question

A. Weak pipeline

answer

What are the factors that influence sales metrics, drive KPI's and form key business challenges? A. Weak pipeline B. Low productivity (sales rep) C. Poor predictability (forecast) D. Ineffective selling

question

A. Insufficient lead generation

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What are the factors that influence marketing metrics and drive key marketing business challenges? A. Insufficient lead generation B. Poor alignment with sales C. Measuring marketing ROI

question

An account sharing system that grants access based on characteristics of accounts.

answer

Explain a sales territory?

question

• A collection of accounts and users that have (at a minimum) read-access to accounts, regardless of owner • Users within a territory have Read, Read/Write or Owner (the ability to view, edit, transfer, and delete record) access to records contained within the territory • M:M between account, territory and user • Ability to manually add accounts to territories or use assignment rules to auto allocate accounts to a territory

answer

What are the components of a territory?

question

• The ability to use account criteria to expand a private sharing model • Provide support for complex and frequently changed sales organization structures • Provide support for transferring users between territories, with the option to retain opportunities • Enable multiple forecasts per user, based on territory membership • Enable territory-based sales reports

answer

What are the key benefits of Territory Management?

question

No. Territory management only affects accounts and the standard objects that have a master-detail relationship to accounts. For example, opportunities are included in territory management but leads are not.

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Are accounts, leads, opportunities and contacts all subject to the sharing enabled through territory management?

question

No, territories can be setup according to any hierarchy that you like.

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Do territories need to be geographically defined?

question

When you enable territory management for your organization, your forecast data is derived from the opportunities that are associated with the accounts in your territories. Users will have a different forecast for each territory to which they are assigned.

answer

How do territories affect forecasts?

question

No. Territory management is not enabled by default in Salesforce. To request territory management for your organization, contact salesforce.com.

answer

Is territory management automatically enabled out of the box?

question

Your organization must be using customizable forecasting in order to enable territory management. (Check this, might not be accurate any longer)

answer

What prerequisites must you meet before territory management can be enabled?

question

• Your Org Name is set as the top of the territory hierarchy • A corresponding territory is created for each role in the forecast hierarchy • Manual forecast sharing settings on the roles are copied to the new territory • Based on role, active Salesforce users are added to territories • Opportunities are assigned to the opportunity owner's territory • Accounts are not assigned anywhere in the territory hierarchy • Until you add or edit forecasts, forecasts will work as prior the change

answer

What happens when you enable territory management?

question

• Territories need to be enabled by Salesforce.com • Territories determine forecast and forecast roll ups • A user can only have one role but can belong to multiple territories • Belonging to a territory grants access regardless of ownership

answer

How does territory management differ to role hierarchies?

question

• How you create trusted data through identifying the and determining the needs for leads • Using validation rules to ensure data integrity on import • Ensure the organisation has a de-dup process in place • Consider field level security, assignment and hidden fields rather than overdoing validation

answer

If a customer indicates they're keen to build a strong pipeline what key elements of the lead generation and lead qualification process requires consideration?

question

• Ensure there is a sales methodology that supports the opportunity management process • Ensure that there is visibility of the forecast; consider customisable forecasting

answer

How do you 'manage the funnel'?

question

1. Improve data entry by consolidating data that may be stored across multiple systems into one comment set of forms/fields 2. Integrate to other systems that store client data and provide single view visibility into key data components 3. Ensure that client data is current and consistent across systems 4. Create reports and dashboards that provide a view of key metrics for the sales team

answer

What are several ways you can improve Sales Rep productivity?

question

An account team is a team of users that work together on an account. Sales teams work together on opportunities, An Account team may include an executive sponsor, dedicated support representative, and project manager.

answer

What are the differences between account teams and sales teams?

question

Yes. You can set up a default account team. Your default account team will include the users that you normally work with on your accounts. You then have the option to automatically add your default account team to all of your accounts.

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If you work with the same account team regularly, can you set up defaults to manage reusable settings?

question

You can set up a sales team for any opportunity owned by you or one of your subordinates in your organization's role hierarchy. Ensure the Sales Team related list is allocated to your users profile.

answer

How are sales teams set up?

question

No. You need to either be the owner sharing the record or have read permission on the account.

answer

Can anyone add a team member to an account team?

question

Yes. You are able to create reports that show data as 'My Account Team' or 'My Sales Team'.

answer

Can reports disseminate information by teams?

question

Salesforce to Salesforce is a mechanism for connecting two separate orgs (same or different companies) and enabling the sharing of leads, opportunities, contact, task, product, case attachments or data stored in custom objects with partners that use Salesforce in real time.

