Sale Cloud Jeapordy

49 Questions

Settings
Please wait...
Cloud Quizzes & Trivia

Questions and Answers
  • 1. 
  • 2. 
    Universal Containers will launch a significant new product and plans numerous marketing activities to support the launch. Such activities include webinars, tradeshows, press releases, emails, annual customer conference, seminars and direct mail. Describe your approach to Campaign Management. Answer: Plan & Define Goals, Creat Member List, Execute, Track Reponses, Analyze Effectiveness
  • 3. 
    Please explain a Person Account, and what sort of industries could it apply. Answer: A person account is an individual consumer with whom you do business, such as a financial services client, an online shopper, or a vacation traveler. Person accounts are applicable to organizations that operate on a business-to-consumer model as opposed to a business-to-business model. Can a Person Account be added to a Contact Role related list? Why? Answer: Person Accounts are NOT enabled by Default. They can be added to a to the Contact Roles related list on cases, contracts, and opportunities. Since the Person Account can also be a Contact (on a specific Object, which is defined by a role)
  • 4. 
    In which Sales Cloud feature is Account Assignment Rules imperative for a successful deployment? Answer: Territory Management
  • 5. 
    Universal Insurance would like track all insurance policies their customer’s have with other companies but do not want the inside sales group to see records entered by the external sales groups and vice-a-versa. The customer’s system administrator suggested creating two custom objects with a lookup relationship to the Account object and set the custom object security to private. What is the downside of this design? Answer: Reporting - Lookup relationships allow data from the two related objects to be joined in one report.
  • 6. 
    You are given a requirement to have the East Coast sales team not be able to see the accounts of the West Coast sales team. Managers of both sales teams must be able to report on each others territories in case one is out on vacation. What is your solution? Answer: Use Territory Management with Account critera sharing rules Key benefits of territory management include:
    • The ability to use account criteria to expand a private sharing model.
    • Support for complex and frequently changed sales organization structures.
    • Support for transferring users between territories, with the option to retain opportunities.
    • Multiple forecasts per user, based on territory membership.
    • Territory-based sales reports.
      Territory management only affects accounts and the standard objects that have a master-detail relationship to accounts. For example, opportunities are included in territory management but leads are not.
  • 7. 
    How are the Forecast Categories calculated in Salesforce.com’ Customizable Forecasting functionality?
  • 8. 
    Universal Labs is facing a dilemma of too many systems for their lab technicians. Lots of CRM data resides in these systems especially for clinical trials. What technical recommendation could you give to make their day more effecient? Answer: Use a SFA solution, with Objects Definitions, Account Record Types, Contact Syncro ,Workflow and Approvals, Emails and Tagging
  • 9. 
    Universal Healthcare issued their 600 field reps new Blackberries. IT now has the dilemma of figuring out how to manage access across 4 product lines. What would you consider asking IT so you can configure Salesforce.com optimally? Answer: Setting up salesforce mobile
  • 10. 
    What are the three roles created by Partner Portal? Three roles get created when partner contact is added - Partner Executive - Partner Manager - Partner User   What is the function of these roles? The Partner Manager role is immediately under the Partner Executive role. The Partner User role is immediately under the Partner Manager role. Each role includes the partner account name as part of the role name. For example, if the partner account name is Acme, the three roles are Acme Partner Executive, Acme Partner Manager, and Acme Partner User. If the ownership of a partner account is changed to another channel manager, the partner user role is moved to that location in the role hierarchy. Partner users at a given role level are always able to view and edit all data owned by or shared with users below them in the hierarchy, regardless of your organization’s sharing model.
  • 11. 
    Your customer has 12,000 documents across 4 business units. They asked you to give them best practices on how to manage these documents. Where do you start? Explain the benefits of the features you recommend. Answer: Content Management, Publishing with Workspaces
  • 12. 
    Universal Containers is enabling Partner Portal to allow their partners to update their opportunities in salesforce.com . Partners will have access to templates stored in Documents and be able to run reports on Opportunities. What must Universal Container do to allow Partners access to Documents and Reports? Answer: Enable Partner Portal Knowledge
  • 13. 
    How is Salesforce for Google AdWords different than Google Analytics? Answer: Adwords - Key Words used when searched in Google that will provide a Company's Sponsored link. Google Anaylitics - Separate fucntion to analyse web traffic to the Companies Website
  • 14. 
    How many components can you have on a Dashboard? Answer: up to 20 Comps  How many filters are allowed on a Report? Answer: ??
  • 15. 
    After the Italian roll-out of the Sales Cloud for Universal Telecom six months ago, the same project team is now planning for North America. Their System Administrator is considering enabling multi-currency for reporting in regional currency. What should be considered when analyzing the impact to 250 reports and 75 dashboards?
  • 16. 
    It is best practice to limit the workflows on Leads because Leads will not be converted if there is an applicable workflow action on it.
    • A. 

