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137 Cards in this Set
- Front
- Back
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 related list button. C. Create a Visualforce page. D. Create a publisher action. |
A. Create a custom object tab.
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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? |
C. Create different record types and sales processes for each line of business, and assign different page layouts to each record type. |
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The sales representatives at Universal Containers have been experiencing the following challenges with sales data within their Salesforce application. It has been difficult to effectively reach contacts. There are many duplicate contacts. They are unable to segment account data. What should a consultant recommend to remedy all of these challenges? |
D. Utilize Data.com to flag duplicates and update existing data. |
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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 manually to the parent account team and each of the child account teams. |
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UC is moving their legacy CRM system to salesforce sales cloud. What should a consultant recommend? |
C. review the current system with executive management to understand their requirement |
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Universal Containers is deploying a formal sales methodology while implementing Salesforce. What should a consultant recommend to ensure the alignment of the sales methodology and Salesforce? Choose 3 answers: |
A. Embed custom components within Salesforce to support the sales methodology. |
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UC representative wants to see forecast amount by all sales representative and by multiple product group. What would a consultant recommend to meet these requirement? Choose 2 answers:
ATTENTION! This question is in the card set twice with different definitions. |
A. Build a custom forecast report showing product group |
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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 relationships in Salesforce? |
D. Add the related company to the first company's partner related list, with supplier as a value. |
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The Vice President of Sales for Universal Containers wants a pipeline trending report that will be used for a monthly sales forecast meeting. What solution should a consultant recommend to meet this requirement? |
A. Create an analytic snapshot to run monthly for opportunities by forecast category. |
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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 assign a task to the credit manager user. |
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Universal Containers wants to integrate a Sales Cloud solution with its accounting system. Which standard objects are likely to be used in the integration? |
C. Account, contact and contracts |
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Universal Container requires that account plans be created for all accounts. The account plans have been set up as a custom object with a lookup relationship. The sharing model is private for account plans. Universal Containers would like to assign the same access to the account plan record as to the associated account. What solution should a consultant recommend for these scenarios? |
A. Modify the account plans object to be in a master-detail relationship with accounts. |
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Historically, Universal Containers has sold to shipping department contacts within its customer and prospect accounts. It recently launched a new product line that will appeal to operations department contacts. What data enrichment can Data.com provide Universal Containers to expand its sales network? Choose 2 answers: |
A. Add operations leads and opportunities |
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Universal Containers would like to capture qualification information for new leads (e.g., whether or not the person is a decision maker). This information should also appear in the contact record once the lead has been converted. Which approach should a consultant recommend? |
B. Create a custom field on lead and contact object, configure mapping for these two fields for conversion. |
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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? |
B. Configure the Chatter and its related notification settings to provide relevant updates to interested sales managers. |
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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? |
C. Use an email execution vendor to send emails for marketing campaigns. |
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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 to be sent to the shipping department listing the products on the opportunity. How can this requirement be met using a workflow email? |
B. Create it on the opportunity using a Visualforce email template. |
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Universal Containers allows its sales representatives to negotiate up to a 5% discount for their opportunities. Discounts greater than 5% must be sent to their Regional Sales Manager (RSM) for approval. Discounts greater than 15% must also be sent to Regional Vice President (RVP) for approval. Which approach would satisfy these requirements? |
C. Create a two-step approval process for the RSM and RVP as approvers. |
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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? |
C. Create an opportunity record type and sales process for reporting on these deals. |
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Universal Containers uses Products in Salesforce and has a private security model. The product management employees do not have access to all opportunities but would like to track the performance of a new product after it is launched. What should a consultant recommend to allow the product management employees to track the performance of the product? |
D. Create a criteria-based sharing rule to add the product management team to relevant opportunities. |
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Universal Finance has two sales divisions. Sales Division A's customers are individuals and Sales Division B's customers are businesses. Each division's sales representatives have their own user profiles, and person accounts are enabled. Sales Division B's sales representatives should not be able to create person accounts; they should only be able to create business accounts. What solution should a consultant recommended to meet these requirements? |
A. Remove person account record types from the Division B sales representative user profile. |
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When enabling multiple currencies what feature is enabled on all opportunity? Choose 2 answers: |
