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121 Cards in this Set

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1. Universal Containers wants to record information about the conferences it holds and people who attended them. An attendee could potentially attend multiple conferences. The 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?


a. Create a custom object for conferences and a custom object to record attendee information


b. Utilize campaigns for conference and a custom object to record attendee information


c. Create a custom object for conference and a custom lookup field to conference on Contact


d. Utilize campaigns for conferences and add Campaign member to record attendee information

d. Utilize campaigns for conferences and add Campaign member to record attendee

2. 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 products sales process. What solution should a consultant recommend to meet these requirements? Choose 2 answers


a. Define sales processes to map to each opportunity record type.


b. Configure opportunity record types for each sales process.


c. Create sales stages that align with opportunity record types.


d. Define the default opportunity teams for each opportunity record type.

a. Define sales processes to map to each opportunity record type.


c. Create sales stages that align with opportunity record types.

3. Universal Container generates the 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 customer does not see the earlier version of the proposal or the team comments. Which solution should a consultant recommend to meet this requirement?


a. Upload proposal as Chatter file on the opportunity record and share with customer using a link.


b. Save the proposal as an attachment on the opportunity record and share with customer using with the link.


c. Save the proposal as chatter file on opportunity record and add the customer as follower.


d. Upload the proposal in the private chatter group accessible to the sales team and invite the customer to join.

a. Upload proposal as Chatter file on the opportunity record and share with customer using a link.

4. Universal Containers currently uses the customizable forecasting feature. A sales representative at Universal Containers has four opportunities for the current quarter that are detailed below:


• $3,500 opportunity in the Best Case forecast category


• $2,000 opportunity in the Commit forecast category


• $1,000 opportunity that has been closed/won


• $1,000 opportunity that has been lost


What is the sales representative's Best Case forecast for the current quarter?


a. $6,500


b. $2,000


c. $5,500


d. $3,500

a. $6,500[Forecast in quarter includes all Opportunities in different stages except the lost Opportunities.Forecast = 3500 (Best Case) + 2000 (Commit) + 1000 (closed/won)]

5. UC needs to show a dashboard with forecast by product family with quotas. What solution should consultant recommend?


a. Customize Quotas with product report and add necessary fields


b. Build a joined report with closed opportunities, forecasting items, and quotas


c. Build a custom report with closed forecasting quotas with forecasting items


d. Create an analytical snapshot to capture the opportunity forecast

d. Create an analytical snapshot to capture the opportunity forecast [Opps by default related to products]




Note: Quotas are used to set target sales goals for forecast users. It establishes greater accountability to meet sales expectations.

6. The VP of sales at Universal Containers 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?


a. Create a dashboard component and use chatter feed on the account on salesfroce1


b. Embed a chart on the account page, no other customization needed


c. Embed a chart on the account page and use a custom link to filter by account


d. Create a of visual force page with an embedded chart component for each account.

b. Embed a chart on the account page, no other customization needed

7. Universal Containers North American and European sales teams have different business requirements related to creating new of 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 others region-specific fields. What solution should a consultant recommend to satisfy this scenario?


a. Utilize Visual force to build an opportunity page that dynamically checks the users region to determine which fields to display.


b. Create separate page layouts and record types for each of the regional sales teams.


c. Build a custom object with private sharing to capture the additional fields as a separate record.


d. Implement field-level security to allow access to fields for the respective regional sales teams.

d. Implement field-level security to allow access to fields for the respective regional sales teams.

8. A customer needs chatter, a custom mobile layout (or custom console), and custom branding for its mobile users. Which solution should a consultant recommend?


a. Salesforce1


b. Mobile classis


c. chatter for mobile


d. Custom mobile

a. Salesforce1

9. Sales representatives at Universal Containers log activities on accounts, contacts, and opportunities. The sales manager wants to create a report to see all activities on all of the accounts that the manager owns, including activities on contacts and opportunities. Which report should be recommended to the sales manager?


a. Activities report on accounts the manager owns


b. Activities report on accounts, contacts, and opportunities the manager owns


c. Activities report on accounts and contacts the manager owns


d. Activities report on accounts and opportunities the manager owns

d. Activities report on accounts and opportunities the manager owns




?

10. Universal Containers wants to prevent sales users from modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However sales directors must able to edit these fields in case last minute updates are required. Which solution should a consultant recommended?


a. Create a Workflow rule to enable field access for the sales directors based on sales stage.


b. Modify the profile for sales directors to enable the "Modify All" object permission for the opportunities.


c. Create a validation rule to enforce field access based on the sales stage and profile.


d. Change the field level security for the sales rep to restrict field's access based on the sales stage.

c. Create a validation rule to enforce field access based on the sales stage and profile.




?

11. Universal Containers has organization-wide defaults set to private. Sales representative owns an account and would like to collaborate with relevant people from other departments (marketing and product management). What should a consultant recommend to ensure collaborating team member can report and access relevant data in salesforce? 2 answers


a. Use account team to share records to relevant people


b. Use Opportunity team to share records to relevant people


c. Use chatter to share records with relevant people


d. Use custom sharing on account to share specific record.

a. Use account team to share records to relevant people [if this Opp, then use Sales team]




c. Use chatter to share records with relevant people

12. Resellers for Universal Containers need access to reports in the partner communities to help manage their opportunities. How should salesforce be configured to give resellers the correct level of access to reports?


a. create a chatter group that allows partner to post item appropriate list view and report


b. create the appropriate list views and report folder, and share with all partner users


c. Create the opportunity list view and report folder in the partner communities for all partners


d. create a new tab in the partner communities to display the appropriate list view and report folder

b. create the appropriate list views and report folder, and share with all partner users

13. Universal Containers uses products in salesforce and has private security model. The product management Employee does not have access to all opportunities but would like to track the performance of a new product after it is launched. What would a consultant recommend to allow the product management employee to track the performance of the product?


a. Create a new product and add it to the price book with the product manager as the owner


b. Create a trigger to set the product manager as owner for opportunity on the new product.


c. Create a criteria based sharing rule to add the product management team to relevant opportunities.


d. create a trigger to add the product management team to the sales team of the relevant opportunities

c. Create a criteria based sharing rule to add the product management team to relevant opportunities.

14. 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?


a. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage.


b. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.


c. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.


d. Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage.

b. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount.

