SFDC Sales Cloud

Certification Test Prep

SFDC Certification Test Strategy
• Answer *all* questions
• Read each question carefully
• Some questions require you to select more than one answer
• Some questions have multiple answers that are correct; when this happens you need to select
the answer that is the most correct
• Make three passes when taking the test
• Pass #1 – Read the question. If you are absolutely sure you know the correct answer, select the answer and
move on. If you are not absolutely sure you know the correct answer, do not select an answer and do not
spend time thinking about the question - simply move on. The goal of Pass #1 is to get through the entire
test and answer all of the easy questions.
• Pass #2 – Go back to the beginning of the test and for each question you did not answer, answer the
question. To help select the right answer, eliminate the answers you know are wrong. If this process gets
you to the point that you know the correct answer, select it and move on. If you still don’t know the answer,
make an educated guess, select an answer, and check “Mark for Review”. At the end of Pass #2 all questions
should be answered.
• Pass #3 – Go back to the beginning of the test. Close your eyes and take a deep breath. Open your eyes and
go through the questions. For each question where you checked “Mark for Review” read the question and
answers and look at the answer you selected. Don’t change your answer just for the sake of changing your
answer. If you truly believe a different answer is better, select it. Otherwise, move on. When you get to the
end – you’re done. Resist the urge to make more changes.
SFDC Certification Study Notes
• There are dozens of SFDC Sales Cloud certification test question lists available on
the ‘net. They vary from almost exactly what is on the actual certification tests to
Q&A that people have authored themselves.
• The answers to the questions on the lists on the ‘net (and on the questions in the
rest of this deck) are not always right. When you see answer you truly disagree
with – go research the issue. Sometimes the answer is open to interpretation and
sometimes the person that created the list simply got it wrong.
• The difference between the people that pass the certification test and the people
that do not pass the certification test will be that the people that pass the test a)
implemented each week’s materials in a development organization and b)
reviewed the questions in this list and in at least half dozen lists on the ‘net over
and over again until they know the answers.
SFDC Sales Cloud Certification Test
1. If a user clicks on the view Hierarchy link next to an Account Name
but does not have access to all of the accounts in the hierarchy,
what will happen?
A. The View Hierarchy link will not be enabled
B. The Hierarchy will be displayed without the accounts the user does
not have access to
C. The additional account information will not be displayed next to the
name column.
D. An error will be displayed when the user clicks the view Hierarchy
link.
SFDC Sales Cloud Certification Test
2. Global Insurance runs regular seminars and would like to track the results including
Leads and existing customers that attended. It would like to understand the
performance of the seminar as well as be able to understand which seminars
individuals attended. How could Salesforce be configured to meet these
requirements?

A. Use Campaign to record and manage seminar details. Add a custom object with look
up fields to lead and contact to track who attended.
B. Create a custom object seminars and another custom object to record the attendees
with look up fields to lead and contact
C. Track the seminars using the Opportunity object and use Activities to track attendees
D. Use Campaigns to record and manage seminar details. Track attendees suing
Campaign members
SFDC Sales Cloud Certification Test
3. What are valid use cases for Territory Management? There are 2
correct answers.

A. Account Sharing depends on Account Characteristics

B. Leads are manage by Sales Territories
C. Opportunity access is managed by Sales Territories
D. Sales Reps should have a maximum number of Accounts assigned to
them
SFDC Sales Cloud Certification Test
4. You have enabled Social features on leads. Which of the following
determines the amount of Facebook data a user can see in
Salesforce, for a particular Lead?
A. Depends on each Salesforce user’s Profile settings
B. Depends on the business Facebook account of the org/company
C. Depends on each Salesforce user’s Facebook account
D. Depends on Facebook connector settings
E. Depends on the Lead record sharing settings
SFDC Sales Cloud Certification Test
5. The Sales Manager at your company comes to you with a problem.
She knows that some Opportunities are supposed to close this
month, but they are not being incorporated into the Forecast. The
Close Date value is correct for this month, so what could be the
issue?
A. The Forecast Category value on the Opportunity record is Omitted
B. There are Opportunity Splits on these Opportunity records
C. The Opportunity is in the incorrect territory
D. The Forecast is not correlated to the Close Date field
SFDC Sales Cloud Certification Test
6. Global Insurance is considering implementing Work.com to
improve sales productivity. As a Sales Cloud consultant, which
features of Work.com would you recommend? There are 2 correct
answers.