A. The selected currency is used for the Amount (Converted ) field |
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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? |
C. Create a reduction order under reduction orders |
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Universal Containers uses a seven-step selling methodology. Each sales stage corresponds with a step in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should not contribute to the forecast. What should a consultant recommend for this scenario? Choose 2 answers: |
A. Configure the first stage with the omitted forecast category. |
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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 are the sales representatives Best Case forecast for the current quarter? |
D. $6,500 |
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Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. What solution should a consultant recommend for this scenario? |
B. Add the leads tab to the Partner Community and configure partner proles to access leads. |
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Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a dedicated sales engineer. The sales engineer will need access to their assigned sales representatives' accounts and opportunities. What should a consultant recommend to meet this requirement? |
A. Enable account and opportunity team selling and have each sales representatives configure their default team. |
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Universal Containers (UC) and Global Shipping (GS) are affiliates of ABC Corporation. Both affiliates use separate instances of Salesforce and work independently but sell to some of the same customers. They would like to collaborate on the common customers but keep the data for other customers separate. What approach should a consultant recommend for implementing Salesforce to meet these requirements? |
B. Use separate Salesforce Instances and link shared records using Salesforce to Salesforce. |
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Universal Containers uses Salesforce for Outlook to synchronize contacts between Microsoft Outlook and Salesforce. The executive team wants to ensure that user's personal contacts in Microsoft Outlook are not synced with Salesforce. Which solution should a consultant recommend to meet this business requirement? Choose 2 answers: |
A. Train users to assign personal contacts in Microsoft Outlook to the Don't Sync with Salesforce category. |
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Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners. How can this be accomplished? |
C. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts. |
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Universal Containers shares specific accounts with its partners and is considering the use of Salesforce to Salesforce to increase visibility and collaboration for deals managed through its partner channel. The company's key partners also currently use Salesforce. What should be considered for this implementation? Choose 2 answers: |
B. Universal Containers can report on shared opportunities managed by partners. |
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The sales manager at Universal Containers is concerned that the leads from the marketing department are outdated and of 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. |
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Universal Containers has enabled Social Accounts and Contacts. When a sales representative accesses a contact within Salesforce, the representative is unable to see detailed information from the contact's Facebook profile (e.g., contact's wall postings).What is preventing the sales representative from accessing detailed information on the contact's Facebook page?
A. Universal Containers must purchase the Facebook license to access public profile information for its users. B. The link to the Facebook profile is not configured with the administrator password to access detailed information. C. The fields configured by Universal Containers' administrator on the contact page layout are missing. D. The information shown is based on the sales representative's connection level with the contact on Facebook. |
D. The information shown is based on the sales representative's connection level with the contact on Facebook.
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Universal Containers wants to manage their sales territories in Salesforce. What questions should be asked to determine if territory management is an appropriate solution? Choose 3 answers: |
A. Are there specific rules for account and opportunity access |
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Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily logins. What other measures of sales user adoption should be considered? Choose 2 answers: |
A. Completeness of records entered into the new system |
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The marketing Manager at UC wants to leverage the power of sales cloud to support the following requirements of sales: - monitor website traffic - email 1200 leads per day - capture customer satisfaction survey result on a web form - understand (report) the case of marketing exercise vs sales activity. What should a consultant recommend to meet this requirement? |
B. Use AppExchange marketing app, campaign, web-to-lead, opportunity and report |
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UC has a large customer base of over 15,000 Accounts and 60,000 contacts. The marketing manager wants to use the customer data for an upcoming new product launch but its concerned contacts may have moved to another organization (contact's email tec has changed). What should a consultant recommend to ensure customer data is accurate? |
A. Use a data cleaning tool and the stay-in-touch feature of salesforce to email contact |
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Resellers for Universal Containers need access to reports in the partner communities to help manage their opportunities. How should Salesforce be configures to give resellers the correct level of access to reports? |
D. Create a new tab in the partner communities to display the appropriate list views and report folders. |
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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? |
D. Create two sales processes, two opportunity record types, and a workflow rule triggered by the opportunity amount. |
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Universal Containers recently acquired Global Packaging, a company that has complementary products. Universal Containers wants to run a major campaign showcasing its new product bundling. The company will use multiple marketing channels to create awareness in the marketplace. Each marketing channel will need to be measured for its effectiveness both individually and collectively. How should the consultant design the solution for Universal Containers? |
A. Create campaigns for each channel with members and link child campaigns to a parent campaign. |