15. 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 requirement?


a. Create a trigger on the opportunity.


b. Create a workflow on the opportunity.


c. Create an assignment rule on the account.


d. Create an assignment rule on the opportunity.

a. Create a trigger on the opportunity.

16. Universal Containers is moving their legacy Customer Relationship Management (CRM) system to salesforce sales cloud. What should the consultant recommend to ensure a successful implementation?


a. Review the current system with all levels of users to understand their requirements


b. Review the current system with and configure sales cloud to work in the same way


c. Review the current system with executive management to understand their requirement


d. Review the current system with IT management to understand their requirement

c. Review the current system with executive management to understand their requirement

17. The sales manager at Universal Containers wants to be informed when a lead created from the "Contact Us" form on the corporate website has not been followed up within 24 hours of being submitted. What salesforce feature should the consultant use to meet the requirement?


a. Notify using publisher action


b. Send an email using lead escalation rule


c. Send an email using time based workflow


d. Notify using chatter on Lead

c. Send an email using time based workflow[leads don't have escalation rule]

18. A premier customer for Universal Software needs access to confidential product roadmap information. To securely send this information using content delivery, what step should a sales representative take? Choose 2 answers


a. Remove access to the content after a specified date.


b. Require the customer to enter a password to view the content.


c. Require the customer to enter a security token to download the content.


d. Require the recipient to log into Salesforce to access the content.

b. Require the customer to enter a password to view the content.


d. Require the recipient to log into Salesforce to access the content.

19. Marketing department at Universal container is migrating from legacy campaign and email management system to salesforce. They want to ensure that its communication material is migrated as well. What should consultant recommend to migrate the marketing departments email templates?


a. Create an email template change set or use the Force.com IDE


b. Manually recreate the email and mail merge templates in salesforce


c. Enable Email to salesforce before sending email templates to salesforce


d. Enable Email-to-case and use Import Wizard.

a. Create an email template change set or use the Force.com IDE

20. 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


a. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.


b. 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.


c. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.


d. Create lead assignment rules to assign leads to sales representatives based on the city and the state in which the lead resides.

a. Create a validation rule that prevents the lead from being converted without specific fields completed and train the users to enter all data accurately.


c. Create a calculated field that scores leads based on lead attributes and use assignment rules to route leads to appropriate sales reps.

21. Universal containers purchased a new marketing database list and wants to use it to run an email campaign for launch of a new product. The Sales team will be responsible for evaluating the respondents and identifying the deal maker before going through the sales process with a prospect.What steps should a consultant recommend in this scenario?


a. Create leads, convert them to opportunities, and qualify the respondents on the opportunities


b. Create a campaign, qualify the respondents, and create accounts and contacts


c. Create both account and contact records, then associate the contacts to the campaign


d. Create a campaign, associate the leads to the campaign, and qualify the respondents.

d. Create a campaign, associate the leads to the campaign, and qualify the respondents.

22. Universal containers has enabled Advanced Currency Management. How is the converted amount data reported on a report that spans time periods when the exchange rates was different.


a. Converted amount are based on the exchange rates entered in the opportunity


b. Converted amount are based on exchange rates that use the most current entry


c. Converted amount are based on the historical exchange rate associated with the close date


d. Converted amount are based on exchange rates that use the oldest entry

c. Converted amount are based on the historical exchange rate associated with the close date

23. What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers


a. Establish a stakeholder committee and meeting schedule.


b. Create scheduled dashboard to be sent weekly to all stakeholders.


c. Acquire the client stakeholders' key performance indicators.


d. Ensure the project key performance indicators are profitable

a. Establish a stakeholder committee and meeting schedule.


c. Acquire the client stakeholders' key performance indicators.

24. Universal Container wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for sales. What use case will satisfy this requirement? Choose 2 answers


a. need to chat with customer in real time with chatter


b. Need to prioritize search results for contacts and opportunities


c. Need to add notes quickly or log activities for each record


d. need to see records and related items as tabs under one screen

c. Need to add notes quickly or log activities for each record


d. need to see records and related items as tabs under one screen

25. The management at universal container noticed that the lead conversion ratio has remained the same for the hospitality industry despite increase in lead creation. What steps can help determine the issue


a. Report on lead by source.


b. Industry performance dash board


c. Campaign dashboard by industry


d. Report on lead lifetime by industry

d. Report on lead lifetime by industry

26. 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?


a. Configure the opportunity teams for opportunities so that only interested sales users are receiving notifications.


b. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.


c. Define a workflow rule and email task that is triggered when key fields are updated to new values.


d. Configure the individual Salesforce for Outlook email settings to control notification frequency.

b. Configure Chatter and its related notification settings to provide relevant updates to interested sales managers.

27. When enabling multiple currencies what feature is enabled on all opportunities? Choose 2 answers


a. User's default currency overrides the specified opportunity currency


b. the selected currency is used for the Amount (Converted) field


c. the selected currency is used for the Amount field


d. Currency must be specified for the opportunity

b. the selected currency is used for the Amount (Converted) field[user's default currency will be displayed as secondary currency as converted in parenthesis]


d. Currency must be specified for the opportunity Note: In reports always primary currency reflects [default org currency]

28. What are the benefits of enabling territory management? Choose 3 answers


a. Ability to generate account sharing rule based on territory membership


b. Ability to expand private sharing model using account criteria


c. support to complex and frequently changing sales organization


d. Support for multiple forecast per user based on territory membership


e. Ability to include opportunity in more than one record.

b. Ability to expand private sharing model using account criteria


c. support to complex and frequently changing sales organization


d. Support for multiple forecast per user based on territory membership




Key benefits of the Salesforce Territory Management feature include:


• The ability to use account criteria to expand a private sharing model.


• Support for complex and frequently changed sales organization structures.


• Support for transferring users between territories, with the option to retain opportunities.


• Multiple forecasts per user, based on territory membership.


• Territory-based sales reports.

29. Universal containers has recently started using forecasting in collaboration with sales stages to better understand pipeline. All sales reps have submitted their forecasting numbers for approval. The VP of sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total of $25,000. The VP of sales then notices that there is $15,000 that is not included in the pipeline forecast summary. What should a consultant suggest as a possible reason for exclusion?


a. The $15,000 is business that is too new and has been assigned to the Omitted forecast category


b. The $15,000 is business that had already been lost and, therefore, is excluded from the pipeline forecast summary


c. The $15,000 is business that is in the Best case category, which is excluded from the pipeline forecast summary


d. The $15,000 is business that is in the commit category, which is excluded from the pipeline forecast summary

b. The $15,000 is business that had already been lost and, therefore, is excluded from the pipeline forecast summary


• Closed includes amounts for closed/won opportunities.


