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Q. Question
No
1. You are managing a sales process where each opportunity is linked to an account. Your
organization has specific rules regarding the account number format and discount limits to
maintain consistency and profitability. The salesperson will need to ensure the account
number is corrected to a 10-digit format and the discount is adjusted to 25% or less before
they can successfully save the record. Which feature in salesforce is appropriate for this
scenario? Give a step-by-step procedure on how this can be implemented.
1A Objective: Ensure that the phone number entered is exactly 10 digits.
NS Steps to Create a Validation Rule:
Go to Setup: Navigate to Setup in Salesforce.
Object Manager: Select the object with the phone number field (e.g.,
Contact).
Validation Rules: Click on "Validation Rules."
New Rule: Click on "New" to create a new validation rule.
Formula for Validation:

Error Message: "Phone number must be 10 digits."

Objective: Calculate the discount amount based on a product's price

and discount percentage.
Steps to Create a Formula Field:
Go to Setup: Navigate to Setup in Salesforce.
Object Manager: Select the object for your product (e.g., Product).
Fields & Relationships: Click on "Fields & Relationships."
New Field: Click on "New" and select "Formula."
Formula for Discount Calculation:
Field Type: Currency (or Number, depending on your needs)
Formula:

2. Tech Innovations Inc. has a sales team focused on selling software solutions to businesses.
The company wants to enhance its sales process by customizing the Sales Path to better align
with its unique sales strategy. The sales team has identified key opportunity stages:
Prospecting, Qualification, Proposal, Negotiation, and Closed Won/Lost. Define the steps
necessary to customize the Sales Path for Tech Innovations Inc., including how to customize
opportunity stages and add guidance for the sales team. Explain how the Kanban view can be
utilized effectively by the sales team to manage their opportunities.
2A
NS Steps to Customize the Sales Path:

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Step 1: Access Sales Path Settings

1. Navigate to Setup: Click on the gear icon (⚙️) in the upper right corner and select
Setup.
2. Search for Sales Path: In the Quick Find box, type Sales Path and select Sales Path
from the results.

Step 2: Create a New Sales Path

1. Click on "New": To create a new Sales Path, click on the New button.
2. Select Record Type: Choose the Opportunity record type you want to customize the
Sales Path for.
3. Name Your Sales Path: Provide a name for the Sales Path.
4. Select the Stages: Choose the Opportunity stages you want to include in the Sales
Path (e.g., Prospecting, Qualification, Proposal, Negotiation, Closed Won/Lost).

Step 3: Add Guidance for Each Stage

1. Define Stage Guidance: For each selected stage, click on the stage name to add
specific guidance, tips, or metrics that sales reps should focus on. This can include:
○ Key actions to take at this stage.
○ Important questions to ask.
2. Save Guidance: After entering guidance for each stage, make sure to save your
changes.

Step 4: Activate the Sales Path

1. Activate Sales Path: Once you’ve customized the Sales Path and added all necessary
guidance, click the Activate button to make it available to your users.
2. Assign to Users: Optionally, you can assign the Sales Path to specific profiles or
roles within your organization to control who can see it.

Kanban View:

The Kanban view offers real-time insights into the sales pipeline, enabling better forecasting
and decision-making. Records are displayed as cards in columns, with each column
representing a different stage or status (e.g., Opportunity stages: Prospecting, Qualification,
Proposal, etc.). The following actions can be done in the Kanban view.

● Drag and drop opportunities between stages as they progress through the sales
process.
● Use color-coded cards to quickly visualize the status of opportunities, including
values and close dates.
● Filter opportunities by owner or other criteria to focus on specific segments.
● Create charts to visualize the sales using required criteria.