A. Coaching
B. Kudos
C. Goals
D. Recognition
SFDC Sales Cloud Certification Test
7. Global Insurance is planning to implement a custom object, Policy,
that will have millions of records and is concerned about query
performance. As a Sales Cloud Consultant, what would you need
to consider regarding using indexes to speed up queries? Choose 2
answers.
A. Custom Indexes can be created on custom fields by contacting
Salesforce support
B. Indexes are created automatically on External ID fields
C. Custom Indexes cannot be created on standard fields
D. Salesforce automatically creates an index on the Name field only
SFDC Sales Cloud Certification Test
8. Blue Blue paints require a Task to be created for the Sales Rep to
follow up with the customer when an Opportunity is marked
Contract Sent. How can this requirement be met?

A. Create a task with Process Builder

B. Create a task with Visual Workflow
C. Create a task with APEX trigger
D. Create a task with Workflow
SFDC Sales Cloud Certification Test
9. What levels of access can be given to members of a territory to
accounts in territory? There are two correct answers.

A. No Access
B. Read Only
C. View and Edit
D. View, Edit, Transfer, and Delete
SFDC Sales Cloud Certification Test
10. You are drawn into a meeting with the Security review team, and are
questioned about the proposal to roll out Social contacts feature in
Salesforce. Which of the following is true in terms of setting up user
access to the social features?

A. Social network credentials are stored in encrypted format at Org level

B. Social network credentials are stored in encrypted format at User level
C. Only social network usernames are stored at Org level
D. Only social network usernames are stored at User level
E. Social network credentials are not saved anywhere in Salesforce
SFDC Sales Cloud Certification Test
11. How would you ensure the lost Opportunities are automatically
excluded from the Forecast?

A. Closed Lost Opportunities are automatically excluded from the Forecast

B. Check that the Do not include in Forecast setting is checked against the
Opportunity Stage picklist value
C. Ensure that the Closed Lost Opportunity is mapped to the Omitted
Forecast
D. Closed Lost Opportunities will be shown in a Lost column in the Forecast
SFDC Sales Cloud Certification Test
12. How would you ensure the lost Opportunities are automatically excluded from the
Forecast? UC has two sales divisions. Sales Division A’s customers are individuals and
Sales Division B’s customers are businesses. Each division’s sales reps have their own
user profiles, and person accounts are enabled. Sales Division B’s sales reps should
not be able to create person accounts, they should only be able to create business
accounts. What solution should a consultant recommend to meet these
requirements?

A. Remove person account record types from the Division B sales rep user profile
B. Use Divisions to hide person accounts from Division B sales rep user profile
C. Check the “Disable person accounts” permission on the Division B sales rep user profile
D. Use field-level security to hide the “Is Person Account” checkbox from the Division B
sales rep user profile
SFDC Sales Cloud Certification Test
13. Sales representatives at Universal Software need to collaborate with customers
on sales deals to gather requirements, analyze solutions, and deliver proposals.
Universal Software wants to ensure that customers are fully engaged
throughout each Stage in the sales process. What solution should a consultant
recommend to facilitate collaboration with customers? (Choose 2 answers)

A. Invite customers into private Chatter groups

B. Allow customers to follow Opportunities in Chatter
C. Share Chatter files with customers
D. Add customers to Salesforce as Chatter Free users - (NO because they would be
Chatter External Users.)
SFDC Sales Cloud Certification Test
14. UC is experiencing a drop in profitability due to excessive sales
discounting. What can UC do to monitor and control discounting?
(Choose two answers)

A. Publish an approval matrix doc. to centralize repository

B. Limit the # of products that can be added to an Opportunity
C. Ensure that sales management has approval authority on requested
discounts
D. Evaluate the difference between listed price and discounted price on
Opportunities
SFDC Sales Cloud Certification Test
15. Due to recent organizational changes, UC is considering Territory
Management in its existing SF implementation. Which area of the
application should be evaluated before enabling Territory
Management? Choose two answers.

A. Whether multi-currency is enabled

B. The sharing model for Quotes and Orders
C. Whether customizable forecasting is enabled
D. The sharing model for Accounts and Opportunities
SFDC Sales Cloud Certification Test
16. UC will be using multiple environments to manage the
development, testing and deployment of new functionality to
sales users. Which deployment tool can be used to migrate
metadata across SF environments? Choose two answers.

