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?2 of 60
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?3 of 60
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?4 of 60
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 dosed/won
– $1,000 opportunity that has been lost
What are the sales representatives Best Case forecast for the current quarter?5 of 60
UC needs to show a dashboard with forecast by product family with quotas.
What solution should consultant recommend?6 of 60
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?7 of 60
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?8 of 60
A customer needs chatter, a custom mobile layout, and custom branding for its mobile users.
Which solution should a consultant recommend?9 of 60
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?10 of 60
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?11 of 60
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?12 of 60
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?13 of 60
Universal Containers uses products in salesforce and has private security model. The product management Employee do 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?14 of 60
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?15 of 60
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?16 of 60
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?17 of 60
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 hour of being submitted.
What salesforce feature should the consultant use to meet the requirement?18 of 60
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?19 of 60
Marketing department at Universal container is migrating from legacy campaign and email management system 2 salesforce want to ensure that its communication material is migrated as well.
What should consultant recommend to migrate the marketing departments email templates?20 of 60
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?21 of 60
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?22 of 60
Universal containers has enabled Advanced Currency Management.
How the converted amount data is reported on a report that spans time periods when the exchange rates was different?23 of 60
What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met?24 of 60
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?25 of 60
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?26 of 60
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?
When enabling multiple currencies what feature is enabled on all opportunity?28 of 60
What are the benefits of enabling territory management?29 of 60
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 pf 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?30 of 60
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?31 of 60
Universal Containers wants to integrate the sales cloud solution with accounting system.
What standard objects are likely to be used in the integration?32 of 60
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?33 of 60
Universal Containers implemented new quoting functionality for sales representatives and needs to enable the same functionality for its partners.
How can this be accomplished?34 of 60
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?35 of 60
The marketing Manager at Universal Containers wants to leverage the power of sales cloud to support the sales following requirement:
– 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?36 of 60
Universal Finance has two sales divisions. Sales Division As customers are individuals: Ind Sales Division 8’s customers are businesses. Of 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?
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?38 of 60
Universal Containers Credit department uses the 3rd party application for credit ratings. Credit department manager need 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?39 of 60
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?40 of 60
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 return one widget.
What is the effective method of recording the event in salesforce?41 of 60
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?42 of 60
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?43 of 60
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?44 of 60
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?45 of 60
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?46 of 60
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?47 of 60
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 its concerned contact may have moved to other organization (Contact’s email tec has changed).
What should a consultant recommend to ensure customer data is accurate?48 of 60
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 Rep the appropriate access to an opportunity?49 of 60
Universal Containers representative wants to see forecast amount by all sales representatives and by multiple product group.
What would a consultant recommend to meet these requirement?50 of 60
Universal Containers uses a seven step selling methodology. Each sales stage corresponds with in 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?51 of 60
Universal Containers allows to its Sales Rep to negotiate up to 5% discount for their opportunities. Discount more than 5% must be send to their Regional Sale Manager (RSM) for the approval. Discount greater than 15% must be able to send to Regional Vice President (RVP) for the approval.
What should a consultant recommended to meet these requirement?52 of 60
Universal Containers to plans implement to implement lead management functionality for channel sales representative who needs to push pre-qualified leads to their partner. Partners need the ability to access and update the lead assigned to them.
What solution should a consultant recommend for the scenario?53 of 60
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?54 of 60
Universal Containers has configured salesforce to store all individual consumer contact 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?55 of 60
Universal Container has its sales representative enter a new lead whenever they are prospecting a new customer, when qualify the new lead, a new opportunity must be created to track the deal.
What would a consultant recommend to enforce data quality and accuracy?56 of 60
What features of work.com can managers use to help sales representatives meet their quotas?57 of 60
The finance department of Universal Containers is noticing a decline in profitability, which they attribute to excessive number of discounts on opportunities.
What can finance department do to monitor and control opportunity discounting?58 of 60
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?59 of 60
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?60 of 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?#Sales Cloud Consultant