Salesforce Certified Sales Cloud Consultant SU16 - Part 2

Finnsta 15
Quiz by Finnsta 15, updated more than 1 year ago
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Developer Salesforce Quiz on Salesforce Certified Sales Cloud Consultant SU16 - Part 2, created by Finnsta 15 on 09/27/2016.

Resource summary

Question 1

Question
When enabling multiple currencies what feature is enabled on all opportunity? 2 ANSWERS
Answer
  • Currency must be specified for the opportunity
  • User's defaults currency overrides the specified opportunity currency
  • The selected currency is used for the Amount (Converted ) field
  • The selected currency is used for the Amount field

Question 2

Question
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 each 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?
Answer
  • Define a sharing rule for each lead sales representative to assign appropriate access for all extended team members.
  • Enable Chatter to have the lead sales representative facilitate collaboration through sales team swarming.
  • Configure default opportunity teams for all lead sales representatives with team selling enabled.
  • Create public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities.

Question 3

Question
Universal Containers wants to integrate a Sales Cloud solution with its accounting system. Which standard objects are likely to be used in the integration?
Answer
  • Accounts, contacts, and contracts
  • Accounts, leads, and opportunities
  • Accounts, contacts, and leads
  • Accounts, cases, and leads

Question 4

Question
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?
Answer
  • Create a custom object to store monthly opportunity data populated by a scheduled job.
  • Create reports to run monthly and save the results in a personal report folder.
  • Create a month–over–month trending report and save the results in a public sales folder.
  • Create an analytic snapshot to run monthly for opportunities by forecast category

Question 5

Question
UC has a large customer base of over 15,000 Accounts and 60,000 contacts. The marketing manager wants to use the customer data for an upcoming new product launch but its concerned contact may have moved to other organization (Contact's email tec has changed) what should a consultant recommend to ensure customer data is accurate?
Answer
  • Use data enhancement tool to verify that account and contact data is up–to–date
  • Create a vf rule to mass email contacts and capture any email bounce
  • Use a data cleaning tool and the stay–in–touch feature of salesforce to email contact
  • Create a workflow rule for the account and contact owner to confirm contact data

Question 6

Question
Universal Containers uses Products in Salesforce and has a private security model. The product management employees do not have access to all opportunities but would like to track the performance of a new product after it is launched. What should a consultant recommend to allow the product management employees to track the performance of the product?
Answer
  • Create a trigger to set the product manager as owner for opportunities on the new product.
  • Create a trigger to add the product management team to the sales team of relevant opportunities.
  • Create a criteria–based sharing rule to add the product management team to relevant opportunities.
  • Create a new product and add it to the price book with the product manager as an owner.

Question 7

Question
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
Answer
  • Transfer ownership of related contacts and opportunities owned by other users.
  • View, edit, and delete related contacts and opportunities owned by other users.
  • View, edit, and delete activities owned by other users directly related to the account.
  • Share the account with other users through manual sharing and account teams.

Question 8

Question
Universal Containers implemented new quoting functionality for sales representatives and needs enable to the same functionality for its partners. How can this be accomplished?
Answer
  • Create a custom quote object to capture partner quotes on opportunities separate from non–partner quotes.
  • Enable quotes and content in the partner communities to allow partners to store their PDF quotes.
  • Update the partner sales process to include stages for managing and submitting partner quotes.
  • Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.

Question 9

Question
Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g., amount or sales stage). However, individuals would like to control the frequency of their email notifications. Which solution should a consultant recommend for this scenario?
Answer
  • Configure the Chatter and its related notification settings to provide relevant updates to interested sales managers.
  • Define a workflow rule and email task is triggered when key fields are updated to new values.
  • Configure the individual Salesforce for Outlook email setting to control notification frequency.
  • Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.

Question 10

Question
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?
Answer
  • Ensure that the names of the account records are migrated correctly so the client can conduct proper quality control testing.
  • Create a custom unique number field in Salesforce and migrate the legacy system account ID into this field.
  • Create s custom object called external ID and migrate the legacy system account ID data into this custom object.
  • Create a custom external ID field in Salesforce and migrate the legacy system account ID into this field.