A. Change sets
B. Force.com Excel Connector
C. Apex Data Loader
D. Force.com IDE
SFDC Sales Cloud Certification Test
17. UC is implementing the Sales Cloud to improve the sales team’s
ability to close deals. The org is global, sells products in different
currencies, and has different complex business processes within each
business region. Which training approach should be recommended to
optimize deployment success and promote user adoption?

A. Standardized course content delivered globally via Train the Trainer

B. Instructor-led classroom training customized for each region
C. Online, self-paced training for application end users
D. Standardized virtual training classes delivered by UC
SFDC Sales Cloud Certification Test
18. UC is deploying the Sales Cloud to 500 users. The implementation
team is planning an end-user support plan for the first week of the
implementation. Which item should be included in the plan?
Choose two answers.

A. Communication to customers about potential issues

B. 24-7 support from the IT team
C. Meeting schedule to review open issues and escalations
D. Process for users to report issues
SFDC Sales Cloud Certification Test
19. A consultant is working on a Sales Cloud implementation and the
client indicates the implementation will only be successful if every
sales user logs into SF three times a day. How should the
consultant proceed?

A. Finalize the requirements for a login report

B. Import an adoption dashboard from the AppExchange
C. Create a report to document the number of logins per sales user
D. Engage in a conversation about the underlying objective
SFDC Sales Cloud Certification Test
20. UC is launching a new product and has planned a number of marketing
activities to support the launch, including press releases, emails,
webinars, trade shows and customer conferences. Which solution
should a consultant recommend to meet these requirements?
21. The View Hierarchy link will not be enabled
A. The Hierarchy will be displayed without the accounts the user does not
have access to
B. The additional account information will not be displayed next to the
name column.
C. An error will be displayed when the user clicks the view Hierarchy link.
SFDC Sales Cloud Certification Test
21. UC requires an Opportunity record type to be created upon lead
conversion. How can this requirement be met?

A. Create validation rules on the Opportunity record

B. Override the convert button to use custom lead conversion logic
C. Create validation rules on the account record
D. Make Opportunity stage a required field
SFDC Sales Cloud Certification Test
22. UC has identified two distinct selling methodologies that its
different sales teams must follow to close business after qualifying
a prospect. Which solution will meet this requirement? Choose
two answers.

A. Define sales stages for each methodology

B. Create lead record types for each methodology
C. Create Opportunity record types for each methodology
D. Define a campaign code for each methodology
SFDC Sales Cloud Certification Test
23. UC is integrating SF with its accounting system. The accounting
system has a one-to-many relationship of addresses to accounts. The
IT Dept. needs to integrate all of the accounting system addresses
with SF. Current analysis indicates that, on average, each account has
five addresses. Which solution should a consultant recommend?

A. Build a custom object related to accounts to hold the addresses

B. Use the two standard address fields on the account object
C. Create five sets of address fields on the account object
D. Create a text field to populate with the account address data
SFDC Sales Cloud Certification Test
24. UC has two different groups who use accounts. The sales group needs
to populate 15 fields and use the fields on the account record. The
support group does NOT need to save the 15 fields on the account
record, but must be able to run reports on them. Which solution will
satisfy this requirement?

A. Create separate record types for the sales and support groups
B. Hide the fields through field-level security from the support group
C. Create separate page layouts for the sales and support groups
D. Create a custom object for the 15 fields with a master-detail relationship
SFDC Sales Cloud Certification Test
25. UC has recently migrated data from multiple legacy systems to a single SF
instance. Sales users are testing duplicate records in the new system, but UC
needs to restrict sales users from deleting data. Which solution should a
consultant recommend to solve this problem?

A. Archive duplicate records in a custom object that is inaccessible by sales users

B. Allow sales users to review and merge records that are considered duplicates
C. Create a custom profile that sales users can log into and delete the duplicate
records
D. Allow users to flag duplicates and define a process for an admin to review and
merge records
SFDC Sales Cloud Certification Test
26. UC sells to both individual consumers and corporations. Sales reps on the
enterprise sales team sell to corporations only and are reporting that the
consumer accounts are cluttering their search results, which makes it
difficult to effectively search the data. Which option should be explored
to help improve the user experience? Choose two answers.