• Best Case includes amounts you are likely to close, closed/won opportunity amounts, and amounts in the Commit category.


• Commit includes amounts you are confident about closing and closed/won opportunity amounts.


• Omitted means the amount does not contribute to your forecast.


• Pipeline includes amounts from all open opportunities.

30. Universal Containers wants to restrict access to accounts and contacts. All users should able to access all the accounts, but only edit the accounts they own. Users should be able to edit only the contacts for the accounts they own. To meet these requirements, what should be the OWD access for accounts and contacts?


a. Set Account to public read-only and contacts to private.


b. Set Account to private and contact to private.


c. Set Account to private and Contacts to controlled by parent.


d. Set Account to public read-only and Contacts to controlled by parent.

d. Set Account to public read-only and Contacts to controlled by parent.





31. Universal Containers wants to integrate the sales cloud solution with accounting system. What standard objects are likely to be used in the integration?


a. Account, case and lead


b. Account, contact and lead


c. Account, contact and contract


d. Account, lead and opportunity

c. Account, contact and contract

32. 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?


a. Add the user to each child account team; visibility will then roll up to the parent account.


b. Add the user to a public group for that account and share all child accounts to this group.


c. Add the user to the account team on the parent account; the child accounts will inherit access.


d. Add the user manually to the parent account team and each of the child account teams.

d. Add the user manually to the parent account team and each of the child account teams.

33. Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners. How can this be accomplished?


a. Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes.


b. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.


c. Update the partner sales process to include stages for managing and submitting partner quotes.


d. Enable quotes and content in the partner portal to allow partners to store their PDF quotes.

b. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts.

34. 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?


a. Build three reports for the lead, activity, and opportunity information; add them to a dashboard to be emailed daily to the VP of Sales.


b. Build a custom report type to display lead, activity, and opportunity information; have the VP of Sales follow the report on Chatter.


c. Build a joined report to show the lead, Activity and Opportunity information, schedule it to email daily to VP of sales.


d. Build three reports for the lead, activity, and opportunity information; have them automatically refreshed daily.

c. Build a joined report to show the lead, Activity and Opportunity information, schedule it to email daily to VP of sales.

35. The marketing Manager at Universal Containers wants to leverage the power of sales cloud to support the sales team's following requirements:


• monitor website traffic


• Email 1200 leads per day


• capture customer satisfaction survey results on a web form


• Understand (report) the case of marketing exercise vs sales activity


What should a consultant recommend to meet these requirements?


a. Use site.com campaign web-to lead opportunity, report, and dashboard


b. Use mass email, campaign, campaign influence, web-to-lead, opportunity and report


c. Use community campaign, web-to-lead, opportunity and report and dashboard


d. Use AppExchange marketing app, campaign, web-to-lead, opportunity and report

d. Use AppExchange marketing app, campaign, web-to-lead, opportunity and report

36. Universal Finance has two sales divisions. In Sales Division A, customers are individuals. In Sales Division B 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?


a. Remove person account record types from the Division B sales representative user profile.


b. Check the "disable person accounts" permission on the Division B sales representative user profile.


c. Use Divisions to hide person accounts from the Division B sales representative user profile.


d. Use field-level security to hide the "Is Person Account" Checkbox from the Division 8 sales representative user profile.

a. Remove person account record types from the Division B sales representative user profile.

37. 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


a. Use tools like the Lead Import wizard to identify and remove duplicates.


b. Import the lead data using the Find Duplicates wizard on the lead object.


c. Use Data.com to clean the existing lead data and new data going forward.


d. Create a workflow notification when leads are created with poor Quality data.

a. Use tools like the Lead Import wizard to identify and remove duplicates.


c. Use Data.com to clean the existing lead data and new data going forward.

38. Universal Containers Credit department uses a 3rd party application for credit ratings. The Credit Department Manager needs to launch an external web based credit application from a customer's account record in salesforce. The application uses the credit id on the account object. What should a consultant recommended to meet these requirement?


a. Create the workflow rule to launch the product fulfilment application and pass the credit Id.


b. Create a custom button that calls an apex trigger to launch the credit application and pass the credit id.


c. Create a formula field that uses hyperlink function to launch the credit application and pass the credit Id


d. Create a custom Credit Id field as an external Id on the account object to lunch the credit application and pass the credit Id.

c. Create a formula field that uses hyperlink function to launch the credit application and pass the credit Id

39. 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?


a. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.


b. Sales reps can choose which campaigns created within the last 60 days should be added to the campaign influence related list.


c. All contacts associated with campaigns will be added to the campaign influence related list.


d. All campaigns created within the last 60 days will be added to the campaign influence related list.

a. Campaigns in which a contact became a member within the last 60 days will be added to the campaign influence related list.

40. 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?


a. Change the quantity value on the order product to 4


b. Create a custom field on the order product object


c. Create a new sales product with quantity set to -1


d. Create a reduction order under the activated order

d. Create a reduction order under the activated order

41. 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:


a. Enable Big Deal Alerts.


b. Enable Chatter feed on similar opportunities.


c. Allow Chatter feed tracking on opportunities.


d. Use opportunity update reminders.

a. Enable Big Deal Alerts.


c. Allow Chatter feed tracking on opportunities.

42. 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?


a. Add the contacts to the partner related list on the second Account.


b. Clone the contact record and add to the 2nd account.


c. Associate the contact to other account using lookup field.


d. Add the contact to the contacts role related list to the other account.

d. Add the contact to the contacts role related list to the other account.

43. 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?


a. Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for repeat a accounts when it reaches closed/won stage.


b. 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.


c. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.


d. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

d. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage.

44. 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 three answers:


a. Develop data integration between salesforce and the sales methodology database.


b. Embed custom components within Salesforce to support the sales methodology.


c. Configure Salesforce Standard and custom objects to support the sales methodology.


d. Override Salesforce user interface with the sales methodology user interface.


e. Consider available sales methodology AppExchange applications.

b. Embed custom components within Salesforce to support the sales methodology.


c. Configure Salesforce Standard and custom objects to support the sales methodology.


e. Consider available sales methodology AppExchange applications.