Question 11

Question
Universal containers sells two product lines that each use a distinct selling methodology. Additionally, each product line captures different information that is sell the products. What should a consultant recommend to support selling the two product lines?
Answer
  • Create two page layouts and two sales processes; assign them to the respective product lines to collect relevant information.
  • Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line.
  • Create one page layout, two sales processes, and validation rules to capture relevant opportunity information.
  • Create two page layouts, one opportunity record type, and one workflow rule to assign the correct page layouts to the record type.

Question 12

Question
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?
Answer
  • Remove person account record types from the Division B sales representative user profile.
  • Check the “disable person accounts” permission on the Division B sales representative user profile.
  • Use field–level security to hide the “Is Person Account” checkbox from the Division B sales representative user profile.
  • Use Divisions to hide person accounts from the Division B sales representative user profile.

Question 13

Question
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? Choose 2 answers:
Answer
  • Use opportunity update reminders.
  • Allow Chatter feed tracking on opportunities.
  • Enable Big Deal Alerts.
  • Enable Chatter feed on similar opportunities.

Question 14

Question
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?
Answer
  • Create a custom field on opportunity to flag and report on these deals.
  • Create a separate page layout and report to flag and report on these deals.
  • Add “upsell” as a stage and create a summary report by opportunity stage.
  • Create an opportunity record type and sales process for reporting on these deals.

Question 15

Question
The members of an opportunity team at Universal Containers are working together to close on 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?
Answer
  • Reference the synced quote field on the opportunity record.
  • Reference synced quote history on the opportunity.
  • Reference the last modified date on the quotes.
  • Follow the opportunity’s quotes in Chatter

Question 16

Question
What is a capability of Data Loader? Choose 2 answers
Answer
  • Ability to prevent importing duplicate records
  • Ability to extract organization and configuration data
  • Ability to export field history data
  • Ability to run one–time or scheduled data loads

Question 17

Question
The VP of sales at UC wants to be able to see a visual representation of sales by month for each account in salesforce1 mobile app. What should a consultant recommend to meet this requirement?
Answer
  • Embed a chart on the account page and use a custom link to filter by account
  • Create a of vf page with an embedded chart component for each account.
  • Create a dashboard component and use chatter feed on the account on salesforce1
  • Embed a chart on the account page, no other customization needed

Question 18

Question
Universal Containers is purchasing smartphones and tablets for MS global sales team members. Sales management wants mobile access to key functionality, including collaboration, customer management, and opportunity management. What component of Salesforce Sales Cloud mobility should a consultant recommend to meet these requirements? Choose 2 answers
Answer
  • AppExchange mobile plugin.
  • Salesforce Touch
  • Native mobile applications.
  • Visualforce for mobile

Question 19

Question
UC representative wants to see forecast amount by all sales representative and by multiple product group. What would a consultant recommend to meet these requirement? 2 Answers.
Answer
  • Implement collaborative forecast with product family
  • Build a custom forecast report showing product group
  • Implement collaborative forecast with quota alignment
  • Create a forecast list view by product family groups

Question 20

Question
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?
Answer
  • Upload the proposal in a private Chatter group accessible to the sales team and invite the customer to join.
  • Upload the proposal as a Chatter file on the opportunity record and share with the customer using the link.
  • Save the proposal as an attachment to the opportunity record and share with the customer using the link.
  • Save the proposal as a Chatter file on the opportunity record and add the customer as a follower.

Question 21

Question
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? Choose 2 answers:
Answer
  • Percentage of leads converted to opportunities
  • Average number of activities required to convert leads to opportunities
  • Percentage of leads that could not be contacted due to bad data
  • Average amount of time required to convert leads to opportunities

Question 22

Question
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 answers:
Answer
  • Trending report on won versus lost opportunities
  • Activity history report on open and closed opportunities.
  • Comparison report of forecasts versus converted leads.
  • Percent of converted leads per sales representative

Question 23

Question
UC would like to record performance about the conference and people who attended them. A contact would potentially attend multiple conference. Company would like to display this information on the contact layout using the standard configuration. How the system should be designed to meet the company's requirement?
Answer
  • Use campaign for conference and add Campaign member to record attendee information
  • Create a custom object for conference and a custom object to record attendee information
  • Create a custom object for conference and a custom lookup field to conference on Contact
  • Use campaign for conference and a custom object to record attendee information

