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 drop in the lead conversion rate. What should a consultant recommend to improve partner satisfaction with the leads being shared?
Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.
Create multiple validation rules to ensure that all fields on the lead record are populated with data.
Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.
Universal Containers wants to restrict to access to accounts and contacts. All users should be able to see all accounts, but only the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet requirements, what should be the organization–wide default access for accounts and contacts?
Set accounts to public read–only and contacts to controlled by parent.
Set accounts to private and contacts to private.
Set accounts to private and contacts to controlled by parent.
Set accounts to public read–only and contacts to private.
Marketing department at Universal container is migrating from legacy campaign and email management system to Salesforce , want to ensure that its communication material is migrated as well.What should consultant recommend to migrate the marketing departments email templates?
Enable Email to case
Force.com IDE and Change set
Enable Email to salesforce
Universal Container requires that account plans be created for all accounts. The account plans have been set up as a custom object with a lookup relationship. The sharing model is private for account plans. Universal Containers would like to assign the same access to the account plan record as to the associated account. What solution should a consultant recommend for these scenarios?
Modify the account plans object to be in a master–detail relationship with accounts.
Apply manual sharing to the account owner after each account plans record is created.
Create a trigger on account plans that adds a manual share automatically to the account owner.
Create sales team users with read access to the account plans object.
Sales management at Universal Container 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
Create a report that displays opportunities that have a closed date less than or equal to the created date.
Create a workflow rule that automatically update the opportunity to the first stage in the sales process.
Run the opportunity pipeline standard report to view the upcoming opportunities by stage.
Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.
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?
Create different record types sales processes for each line of business, and use workflow field updates to assign stages.
Create different record types sales processes for each line of business, and assign different page layouts to each record type.
Create different record types sales processes for each line of business, and assign different stages to each page layout.
Create different record types sales processes for each line of business, and assign different sales processes to each page layout.
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 logins. What other measures of sales user adoption should be considered? Choose 2 answers
Number of neglected opportunities over time by role
Completeness of records entered into the new system
Overall effectiveness of mass email campaigns
Number of reports exported to Excel for analysis
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?
Opportunity pipeline report by sales rep.
Report on number of open quotes for opportunities
Campaign return on investment report
Report on number of sales meetings completed by sales rep
Universal Containers manages opportunity forecast 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 opportunities that are in pipeline, best case, and commit. What number in the forecast would provide Universal Containers with the appropriate information?
Pipeline + Closed/Won
Pipeline + Commit
Pipeline + Best Case
What is taken into consideration when implementing Advanced Currency Management?
Advanced Currency Management can be enabled or disabled in the organization under the company profile, if needed.
Advanced Currency Management dated exchange rates are automatically update on a monthly basis.
The converted amount of an opportunity uses dated exchange rates based on the close date of the opportunity.
Currency roll–up summary fields from opportunities products to an opportunity use the dated exchange rate.
Currency roll–up summary fields from opportunities to an account use the static conversion rate.
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 Regional Vice President (RVP) for approval. Which approach would satisfy these requirements?
Configure a workflow approval task and email to notify the RSM and RVP
Create a two–step approval process for the RSM and RVP as approvers.
Create two approval processes, one for the RSM and one for the RVP.
Configure an approval process for the RSM and a workflow rule for the RVP.
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?
Create an opportunity with approvals report and filter by approval step.
Use a field update to capture the approval step on the opportunities for reporting.
Add a roll–up summary field for approvals related to opportunities for reporting.
Create an approval process report and group by opportunity and approval step.
The 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?
Create it on the opportunity using a HTML email template.
Create it on the opportunity using a Visualforce email template.
Create it on the opportunity product using an HTML email template.
Create it on the opportunity product using a Visualforce email template.
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? Choose 2 answers
Configure the first stage with the omitted forecast category.
Instruct sales users to enter SO for the opportunity amount.
Assign 0% probability to the first sales stage.
Override the forecast to be $O for first stage opportunities.
UC has configured Salesforce to store all individual consumer contact under a single account called "Consumer". The consumer business has grown to more then 500,000 Contacts. Mass updates are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported. What should consultant recommend to improve system performance?
Add an index to the account field on the contact object
Removes the account assignment for all objects
Ensure that no single account has more than 10,000 contacts
Enable person account and migrate the data
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
Allow customers to follow opportunities in Chatter
Add customers to Salesforce as Chatter Free users
Share Chatter files with customers.
Invite customers into private chatter groups
Universal Containers would like to capture business sector information on a lead and display the information on the account and contact once the lead has been converted. How can these requirements be met?
Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversion. Create a custom formula field on the Contact object to pull the value from the Account object.
Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversion. Create a custom formula field on the Account object to pull the value from the Contact object.
Create a custom field on the Lead, Account and Contact objects and configure mapping of these two fields for conversion. Use a trigger to update the Contact field with the Account value.
Create a custom field on the Lead and Account objects. Create a custom formula field on the Contact object to pull the value from the Account object.
Universal Containers requires its sales representatives to go through an internal certification process to sell certain groups of products. What could be done to prevent a sales representative from adding these products to opportunities if they are not certified to sell them? Choose 2 answers
Use a validation rule on opportunity products to prevent them from adding products marked as requiring certification if they are not certified.
Use a validation rule on products marked as requiring certification to prevent them from being added to an opportunity.
Use a separate price book for the products requiring certification and only share the price book to users who are certified.
Use a criteria–based sharing rule on products marked as requiring certification to only share the products to users who are certified.
Universal Containers has configured a private sharing model with opportunity team selling enabled. The company allows its sales representatives to add sales team members to their opportunities when necessary. As a result, each sales representative has opportunities they directly manage and opportunities on which they collaborate with other sales representatives. Which data set filter on a single report would allow the sales representatives to see all opportunities they are involved with?
My collaborative opportunities.
My team's opportunities.
My team–selling shared opportunities.
My team–selling and my opportunities
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 created with contract as the source. All leads go to a pre–sales team who quality and convert them to opportunities. When leads are converted to opportunities and closed/won, an alert is sent to the accounts team. What features of Salesforce should a consultant use to meet this requirement?
Lead assignment, Apex, and opportunity assignment
Apex, workflow, lead assignment, and queues
Workflow, reports, queues, and lead assignment
Reports, data loader, queues, and opportunities
Universal Containers is preparing for the launch of its new Sales Cloud implementation to a global user base. With previous sales automation applications, the company had slow adoption of the new solution. What factor should be considered with the Sales Cloud deployment to help ensure adoption? Choose 3 answers
Training in local language
Type of training delivered
Sales rep quota targets
Maintenance release schedule
Universal Containers wants to implement a website for a new product launch. The site should be publicly available, allow visitors to submit requests for information, and be managed by the non–technical marketing team. What solution should the consultant recommend?
UC has org–wide default set to private . Sales representative owns an account and would like to collaborate with internal (...external) people from other department (marketing and other management.) What should a consultant recommend to ensure collaborating team member can report and access relevant data in Salesforce?
Use custom sharing on account to share specific record.
Use chatter to share records with relevant people
Use Opportunity team to share records to relevant people
Use account teams to share records to relevant people
Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a dedicated sales engineer. The sales engineer will need access to their assigned sales representatives' accounts and opportunities. What should a consultant recommend to meet this requirement?
Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
Create a trigger to add the sales engineers to their sales representatives' account and opportunity teams.
Enable account and opportunity teams selling and have each sales representative configure their default teams.
Create criteria–based sharing rules to share the accounts and opportunities with sales engineers.
Universal Containers is undergoing a sales re–organization and wants to enable territory management. What should Universal Containers review before enabling territory management? Choose 2 answers
Opportunities and forecasting
Account and opportunity sharing
Quotes and orders
Multi–currency and contracts
Universal Containers has a large sales department that manages its individual deals through opportunities. The sales teams report to 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?
Create opportunity triggers to apply manual shares to the appropriate RSMs and VP.
Create a public group that includes all of the sales team members and assign a sharing rule for opportunities.
Define roles for the sales team members, RSMs, and VP with the appropriate reporting relationships.
Set up automatic membership for the opportunity team members for each opportunity to the RSMs and VP.
Universal Containers has enabled Advanced Currency Management. How is the converted amount data reported on a report that spans time periods when the exchange rate was different?
Converted amounts are based on the exchange rates entered in the opportunity.
Converted amounts are based on exchange rates that use the oldest entry.
Converted amounts are based on exchange rates that use the most current entry.
Converted amounts are based on the historical exchange rate associated with the close date.
A customer successfully places an order with UC for five widgets. The order is activated in Salesforce and the products are shipped to the customer, One week later the customer returns one widget. What is the effective method of recording the event in salesforce?
Create a new sales product with quantity set to –1
Change the quantity value on the order product to 4
Create a custom field on the order product object
Create a return order under returned orders
Universal Containers' management wants to increase the productivity of its sales representatives. How can Work.com be used to meet this requirement? Choose 2 answers
Feedback can be given publicly or privately.