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3. You work for a software solutions company that offers project management tools for
businesses. You are participating in a marketing campaign for advertising your software.
Illustrate the difference between lead and opportunity with the help of suitable scenarios.
Also, list down the steps followed in creation of a lead record and conversion to opportunity
in Salesforce.
3A In Salesforce, a lead refers to a potential sales prospect, person, or company that expressed
NS interest in a product or service, but hasn’t yet become a customer. Leads are typically
individuals or organizations that a sales team identifies as potential opportunities for
business.Leads are typically at the early stage of the sales process, where the focus is on
gathering information, assessing interest, and determining if there is potential for a business
relationship.
An opportunity represents a qualified lead that’s progressed through the initial stages of
evaluation and is considered a viable business deal. It’s generally further along in the sales
process and includes more detailed information about the potential sale, including the
expected revenue, sales stage, close date, and probability of closing.
Situation 1: The marketing campaign generates interest in your software. A potential
customer, ABC Corp, fills out a contact form on your website expressing interest in learning
more about your project management tool. At this stage, the customer is a lead. The
customer has shown interest,the sales team needs to follow up to gather more details.
Situation 2: After receiving the inquiry, a sales representative contacts the cutomer. They
schedule a call to discuss the requirements in more detail. They discuss features, pricing,
and the implementation process. At this point, the customer can be converted from a lead
into an opportunity because there is a clear need for the software.
Steps to Create a Lead Record and convert to opportunity in Salesforce:
Creation of lead record
1. Navigate to the Leads Tab:
◦ On the main navigation bar, click on the Leads tab. If you don’t see it, you may need
to click on the App Launcher (grid icon) and search for "Leads."
2. Click on New Lead:
◦ Once in the Leads tab, click the New button to create a new lead record.
3. Fill in Lead Information:
4. Save the Lead:
5. Convert the Lead (when ready):
◦ When you determine that the lead is qualified, you can convert it into an opportunity
by clicking the Convert button on the lead record.
Conversion of lead to opportunity
1. Open the Lead Record:
◦ Log in to Salesforce and navigate to the Leads tab. Search for and select the lead
record.
2. Click on the Convert Button:
◦ In the lead record, locate and click the Convert button. This will open the Lead
Conversion screen.
▪ Close Date: Set a realistic close date, taking into account the sales cycle.
▪ Stage: Select the appropriate sales stage (e.g., "Proposal Sent" or "Negotiation").
Once all fields are filled out and reviewed, click the Convert button to finalize the process.

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The lead will now be converted into an opportunity, and you will be redirected to the new
opportunity record.
4. A school is importing a list of new student applications into Salesforce for the upcoming
academic year. The CSV file contains the following rows:
First Last Phone
Email
Name Name Number
Emily Johnson [email protected] 555-123-4567
[email protected]
Michael Smith 555-987-6543
m
Emily Johnson [email protected] 555-123-4567
Sarah Williams [email protected] 555-654-3210

What strategies can be used to manage the duplicate data in Salesforce when the records are
created? Illustrate the process in detail.
4A Steps to Prevent Duplicate Data from Being Imported
NS 1. Review and Clean the CSV File:
◦ Open the CSV file in a spreadsheet application (like Excel or Google Sheets).
◦ Sort the data by the Email or Phone Number column to easily spot duplicates.
◦ Manually remove the duplicate entry for Emily Johnson, ensuring that only unique
records are retained.
2. Use Data Validation Rules:
◦ Set up validation rules in Salesforce that require fields such as Email and Phone
Number to be unique. This will help prevent duplicates during future imports.
3. Create Duplicate Rules in Salesforce:
◦ Go to Setup in Salesforce.
◦ Under Data Management, find Duplicate Management.
◦ Create new duplicate rules and matching rules that specify how to identify duplicates
based on key fields (like Email and Phone Number).
4. Utilize the Data Import Wizard:
◦ When using the Data Import Wizard, select the option that alerts you to potential
duplicates before completing the import.
◦ Choose the option to “Allow duplicates” only if absolutely necessary; otherwise,
select to block or alert on duplicates.

5. Your organization’s sales manager wants to track the performance of the sales team in real
time. The goal is to have a dashboard that provides an overview of the team's performance,
including key metrics like the number of closed deals, total revenue generated, and the
progress toward quarterly targets. The dashboard should also highlight underperforming sales
reps and regions. How would you design a dashboard in Salesforce to meet the sales
manager’s needs? What components, filters, and data sources would you include to ensure it
provides actionable insights?

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