Question 24

Question
Universal Containers sells two products that each have a unique sales methodology. A few of the sales stages overlap between the selling methodologies, but are unique to just one of the methodologies. What element must be configured to support both selling methodologies? Choose 3 answers
Answer
  • Key reports from the current system
  • Company financial information
  • List of stakeholders with roles and titles
  • Organizational chart with titles
  • List of required objects and fields

Question 25

Question
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
Answer
  • Enable approvals by email for the approval process for high–value opportunities.
  • Create a dashboard of pending approvals and add it to the Chatter feed.
  • Schedule and email a report of all pending approvals to managers.
  • Allow managers to approve or reject approval requests from the Chatter feed.

Question 26

Question
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?
Answer
  • Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.
  • Create two sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.
  • Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.
  • Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.

Question 27

Question
Universal Containers wishes to track relationships between its customers. For example, some customers are suppliers for other customers. What should consultant recommend to track multiple customer relationships in Salesforce?
Answer
  • Add the related company to the first company’s custom supplier lookup field as a value.
  • Add the related company to the first company’s contact roles related list, with supplier as a value.
  • Add the related company to the first company’s partner related list, with supplier as a value.
  • Add the related company to the first company’s account team, with supplier as the role.

Question 28

Question
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?
Answer
  • Modify the profile for sales directors to enable the “Modify All” object permission for opportunities.
  • Create a validation rule to enforce field access based on the sales stage and profile.
  • Create a workflow rule to enable field access for sales directors based on the sales stage.
  • Change the field–level security for sales representatives to restrict field access based on the sales stage.

Question 29

Question
Universal Containers is purchasing smartphones and tablets for its global sales team members. Sales management wants mobile access to key functionality, including collaboration, customer management, and opportunity management. What component of Salesforce Sales Cloud mobility should a consultant recommend to meet these requirements? 2 Answers
Answer
  • Salesforce1
  • AppExchange mobile plugin
  • Native mobile applications
  • Visualforce for mobile

Question 30

Question
Universal Container wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for sale............ what use case will satisfy this requirement? 2answers
Answer
  • Need to provide search result for contact and opportunity
  • Need to see records and related items as tabs under one common screen
  • Log activity for each record
  • Need to chat with customer in real time with chatter

Question 31

Question
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 approach should a consultant recommend?
Answer
  • Create a custom field on the lead object and contact object; advise users to select it for transfer during conversion.
  • Create a custom field on the lead object and contact object; configure mapping of these two fields for conversion.
  • Create a custom field on the lead object and contact object; these field will be mapped automatically during conversion.
  • Create a custom field on the lead object and contact object; utilize a trigger to transfer the value after conversion.

Question 32

Question
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 sales management team leverage to help determine the cause? Choose 2 answers
Answer
  • Dashboard of month–over–month trend of lead conversions.
  • Dashboard of opportunity stage duration.
  • Report on the discount approval time for quotes.
  • Report on campaign return on investment (ROI)

Question 33

Question
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 stages during the sales cycle. What should a consultant recommend to support these requirements? Choose 3 answers
Answer
  • Create separate stage fields.
  • Create record types.
  • Create sales processes.
  • Create separate page layouts.
  • Define stage picklist values

Question 34

Question
Universal Containers has automated the process of creating new account records in Salesforce. All account records created through this process are owned by a generic user. There are two million account records that have been created in this manner. Universal Containers is now seeing performance issues when it makes any changes to account sharing rules. What can Universal Containers do to address the issue without changing its integration?
Answer
  • Ensure that the generic user has the Modify All Data permission.
  • Contact Salesforce support to add an index to the account object.
  • Ensure that the generic user has not been assigned to a role.
  • Set the organization–wide defaults for accounts to public read/write.

Question 35

Question
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 answers
Answer
  • Use Data.com to clean the existing lead data and new data going forward.
  • Use tools like the Lead Import wizard to identify and remove duplicates.
  • Import the lead data using the Find Duplicates wizard on the lead object.
  • Create a workflow notification when leads are created with poor quality data.