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The Universal Containers credit department uses a third-party application for credit ratings. Credit department managers need to launch an external web-based credit application from a customer's account record in Salesforce. The application uses a credit ID on the account object. What should a consultant recommend to meet this requirement? |
C. Create a formula field that uses a hyperlink function to launch the credit application and pass the credit ID |
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A Sales Cloud implementation at Universal Containers requires a global design that involves mufti-currency, multi-language, region specific sales processes and workflows. Which factor is important for optimizing user adoption? Choose 2 answers: |
B Customizing the training curriculum for each specific region |
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Universal Containers purchased a new marketing database list and wants to use it to run an email campaign for the launch of a new product. The sales team will be responsible for evaluating the respondents and identifying the decision maker before going through the sales process with a prospect. What steps should a consultant recommend in this scenario? |
A. Create a campaign, associate the leads to the campaign, and qualify the respondents. |
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Universal Containers has a private sharing model. Sales representatives are required to collaborate with the same group of people from other departments for every deal; however, the individuals in the group will vary for each representative. What solution should a consultant recommend to ensure correct record visibility and collaboration? |
A. Set up a default opportunity team for each sales rep that is automatically added to every opportunity |
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Sales management at Universal Container is concerned that pipeline and forecasting reports are inaccurate because sales representatives are creating opportunities after they are closed/won. Which solution will help sales management identify and address the issue? Choose 2 answers: |
B. Create a report that displays opportunities that have a closed date less than or equal to the created date. |
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Joe is the record owner of a lead. A lead sharing rule has been defined so that leads owned by Joe are shared with a public group called "Joe's team". When the lead is converted to an account, contact and opportunity, who will have access to these records with a private sharing model being in place on these objects and there are no sharing rules defined for those objects? |
C. Joe and anyone above him in the role hierarchy will be to access the three records. |
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Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stage and the role they play in sales process. How should the relationships between the elements of the sales process be defined to meet these requirements? |
D. Map opportunity stage to forecast categories; assign accurate probability to each stage. |
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A sales representative at Universal Containers frequently has multiple quotes related to an opportunity. Which solution should a consultant recommend to manage the quotes? |
A. Click the Start Sync button on a quote to link it to the opportunity for automatic synchronization. |
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Universal Containers operates in two currencies: EUR and USD. Its corporate currency is USD. When a sales team member tries to add products to an opportunity for a customer in the Euro zone, they are unable to find EUR prices. What is the likely cause of this problem? Choose 2 answers: |
A. Opportunity currency is set to USD. |
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The sales representatives at Universal Containers use various email applications and often receive important customer emails while they are away from the office. Sales management wants to ensure sales representatives are recording email activity with customers in Salesforce while they are away from the office. What solution should a consultant recommend to meet this requirement? |
C. Forward emails using their Email-to-Salesforce email address from their smartphones and computers. |
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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 Data.com to clean the existing lead data and new data going forward. C. Use tools like the Lead Import wizard to identify and remove duplicates. |
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A sales representative at Universal Containers won a sales deal and set the opportunity stage in Salesforce to closed/won. What impact will this change have on the opportunity in the forecast? |
B. It will be associated with the Closed/Won forecast category and automatically contribute to the forecast |
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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? |
B. My team-selling and my opportunities. |
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Universal Containers has set the organization-wide default for accounts to private. Bill owns the Acme account and the General Industries account. Acme is the parent account for General Industries. Bill needs to collaborate with Mary on his accounts, so he manually shares read access to Acme. What access will Mary have to these accounts? |
A. Read-only on Acme and no access on General Industries |
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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 validation rule on products marked as requiring certification to prevent them from being added to an opportunity. |
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Sales representatives at Universal Containers want to share product specification documents with customers who do not have Salesforce access. These customers should only be allowed to preview the document in the browser without download permissions. What solution should a consultant recommend to meet this requirement? |
A. Upload the file to Content and disable the download delivery option. |
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The sales manager at UC wants to be informed when a lead created from the "Contact Us" form on the company website has not been followed up within 24 hours of being submitted. What salesforce feature should the consultant use to meet the requirement? |
C. Send an email using time based workflow |
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Universal Containers successfully converted from a legacy CRM system to the Sales Cloud solution. The stakeholder committee will meet in a week to review the revenue performance of the sales team. Which report should the committee use to assess sales team revenue performance? |
B. Opportunity pipeline report by sales rep |
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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? |
B. Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversion. Create a custom formula field on the Contact object to pull the value from the Account object. |
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What needs to be taken in consideration when implementing Advanced Currency Management? Choose 3 answers: |
A. Currency roll-up summary fields from opportunities to an account use the static conversion rate. D. Currency roll-up summary fields from opportunities products to an opportunity use the dated exchange rate. |
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Universal Containers has a private sharing model and wants the ability to share documents related to an opportunity, such as contracts and proposals, with the field sales team. How can the documents be shared efficiently and securely? |
D. The documents should be uploaded to chatter files and shared with the field sales organization. |
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The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation. What analytics tool can help determine the issue? |
B. Report on lead lifetime by industry |
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Universal Containers has set accounts, contacts, and opportunities to private. Sales representatives manage the accounts for which they are the account owner. The company also employs sales specialists to assist sales representatives on deals. What should a consultant recommend to allow the sales specialists to see account information and any opportunity information associated with an account? |
A. Add the sales specialists to the account team and assign them read access to opportunities. |
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Universal Containers processes its orders through a separate system from Salesforce but would like to integrate the order history data into Salesforce. This would give sales representatives a view of all past orders by account. Which solution should a consultant recommend? |
A. Create an order history object with a relationship to accounts. |
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Universal Containers uses contracts in Salesforce to record fixed pricing structures from closed/won opportunities. The contracts expire throughout the year. To ensure the company is not missing potential renewal revenue, sales management wants to implement the following process: - 30 days before a contract is due to expire, a lead is automatically created with contract as the source. - All leads go to a pre-sales team who qualify and convert them to opportunities. - When leads are converted to opportunities and closed/won, an alert is sent to the accounts' team. What features of Salesforce should a consultant use to meet this requirement? |
D. Apex, workflow, lead assignment, and queues. |
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Universal Containers is undergoing a sales reorganization and wants to enable territory management. What should Universal Containers review before enabling territory management? Choose 2 answers: |
A) opptys and forecasting; |
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Universal Containers uses an approval process on opportunities to streamline approvals. Sales management needs to analyze the number of opportunities at each step in the approval process. Which solution will support this request? |
C. Create an approval process report and group by opportunity and approval step. |
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Universal Containers sells products that require frequent collaboration with the same team of individuals who play a key role in closing deals. The lead sales representative determines the level of access for each of the collaborating team members on an opportunity. What solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members?
A. Define a sharing rule for each lead sales representative to assign appropriate access for all extended team members. B. Enable Chatter to have the lead sales representative facilitate collaboration through sales team swarming. C. Configure default opportunity teams for all lead sales representatives with team selling enabled. D. Create public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities. |
C. Configure deal oppty teams for all lead sales reps with team selling enabled
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Universal Containers management wants to see forecast numbers by all sales representatives and by multiple product groups. What should a consultant recommend to meet these requirements? Choose 2 answers: |
A. Build a custom forecast report showing product groups. |
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Universal Containers wants to migrate accounts from a legacy system into Salesforce. The client wants the unique account IDs for the account records in the legacy system to be imported into Salesforce to allow a quality control comparison to be conducted after the migration is complete and facilitate future integration.What solution should the consultant recommend to meet this requirement? |
C. Create a custom external ID field in Salesforce and migrate the legacy system account ID into this field. |
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Universal Containers forecasts and closes business monthly, and it needs to store the details of open opportunities weekly. The sales management team wants to analyze how the sales funnel is changing throughout the month. What should a consultant recommend to meet this requirement? |
B. Create an analytic snapshot to run weekly and store the results in a custom object. |
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UC would like to record performance about conferences and people who attended them. A contact would potentially attend multiple conferences. The company would like to display this information on the contact layout using the standard configuration. How should the system be designed to meet the company's requirement. |
A. Use campaign for conference and add campaign member to record attendee information |
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Universal Containers has its sales representatives enter a new lead whenever they are prospecting and when qualifying the new lead, a new opportunity must be created to track the deal. What should a consultant recommend to enforce data quality and accuracy? Choose 3 answers: |
B. Enable validation rules on the lead. |
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Universal Containers wants to use its Community to allow customers to provide suggested changes to products and to comment on other people's suggestions. What Salesforce feature supports this? |
D. Ideas |
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UC has configured salesforce to store all individual consumer contacts under a single account called "Consumer". The consumer business has grown to more then 500,000 contacts. Mass updates are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported. What should a consultant recommend to improve system performance? Choose 2 answers: |