45. 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?


a. Enable schedules on product object.


b. Use assets with a lookup to opportunity object.


c. Enable schedules on opportunity object.


d. Use contracts with a lookup to opportunity object.

a. Enable schedules on product object.

46. Universal Containers requires that each of its products is sold with 12 months of product maintenance. This is enter... a separate opportunity product line item on the opportunity. Once an opportunity is closed/won and the order has been shipped to the customer, the service manager manually records the maintenance line item in the assets object and sends an alert 90 days prior to the expiration date. What should a consultant recommend to streamline this process?


a. Turn on the sync asset feature from the asset settings to create an asset record once an opportunity is closed/won.


b. Create a trigger on the asset object once an opportunity is closed/won, and add a button to the opportunity layout.


c. Request the sync order to asset feature from salesforce to create an asset record once an opportunity is closed/won.


d. Install an AppExchange app or create a trigger to automatically create an asset record once an opportunity is closed/won.

d. Install an AppExchange app or create a trigger to automatically create an asset record once an opportunity is closed/won.

47. Universal Containers 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 is concerned contacts may have moved to other organizations (Contact's email has changed) what should a consultant recommend to ensure customer data is accurate?


a. Use data enhancement tool to verify that account and contact data is up-to-date


b. Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact


c. create a workflow rule for the account and contact owner to confirm contact data


d. create a vf rule to mass email contacts and capture any email bounce

b. Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact

48. Universal Containers has configured a private sharing model for accounts and opportunities. As part of its sales strategy, each sales representative collaborates with the same set of Individuals for each opportunity. What should a consultant recommend to grant sales Reps the appropriate access to an opportunity?a. Enable opportunity team selling and have each sales representative configure his or her default opportunity team.


b. Create a public group for each team and have the sales representatives manually share the opportunity with their respective group.


c. Enable Chatter and configure a customer Chatter group for the opportunity to allow collaboration on ideas.


d. Create a trigger for each sales representative that would automatically share the opportunity with his or her default opportunity team.

a. Enable opportunity team selling and have each sales representative configure his or her default opportunity team.

49. Universal Containers representative wants to see forecast amount by all sales representatives and by multiple product groups. What would a consultant recommend to meet these requirement? Choose 2 answers


a. Build a forecast list view by product family groups


b. Build a custom forecast report showing product groups


c. Implement collaborative forecast with quota attainment


d. Implement collaborative forecast with product family

b. Build a custom forecast report showing product groups


d. Implement collaborative forecast with product family

50. Universal Containers uses a seven step selling methodology. Each sales stage corresponds with the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should not contribute to the forecast. What should the consultant recommend for this scenario? Choose 2 answers.


a. Instruct sales users to enter $0 for the opportunity amount.


b. Override the forecast to be $0 for the first stage opportunities.


c. Assign 0% probability to the first sales stage.


d. Configure the first stage with the omitted forecast category.

c. Assign 0% probability to the first sales stage.


d. Configure the first stage with the omitted forecast category.

51. Universal Containers allows to its Sales Reps to negotiate up to a 5% discount for their opportunities. Discounts greater than 5% must be sent to their Regional Sale Manager (RSM) for approval. Discounts greater than 15% must be sent to Regional Vice President (RVP) for approval.What should a consultant recommended to meet these requirements?


a. Configure a workflow approval task and email to RSM and RVP.


b. Configure an approval process for the RSM and workflow for the RVP.


c. Create two step approval processes for the RSM and RVP as approvers.


d. Create two approval processes one for RSM and one for RVP.

c. Create two step approval processes for the RSM and RVP as approvers.

52. Universal Containers plans to implement lead management functionality for channel sales representative who needs 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 the scenario?


a. Create a customized site where partners can self-register and access their leads.


b. Configure a separate lead record type and page layout for the partner community.


c. Create a task for the partner where a new lead is created and assign it to partner in the Partner Community.


d. Add the leads tab to the Partner Community and configure partner profile to access leads

d. Add the leads tab to the Partner Community and configure partner profile to access leads

53. Universal Containers wants to improve the information profile of its current Contacts in salesforce by using social networking application (e.g. LinkedIn or Twitter) to add the information currently gathered for accounts, contacts and leads. Which solution should a consultant recommend to meet this requirement?


a. Define the social network fields and enable them for account, contacts and leads.


b. Create custom fields that hold URL links to the social profile of accounts, contacts and leads.


c. Enable social Accounts and Contacts to link records to social profiles.


d. Enable the salesforce to Social network API connection to sync records.

c. Enable social Accounts and Contacts to link records to social profiles.

54. Universal Containers has configured salesforce to store all individual consumer contacts under a single account called "Consumer". The consumer business has grown to more than 500,000 Contacts. Mass update 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? Choose 2 answers


a. Ensure that no single account has more than 10000 contacts


b. Enable person accounts and migrate the data


c. Add an index to the account field on the contact object


d. Remove the account assignment for all objects

a. Ensure that no single account has more than 10000 contacts


c. Add an index to the account field on the contact object

55. Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer, when qualifying the new lead, a new opportunity must be created to track the deal. What would a consultant recommend to enforce data quality and accuracy? Choose 3 answers


a. Enable validation rules on lead


b. Create lead conversion process.


c. Map lead fields to corresponding opportunity field


d. Create an apex trigger to perform data quality check.


e. Enable validation rule on opportunity

a. Enable validation rules on lead


b. Create lead conversion process.


c. Map lead fields to corresponding opportunity field

56. What features of work.com can managers use to help sales representatives meet their quotas? Choose 2 answers


a. Coaching plans to help the sales rep drive results


b. Coaching feedback that automatically adjusts the goals


c. Coaching feed visible to the entire sales teams


d. Coaching dashboards to monitor progress

c. Coaching feed visible to the entire sales teams


d. Coaching dashboards to monitor progress

57. The finance department of Universal Containers is noticing a decline in profitability, which they attribute to excessive number of discounts on opportunities. What can the finance department do to monitor and control opportunity discounting? Choose 2 answers


a. Run a report on opportunities showing list price and discounted price.