answer

What is Salesforce to Salesforce?

question

• Enables business collaboration within and across Salesforce orgs • Facilitates the sharing of leads, accounts, contacts, tasks, product, case, attachment or customer objects with partners that use SFDC in real time • Allows for 100% visibility for partner activity, management of pipeline and or the integration of business processes with updates from workflow and assignment rules

answer

What are key benefits to Salesforce to Salesforce functionality?

question

1. Organisation has a high volume of leads 2. There is a need to keep unqualified and prospect information separate from customer data 3. Leads require qualification between being assigned/transferred to a sales rep 4. Lead quality requires validation

answer

What use cases would validate the use of leads in a Sales Cloud deployment?

question

1. Viewing campaign progress and response through reports and dashboards 2. Tracking information through the campaign and campaign member field

answer

What are key ways to manage and measure campaign ROI?

question

An administrator must select the Marketing User checkbox on a user's profile to designate that user as a Marketing User.

answer

How is a user granted authority to create campaigns?

question

Marketing Users can import leads and use the campaign import wizards if they also have the Marketing User profile (or the "Import Leads" permission and "Edit" on campaigns).

answer

What permission is required to enable the loading of leads?

question

No. Campaigns are typically associated with Opportunity. 'Primary Campaign Source' is the field that tracks the campaign associated with a lead prior to lead conversion. This value can be manually changed in the lead detail. It provides 100% of the amount revenue credited to the specified campaign.

answer

When converting a lead associated with a campaign, will the campaign be associated to the account on conversion?

question

Create a workflow that sends an email each time an opportunity is created that is associated with that product.

answer

If the Marketing team want to track transactions related to a new product launch, what is the best way to do this?

question

'Campaign influence' tracks pipeline and revenue for multiple campaigns, and ties all campaigns of a contact role to that opportunity for pipeline and ROI reporting. Reporting provides a view of the value generated through the creation of opportunities.

answer

How is Campaign influence different from ROI reports?

question

When you create an opportunity, you can fill in the 'Primary Campaign Source' field to indicate that the opportunity resulted from a specific campaign. The Opportunities related list on a campaign shows every opportunity that is linked to that campaign. You can also run the Campaign Revenue Report to track which opportunities are linked to your campaigns.

answer

How do I track opportunities that resulted from a specific campaign?

question

When you convert a lead that is linked to a campaign, campaign name is automatically inserted into the opportunity Primary Campaign Source field and tracked (via opportunity and report).

answer

If a lead that has been campaigned to decides to proceed with an opportunity, how is this information tracked through the sales life-cycle?

question

1. Auto set influence of a campaign to an opportunity 2. Associate influential campaigns (to contact role) on oppty prior to close date 3. Measure influence timeframe (max #days between campaign first associated date and opty create date)

answer

How would you track campaign influence?

question

ROI, which is expressed as a percentage, is calculated as the net gain. Calculation is: Total Value Won Opportunities - Actual Cost/ Actual Cost.

answer

How is ROI calculated for campaigns?

question

The Campaign ROI Analysis Report is available through the Reports tab in the Campaign Reports folder. It calculates your campaigns' performance by return on investment (ROI) and average cost.

answer

How do I report on campaign success?

question

Opportunity pipeline report grouped by month.

answer

Company A is bought by a larger company and needs to provide information on a monthly basis to the new parent company (B) to help predict sales. What data/report should company A provide for review?

question

Create a Force.com trigger on accounts.

answer

How do you automatically update the mailing address of all contact records when a billing address on an account record is changed?

question

No. John, as the manager in the hierarchy can see Sam's data, but not the other way around.

answer

In an organisation with a private sharing model, Sam is a sales exec that reports to John, a Sales Manager. Sam has ownership of the ABC Company account record, and also has created an opportunity for ABC Co. Can Sam see John's data?

question

There are no products and currencies associated with the pricebook that are available for the account or the user (based on currency).

answer

A sales rep selects a new price book to add a product to an opportunity , however there are no products available. Why?

question

Enable content in the partner portal and enable content email alerts for partner users.

answer

What is an easy way to provide channel partners with easy access to approved product documentation and ensure they are notified when it is updated?

question

1. Keeps data clean enabling valid research into account and contact details to determine the right person to market to 2. Assist with prospecting through finding and targeting the right leads 3. Drives better campaigning through clean data and building of marketing lists 4. Provides a preview of account and contact information 5. Drives data quality, through cleaning of data within SF - dedups and updates incomplete information.

answer

What does Data.com (Jigsaw) do?