B. Enable person account and migrate the data |
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Universal containers has set up a sales process that requires opportunities to have associated product line items before moving to the negotiation stage. What solution should a consultant recommend to meet this requirement? Choose 2 answers: |
A. Configure a validation rule that types the Has Line Item and Stage fields for the correct condition. |
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Universal Computers has three sales divisions: hardware, software and consulting. The hardware and software divisions follow a ten-step sales process. The consulting division follows an eight-step sales process and does not use the prospecting or perception analysis stages during the sales cycle. What should a consultant recommend to support these requirements? Choose 3 answers: |
A. Define stage picklist values. |
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Universal Containers' North American and European sales teams have different business requirements related to creating new opportunities in Salesforce. As a result, each team must complete a set of geographically-specific fields relevant only to their team as well as common fields that both teams complete. Additionally, each team should NOT be able to report on the other's region-specific fields. What solution should a consultant recommend to satisfy this scenario? |
D. Implement field-level security to allow access to fields for the respective regional sales teams. |
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Universal Containers has automated the process of creating new account records in Salesforce. All account records created through this process are owned by a generic user. There are two million account records that have been created in this manner. Universal Containers is now seeing performance issues when it makes any changes to account sharing rules. What can Universal Containers do to address the issue without changing its integration? |
A. Set the organization-wide defaults for accounts to public read/write. |
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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. |
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Universal Containers wants to improve the information profile of its current contacts in Salesforce by using social networking applications (e.g., LinkedIn and Twitter) to add to the information currently gathered for accounts, contacts, and leads. What should a consultant recommend to meet this requirement? |
D. Enable Social Accounts and Contacts to link records to social profiles. |
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Universal Containers wants to prevent sales users from modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required. Which solution should a consultant recommend? |
C. Create a validation rule to enforce field access based on the sales stage and profile. |
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Universal Containers sells three unique products and each product has its own sales process. The company qualifies prospects for the three products in a consistent manner; however, once the customer has shown interest, the sales representatives must follow the relevant product's sales process. What solution should a consultant recommend to meet these requirements? Choose 2 answers: |
B. Configure opportunity record types for each sales process. |
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Universal Containers has a private sharing model. Sales representatives own accounts and would like to collaborate with relevant people from other departments (e.g., marketing and product management). The role hierarchy has separate branches for each department to facilitate reporting. What should a consultant recommend to ensure collaborating team members can report on and access relevant data in Salesforce? Choose 2 answers: |
A. Use manual sharing on account to share specific records. |
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The sales management at Universal Containers is reviewing the quality of leads generated from marketing campaigns. What information is available to assist with this type of analysis? Choose 2 answers: |
A. Average number of activities required to convert leads to opportunities |
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Universal Containers has just enabled advanced currency management. The Vice President (VP) of Asia Pacific Sales wants to view currency in opportunity revenue reports in both the corporate currency of USD and the relevant country's currency. The VP of Asia Pacific Sales uses USD as the default currency. What solution should a consultant recommend to meet this requirement? |
A. Create an opportunity revenue report and include the amount and converted amount values. |
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Universal Containers has noticed a sizeable decrease in the number of sales representatives who are meeting their quotas. What should be evaluated to determine the cause of this decline? Choose 2 answers: |
C. Activity history report on open and closed opportunities. |
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Universal Containers wishes to implement a sales methodology that focuses on identifying customer's challenges and addressing them with its offerings. Which sales methodology is described above? |
D. Solution selling. |
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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. Require the customer to enter a password to view the content. |
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The members of an opportunity team at Universal Containers are working together to close one opportunity. The sales engineer on the team is having trouble keeping up with the most current quote. How can the sales engineer identify the opportunity's latest quote? |
A. Reference the synced quote field on the opportunity record. |
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The sales department at Universal Containers uses approval processes to streamline the approval of high-value opportunities. These approvals are becoming delayed in the approval process because managers forget to approve the requests from their home page. What can a consultant recommend to improve the approval process? Choose 2 answers: |
A. Enable approvals by email for the approval process for high-value opportunities. |
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Universal Containers generates a sales proposal for each opportunity and needs to share it with the customer. All members of the sales team are able to update and comment on the proposal. It is important that the customer does not see earlier versions of the proposal or the team's comments. Which solution should a consultant recommend to meet this requirement? |
D. Upload proposal as Chatter file on the opportunity record and share with customer using a link. |
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What is a capability of Data Loader? Choose 2 answers: |