Coaching goals can be linked to reports.
Feedback can be requested for the entire sales team.
Coaching statistics can be linked to reports.
Universal publications are 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?
Use contracts with a lookup to opportunity object.
Enable schedules on product object.
Enable schedules on opportunity object.
Use assets with a lookup to opportunity object.
How can Chatter Free licenses be enabled to allow collaboration between the sales team and the customer during the sales process? Choose 2 answers
Create Chatter Free users outside of a specified domain.
Assign Chatter Free licenses to existing Salesforce users.
Create new user and assign a Chatter Free license.
Enable invitations and allow users to invite within a specified domain.
Joe is the record owner of a lead. A lead sharing rule has been defined so that leads owned by Joe are sharing public group called “Joe's team.”When the lead is converted to an account, contact, and opportunity, who will access to these records. A private sharing model is in place on these object and there are no sharing rules defined for those object?
Joe, all members of the public group, and Joe's team will be able to access the three records.
Joe will be the only person who is able to access the account, contact, and opportunity records.
Joe, all members of the public group, Joe's team, and anyone above any group member in the will be able to access the three records.
Joe and anyone above him in the role hierarchy will be to access the three records.
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 requirements?
Create a trigger on the opportunity.
Create an assignment rule on the opportunity.
Create an assignment rule on the account.
Create a workflow on the opportunity
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?
Automatically populate the delegated approver based on the requestors region and opportunity account type.
Allow the requestor to select the appropriate approver prior to submitting the record for approval.
Create a workflow approval task as the first step in the approval process to assign the approver.
Use Apex to populate a user lookup field for the approval process based on an approval matrix.
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
Have the administrator specify a time frame that limits the time a campaign can influence an opportunity after the campaign first associated date and before the opportunity created date.
Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that falls before the opportunity close date.
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.
Have representatives populate a field on the opportunity record with the dollar amount of the expected revenue from the campaigns that influenced the opportunity.
The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation. What analytics tool can help determine the issue?
Industry performance dashboard.
Report on leads by source.
Campaign dashboard by industry.
Report on lead lifetime by industry
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?
Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches closed/won stage.
Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a new opportunity when it reaches closed/won stage.
Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat accounts when it reaches closed/won stage
Sales representatives at Universal Containers log activates on accounts, contacts, and opportunities. The sales manager wants to create a report to see all activates on all of the accounts that the manager owns, including activities on contacts and opportunities. Which report should be recommended to the sales manager?
Activates report on accounts and opportunities the manager owns
Activities report on accounts the manager owns
Activities report on accounts and contacts the manager owns
Activities report on accounts, contacts, and opportunities the manager owns
Universal Containers' 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 update forecast data via email or phone. What solution should a consultant recommend to help Universal Container improve the management of their forecasts?Choose 2 answers
Configure customizable forecasts to give managers forecast override capabilities.
Create a forecast hierarchy and assign manager to the forecast manager role.
Configure weekly customized forecast report and dashboards to be emailed to sales management.
Create forecast Chatter groups where sales representatives can post and share their forecasts.
Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new qualifying the new lead, a new opportunity must be created to track the deal. What should a consultant recommend to enforce data quality and accuracy? Choose 3 answers
Map lead fields to corresponding opportunity fields.
Create an Apex trigger to perform data quality checks.
Enable validation rules on the opportunity.
Enable the lead conversion permission.
Enable validation rules on the lead.
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; however, 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
Configure opportunity record types for each sales process.
Create sales stages that align with opportunity record type.
Define the default opportunity teams for each opportunity record type.
Define sales process to map to each opportunity record type
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?
All contacts associated with campaigns will be added to the campaign influence related list.
Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.
All campaigns created within the last 60 days will be added to the campaign influence related list.
Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.
UC is moving their legacy CRM system to salesforce sales cloud, which option should be considered by a consultant?
Review the current system with and configure sales cloud to work in the same way
Review the current system with IT management to understand their requirement
Review the current system with all level of user to understand their requirement
Review the current system with executive management to understand their requirement
Universal Containers forecasts and closes business monthly, and it needs to store the details of open opportunities weekly. The sales management team wants to analyze how the sales funnel is changing throughout the month. What should a consultant recommend to meet this requirement?
Schedule a custom forecast report to run daily and store the results in a custom report folder.
Schedule a custom forecast report to run weekly and store the results in a custom report folder.
Create an analytic snapshot to run weekly and store the results in a custom object.
Create an analytic snapshot to run daily and store the results in a custom object.