question

1. Track how often users access new features 2. Spot-check data 3. Relate usage to financial calendar 4. Measure how fresh data is 5. Utilise the adoption dashboard to review user logins, call activity and data quality.

answer

What are 5 key ways to measure user adoption?

question

1. Reduce clicks through implementation of inline editing, tagging, multiple page layouts and use of links + buttons 2. Display data from multiple objects - hovers, custom pages, cross object formulas and console.

answer

What are key ways to increase user productivity?

question

Content delivery allows you to convert PowerPoint, Word, Excel and Adobe PDF documents into optimized web pages for online viewing.

answer

What does content delivery enable?

question

1. You can track how often the content you issued is viewed 2. You can control how long the delivery is available to viewers 3. You can control if a viewer can download a file or view online only

answer

What are key benefits of using content delivery?

question

20,000. The use will get a message asking them to try again later if this exceeded.

answer

What is the total number of content delivery views allowed within a 24hr period?

question

1 GB. If a recipient tries to view a delivery when a rate limit has been exceeded a notification message displays asking the user to try again later.

answer

What is the amount of bandwidth allocated to content deliveries within a 24hr period?

question

No. You must delete the content delivery first. Deleting the content delivery will delete the content.

answer

Can you delete a content file that is associated with a content delivery?

question

All amounts in your forecast are shown in your personal currency.

answer

When working with multiple currencies, what currency will an individual's forecast be reported in?

question

Opportunities in different currencies will be converted to your personal currency for display. Amounts in the opportunities are not affected.

answer

If a forecast includes opportunities that are in different currencies, how are these forecast?

question

Your team's forecast amounts are converted and rolled up to the managers personal currency.

answer

As a manager, how will currencies be reported in your forecast?

question

Users with the appropriate permission can set their individual quota. Administrators and users with the appropriate permission can always edit any quota, and managers can always change the quotas of users that report directly to them in the role hierarchy

answer

How are Quotas defined in Salesforce?

question

A benchmark of how much revenue and/or units you should sell within a time frame.

answer

How would you describe a quota?

question

Drilling down into a users forecast and opportunities will show the amounts in original currencies.

answer

If you are viewing your forecast and drill down to a team members forecast how will the opportunity display?

question

Customisable forecasts will display using the currency in your quota.

answer

If you are using customisable forecasting what currency will the forecast display?

question

Standard reporting displays an amount in it's original currency, however you can change this to display in any active currency.

answer

How are opportunity amounts displayed in reports?

question

1. Every record has a currency field that determines the currency type for amounts in that record. 2. All currency amounts display in the records currency and are also converted to the personal currency of the record owner based on conversion rates (entered by administrator) For example, if you do business with Acme, Inc., a German company, you can set the Currency field in the Acme, Inc. account to "EUR - Euro." Amounts such as Annual Revenue will display in euros as well as in your personal currency.

answer

When multiple currencies are enabled how are currency fields calculated?

question

In parentheses.

answer

Where multiple currencies are enabled, how is the users personal currency amount displayed?

question

No. Previous conversion rates are not stored.

answer

If you change a conversion rate will the previous conversion rate be stored?

question

Yes. Add the Lead Currency or Case Currency fields when generating the HTML form. This will ensure the currency amount is captured and not converted to the corporate currency.

answer

Can you capture currency amount information through web to lead or web to case?

question

No. Historical changes and fluctuations are not stored.

answer

If you are using multiple currencies are you able to track revenue gain or loss based on currency fluctuations?

question

c. Data access rules for accounts & opportunities d. Assigning accounts to territories e. Alignment of overlay sales teams

answer

Territory Mgt (why use it?) - choose 3 answers: a. Sales commissions b. Currency reconciliation c. Data access rules for accounts & opportunities d. Assigning accounts to territories e. Alignment of overlay sales teams

question

a Meeting schedule to review open issues b. Process for users to report issues

answer

Planning an implementation - what should be included in end user support plan - choose 2 answers: a Meeting schedule to review open issues b. Process for users to report issues c. Communication to customers about potential issues d. 24x7 IT support

question

a. Approval step with RSM as approver

answer

Regional Sales Mgr must approve price discounts - how to enforce this?

question

b. Custom report type needs to be created to view all policies in a single report

answer

Insurance policies on accounts. 2 sales teams should not see each other's policies. 2 custom objects, each w/relationship to account object. Both objects private. What are the design considerations here? a. Sales user needs to apply manual sharing rules b. Custom report type needs to be created to view all policies in a single report

question

b. Create master detail relationship account -> account plan

answer

Territory mgt is enabled. Users should be able to track account plans for each account they have access to a. Create lookup relationship account -> account plan b. Create master detail relationship account -> account plan c. Review territory mananagement settings d. Validation rule

question

a. Users able to see all stages in list view filter drop downs b. Users able to see all stages in report filter drop downs

answer

Bad Question, rephrase... 2 lines of business LOB, each with custom opportunity stages & record types - choose 2 answers a. Users able to see all stages in list view filter drop downs b. Users able to see all stages in report filter drop downs c.