B. Ability to export field history data |
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The sales management team of Universal Containers has noticed that opportunities are taking longer to close. Historically, it has taken 30 days for a new opportunity to be moved to closed/won. Recently, this time period has increased to 45 days. What analytics tool can sales management team leverage to help determine the cause? Choose 2 answers: |
A. Dashboard of opportunity stage duration D. Report on the discount approval time for quotes |
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Universal Containers's management wants to increase the productivity of its sales representatives. How can Work.com be used to meet this requirement? Choose 2 answers: |
C. Coaching statistics can be linked to reports. |
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Universal Containers is in the design phase of a complex Sales Cloud implementation. There are teams working on data migration, integration, application, and technical design. What step should a consultant take to ensure that the design accounts for all aspects of the requirements? |
C. Conduct end-to-end solution reviews. |
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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? |
B. Site.com |
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Universal Containers has enabled Advanced Currency Management. How is the converted amount data reported on a report that spans time periods when the exchange rate was different? |
C. Converted amount are based on the historical exchange rate associated with the close date. |
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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? |
C. Enable schedules on product object. |
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Universal Containers collaborates with consulting partners on some of its opportunities. If a partner account is added to the partners related list on a customer opportunity, what is the impact? |
A. The partner account is added to the partners related list on the customer account. |
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Universal Containers has set the organization-wide default to public read-only for accounts, contacts, and opportunities. Activities are set to be controlled by the parent. The ABC Corporation account is owned by a sales user whose profile grants create, read, edit, and delete access to accounts, contacts, and opportunities. Based on this information, the owner of the ABC Corporation account record has the rights to take which actions? Choose 2 answers: |
A. Share the account with other users through manual sharing and account teams. |
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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? |
D. Build a joined report to show the lead, Activity and Opportunity information, scheduled it to email daily to VP of sales. |
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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: |
B. Create a Chatter group to share product information with the sales team, product managers, and customers. |
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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 representative What should a consultant recommend to meet these requirements? |
C. Create a joined report. |
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Universal Containers decided to start using Salesforce for all of its sales automation. Its current sales database system has about 50 million records. These records were all migrated into this database from other legacy systems. After migration to Salesforce, Universal Containers wants to be able to search and cross-reference records with the original source system. What should a consultant recommend to meet this requirement? |
B. Use a custom external Id field and map this to the original record id value |
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The VP of sales at UC wants to be able to see a visual representation of sales by month foreach account in salesforce1 mobile app. What should a consultant recommend to meet this requirement? |
C. Embed a chart on the account page, no other customization needed |
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A customer needs Chatter, a custom mobile layout, and custom branding for its mobile users. Which solution should a consultant recommend? |
A. Salesforce1 |
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Universal Container wants to improve sales productivity in inside sales and it has been advised to consider Salesforce Console for sale............ What use case will satisfy this requirement? Choose 2 answers: |
B. Log activity for each record |
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UC has organization wide defaults set to private. A sales representative owns an account and would like to collaborate with internal (...external) people from other departments (marketing and other management). What should a consultant recommend to ensure collaborating team members can report and access relevant data in salesforce? |
A. Use account team to share records to relevant people. |
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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? |
D. Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy. |
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The sales teams at Universal Containers need to track partner relationships for each customer account. There can be many partners related to each customer account. Additionally, the following partner-to-customer relationship information needs to be tracked: - Role of each partner - Support product category of each partner - Next step of each partner What should a consultant recommend to meet this requirement? |
C. Create a custom object for Partner relationships. |
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What is a capability of Data.com Clean? Choose 3 answers: |
B. Individual records can be manually compared side-by-side with matched Data.com records and updated field-by-field. |
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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: |
B. Have the administrator specify a timeframe that limits the time a campaign can influence an opportunity after the campaign first associated date and before the opportunity created date. |
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How can Chatter Free licenses be enabled to allow collaboration between the sales team and the customer during the sales process? Choose 2 answers: |
B. Create new user and assign a Chatter Free license; |
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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. |
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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? |
D. Activities report on accounts, contacts, and opportunities the manager owns |