      True

    • B. 

      False

  • 17. 
    A prospective customer 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 CRM application, what is the process for moving a prospect to a customer?
    • A. 

      Prospect validation

    • B. 

      Account setup

    • C. 

      Lead conversion

    • D. 

      Contact management

  • 18. 
    When converting a Lead with an associated Campaign, the Campaign will follow the process and be associated to the Account.
    • A. 

      True

    • B. 

      False

  • 19. 
    Marketing is excited to launch a new product and want 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 review Opportunities by Product on a regular basis

    • B. 

      Create a workflow to send an email each time for Opportunities with that product

    • C. 

      Train them to leverage the new Global Search function

    • D. 

      Add a flag on the Opportunity identifying it for review

  • 20. 
    The marketing department would like to determine earlier in the lead hand-off process how effective their efforts are instead of looking only at the number of Closed/Won Opportunities tied to a campaign. Marketing owns the conversion of a lead. Which of the following is the best indicator of quality leads as deemed by the sales team?
    • A. 

      Converted leads

    • B. 

      New Contacts Created

    • C. 

      New Opportunities

    • D. 

      Non-rejected Leads

  • 21. 
    Which metrics should you consider when building Marketing dashboards for your client manager? (Select the best 2)
    • A. 

      Ask for her opportunity escalation SLA

    • B. 

      Ask for her Running User selection

    • C. 

      Understand her sales pipeline goals

    • D. 

      Define quality vs. quantity of leads

    • E. 

      Standardize campaign hierarchy

  • 22. 
    Which of the two web-to-lead forms do you think generate the most Leads?  
    • A. 

      Left

    • B. 

      Right

  • 23. 
    You have completed the configuration of Salesforce CRM for your client. You have a Leads that are clean and ready to be migrated into Salesforce CRM. What three steps should you consider prior to loading this data set?
    • A. 

      Activating historical users

    • B. 

      Suspend workflow rules

    • C. 

      Deactivate queues

    • D. 

      Define Data Loader mapping

  • 24. 
    If your Org Wide Default for Accounts is set to Private, adding someone to an Account Team with access of read/write will override the Org Wide Default.
    • A. 

      True

    • B. 

      False

  • 25. 
    As the System Administrator, you want to ensure that you are the only profile able to modify the 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 the Page Layout

    • B. 

      Use field level security to make the field read only for all users except the System Administrator

    • C. 

      CreateavalidationruletoensurethatonlytheProfileofSystem Administrator can modify the field

    • D. 

      CreateaSharingrulesothatonlytheSystemAdministratorcan view/edit the field

  • 26. 
    Users can always view all Accounts owned by or shared with users below them in the role hierarchy. Which setting creates an exception:
    • A. 

      Uncheck the Grant Access Using Hierarchies beside the Organization-wide default setting

    • 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

  • 27. 
    A customer has a requirement to keep the customer id synchronized real time in the existing back- office (SAP R/3) system updated in Salesforce CRM.
    • A. 

      Import wizard

    • B. 