question

Total Value of Opportunities Won - Actual Cost/Actual Cost

answer

Campaign ROI calculation

question

a. Import using import wizard

answer

You have to import 100 leads/mo and you need to prevent duplication. Which is the best method to accomplish this? a. Import using import wizard b. Run script in external DB to identify dups c. Import leads & use global search to identify dups d. Export existing leads using a report & scrub prior to re-import

question

a. Establish a cross-functional team to monitor lead data quality

answer

This needs to be phrased better as well, work on this.... Lead Data Quality

question

a. Field on opportunity to put contact as referring source

answer

Revise this one as well....poorly formed.... Leads referred by existing customers - how to track & reward customers

question

c. Sales team membership granted to ABC Co d. Partner portal access granted to ABC Co (must double check)

answer

Sales rep @ UC collaborates with ABC company on opportunity to sell to XYZ company. ABC Co has been added to partner related list on the opportunity. What will automatically happen? Choose 2 answers: a. Partner record added to ABC account b. Partner record added to XYX account c. Sales team membership granted to ABC Co d. Partner portal access granted to ABC Co

question

Know who can see what. (really, this is an answer???)

answer

Org wide default (account) = private; Universal Companies account owned by Karen, Universal Storage account & Universal Containers Account child accounts to Universal Containers and both owned by Bob, Universal Monitors account owned by Sue child account to Universal Storage, Universal Boxes account owned by Mark child account of Universal storage.

question

a. Validation rule

answer

Sales reps shouldn't be able to edit certain opportunity fields after closed/won stage (fields reserved for sales ops). a. Validation rule b. Workflow rule c. Modify all data privilege -> Sales Ops d. Field level security

question

a. Validation rule on opportunity product d. Validation rule to ensure rollup summary field on opportunity doesn't change

answer

How do you ensure that products can't be removed from an opportunity after it reaches a certain stage? Choose 2 answers: a. Validation rule on opportunity product b. Enable audit trail c. Update record type & page layout to remove ability to add product d. Validation rule to ensure rollup summary field on opportunity doesn't change

question

research the answer

answer

Know forecast categories & how amounts are added in reports (maybe add some questions to this flashcard deck?)

question

a. Product

answer

Competitor is beating us out of deals. Where to track competitor product info? a. Product b. Opportunity c. Opportunity product d. Asset

question

d. Opportunity currency setup as CAD (not sure about this)

answer

Universal containers has 1 pricebook with US dollars & Canadian dollars currency amounts for all products. Salesreps, when adding products to opportunity, only see CAD. What's wrong? a. Sales reps selected wrong pricebook b. Advanced currency management not enabled for CAD c. Muli-currency disabled for org d. Opportunity currency setup as CAD (not sure about this)

question

Know the 'Start Sync' button on opportunity & the 'Syncing' message on quotes

answer

Create some questions on this subject... Multiple quotes on an opportunity - how to sync them.Know the 'Start Sync' button on opportunity & the 'Syncing' message on quotes

question

a. Configure Salesforce to allow managers to update & override forecast weekly

answer

(This can be done better...workon a question here) Universal Containers needs to delegate forecast authority to sales managers

question

a. Remove stages & fields that are not critical c. User adoption dashboard

answer

Reps only entering opportunities after the closed/won stage - how to change this behavior (choose 2 answers:) a. Remove stages & fields that are not critical b. Create opportunity stage report c. User adoption dashboard d. Workflow rule to alert sales manager when opportunity stage changes

question

a. % of quota attained by salesrep b. Quarterly forecast summary by rep

answer

Do this better as well... Know quotas as related to individual reps - choose 2 answers: a. % of quota attained by salesrep b. Quarterly forecast summary by rep

question

research

answer

(develop some questions around this subject) Know currencies & how displayed in dash boards if multiple currencies

question

a. Approvals by email b. Enable mobile

answer

Sales manage travels frequently - how to review pending approvals? Choose 2 answers: a. Approvals by email b. Enable mobile c. Schedule & email dashboard results d. Schedule & email report results

question

research

answer

Need to publish events to customers & allow self registration a. Customer portal access to customers with events exposed b. Enable web to lead & allow self registration c. Expose events custom object in self service portal d. Extract & send event data to web mktg team

question

research

answer

About to roll out partner portal, but new partner users still being created (choose 2 answers:) a. Partner users assigned profiles but not assigned roles b. Partner roles will automatically inherit role of parent account owner c. Partner roles automatically created d. Partner roles included in the role hierarchy, but not visible

question

It will assist in improving data quality and make reporting easier to read.

