Certified Sales Cloud Consultant v1.0

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Exam contains 359 questions
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Northern Trail Outfitters' Board of Directors thinks that sales user adoption should be calculated by the number of daily logins.
Which two measures of sales user adoption should be considered when implementing Sales Cloud? (Choose two.)

  • A. Number of reports exported to Excel for analysis
  • B. Number of neglected opportunities over time by role
  • C. Completeness of records entered into the new system
  • D. Overall effectiveness of mass email campaigns


Answer : BC

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


Answer : B

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?

  • A. My team's opportunities
  • B. My team-selling and my opportunities
  • C. My collaborative opportunities
  • D. My team-selling shared opportunities


Answer : B

Northern Trail Outfitters (NTO) has a multi-step selling process; every sales stage coincides with a step in this process. The first step is preliminary qualification in which opportunities should not contribute to NTO's forecast.
Which two methods should be used to ensure these conditions are met? (Choose two.)

  • A. Instruct sales users to enter $0 for the opportunity amount.
  • B. Configure the first stage with the omitted forecast category.
  • C. Override the forecast to be $0 for first stage opportunities.
  • D. Assign 0% probability to the first sales stage.


Answer : BD

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.
Which two solutions should a consultant recommend to meet these requirements? (Choose two.)

  • A. Create sales stages that align with opportunity record types.
  • B. Define the default opportunity teams for each opportunity record type.
  • C. Configure opportunity record types for each sales process.
  • D. Define sales processes to map to each opportunity record type.


Answer : AD

Northern Trail Outfitters (NTO) wants to boost the importance of its sales stages and their role in NTO's sales methodology; they also want to enhance the precision of their sales forecast.
How should the steps in the sales process be mapped so NTO's requirements are met?

  • A. Map opportunity stages to forecast categories; assign accurate probability to each stage.
  • B. Map forecast probability to opportunity probability; assign appropriate sales stage.
  • C. Map appropriate sales stage to opportunity stage; assign accurate forecast probability.
  • D. Map sales probability values to forecast categories; assign sales stages accurate percentages.


Answer : A

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?

  • A. Create it on the opportunity using a Visualforce email template.
  • B. Create it on the opportunity product using a Visualforce email template.
  • C. Create it on the opportunity product using an HTML email template.
  • D. Create it on the opportunity using an HTML email template.


Answer : A

A salesperson at Northern Trail Outfitters (NTO) cannot view a contact's information from social profiles.
NTO has Social Accounts and Contacts turned on in its account.
Why is the salesperson unable to access the information?

  • A. Universal Containers must install an APP Exchange package to access public profile information for its users.
  • B. The fields configured by Universal Containers' administrator on the contact page layout are missing.
  • C. The information shown is based on the sales representative's social connection with the contact.
  • D. The link to the Facebook profile is NOT configured with the administrator password to access detailed information.


Answer : C

Northern Trail Outfitters (NTO) has over 20,000 Accounts and 75,000 Contacts. NTO wants to ensure the customer data is accurate and that the customers are still currently at their respective companies.
How can this be confirmed?

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


Answer : D

Northern Trail Outfitters (NTO) uses channel partners for selling and servicing its products. As volume of leads has increased, NTO has noticed a decrease in satisfaction from partners on the quality of leads and a noticeable decrease in the lead conversion rate.
What should the consultant suggest in order to increase partner satisfaction with the leads being shared?

  • A. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.
  • B. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
  • C. Create multiple validation rules to ensure that all fields on the lead record are populated with data.
  • D. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.


Answer : B

A sales representative at Northern Trail Outfitters needs to securely send confidential product roadmap information to a premier customer.
Which two steps should be taken to send this information using content delivery? (Choose two.)

  • A. Require the customer to enter a security token to download the content.
  • B. Remove access to the content after a specified date.
  • C. Require the recipient to log into Salesforce to access the content.
  • D. Require the customer to enter a password to view the content.


Answer : BD

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. Establish a stakeholder committee and meeting schedule.
  • C. Ensure the project key performance indicators are profitable.
  • D. Acquire the client stakeholder's key performance indicators.


Answer : BD

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.
Which two actions does the owner of the ABC Corporation account have the right to take? (Choose two.)

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


Answer : BC

Northern Trail Outfitters allows its sales representatives to negotiate up to a 10% discount for their opportunities. Discounts greater than 10% must be sent to their
Regional Sales Manager (RSM) for approval. Discounts greater than 15% must also be sent to the Regional Vice President (RVP) for approval.
Which approach would satisfy these requirements?

  • A. Configure an approval process for the RSM and a workflow rule for the RVP.
  • B. Configure a workflow approval task and email to notify the RSM and RVP.
  • C. Create a two-step approval process for the RSM and RVP as approvers.
  • D. Create two approval processes, one for the RSM and one for the RVP.


Answer : C

Sales directors at Northern Trail Outfitters (NTO) need access to edit opportunity fields in the case of last minute updates once the sales stage reaches
Negotiation/Review; however, sales representatives should not have editing rights at that stage.
Which solution should the consultant advise?

  • A. Create a workflow rule to enable field access for sales directors based on the sales stage.
  • B. Change the field-level security for sales representatives to restrict field access based on the sales stage.
  • C. Create a validation rule to enforce field access based on the sales stage and a custom permission.
  • D. Modify the profile for sales directors to enable the ג€Modify Allג€ object permission for opportunities.


Answer : C

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Exam contains 359 questions
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