b. Ensure that sales management approves discount requests for each opportunity


c. Create a customer role-up field to calculate the average product discount for each customer


d. Limit the number of discounted products that can be added to an opportunity

a. Run a report on opportunities showing list price and discounted price.


b. Ensure that sales management approves discount requests for each opportunity

58. A Sales Cloud implementation at Universal Containers requires a global design that involves multi-currency, multi-language, region-specific sales processes and workflows. Which factor is important for optimizing user adoption? Choose 2 answers


a. Employing realistic training data in the corporate standard currency


b. Developing only a standardized, global training curriculum for all users


c. Customizing the training curriculum for each specific region


d. Communicating the training plan well in advance of training start date

c. Customizing the training curriculum for each specific region


d. Communicating the training plan well in advance of training start date

59. Universal Containers decided to start using salesforce for all its sales automation. Its current sales database has about 50 million records. These records were all migrated into the database from other legacy systems. After migration to salesforce UC wants to be able to search and cross reference records with the original source system. What should a consultant recommend to meet the requirement?


a. Use the standard external Id field and map this to the original record Id value


b. Use a custom field named external Id and map this to the current record Id Value


c. Use a custom external Id field and map this to the original record id value


d. Use the standard external Id field and map this to the current record Id Value

c. Use a custom external Id field and map this to the original record id value

60. Universal containers recently completed the implementation of a new sales cloud solution. The stakeholder committee believes that the user adoption is best measured by the number of daily logins. What other measures of sales uses adoption should be considered? Choose 2 answers


a. Number of reports exported to excel for analysis


b. Completeness of records entered into the new system


c. Overall effectiveness of mass email campaigns


d. Number of neglected opportunities over time by role

b. Completeness of records entered into the new system


d. Number of neglected opportunities over time by role

61. 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


a. Two sets of opportunity stages


b. Two page layouts


c. Two sales processes


d. Two record types


e. One set of opportunity stages

b. Two page layouts


c. Two sales processes


d. Two record types

62. 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 the opportunity. What solution should the 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 sharing


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. Create a public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities.

c. Configure default opportunity teams for all lead sales representatives with team selling enabled

63. 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?


a. Add upsell as a stage and create a summary report by opportunity stage


b. Create separate page layout and report to flag and report on these deals


c. Create an opportunity record type and sales process for reporting on these deals


d. Create a customer filed on opportunity to flag and report on these deals.

c. Create an opportunity record type and sales process for reporting on these deals

64. Universal Computing is planning to implement salesforce sales cloud to support its professional services division. The universal computing sales team wants to easily see customer purchasing activity on account, contact, and contract detail pages. What should a consultant recommend to meet this requirement?


a. Create a global publisher action to view all customer purchasing activity


b. Enable the orders object in salesforce to track customer purchases


c. Enable salesforce console for sales to see customer purchasing activity


d. Create a custom object related to the account, contact and contact objects.

b. Enable the orders object in salesforce to track customer purchases




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65. The members of an opportunity team at universal containers are working together to close an opportunity. The sales engineer on the team is having trouble keeping up with most current quote. How can the sales engineer identify the opportunities latest quote?


a. Reference the synced quote field on the opportunity record


b. Reference the synced quote history on the opportunity


c. Reference the last modified date on the quotes


d. Follow the opportunity's quotes in chatter.

a. Reference the synced quote field on the opportunity record

66. Universal Containers current solution for managing its forecast is cumbersome. The sales managers do not have visibility into their team's 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. What solution should a consultant recommend to help Universal Containers improve the management of their forecasts? Choose 2 answers


a. Configure customizable forecasts to give managers forecast override capabilities.


b. Create forecast chatter groups where sales representatives can post and share their forecasts


c. Configure weekly customized forecast reports and dashboards to be emailed to sales management


d. Create a forecast hierarchy and assign managers to the forecast manager role.

a. Configure customizable forecasts to give managers forecast override capabilities.


d. Create a forecast hierarchy and assign managers to the forecast manager role.

67. 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


a. Coaching statistics can be linked to reports


b. Feedback can be requested for the entire sales team


c. Feedback can be given publicly or privately.


d. Coaching goals can be linked to reports

b. Feedback can be requested for the entire sales team


c. Feedback can be given publicly or private

68. Universal Containers is preparing for the launch of its new sales cloud implementation to a global user base. With their previous sales automation application, the company had slow adoption of the new solution. What factors should be considered with the sales cloud deployment to help ensure adoption? Choose 3 answers


a. Maintenance release schedule


b. Management communications


c. Training in local language


d. Type of training delivered


e. Sales rep quota targets

b. Management communications


c. Training in local language


d. Type of training delivered

69. Universal Container sells two product lines that each use a distinct selling methodology. Additionally each product line captures different information that is used to sell the products. What should a consultant recommend to support selling the two product lines?


a. Create two sales processes and two page layouts, assign them to two different opportunity record types for each product line


b. Create two page layouts and two sales processes, assign them to the respective product lines to collect relevant information.


c. Create one page layout, two sales processes, and validation rules to capture relevant opportunity information


d. Create two page layouts, one opportunity record type, and one workflow rule to assign the correct page layout to the record type.

a. Create two sales processes and two page layouts, assign them to two different opportunity record types for each product line

70. 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 allows 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


a. Transfer ownership of related contacts and opportunities owned by other users


b. Share the account with other users through manual sharing and account teams


c. View, edit, and delete related contacts and opportunities owned by other users


d. View, edit, and delete activities owned by other users directly related to the account

b. Share the account with other users through manual sharing and account teams


d. View, edit, and delete activities owned by other users directly related to the account




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71. Universal Containers is following a traditional waterfall project delivery methodology. The analysis phase is complete with the sign-off of the requirements. What action should a consultant take to minimize changes in scope during the design and build phases? Choose 2 answers


a. Obtain customer sign-off on the solution design


b. Update requirements based on feedback from key stakeholders


c. Map solution design documents to system test scripts


d. Map business requirements to the solution design

a. Obtain customer sign-off on the solution design


d. Map business requirements to the solution design

72. Universal Containers is planning to hire more sales representatives in response to growth. To optimize their sales impact, the sales management team wants to implement territory management. What data should the sales management team consider when developing the territories. Choose 2 answers


a. Distance between the customer headquarters and their sales representatives.....


b. Number of currencies needed to support each sales territory


c. Attributes need to segment and categorize customers


d. Average number of customers managed by a sales representative

b. Number of currencies needed to support each sales territory


c. Attributes need to segment and categorize customers




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73. Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stages and the role they play in the sales process. How should the relationships between the various elements of the sales process be defined to meet these requirements?


a. Map appropriate sales stage to opportunity stage; assign accurate forecast probability


b. Map sales probability values to forecast categories; assign sales stages accurate percentages


c. Map forecast probability to opportunity probability; assign appropriate sales stage


d. Map opportunity stages to forecast categories; assign accurate probability to each stage.

d. Map opportunity stages to forecast categories; assign accurate probability to each stage.