answer

What is a benefit of standardising Opportunity Naming?

question

1. Ensure the data in the lead can be trusted (validation on import, lead de-deup, etc) 2. Faster response (lead scoring, routing) 3. Sales and Marketing alignment (qualification process, attribute tracking, workflow) 4. Greater visibility (alerts on conversion, management of neglected leads, reporting)

answer

What are key design considerations when implementing a process to build a strong pipeline?

question

1. Use data validation rules 2. Use de-deup practices to keep data clean 3. Implement lead conversion processes 4. Use tools such as web-to-lead to provide single entry point 5. Use tools such as import wizard or Data Loader to eliminate double entry

answer

What are some best practices for managing lead data quality?

question

Yes. By enabling approvals by email a user can review

answer

Can a mobile user still manage approvals if they are not logged into salesforce?

question

Use Java Script on the web to lead form to enforce entry of this data.

answer

How would you enforce a lead to enter their phone number via web-to-lead?

question

By adding a contact lookup field on the lead form you can track the contact that made the referral.

answer

How would you capture and track a lead referral?

question

The user will receive the insufficient privileges message.

answer

An organisation has set the OWD for Accounts to private and Opty to public read/write. A sales user is viewing an opty owned by another user and associated with an account they are unable to access based on sharing rules. What is the result if they click the account link from the opty?

question

1. You can save search criteria for later use 2. You can export contact and company records

answer

What are two capabilities of Data.com?

question

1. The user's social network connection to the contact 2. The contact's social network privacy settings

answer

When using Social Contacts, what determines the amount of information a Salesforce user sees when viewing a social network profile for a contact?

question

1. Users can view and respond to approvals as Chatter posts through email notifications 2. Users can view and respond to approvals as Chatter posts within their Chatter feeds

answer

What is a capability of Chatter approvals?

question

Chatter customers can post to the groups to which they were invited.

answer

What can customers do in private Chatter groups?

question

1. Administrators can create users in the app and assign them a Chatter Free license 2. Users and Administrators can invite others within specified email domains to join Chatter using invites.

answer

How can users be added to a Salesforce.com Org using Chatter Free?

question

No. Only Global Search will find information in feeds.

answer

Will Sidebar Search or Advanced Search find information in Chatter feeds?

question

Use Global Search or use the search tools on the Groups tab.

answer

How can you search for a Chatter Group?

question

No. A deactivated user doesn't count against your organization's available user licenses.

answer

Does a deactivated user count against your organisation's available user licenses?

question

If Chatter is enabled and a user is deactivated, the user is removed from Following and Followers lists.

answer

If a user is deactivated what happens to their Chatter settings?

question

The user can only log in to Chatter. They can access all standard Chatter people, profiles, groups, and files.

answer

What can a user with a Chatter Free profile do?

question

The user can only log in to Chatter. They can access all standard Chatter people, profiles, groups, and files. Additionally, they can: • View Salesforce accounts and contacts • Use Salesforce CRM Content, Salesforce CRM Ideas, and Answers • Modify up to ten custom objects

answer

What can a user with a Chatter Only profile do?

question

The user can only log into Chatter and access groups they've been invited to and interact with members of those groups.

answer

What can a user with a Chatter External User profile do?

question

Yes. You can join up to 100 groups.

answer

Are there limits on the number of Chatter groups you can join?

question

No. You can join a public group, but must 'Request to Join' a private group. This will generate an email request to the owner or manager/s of a private group who can then allow you to join.

answer

Is 'Join' available as an option for all groups visible through Chatter?

question

If you change a private group to public, updates and files are visible to all users, all pending requests to join the group are accepted, and anyone can join the group.

answer

What happens if you change a private group to public in Chatter?

question

1. Before undelete 2. Before delete

answer

What trigger actions are available to a developer if writing an Apex trigger on the Chatter Feed Item object?

question

Managed - For enterprises deploying Chatter Desktop to users who don't have administrator privileges on their machines - Requires administrator privileges in Salesforce to access the installer Standard - For individuals with administrator privileges on their machines - Does not require administrator privileges in Salesforce to access the installer

answer

What is the difference between the managed and the standard version of Chatter Desktop?