      Native connector to SAP R/3

    • C. 

      Desktop connectors

    • D. 

      Middleware connectors

    • E. 

      Data validation rules

    • F. 

      Developer toolkits

  • 28. 
    Universal Containers has two different groups that use the Account record. The sales group needs to populate 15 fields. The support group does not need to see those fields on the Account 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 the support group

    • C. 

      Createacustomobjecttoholdthe15fieldswithamaster-detail relationship

    • D. 

      Create a separate Record Type for the sales and support group

  • 29. 
    Universal Containers would like to integrate Salesforce.com with their accounting system that has a 1-to-many relationship of addresses to Accounts. The IT department would like to integrate all address from the accounting system into salesforce.com. Current analysis of the address shows that on average, each account has 5 addresses. What is the recommended next step:
    • A. 

      Talk with the current user to determine how many address they need

    • B. 

      Build a custom object with a master-detail relationship to Accounts to hold the addresses

    • C. 

      Create 5 Address fields on the Account

    • D. 

      Only use the two standard addresses on the account

  • 30. 
    Universal Containers is using Salesforce and has set up a private sharing model. Sam is a sales executive who reports to John, a sales manager. Sam has ownership of the ABC Company account record and has created an opportunity for ABC Company. There is a sharing rule that allows the finance team to see all accounts and opportunities. Which statement about data 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 order to see Sam‘s opportunity.

    • D. 

      John must be added to the sales team in order to see Sam's opportunity.

  • 31. 
    Universal Containers is updating its sales process to allow multiple proposed-pricing scenarios for each customer. Each scenario should be converted into PDF format and emailed to the customer. Once the customer selects the preferred pricing option, the sales representative should be able to easily update Salesforce. Which feature should be configured to meet the business requirement?
    • A. 

      Opportunities

    • B. 

      Opportunities with product line items

    • C. 

      Leads

    • D. 

      Quotes

  • 32. 
    Universal Containers currently manages its sales lifecycle with opportunities in Salesforce. The sales process has evolved, and now Universal Containers would like to allow proposed 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

  • 33. 
    A good position to be in is to have lots of leads. A bad position to be in is having dead leads. How can your client best understand where the good and bad leads are generated?
    • A. 

      Lead Score

    • B. 

      Campaign Influence

    • C. 

      PipelineReport

    • D. 

      ForecastDashboard

  • 34. 
    Universal Shipping has many government contracts. The Navy buys lots of parts and wants the contract to be spread over a year. What is the first question you should ask you 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?

  • 35. 
    Universal Containers has a field team selling its primary container product and an inside sales team calling existing customers to sell product upgrades. The upgrade sales cycle is shorter and less complex than the full sales process. Which solution will allow the inside sales representatives to close upgrade deals without having to follow the full sales process?
    • A. 

      Use validation rules to prevent inside sales users from selecting unnecessary sales stages for upgrade opportunities.

    • B. 

      Create two page layouts and reduce the number of stages for the inside sales team page layout.

    • C. 

      Create two opportunity record types and sales processes, and assign a simplified page layout to the upgrade opportunity record type.

    • D. 

      Create a custom object for the upgrade process and associate upgrade records with the original opportunity.

  • 36. 
    Universal Containers operates in a highly regulated industry and needs to ensure that the sales organization is in compliance with industry regulations. Sales representatives need to be guided through a series of steps before they can send opportunities to the legal team for review. The legal team needs to review and approve the opportunities 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 legal approval before a quote is generated.

    • B. 

      Create workflow rules to create specific tasks associated with each step in the process.

    • C. 

      Create a workflow rule to submit opportunities for legal approval before a quote is generated.

    • D. 

      Create an approval process to route opportunities for the legal team to review.

  • 37. 
    As the VP of Sales, you would like optimize visibility of Opportunity records when running Pipeline reports for your Executives and Direct reports as well as ensure visibility of Opportunity records when necessary. The best way to do this is:
    • A. 

