Practice Exam: Sales Cloud Consultant #3

Question 1

A global manufacturing client wants to implement Sales Cloud to consolidate their sales processes from three different regions. Each region has different compliance requirements, sales methodologies, and data maturity levels. The client mandates a risk-free launch that allows for gradual adoption. Which implementation strategy should the consultant recommend?

Accepted Answer

Phased Rollout strategy by region.

Answer

Big Bang rollout strategy with an agile design.

Answer

Parallel Run keeping legacy systems indefinitely.

Answer

Waterfall implementation covering all regional requirements at once.

Question 2

Universal Containers has noticed that their sales cycle is too long because sales reps spend too much time identifying which opportunities are most likely to close. Which Salesforce solution should a consultant recommend to solve this problem by prioritizing intelligently?

Accepted Answer

Einstein Opportunity Scoring

Answer

Pipeline Inspection

Answer

Opportunity Assignment Rules

Answer

Sales Path

Question 3

The VP of Sales wants to measure the performance and efficiency of the sales team across different Key Performance Indicators (KPIs). Choose TWO metrics that would typically be used to measure the EFFICIENCY of the sales process (Choose 2 options).

Accepted Answer

Answer

Win Rate.

Answer

Total Annual Recurring Revenue (ARR).

Answer

Average Sales Cycle Duration.

Answer

Total Quota Assigned to Territory.

Question 4

Universal Containers uses Person Accounts for its B2C customers and Business Accounts for B2B. When converting a Lead, how does Salesforce determine whether the Lead is converted into a Person Account or a Business Account + Contact?

Accepted Answer

If the 'Company' field on the Lead is blank, a Person Account is created.

Answer

It depends on an Approval Process triggered during conversion.

Answer

It depends exclusively on the Record Type assigned to the user performing the conversion.

Answer

The user must manually select the target object type in the conversion window.

Question 5

A company has a complex revenue distribution model. Multiple sales reps work on the same Opportunity. The team needs to track sales credit for the primary quota and also track product specialists who help with the close but do not impact the primary quota. Which configuration should the consultant recommend? (Choose 3 options)

Accepted Answer

Answer

Enable Opportunity Splits.

Answer

Configure Revenue Splits that total 100%.

Answer

Configure Overlay Splits for product specialists.

Answer

Create a custom object to track specialist commissions.

Answer

Require manual addition of members to Contact Roles.

Question 6

A globally operating sales team uses Advanced Currency Management. An opportunity was successfully closed six months ago, and today the administrator updates the Dated Exchange Rates. How will this affect the reports in the corporate currency for that closed opportunity?

Accepted Answer

The corporate currency amount will remain static, based on the historical exchange rate on the opportunity's Close Date.

Answer

The amount reported in corporate currency will be recalculated using today's new exchange rate.

Answer

The opportunity will show a sync error until the owner manually updates the rate.

Answer

The exchange rate from the opportunity's Created Date will be used, rather than the Close Date.

Question 7

Universal Containers wants emails sent and received through Outlook to automatically relate to the corresponding Opportunities and Contacts in Salesforce without the reps having to click 'Log Email'. Which feature best satisfies this requirement?

Accepted Answer

Einstein Activity Capture.

Answer

Outlook Integration with native manual capture.

Answer

Email-to-Case modified for Accounts.

Answer

Salesforce Sync.

Question 8

The marketing team has acquired a list of 500,000 potential leads after a trade show and needs to import them into Salesforce ensuring that Lead Assignment Rules are triggered. Which tool should the consultant use for this massive data load?

Accepted Answer

Data Loader using the Bulk API.

Answer

Data Import Wizard.

Answer

Import via an automated flow (Flow Builder).

Answer

Developer Console via Apex script.

Question 9

Universal Containers wants to provide sales managers with real-time visibility into how the team is performing against quarterly goals, allowing them to adjust amounts without modifying the underlying opportunities. What should they configure? (Choose 2 options).

Accepted Answer

Answer

Collaborative Forecasting.

Answer

Quota Management.

Answer

Reporting Snapshots.

Answer

Opportunity Discount Approvals.

Question 10

When implementing Enterprise Territory Management, what is a true capability regarding how territories affect access to Accounts and Opportunities?

Accepted Answer

Territory assignment can grant Read, Read/Write, or Transfer access to assigned Accounts.

Answer

Access to Opportunities cannot be inherited by belonging to a territory; a separate Sharing Rule must be used.

Answer

An Account can only belong to one Territory in an active model at a time.

Answer

Territories completely replace and force the deactivation of the standard Role Hierarchy.