question

Salesforce for Outlook is a Microsoft Outlook integration application that lets you log emails in Salesforce. You can sync contacts, events, and tasks between Outlook and Salesforce. Settings are stored in configurations in Salesforce. Force.com Connect for Microsoft Outlook is an add-in that allows you to interact with Salesforce from Outlook. Connect for Outlook adds buttons and options to your Outlook user interface.

answer

What is the difference between Salesforce for Outlook and Connect for Outlook?

question

1. Opportunities 2. Cases 3. Accounts

answer

In Salesforce for Outlook, which related records are recommended when assigning unresolved events, emails and tasks?

question

1. To sell products for sales representatives 2. To troubleshoot customer issues for call centre agents

answer

How can Force.com Flow be used?

question

1. To alert support managers when the number of escalated cases reaches a specified threshold 2. To alert sales managers when the total value of their team's opportunities reaches a specified limit

answer

What are some examples of how a dashboard push alert can be used?

question

Lead generation and qualification - opportunity conversion - revenue management (forecasting).

answer

What are the steps that describe the process map in sales and marketing organisation's?

question

Tabular, Summary and Matrix.

answer

What are the three types of reports? (There's a forth now...revise)

question

A Matrix report.

answer

What type of report would you use to summarize data across two axis (like a pivot table in excel)?

question

False. When saving a custom report you

answer

Saving a custom report will save a snapshot of that data at a moment in time. True or False?

question

No. Only Salesforce users can access dashboards.

answer

Can you email a dashboard to a non- Salesforce user, and will they be able to access it?

question

1. Chart 2. Table 3. Guage 4. Metric 6. VF Page

answer

What are the 5 types of dashboard components?

question

1. Profiles determine a user's permission to perform different functions in Salesforce 2. Access to custom applications is managed at the profile level

answer

How are profiles important when managing security?

question

Data that is trusted by the user.

answer

How do you define clean data?

question

Import Wizard.

answer

You have 20,000 leads you want to add to Salesforce. What is the best tool to use?

question

Use integration to access data from various systems or keep it 'correct' based on updates driven through Salesforce.com

answer

An organisation wants to keep separate systems as 'system of record'. How would you ensure data integrity in this scenario?

question

False - Sales Methodology is what works for your organisation...tools such as Miller Heimen leverage learning in this area.

answer

Sales Methodology means an industry recognized standard sales process?

question

1. Information should be entered only once 2. Finding information should be easy and no more than a few clicks away

answer

What are the two top considerations when designing a solution to improve Sales Rep productivity?

question

1. Advertise your business on Google 2. Capture leads on your website 3. Convert leads to new customers

answer

What are the three steps to set up Google AdWords to work with Salesforce?

question

Yes. The limit of 1000 mass emails a day per org makes the mass email functionality prohibitive for campaigning.

answer

The native mass email functionality in Salesforce is not recommended for marketing. Is this a true statement?

question

1. Stage Duration Age 2. Forecast by Sales Rep

answer

What type of reports are useful if an organisation wants to 'Manage the Funnel'?

question

Data.com is a leading provider of business information and data services that leverages crowd-sourced content contributed by its global business-to-business community of over 1.6 million members. Data.com has over 24 million up-to-date business contacts. Contacts come from Jigsaw, and accounts come from Dun & Bradstreet.

answer

What is Data.com? (formerly Jigsaw)

question

1. Use the 'Summarise information by' in Report Options on the report page 2. Click the 'Customise' button on the Report page and select the 'Group by this Field' option

answer

What are two ways you can change grouping of data in a report?

question

A donut chart.

answer

What type of chart show's proportions of individual groups and displays numerical total?

question

To connect points that represent individual data measurements.

answer

What is the purpose of a Line chart?

question

To show multiple groupings in an ordered set and to help identify bottlenecks.

answer

Why would you use a Funnel chart?

question

A Line chart.

answer

You are viewing a chart that displays points connected across a range that represent individual data measurements. What type of chart is this?

question

A Scatter chart.

answer

If you need to compare two values within one group and display unconnected points what type of chart would you use?

question

False. An Admin can do it in Setup.

answer

Customisable Forecasting must be enabled by Salesforce.com Support. True or False.

question

A forecast is a projection expressed in aggregate dollar amounts, units of a product family or both.

answer

What is a forecast?

question

1. Amount 2. Quantity 3. Units of Product Family

answer

Customisable Forecasting allows you to forecast what?

question

1. Specify languages you want to translate 2. Assign translators to languages 3. Create translations for customizations you've made to your Salesforce organization 4. Override labels and translations from managed packages. Everything from custom picklist values to custom fields can be translated so your global users can use all of Salesforce in their language.