74. 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?


a. Customer Community


b. Force.com Sites


c. Salesforce1 Sites


d. Site.com

d. Site.com

75. Sales management at Universal Containers would like to track the following information:


• Number of open opportunities in the current quarter by sales representative


• Number of closed opportunities in the last quarter by sales representatives


What should a consultant recommend to meet these requirements?


a. Create an analytic snapshot


b. Create a dynamic dashboard


c. Create a summary report with cross filters


d. Create a joined report

d. Create a joined report


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76. 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


a. Use a criteria-based sharing rule on products marked as requiring certification to only share the products to users who are certified


b. Use a validation rule on opportunity products to prevent them from adding products marked as requiring certification if they are not certified.


c. Use a validation rule on products marked as requiring certification to prevent them from being added to an opportunity.


d. Use a separate price book for the products requiring certification and only share the price book to users who are certified.

b. Use a validation rule on opportunity products to prevent them from adding products marked as requiring certification if they are not certified.


d. Use a separate price book for the products requiring certification and only share the price book to users who are certified.

77. 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?


a. Use the lead Score on the find duplicates button and assign the leads with a score in the high category


b. Create multiple validation rules to ensure that all fields on the lead record are populated with data


c. Create a custom lead score field to assess lead quality and assign the leads that exceed the score to partners


d. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners

c. Create a custom lead score field to assess lead quality and assign the leads that exceed the score to partners

78. Sales Management at Universal Containers 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


a. Run the opportunity pipeline standard report to view the upcoming opportunities by stage


b. Create a report that displays opportunities that have a closed date less than or equal to the created date.


c. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process


d. Use a workflow rule to email sales management when the opportunity is created in the closed won stage.

b. Create a report that displays opportunities that have a closed date less than or equal to the created date.


d. Use a workflow rule to email sales management when the opportunity is created in the closed won stage.

79. 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 the sales management team leverage to help determine the cause? Choose 2 answers


a. Dashboard of opportunity stage duration


b. Report on campaign return on investment (ROI)


c. Dashboard of Month-over-month trend of lead conversions


d. Report on the discount approval time for quotes

a. Dashboard of opportunity stage duration


d. Report on the discount approval time for quotes

80. 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. contacts wall postings). What is preventing the sales representative from accessing detailed information on the contacts Facebook page?


a. The fields configured by Universal Containers administrator on the contact page layout are missing


b. The information shown is based on the sales representative's connection level with the contact on Facebook.


c. The link to the Facebook profile is not configured with the administrator password to access detailed information


d. Universal Containers must purchase the Facebook license to access public information for its users

b. The information shown is based on the sales representative's connection level with the contact on Facebook.

81. What is the capability of Data.com Clean? Choose 3 answers


a. Accounts must be cleaned before cleaning contacts, but leads may be cleaned either before or after cleaning accounts


b. Individual records can be manually compared side-by-side with matched Data.com records and updated field-by-field.


c. Data.com can be configured to run automated clean jobs to flag field differences and automatically fill blank fields


d. Data.com Clean can be used with salesforce.com person accounts and business accounts


e. Accounts, contact, and lead records can be selected from a list and cleaned all at once.

b. Individual records can be manually compared side-by-side with matched Data.com records and updated field-by-field.


c. Data.com can be configured to run automated clean jobs to flag field differences and automatically fill blank fields


d. Data.com Clean can be used with salesforce.com person accounts and business accounts

82. 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


a. Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals


b. Create a chatter group to share product information with sales team, product managers, and customers


c. Use an assignment rule to notify product managers when opportunities are updated


d. @mention product managers in chatter posts on relevant sales deals

a. Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals


b. Create a chatter group to share product information with sales team, product managers, and customers





83. Sales representatives at universal containers want to share product specification 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?


a. Upload the file to chatter files and disable the download delivery option.


b. Upload the file to documents and enable the externally available option.


c. Upload the file to content and disable the download delivery option.


d. Upload the file to chatter files and enable the password protection option.

c. Upload the file to content and disable the download delivery option.

84. 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?


a. Create a custom contact lookup field


b. Create a contact lookup field and an account lookup field


c. Create a master-detail account relationship


d. Create a master-detail contact relationship

c. Create a master-detail account relationship

85. Universal containers has setup 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 criteria? Choose 2 answers.


a. Define a workflow rule that automatically defaults to a pricebook and...........negotiation stage.


b. Configure the opportunity record types to enforce product line item.......


c. Ensure that all sales representatives have access to at least one pricebook when creating product lines.


d. Configure a validation rule that tests the Has line item and stage fields for the correct condition.

c. Ensure that all sales representatives have access to at least one pricebook when creating product lines.


d. Configure a validation rule that tests the Has line item and stage fields for the correct condition.

86. 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 collaborative opportunities


b. My team selling and my opportunities


c. My Team's Opportunities - not 100% sure due to incomplete question.


d. My Team selling shared opportunities

b. My team selling and my opportunities

87. Universal containers has an extensive distributor and reseller community. To help manage this partner network, the company is implementing a partner portal. What must be considered when setting up partner users? Choose 2 answers


a. Partner users cannot receive emails generated through workflow action...3


b. Partner users are associated with the same set of profiles as internal users.


c. Partner user can own account and opportunity records in salesforce.


d. The sharing model should be re-evaluated when the partner community.

c. Partner user can own account and opportunity records in salesforce.


d. The sharing model should be re-evaluated when the partner community.