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?
Create a task for a partner when a new lead is created and assign it to the partner in the Partner Community.
Configure a separate lead record type and page layout for the Partner Community.
Add the leads tab to the Partner Community and configure partner profiles to access leads.
Create a customized site where partners can self–register and access their leads.
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. What is the minimum configuration on the policy custom object needed to meet this requirement?
Create a master–detail account relationship.
Create a custom contact lookup field.
Create a master–detail contact relationship.
Create a contact lookup field and an account lookup field.
Universal Containers' management to see forecast numbers by all sales representatives and by multiple product groups. What should a consultant recommend to meet these requirements? Choose 2 answers
Implement Collaboration Forecasting with product family.
Implement Collaborative Forecasting with quota attainment.
Build a custom forecast report showing product groups.
Build a custom list by product family group
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?
Utilize Visualforce to build an opportunity page that dynamically checks the user’s region to determine which fields to display.
Implement field–level security to allow access to fields for the respective regional sales teams.
Build a custom object with private sharing to capture the additional fields as a separate record.
Create separate page layouts and record for each of the regional sales teams.
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?
Use an email execution vendor to send emails for marketing campaigns.
Create an email alert workflow rule to send the email to the leads monthly.
Use the standard Salesforce mass email tool located on the leads tab.
Create a lead assignment rule to send the email to the leads monthly.
Universal Containers wants to improve the information profile of its current contacts in Salesforce by using social networking applications (e.g., LinkedIn and Twitter) to add to the information currently gathered for accounts, contacts, and leads. What should a consultant recommend to meet this requirement?
Create custom fields that hold URL links to social profiles for social profiles for accounts, contacts, and leads.
Define the social network fields and enable them on account, contacts, and leads.
Enable the Salesforce to Social Network API connection to sync records.
Enable Social Accounts and Contacts to link records to social profiles.
Universal Containers wishes to implement a sales methodology that focuses on identifying customer's challenges and addressing them with its offerings. Which sales methodology is described above?
Target account selling.
What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers
Ensure the project key performance indicators are profitable.
Create scheduled dashboard to be sent weekly to all stakeholders.
Establish a stakeholder committee and meeting schedule.
Acquire the client stakeholders’ key performance indicators.
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 requirements? Choose 2 answers
Configure a validation rule that types the Has Line Item and Stage fields for the correct condition.
Ensure that all sales representatives have access to at least one pricebook when creating product lines.
Configure the opportunity record types to enforce product line item entry before selecting the negotiation stage.
Define a workflow rule that automatically defaults to a pricebook and product line item when selecting the negotiation stage.
Universal Containers decided to start using Salesforce for all of its sales automation. Its current sales database system has about 50 million records. These records were all migration into this database from other legacy systems. After migration to Salesforce, Universal Containers wants to be able to search and cross–reference records with the original source system. What should a consultant recommend to meet this requirement?
Use the standard external ID field and map this to the current record ID value.
Use the standard external ID field and map this to the original record ID value.
Use a custom external ID field and map this to the original record ID value.
Use a custom field named external ID and map this to the current record ID value.
Universal Containers has a private sharing model. Sales representatives are required to collaborate with the same group of people from other 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?
Set up a default opportunity team for each sales rep that is automatically added to every opportunity.
Add all team members to a private Chatter group for each opportunity.
Configure a criteria–based sharing rule to add sales team member records automatically.
Configure a public group for each sales rep that is manually shared for each opportunity.
The sales manager at Universal Containers is concerned that the leads from the marketing department are outdated and poor quality. What action should be taken to address this issue? Choose 2 answers
Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.
Create lead assignment rules to assign leads to sales representatives based on the city and the state in which the lead resides.
Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.
Create a workflow rule to update the lead rating field based on the lead status field and use assignment rules to route leads to appropriate sales reps.
Universal Containers uses a custom object named Insight, which is the child in a master–detail relationship with the Opportunity object. Sales teams use this object to create requests for analysts who conduct supporting research regarding an opportunity. Sales teams use Salesforce1 Mobile App and want to easily create new Insight records from their phones. What should a consultant recommend to meet this requirement?
Create a related list button.
Create a Visualforce page.
Create a custom object tab.
Create a publisher action
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?
Universal Containers must purchase the Facebook license to access public profile information for its users.
The information shown is based on the sales representative’s connection level with the contact on Facebook.
The link to the Facebook profile is not configured with the administrator password to access detailed information.
The fields configured by Universal Containers’ administrator on the contact page layout are missing.