answer

What is the Translation Workbench?

question

If there is no translated value for a customized component, users see the value in the organization's default language.

answer

What is the outcome if no translation exists for a specific component in Salesforce?

question

When a language is deactivated, all translations for that language are still available in the Translation Workbench but users with that language selected see the organization's default language values.

answer

What happens if a language is deactivated?

question

Advanced currency management allows you to manage dated exchange rates within opportunities using Salesforce. Dated exchange rates allow you to map a conversion rate to a specific date range. Dated exchange rates are defined using a start date and a conversion rate. Each rate is in effect until either the end of time or the day before the next start date for that currency.

answer

What is a benefit of using Advanced Currencies?

question

Dated exchange rates allow you to map a currency conversion rate to a specific date range. Dated exchange rates are used for opportunities, opportunity products, opportunity product schedules, campaign opportunity fields, and reports related to these objects and fields.

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Where are Dated Exchange Rates used?

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Dated exchange rates are not used in forecasting, currency fields in other objects, or currency fields in other types of reports.

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Where are Dated Exchange rates not used?

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Yes. Organizations with advanced currency management support roll-up summary fields between two advanced currency management objects. For example, roll-up summary fields are supported from an opportunity line object to its opportunity object, because both are advanced currency management enabled. The fields must however must be from advanced currency management objects.

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Are roll up summary fields supported if you are using Advanced Currency Management?

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You can email contacts, leads, person accounts, and users in your organization directly from account, contact, lead, opportunity, case, campaign, or custom object pages. There is no limit on the number of these emails sent individually.

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What is the capability and limit of using email from within Salesforce?

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Salesforce to Salesforce enables business collaboration both within and across Salesforce organizations.

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What is Salesforce to Salesforce?

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Enabling Salesforce to Salesforce is not reversible, however, you control the information you share and the connections you share with. You can stop sharing or modify sharing settings at any time.

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If you activate Salesforce to Salesforce is it reversible?

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Partner portal users can automatically see any list view with visibility settings marked 'This view is accessible by all users'. Create specific list views on all objects accessible to portal users, and then assign portal users to only the list views you want them to view to control access.

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Can Partner Portal users see all list views when logging into Salesforce?

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Portal users without a Salesforce CRM Content feature license can download, rate, comment on, and subscribe to content if they have the "View Content on Portals" user permission. They cannot view potentially sensitive data such as usernames and download, version, and subscriber history. Portal users with a Salesforce CRM Content feature license can access all Salesforce CRM Content features granted by their library permission(s), including contributing content, moving and sharing content among libraries, and deleting content. The content delivery feature is not available to portal users.

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What are the two levels of access to Salesforce CRM Content that can be granted to partner portal users?

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Siteforce is a Web content management system (CMS) that makes it easy to build Web pages quickly, edit content in real time, and manage your websites.

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What are Sites?

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Create an event site; Advertise upcoming events, such as grand openings, launches, or sales kick-offs on a public event site • Promote new products—Launch new products into the market with a promotional website that helps drive sales • Publish a support FAQ—Provide helpful information on a public website where customers can view solutions to their issues • Create microsites and landing pages—Create temporary landing pages or targeted microsites for marketing campaigns

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What are some use cases for using Sites?

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Every user also has a personal currency, which is used as the default currency in his or her own quotas, forecasts (depending on which forecasting version you use), opportunities, quotes, and reports. Users can also create opportunities and enter amounts using other active currencies.

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How is currency applied where a company is using multi currency?

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Amounts in reports are shown in their original currencies, but can be displayed in any active currency. You can change the currency used for report totals by selecting a currency from Show > Currencies. The default value for the drop-down is your personal currency. For any amount, you can also choose to display the Converted column.

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How are currencies shown in reports?

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Custom formula fields are not tied to any particular currency. If the result of a formula field is a currency amount, it displays in the currency of the associated record. This is also true for `cross-object formulas that reference merge fields with different currencies, and formulas in workflow rules and approval processes.

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How will a currency in a custom formula field display or report?

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Advanced currency management allows you to manage dated exchange rates within opportunities using Salesforce. Dated exchange rates allow you to map a conversion rate to a specific date range.

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What is the benefit of Advanced Currency Management?

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Tabular reports are the simplest and fastest way to look at data. Similar to a spreadsheet, they consist simply of an ordered set of fields in columns, with each matching record listed in a row. Tabular reports are best for creating lists of records or a list with a single grand total. They can't be used to create groups of data or charts, and can't be used in dashboards unless rows are limited. Examples include contact mailing lists and activity reports.

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What is a tabular report?