88. Universal containers use 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?


a. Create an analytic snapshot to run daily and store the results in a custom object.


b. Schedule a custom forecast report to run weekly and store the results in a custom report folder


c. Create an analytic snapshot 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.

c. Create an analytic snapshot run weekly and store the results in a custom object

89. 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 should a consultant recommend to meet this requirement?


a. Download and install a salesforce universal connector for their smartphone and computers


b. Copy and paste emails manually to the customer record in salesforce from their smartphones and computers


c. Forward emails using their email-to-salesforce email address from their smartphones and computers


d. Download and install the salesforce for outlook connector on their smartphones and computers

c. Forward emails using their email-to-salesforce email address from their smartphones and computers




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90. 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?


a. Create a lead assignment rule to send the email to the leads monthly


b. Use an email execution vendor to send emails for marketing campaigns


c. Use the standard salesforce mass email tool located on the leads tab


d. Create an email alert workflow rule to send the email to the leads monthly

b. Use an email execution vendor to send emails for marketing campaigns

91. 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?


a. Create different record types and sales processes for each line of business, and assign different sales processes to each page layout


b. Create different record types and sales processes for each line of business and assign different stages to each page layout.


c. Create different record types and sales processes for each line of business, and assign different page layouts to each record type.


d. Create different record types and sales processes for each line of business, and use workflow field updates to assign stages.

c. Create different record types and sales processes for each line of business, and assign different page layouts to each record type.

92. 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 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. Ensure that the generic user has not been assigned a role.


b. Contact salesforce support to add an index to the account object.


c. Set the organization wide defaults for accounts to public read/write.


d. Ensure that the generic user has the Modify All Data permission.

c. Set the organization wide defaults for accounts to public read/write.




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93. 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


a. Have representatives populate a field on the opportunity record with the dollar amount of the expected revenue from the campaigns that influenced the opportunity.


b. Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that falls before the opportunity close date.


c. 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.


d. Have the administrator specify a time frame that limits the time a campaign can influence the opportunity after the campaign first associated date and before the opportunity created date.

a. Have representatives populate a field on the opportunity record with the dollar amount of the expected revenue from the campaigns that influenced the opportunity.


d. Have the administrator specify a time frame that limits the time a campaign can influence the opportunity after the campaign first associated date and before the opportunity created date.

94. What is a capability of Data Loader? Choose 2 answers.


a. Ability to extract Organization and configuration data.


b. Ability to prevent importing duplicate records.


c. Ability to export field history data.


d. Ability to run one time or scheduled data loads.

c. Ability to export field history data.


d. Ability to run one time or scheduled data loads.




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95. Universal Containers manages opportunity forecasts 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 the opportunities that are in pipeline, best case, and commit. What number in the forecast would provide Universal Containers with the appropriate information?


a. Pipeline + Closed/Won


b. Pipeline + Best Case


c. Pipeline


d. Pipeline + Commit

b. Pipeline + Best Case

96. Joe is the record owner of a Lead. A Lead sharing rule has been defined so that leads owned by Joe are shared with public group called 'Joe's Team'. When the Lead is converted to an Account, Contact, and Opportunity, who will have access to these records assuming that a private sharing model in place on these objects and there are no sharing rules defined for these objects?


a. Joe, all members of the public group, Joe's Team, and anyone above any group member in the role hierarchy will be able to access the three records.


b. Joe and anyone above him in the role hierarchy will be able to access the three records


c. Joe, all members of the public group, and Joe's Team will be able to access the three records


d. Joe will be the only person who will be able to access the Account, Contact, and opportunity records.

d. Joe will be the only person who will be able to access the Account, Contact, and opportunity records.

97. 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?


a. Define a workflow rule to update the custom field on the parent account with the total value of open opportunities from the child accounts.


b. Create a roll-up summary field on the parent account showing the total value of open opportunities from the child accounts.


c. Use apex to update a custom field on the parent account with the total value of open opportunities from the child accounts.


d. Create a link on the account that opens a report showing the total value of open opportunities for all the accounts in the hierarchy.

c. Use apex to update a custom field on the parent account with the total value of open opportunities from the child accounts.

98. During the planning stage of a project, what customer information should be required to ensure requirements are successfully gathered? Choose 3 answers.


a. Company financial information.


b. List of required objects and fields.


c. Key reports from the current system.


d. Organizational chart with titles.


e. List of stakeholders with roles and titles.

b. List of required objects and fields.


c. Key reports from the current system.


d. Organizational chart with titles.




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99. 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.


a. Add customers to Salesforce as Chatter Free users


b. Share chatter files with customers


c. Allow customers to follow opportunities in chatter


d. Invite customers into private chatter groups.

a. Add customers to Salesforce as Chatter Free users


d. Invite customers into private chatter groups.

100. 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?


a. Create a custom object tab


b. Create a publisher action


c. Create a related list button


d. Create a visualforce page

c. Create a related list button




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101. Universal Containers wishes to implement a sales methodology that focuses on identifying customers challenges and addressing them with offerings. Which sales methodology is described above?


a. Solution selling


b. Direct selling


c. Relationship selling


d. Target account selling

a. Solution selling

102. 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 representative accounts and opportunities. What should a consultant recommend to meet this requirement?


a. Enable account and opportunity teams selling and have each sales representative configure their default teams


b. Create criteria-based sharing rules to share the accounts and opportunities with sales engineers


c. Create a trigger to add the sales engineers to their sales representative account and opportunity teams


d. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers

a. Enable account and opportunity teams selling and have each sales representative configure their default teams

103. What is a consideration when implementing Advanced Currency Management? Choose 3 answers


a. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate


b. Advanced currency management dated exchange rates are automatically updated on a monthly basis


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. Currency roll-up summary fields from opportunities to an account use the static conversion rate

a. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate


b. Advanced currency management dated exchange rates are automatically updated on a monthly basis


d. Advanced currency management can be enabled or disabled in the organization under the company profile if needed.

104. 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?


a. Use workflow to send an email to the credit manager profile.


b. Use an Apex trigger to create a task for the credit manager user.


c. Use a validation rule to send an email to the credit manager role.


d. Use workflow to assign a task to the credit manager user.

d. Use workflow to assign a task to the credit manager user.

105. 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?


a. Opportunity, Opportunity product, Contract, Custom object Shipment Status.


b. Lead, Account, Opportunity Product, Custom object -Shipment Status.


c. Opportunity, Opportunity product, Custom object -Shipment Status.


d. Lead, Opportunity, Product, Custom object -Shipment Status.

a. Opportunity, Opportunity product, Contract, Custom object Shipment Status.