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Universal Containers sells to a customer segment that has dozens of daily orders and payment transactions. These customers have low credit limits which are closely monitored. At the time orders are accepted, management wants to check the customers available credit in Salesforce using information sourced from a third-party cloud application. What approach should a consultant recommend for this credit system Integration? |
A. Create a web service using Apex to retrieve credit balances as needed. |
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Universal Containers manages opportunity forecast using the standard forecast categories in Salesforce customizable forecasting. Each sales stage is aligned with a forecast category. When reviewing the forecast, Universal Containers wants the roll-up of just opportunities that are in pipeline, best case, and commit. What number in the forecast would provide Universal Containers with the appropriate information? |
C. Pipeline + Best Case |
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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? |
D. Add the contact to the contacts role related list to the other account. |
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Universal Containers' current solution for managing its forecasts is cumbersome. The sales managers do not have visibility into their teams' forecasts and are not able to update the forecasts. As a result, the managers are continually asking their sales representatives to provide update forecast data via email or phone. What solution should a consultant recommend to help Universal Container improve the management of their forecasts? Choose 2 answers: |
C. Configure customizable forecasts to give managers forecast override capabilities. |
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Universal Containers is following a traditional waterfall project delivery methodology. The analysis phase is completed 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. Map business requirements to the solution design. |
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The finance department of Universal Containers is noticing a decline in profitability, which they attribute to an excessive number of discounts on opportunities. What can the finance department do to monitor and control opportunity discounting? Choose 2 answers: |
A. Run a report on opportunities showing list price and discounted price. |
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Sales representatives at Universal Software need to collaborate with customers on sales deals to gather requirements, analyse 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. Invite customers into private chatter groups |
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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? |
C. Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative when it reaches dosed/won stage. |
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The Universal Containers sales team would like to track product shipments for each of its customers. The shipment tracking information is currently available in a back-end system, which the company plans to integrate with Salesforce. Which objects are relevant for this integration? |
D. Opportunity, opportunity product, custom object-shipment status |
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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. Type of training delivered B. Training in local language E. Management communications |
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Universal Containers manages its sales pipeline using Salesforce. However, when an opportunity moves to the closed/lost stage, the company would like to enforce that the expected revenue value be $0 in reports. Which solution should a consultant recommended to meet this requirement? |
C. Create a dependency between stage and forecast category to enforce the omitted value for closed/lost stages. |
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Marketing department at Universal Container is migrating from a legacy campaign and email management system to salesforce. They want to ensure that its communication material is migrated as well. What should a consultant recommend to migrate the marketing departments email templates? |
B. Force.com IDE and change set |
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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? |
D. Create a master-detail account relationship. |
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Universal Containers wants to restrict access to accounts and contacts. All users should be able to see all 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 organization-wide default access for accounts and contacts? |
D. Set accounts to public read-only and contacts to be controlled by parent. |
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Universal containers sells two product lines that each use a distinct selling methodology. Additionally, each product line captures different information that is important to sell the products. What should a consultant recommend to support selling the two product lines? |
D. Create two sales processes and two page layouts; assign them to two different opportunity record types for each product line. |
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Universal Containers is migrating data from a legacy system into Salesforce. The company needs to migrate lead, contact, and opportunity data from its legacy system and must be able to report on historical lead conversion for both legacy and newly created data. What is the recommended order for data migration? |
D. User, Account, Contact, Opportunity, Lead. |
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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. |
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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? |
C. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners. |
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Universal Containers has s large sales department that manages its individual deals through opportunities. The sales teams report to their Regional Sales Manager (RSM) and the RSMs report to the Vice President (VP) of Sales. To manage the region effectively, the RSMs and VP need to have full access to the opportunities managed by their direct reports through standard report filters. What is the recommended solution to accommodate this scenario? |
C. Define roles for the sales team members, RSMs, and VP with the appropriate reporting relationships. |
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Universal Containers needs to have opportunity discounts approved by the senior management team. The appropriate approver is dynamically determined based on the requestor's region and the opportunity's account type. Which solution should be recommended to support these requirements? |
D. Use Apex to populate a user lookup field for the approval process based on an approval matrix. |
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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: |
B. Key reports from the current system |