      Set the Org-wide default on the Opportunity object to Private; create Sharing rules to limit visibility to Opportunities

    • 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

    • C. 

      Set the org-wide default on the Opportunity object to Public

    • D. 

      Create a Role hierarchy to manage the rollup view of Opportunity object only; everything else takes care of itself

  • 38. 
    Universal Containers needs the ability to associate installed products at an account. Those incumbent products help the Sales team during deals to know how to compete. Which approach should Universal Containers consider implementing 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

  • 39. 
    Universal Containers was acquired by a larger company and they were told to provide information on a monthly basis to the new owner. What should the new company review to better help the new owner predict the sales? (Select four)
    • A. 

      Dashboard of user logins

    • B. 

      Count of new accounts/records

    • C. 

      Count number of activities tied to opportunities

    • D. 

      Pipeline report

    • E. 

      Forecasting

  • 40. 
    Universal Containers and Universal Shipping are using Salesforce- to-Salesforce. This creates a vertical market alignment for better deal collaboration. Select two benefits to both companies:
    • A. 

      Visibility into accounts they never had before

    • B. 

      A way to share deal proposals

    • C. 

      Quick, three step handshake between systems

    • D. 

      Share workflow alerts and actions

    • E. 

      Help Customer with support problems that at are also Salesforce.com users

  • 41. 
    Which three objects in are synched between Salesforce.com and Outlook?
    • A. 

      Accounts

    • B. 

      Contacts

    • C. 

      Related lists

    • D. 

      Activities

    • E. 

      Recurring events

  • 42. 
    Salesforce.com Content is now up and running for Universal Widgets. Adoption is great with every case document being uploaded in their case workspace. But some sales reps are complaining their 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 Documents related 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

  • 43. 
    You are 5 days after go-live of an SFA (sales force automation) implementation. The CTO thinks user 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 sales people

    • B. 

      Import an adoption dashboard from the AppExchange

    • C. 

      Ask the client what they are trying to measure

    • D. 

      Ask the client if the sales people should see this report

  • 44. 
    Universal Containers is in the early planning stage to implement salesforce.com. The business is asking what metrics to track to determine whether the implementation is a success. Select three quantitative metrics you recommend to track the adoption:
    • 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

  • 45. 
    Universal Telecom is growing fast in the emerging markets. They are spending a lot on marketing. But they do not know whether marketing spend is what is causing the growth. What is the best way for them to see the return on investment?
    • A. 

      A report on the number of leads generated from a campaign

    • B. 

      A report on how many opportunities were generated from a campaign

    • C. 

      A report on the number of closed/won sales that resulted from a campaign

    • D. 

      Adashboardonhowmanyactivitieswerecreatedbythesales people from a campaign

  • 46. 
    Who would most likely decides a Sales organization key performance indicator (KPI) reporting requirements?
    • A. 

      Salesforce CRM administrator

    • B. 

      Implementation Project Manager

    • C. 

      Sales Manager

    • D. 

      Sales Operations

  • 47. 
    The benefits of Salesforce for Google Adwords are: (select 3)
    • A. 

      Take advantage of Salesforce.com’s 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 generating leads, sales opportunities, and new customers

    • E. 

      Measure effectiveness using the Google AdWords dashboard and intelligently optimize your AdWords campaigns

  • 48. 
    You get an urgent call from the CFO about an end of year Wall Street report to stakeholders. It is too late to do a monthly sales performance trend analysis since the conference call is next week. However, you need to solve the dilemma for next fiscal 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

  • 49. 
    The Sales Operations 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 one week before the end of the quarter. What should Sales Operations take in to consideration when selecting a release date? (select two)
    • A. 

      When quarter reporting ends

    • B. 

      Availability for a conference call explaining the dashboards

    • C. 

      Availability of the VP-Sales Operations and VP-FieldSales

    • D. 

      Getting the CFO buy-in

    • E. 

      Completing the roll-out of the new opportunity page layouts