Question 36

Question
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?
Answer
  • Create a single campaign, add members, and set the status to active.
  • Create campaigns for each channel, link them to a parent, and add members to the parent.
  • Create a single campaign and add member statuses for each marketing channel.
  • Create campaigns for each channel with members and link child campaigns to a parent campaign.

Question 37

Question
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?
Answer
  • Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.
  • Use Apex to update a custom field on the parent account with the total value of open opportunities from the child accounts.
  • Define a workflow rule to update the custom field on the parent account with the total value of open opportunities from the child accounts.
  • Create a roll–up summary field on the parent account showing the total value of open opportunities from the child accounts.

Question 38

Question
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?
Answer
  • Use workflow to send an email to the credit manager profile.
  • Use workflow to assign a task to the credit manager user.
  • Use a validation rule to send an email to the credit manager role.
  • Use an Apex trigger to create a task for the credit manager user.

Question 39

Question
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?
Answer
  • Read–only on General Industries and read–only on Acme
  • Read–only on General Industries and read–write on Acme
  • Read–only on Acme and access on General Industries
  • Read–only on Acme and no access on General Industries

Question 40

Question
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
Answer
  • Embed custom components within Salesforce to support the sales methodology.
  • Consider available sales methodology AppExchange applications.
  • Develop a data integration between Salesforce and the sales methodology database.
  • Override Salesforce user interface with the sales methodology user interface.
  • Configure Salesforce standard and custom objects to support the sales methodology.

Question 41

Question
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?
Answer
  • The documents should be uploaded to Chatter files and shared with the field sales organization.
  • The documents should be uploaded to Chatter files from the opportunity record.
  • The documents should be emailed to the sales team on the opportunity record.
  • The documents should be uploaded to a library that is shared with the field sales organization.

Question 42

Question
What is capability of Data.com Clean? Choose 3 answers
Answer
  • Individual records can be manually compared side–by–side with matched Data.com records and updated field–by–field.
  • Data.com can be configured to run automated Clean jobs to flag field differences and automatically fill blank fields.
  • Data.com Clean can be used with Salesforce.com person accounts and business accounts.
  • Accounts must be cleaned before cleaning contacts, but leads may be cleaned either before or after cleaning accounts.
  • Accounts, contacts, and lead records can be selected from a list and cleaned all at once.

Question 43

Question
Universal Containers has launched an initiative to increase the number of leads being qualified each week, the number of activities being created for each opportunity, and the opportunity win rate. The Vice President (VP) of Sales would like to receive a daily update on the progress being made towards these goals. What solution should a consultant recommend to accomplish this?
Answer
  • Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.
  • Build three reports for the lead, activity, and opportunity information; have them automatically refreshed daily.
  • Build a custom report type to display lead, activity, and opportunity information; have the VP of Sales follow the report on Chatter.
  • Build a joined report to show the lead, Activity and Opportunity information, scheduled it to email daily to VP of sales.

Question 44

Question
The Universal Containers credit department uses a third–party application for credit ratings. Credit department managers need to launch an external web–based credit application from a customer's account record in Salesforce. The application uses a credit ID on the account object. What should a consultant recommend to meet this requirement?
Answer
  • Create a custom credit ID field as an external ID on the account to launch the credit application and pass the credit ID.
  • Create a custom button that calls an Apex trigger to launch the credit application and pass the credit ID.
  • Create a workflow rule to launch the product fulfillment application and pass the credit ID.
  • Create a formula field that uses the hyperlink function to launch the credit application and pass the credit ID

Question 45

Question
Sales management at Universal Containers would like to track the following information: Number of open opportunities in the current quarter by sales representatives, Number of closed opportunities in the last quarter by sales representative. What should a consultant recommend to meet these requirements?
Answer
  • Create an analytic snapshot.
  • Create a summary report with cross filters.
  • Create a dynamic dashboard.
  • Create a joined report

Question 46

Question
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
Answer
  • Use manual sharing on account to share specific records.
  • Use Chatter to share records with relevant people.
  • Use opportunity team to share records with relevant people.
  • Use account team to share records to relevant people

Question 47

Question
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
Answer
  • Run a report on opportunities showing list price and discounted price.
  • Limit the number of discounted products that can be added to an opportunity.
  • Ensure that sales management approves discount requests for each opportunity.
  • Create a custom roll–up field to calculate the average product discount for each customer.