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106. 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?


a. Create a custom field on 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.


b. 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.


c. 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 contact object.


d. 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 contract object

c. 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 contact object.

107. The shipping department at the Universal Containers is responsible for sending product samples as part of the sales process. When an opportunity moves to the 'Sampling' stage, Universal Containers 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 Product using an HTML email template.


b. Create it on the Opportunity using an HTML email template.


c. Create it on the Opportunity Product using a visual force email template.


d. Create it on the Opportunity using a visual force email template.

d. Create it on the Opportunity using a visual force email template.

108. Universal containers wishes to track relationships between its customers. For example, some customers are suppliers for other customers. What should a consultant recommend to track multiple customer relations?


a. Add the related company to the first company's account team, with supplier as the role.


b. Add the related company to the first company's custom supplier lookup field as a value.


c. Add the related company to the first company's partner related list, with supplier as a value.


d. Add the related company to the first company's contact roles related list, with supplier as a value.

c. Add the related company to the first company's partner related list, with supplier as a value.

109. UniversalContainers is purchasing smartphones and tablets for MS global sales teammembers. Sales management wants mobile access to key functionality, includingcollaboration, customer management, and opportunity management.What component of SalesforceSales Cloud mobility should a consultant recommend to meet these requirements?Choose 2 answers· A. AppExchange mobile plugin.


B. Native mobile applications.


C. Visualforce for mobile.


D. Salesforce Touch

B. Native mobile applications.


D. Salesforce Touch

110. The VPof Sales for UC wants a pipelline trending report that will be used for a monthlySales forecast meeting. How can the sales engineer identify the opportunity'slatest quote?What solution should a consultant recommend to meetthis requirement?

Create a analytical snapshot to run monthly foropportunities by forecast Category.

111. Universal Containers hasnoticed a sizeable decrease in the number of sales representatives who aremeeting their quotas.What should be evaluated todetermine the cause of this decline?Choose 2 answers:


A. Percent of converted leads per salesrepresentative.


B. Activity history report on open and closedopportunities.


C. Comparison report of forecasts versus convertedleads.


D. Trending report on won versus lostopportunities

B. Activity history report on open and closed opportunities.


D. Trending report on won versus lost opportunities

112. UniversalContainers needs to have opportunity discounts approved by the seniormanagement team. The appropriate approver is dynamically determined based onthe requestor's region and the opportunity s account type.Which solution should berecommended to support these requirements?


A. Create a workflow approvaltask as the first step in the approval process to assign the approver.


B. Use Apex to populate a user lookup field for the approvalprocess based on an approval matrix.


C. Allow the requestor to select the appropriate approver priorto submitting the record for approval.


D. Automatically populate thedelegated approver based on the requestors region and opportunity account type.

B. Use Apex to populate a user lookup field for the approval process based on an approval matrix.

113. UniversalContainers sells to a customer segment that has dozens of daily order andpayment transactions. These customers have low credit limits which are closelymonitored. At the time orders are accepted, management wants to check thecustomer's available credit in Salesforce using information sourced from athird-party cloud application.What approach should aconsultant recommend for this credit system Integration?


A. Create a web service usingApex to retrieve credit balances as needed.


B. Create a data mapping in DataLoader for periodic manual credit uploads.


C. Create a scheduled batchusing Apex to retrieve credit balances each night.


D. Create a daily job using the custom object import wizard toretrieve credit balances.

A. Create a web service using Apex to retrieve credit balances as needed.

114. UniversalContainers operates in two currencies: EUR and USD. Its corporate currency isUSD. When a sales team member tries to add products to an opportunity for acustomer in the Eurozone, they are unable to find EUR prices.What is the likely cause ofthis problem? Choose 2 answers:


A. Price book entries aremissing EUR prices.B. Sales users default currency is set to USD.C. Advanced currency management is deactivated.


D. Opportunity currency is setto USD.

B. Sales users default currency is set to USD


D. Opportunity currency is set to USD.

115. The sales management at Universal Containers is reviewing the quality ofleads generated from marketing campaigns.What information is available toassist with this type of analysis?Choose 2 answers:


A. Percentage of leads converted toopportunities


B. Average amount of time required to convert leads to opportunities


C. Average number of activities required to convert leads to opportunities


D. Percentage of leads that couldnot be contacted due to bad data

C. Average number of activities required to convert leads to opportunities


D. Percentage of leads that could not be contacted due to bad data

116. The sales manager wishes to see opportunity forthe sales team in a related list. Which related list would he choose to seeboth his opportunities and his team's opportunities.a. My selling opportunities


b. My opportunities


c. My team selling opportunities


d. -

c. My team selling opportunities

117. What features of work.comcan managers use to help sales representatives meet their quotas? Choose 2answers


a. Coaching plans to help the sales rep drive results


b. Coaching feedback that automatically adjusts the goals


c. Coaching feed visible to the entire sales teamsd. Coaching dashboards to monitor progress

c. Coaching feed visible to the entire sales teams d. Coaching dashboards to monitor progress

118. 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?


a. Opportunity, Opportunity product, Contract, Custom object Shipment Status.


b. Lead, Account, Opportunity Product, Custom object-Shipment Status.


c. Opportunity, Opportunity product, Custom object-Shipment Status.


d. Lead, Opportunity, Product, Custom object -ShipmentStatus.

a. Opportunity, Opportunity product, Contract, Custom object Shipment Status.

119. 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?


A. Define a workflow rule to update the custom field on the parent account with the total value of open opportunities from the child Accounts. B. Use Apex to update a custom field on the parent account with the total value of open opportunities from the child accounts. C. Create a roll-up summary field on the parent account showing the total value of open opportunities from the child accounts. D. Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.

B. Use Apex to update a custom field on the parent account with the total value of open opportunities from the child accounts.

120. A Regional Sales Managers' direct reports are frequently added as sales team members for other sales reps opptys. Which report view filter should be applied to a pipeline report to display all of the opptys for which the RSM's direct reports are involved?


A. my team's team-selling and their opptys


B. my team-selling opptys


C. my team-selling and my opptys


D. my team's opptys

A. my team's team-selling and their opptys

121. 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.)


A. Management communications


B. Maintenance release schedule


C. Sales rep quota targets


D. Training in local language


E. Type of training delivered

A. Management communications


D. Training in local language


E. Type of training delivered