Opportunity Management

Question 1

A company needs Opportunities over $100,000 to require VP approval before moving to 'Closed Won'. What should be configured?

Accepted Answer

Approval Process with entry criteria: Amount > 100000

Answer

Validation Rule to block stage change

Answer

Apex trigger to send email to VP

Answer

Workflow Rule with email alert

Question 2

What fields are required to create an Opportunity in Salesforce? (Select 3)

Accepted Answer

Answer

Opportunity Name

Answer

Close Date

Answer

Stage

Answer

Amount

Question 3

An Opportunity has associated products (OpportunityLineItems). What happens with the Amount field?

Accepted Answer

Amount becomes read-only and is automatically calculated

Answer

Amount must be manually updated by summing products

Answer

Amount remains editable but a calculated value is suggested

Answer

Amount is removed and Total Price is used instead

Question 4

What tools allow reps to visually manage their pipeline? (Select 2)

Accepted Answer

Answer

Kanban View of Opportunities

Answer

Sales Path configured by Stage

Answer

Einstein Analytics dashboards

Answer

Campaign Influence Reports

Question 5

A company wants to track multiple contacts involved in an Opportunity with different roles (Decision Maker, Influencer, etc.). What functionality should be used?

Accepted Answer

Opportunity Contact Roles

Answer

Account Contact Relationships

Answer

Campaign Member Status

Answer

Contacts to Multiple Accounts

Question 6

When changing an Opportunity from 'Prospecting' Stage (10% probability) to 'Proposal' (50% probability), what happens to the Probability field?

Accepted Answer

Probability automatically updates to 50%

Answer

Probability remains at 10% until manually updated

Answer

A prompt asks whether to update Probability

Answer

Probability is calculated by Einstein based on historical data

Question 7

What field on Opportunity determines if it contributes to Forecast and in which category?

Accepted Answer

Forecast Category

Answer

Stage Name

Answer

Probability %

Answer

IsClosed

Question 8

A company needs to model recurring revenue (subscriptions) with monthly billing. What functionalities help? (Select 2)

Accepted Answer

Answer

Revenue Schedules on Opportunity Products

Answer

Quantity Schedules for staged deliveries

Answer

Amount field multiplied by number of months

Answer

Einstein Revenue Insights

Question 9

When enabling Opportunity Teams, what functionality is activated?

Accepted Answer

Team members can be assigned with roles and specific access levels

Answer

Multiple users can be owners of the same Opportunity

Answer

Opportunities are automatically assigned to teams based on territory

Answer

Team-based forecasting is automatically enabled

Question 10

What is the fundamental difference between 'Closed Won' and 'Closed Lost' Stages in reports?

Accepted Answer

Closed Won counts as revenue in reports; Closed Lost doesn't

Answer

No technical difference, only semantic

Answer

Closed Lost deletes the Opportunity from the system

Answer

Closed Won requires completing Amount; Closed Lost doesn't