Question 48

Question
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?
Answer
  • Lead, opportunity, product, custom object–shipment status
  • Lead, account, opportunity product, custom object–shipment status
  • Opportunity, opportunity product, custom object–shipment status
  • Opportunity, opportunity product, contact, custom object–shipment status

Question 49

Question
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?
Answer
  • Add the user manually to the parent account team and each of the child account teams.
  • Add the user to the account team on the parent account; the child accounts will inherit access.
  • Add the user to each child account team; visibility will then roll up to the parent account.
  • Add the user to a public group for that account and share all child accounts to this group

Question 50

Question
Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stage and the role they play in sales process. How should the relationships between the elements of the sales process be defined to meet these requirements?
Answer
  • Map forecast probability to opportunity probability; assign appropriate sales stage.
  • Map sales probability values to forecast categories; assign sales stages accurate percentages.
  • Map opportunity stage to forecast categories; assign accurate probability to each stage.
  • Map appropriate sales stage to opportunity stage; assign accurate forecast probability

Question 51

Question
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?
Answer
  • Download and install the Salesforce for Outlook connector on their smartphones and computers.
  • Forward emails using their Email–to–Salesforce email address from their smartphones and computers.
  • Download and install a Salesforce universal connector for their smartphones and computers.
  • Copy and paste emails manually to the customer record in Salesforce from their smartphones and computers.

Question 52

Question
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?
Answer
  • Contacts from the partner account are added to the contact roles related list on the opportunity.
  • The partner account owner is able to view all contacts for that customer account.
  • The partner account is added to the partners related list on the customer account.
  • Contacts from the partner account are added to the opportunity team.

Question 53

Question
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
Answer
  • Does account sharing depend more on account traits than on ownership
  • Are commissions calculated by the number of territories to which a representative belongs
  • Are there specific rules for account and opportunity access
  • Are your lead assignments based on sales territories
  • Is your sales organization set up as a matrix or a tree

Question 54

Question
A sales representative at Universal Containers won a sales deal and set the opportunity stage in Salesforce to closed/won. What impact will this change have on the opportunity in the forecast?
Answer
  • It will be associated with the closed/won forecast category and will need to be committed by the sales rep.
  • It will be associated with the closed/won forecast category and contribute to the forecast once approved by the manager.
  • It will be associated with the closed/won forecast category and will need to be added to the forecast by the sales rep.
  • It will be associated with the closed/won forecast category and automatically contribute to the forecast

Question 55

Question
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?
Answer
  • Create a closed opportunity record type for each order history record.
  • Configure the opportunity history object to hold order history data.
  • Configure the quote object to hold the order history data.
  • Create an order history object with a relationship to accounts.

Question 56

Question
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?
Answer
  • Clone the contact record and it to the second account.
  • Add the contact to the contacts role related list on the second account.
  • Add the contact to the partners related list on the second account.
  • Associate the contact to other accounts using a custom lookup field.

Question 57

Question
Sales management at Universal Containers wants product managers to become more involved with sales deals that are being delayed in the negotiation stage of the sales process. Product managers need to understand the details of specific sales deals, and address product capability and roadmap questions with customers. What solution should a consultant recommend to help product managers engage in sales deals? Choose 2 answers
Answer
  • Use an assignment rule to notify product managers when opportunities are update.
  • Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals.
  • Create a Chatter group to share product information with the sales team, product managers, and customers.
  • @mention product managers in Chatter posts on relevant sales deals. A. Use an assignment rule to notify product managers when opportunities are updated.

Question 58

Question
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?
Answer
  • Upload the file to Content and disable the download delivery option.
  • Upload the file to Chatter files and enable the download delivery option.
  • Upload the file to documents and enable the externally available option.
  • Upload the file to Chatter files and enable the password–protection option.
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