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Summary reports are similar to tabular reports, but also allow users to group rows of data, view subtotals, and create charts. They can be used as the source report for dashboard components. Use this type for a report to show subtotals based on the value of a particular field or when you want to create a hierarchical list, such as all opportunities for your team, subtotaled by Stage and Owner. Summary reports with no groupings show as tabular reports on the report run page.

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What is a summary report?

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A Matrix reports shows you data that is grouped and summarized by both rows and columns. Use this type or report when you want to compare related totals, especially if you have large amounts of data to summarize and you need to compare values in several different fields, or you want to look at data by date and by product, person, or geography.

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What is a matrix report?

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The information you see in reports is the data that you can access. This includes records you own, records to which you have read or read/write access, records that have been shared with you, records owned by or shared with users in roles below you in the hierarchy, and records for which you have "Read" permissions.

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How is access to data controlled through reports?

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No. You can view only those fields that are visible in your page layout and field-level security settings.

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If I can't see a field on the page layout can I include it in a report?

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

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What are forecast categories?

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A partner portal allows partner users to log in to Salesforce through a separate website than your non-partner users. Partner users can only see the data that you have made available to them. Furthermore, partner users can only manipulate data if you give them the appropriate user permissions.

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What is Partner Portal and what does it provide?

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1. Activate historical users 2. Suspend workflow rules 3. Define the Data Loader Mappings

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You are loading leads into Salesforce. What three things should you do prior to loading the data?

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Use field level security and make the field read only (or hidden) for your selected user or group of users.

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As administrator you want to ensure that only certain users can modify a specified field. What is the best way to do this?

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Person accounts combine the functionality of accounts with the functionality of contacts. Person accounts represent individual consumers, while business accounts represent companies or institutions. Person accounts can have all of the fields found in business accounts, except for the following: • Reports To • Parent Account Person accounts appear in both account and contact list views. Add the "Is Person Account" icon to your personal list views to visually differentiate person accounts from other records, and to include or exclude person accounts in a list. Person accounts only appear in account search results. Leads with a blank Company field are converted automatically to person accounts.

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Person Accounts (revise this, break it up in to several question)

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Contact sharing is not available if you have enabled person accounts. The organization-wide default for contacts is set to Controlled by Parent and is not editable. If your organization has customized your contact sharing settings and you want to enable person accounts, change your organization-wide default for contacts to Controlled by Parent, which removes all your contact sharing rules and manually shared contacts.

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Contact Sharing (Same thing here, revise in to multiple questions)

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Using APEX trigger you can develop logic and create renewal opp every time when current opp is closed. This will give you great forecast of upcoming revenue and have renewal deals ready to go.

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We deal with a very large volume of merchants that fall under partner accounts. We need a way to easily track renewals for these accounts. The volume is too high to manually create renewal opportunities for each account. Is there a way to automate this?

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1. Define your sales stages 2. Establish naming conventions 3. Make key fields mandatory 4. Run your forecast meetings with the pipeline report 5. Create "big deal" alerts 6. Use activities and email templates 7. Use the similar opportunities feature 8. Use Chatter to follow specific opportunities

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8 steps to unlocking your pipeline with opportunities

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1. Plan campaigns 2. Create campaigns 3. Execute campaigns 4. Track responses 5. Measure campaigns

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5 steps to running your campaigns in Salesforce CRM

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• Reports To • Parent Account • View Hierarchy

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Person Accounts can have all of the fields found in business accounts Except:

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• Use contact fields and related lists on person account detail and edit pages • Associate person accounts with tasks and events using either the Name or Related To fields • Send individual and mass emails to person accounts • Invite person accounts to multi-person events • Add person accounts to campaigns • Convert leads into person accounts • On cases, enter person accounts in the Account Name field, the Contact Name field, or both • Add person accounts to the Contact Roles related list on cases, contracts, and opportunities • Enable person accounts as users of your organization's Self-Service portal • Send individual and mass Stay-in-Touch requests to person accounts • Include person accounts in contact list views (except the Recent Contacts list on the Contacts home page)

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Person accounts combine the functionality of accounts with the functionality of contacts. For example, you can:

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Large, national and multi-national companies practice territory management to automate the assignment of accounts to users A territory is defined by one or more abstracted account attributes and has a specific, limited point-in-time context to your business Used to automate their opportunity & forecasting reporting Ideal if you use a private opportunity and account sharing model but have to manage thousands to millions of accounts Territory management only affects accounts and the standard objects that have a master-detail relationship to accounts. E.g. opportunities are included in territory management but leads and activities are not.

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What is Territory Management?

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