierarchies?
Answer: Territories need to be enabled by Salesforce.com
Territories determine forecast and forecast roll ups
A user can only have one role but can belong to multiple territories
opportunities, quotes, and reports.Users can also create opportunities and enter
amounts
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using otheractive currencies.
How is access to data controlled through reports?
Answer: The information you see in reports is the data that you can access.This
includes
records you own, records to which you have read or read/write access, records that
have
been shared with you, recordsowned by or shared with users in roles below you in the
hierarchy,and records for which you have Read permissions.
What can a user with a Chatter Free profile do?
Answer: The user can only log in to Chatter. They can access all standard Chatter
people,
profiles, groups, and files.
What can a user with a Chatter Only profile do?
Answer: The user can only log in to Chatter. They can access all standard Chatter
people,
profiles, groups, and files. Additionally, they can:
View Salesforce accounts and contacts
Use Salesforce CRM Content,Salesforce CRM Ideas, and Answers
Modify up to ten custom objects
What is Partner Portal and what does it provide?
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Answer: A partner portal allows partner users to log in to Salesforce througha separate
website than your non-partner users. Partner users canonly see the data that you have
made available to them. Furthermore, partner users can only manipulate data if you
give
them the appropriate user permissions.
Your org-wide defaults for access rights to Price Books are set to "Use", but only Sales
Reps should have access to Price Books. What should be your first step?
A. Change the org-wide default setting to "No Access"
B. Change the org-wide default setting to "View Only"
C. Leave the org-wide default setting, but change the Sales Reps' access rights
D. Change the Sales Reps' access rights to "Use'
Answer: A