Sales Cloud Consultant v1.0

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Exam contains 65 questions
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Universal Containers forecasts and closes business monthly, and it needs to store 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?

  • A. Schedule a custom forecast report to run weekly and store the results in a custom report folder.
  • B. Create a reporting snapshot to run daily and store the results in a custom object.
  • C. Create a reporting snapshot to run weekly and store the results in a custom object.
  • D. Schedule a custom forecast report to run daily and store the results in a custom report folder.


Answer : A

The Universal Containers sales team wants 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 set of objects are relevant for this integration?

  • A. Opportunity, opportunity product, campaign, custom object-shipment status
  • B. Opportunity, opportunity product, custom object-shipment status
  • C. Lead, account, opportunity product, custom object-shipment status
  • D. Lead, opportunity, product, custom object-shipment status


Answer : B

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 updated forecast data via email or phone. Which two solutions should a consultant recommend to help Universal Containers improve the management of their forecasts? (Choose two.)

  • A. Enable override forecast permission in the Manager"™s profile.
  • B. Configure weekly customized forecast reports and dashboards to be emailed to sales management.
  • C. Create a forecast hierarchy and assign managers to the forecast manager role.
  • D. Create forecast Chatter groups where sales representatives can post and share their forecasts.


Answer : AC

Universal Containers"™ management wants to see forecast numbers by all sales representatives and by multiple product groups.
Which two actions should a consultant recommend to meet these requirements? (Choose two.)

  • A. Implement Collaborative Forecasting with product family.
  • B. Build a custom forecast report showing product groups.
  • C. Build a forecast list view by product family group.
  • D. Implement Collaborative Forecasting with quota attainment.


Answer : AD

Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer. After qualifying the new lead, a new opportunity must be created to track the deal.
Which three actions should a consultant recommend to enforce data quality and accuracy? (Choose three.)

  • A. Enable validation rules on the opportunity.
  • B. Map custom lead fields to corresponding custom opportunity fields.
  • C. Create an Apex trigger to perform data quality checks.
  • D. Enable validation rules on the lead.
  • E. Enable the lead conversion permission.


Answer : BDE

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

  • A. Create a custom field on opportunity to flag and report on these sales.
  • B. Create an opportunity record type and sales process for reporting on these deals.
  • C. Create a separate page layout and report to flag and report on these deals.
  • D. Add "upsell" as a stage and create a summary by opportunity stage.


Answer : B

Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in
Salesforce and 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?

  • A. Create a contact lookup field and an account lookup field.
  • B. Create a master-detail account relationship.
  • C. Create a custom contact lookup field.
  • D. Create a master-detail contact relationship.


Answer : B

Which two actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? (Choose two.)

  • A. Create scheduled dashboard to be sent weekly to all stakeholders.
  • B. Ensure the project key performance indicators are profitable.
  • C. Acquire the client stakeholder"™s key performance indicators.
  • D. Establish a stakeholder committee and meeting schedule.


Answer : CD

The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation.
Which reporting tool can help determine the issue?

  • A. Report on leads by source
  • B. Campaign dashboard by industry
  • C. Report on lead lifetime by industry
  • D. Industry performance dashboard


Answer : C

Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a desiccated 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?

  • A. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
  • B. Create criteria-based sharing rules to share the accounts and opportunities with sales engineer.
  • C. Enable account teams selling and have each sales representative configure their default teams.
  • D. Create a trigger to add the sales engineers to their sales representatives"™ account and opportunity teams.


Answer : C

Universal Containers has automated the process of creating new account records in Salesforce. All accounts records created through this process are owned by a generic user. There are now 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?

  • A. Set the organization-wide defaults for accounts to public read/write.
  • B. Contact Salesforce support to add an index to the account object.
  • C. Ensure that the generic user has the Modify All Data permission.
  • D. Ensure that the generic user has NOT been assigned to a role.


Answer : D

Which three considerations should be addressed when implementing Advanced Currency Management? (Choose three.)

  • A. Currency roll-up summary fields from opportunities to an account use the static conversion rate.
  • B. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate.
  • C. The converted amount of an opportunity uses dated exchange rates based on the close date of the opportunity.
  • D. Advanced Currency Management can be enabled or disabled in the organization under the company profile, if needed.
  • E. Advanced Currency Management dated exchange rate are automatically updates in a monthly basis.


Answer : BCD

A lead sharing rule has been defined so that leads owned by the record owner are shared with the public group called "Sales Team."
Who will have access to these records, assuming that a private sharing model is in place on these objects and there are no sharing rules defined for those objects, when the lead is converted to an account, contact, and opportunity?

  • A. The record owner will be the only person who is able to access the account, contact, and opportunity records.
  • B. The record owner, all members of the public group, and a group called "Sales team" will be able to access the three records.
  • C. The record owner and anyone above the record owner in the role hierarchy will be able to access the three records.
  • D. The record owner, all members of the public group, and a group called "Sales team", and anyone above any group member in the role hierarchy will be able to access the three records.


Answer : C

Universal Containers has a 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 is concerned contacts may have moved to different companies.
What should a consultant recommend to ensure customer data is accurate?

  • A. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
  • B. Create a workflow rule for an account and contact owner to confirm contact data.
  • C. Create a workflow rule to mass email the contacts and capture any email bounces.
  • D. Use a data enrichment tool to verify account and contact data is up-to-date.


Answer : A

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.
Which solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members?

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


Answer : C

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Exam contains 65 questions
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