A. Disable person accounts and treat the consumer accounts as contacts

B. Consider enabling the divisions feature
C. Evaluate whether a private sharing model with sharing rules can be
applied
D. Create a public group for the enterprise sales team
SFDC Sales Cloud Certification Test
27. UC would like to limit the types of Opportunities sales users can create,
but allow sales users to view Opportunities of any type. Which approach
will accomplish this?

A. Assign the same page layout to all record types to each sales user profile
B. Create a workflow rule to prevent sales users from selecting the incorrect
record type
C. Assign the appropriate Opportunity record types to each sales user profile
D. Set the OWD for Opportunities to private and create applicable sharing
rules
SFDC Sales Cloud Certification Test
28. UC needs to ensure that Products are associated with Opportunities
in order for the Opportunity to move into or past the quoting stages
in the sales process. What should a consultant recommend to meet
this requirement?

A. Enable the “Prompt users to add products to Opportunities” setting

B. Create a workflow rule to assign a task to add products upon
Opportunity creation
C. Create a custom Opportunity entry wizard using VisualForce
D. Create a validation rule using the Has Line Item and Stage fields
SFDC Sales Cloud Certification Test
29. UC needs to prevent duplicate leads from being created in SF.
Leads are deemed duplicates if they match on the name, last
name, phone and email address. Which solution should be
recommended to prevent duplicate leads?

A. Select the “Prevent Duplicates” checkbox in the Lead Settings

B. Create a validation rule on the lead object
C. Expose the “Find Duplicates” button the Lead page layout
D. Create an Apex trigger on the Lead object
SFDC Sales Cloud Certification Test
30. UC needs to ensure that when a Product is associated with an
Opportunity, the appropriate Product Specialists are added to the
sales team. Which solution would meet this business
requirement?
A. Create an Apex trigger on the Opportunity line item
B. Create a workflow rule on the Opportunity
C. Create an Apex trigger on the Opportunity
D. Create a workflow rule on the Opportunity sales team
SFDC Sales Cloud Certification Test
31. UC has a strict data access policy related to Opportunities. Sales management needs
visibility into which team members are working on each deal. A sales rep collaborates
with the same group of people from other departments on every sales deal. The users
from the other departments do NOT have access to the Opportunities created by the sales
rep. Which approach should a consultant recommend to meet the reporting requirement
and to grant Opportunity access?

A. Share Opportunities created by users in the sales rep role with each of the team members
roles
B. Add each team member individually to the Account team when creating an Opportunity
C. Create a public group for the extended team and share Opportunities owned by the sales
rep with the group
D. Set up a default sales team for the sales rep that is automatically added to every
Opportunity created
SFDC Sales Cloud Certification Test
32. A Regional Sales Manager’s direct reports are frequently added as
sales team members for other sales reps’ Opportunities. Which
report view filter should be applied to a pipeline report to display all
of the Opportunities for which the RSM’s direct reports are
involved?

A. My team’s team-selling and their Opportunities

B. My team-selling Opportunities
C. My team-selling and my Opportunities
D. My team’s Opportunities
SFDC Sales Cloud Certification Test
33. UC has set up SF to SF with one of its partners as a way to share
deals with the partner. What standard functionality will UC gain
when implementing SF to SF? (Choose 2 answers).

A. Automated Opportunity assignment to the partner

B. Ability to manage internal and channel sales in one place
C. Visibility into partner updates on shared records
D. Access to a partner’s reports and dashboards
SFDC Sales Cloud Certification Test
34. UC evaluates sales management on the overall length of the sales cycle in
their respective regions. Sales managers are required to review deals in
certain stages before deals can advance to the next stage. Sales
management has observed that deals are getting stuck in the “Determining
Price Options” stage. Which step should a consultant recommend to
improve the efficiency of the sales process? (Choose 2 answers).

A. Add an approval process

B. Implement quote functionality
C. Add a “Needs Manager Approval” Stage
D. Set up product schedules
SFDC Sales Cloud Certification Test
35. It is unclear how the money spent on marketing campaigns is
helping UC grow its sales business. What is the best way for UC
to capture a return on investment?

A. Count the number of leads generated from each campaign

B. Determine the number of activities created by sales related to a
campaign
C. Determine the number of Opportunities generated by each campaign
D. Track the value of closed won Opportunities generated by each
campaign
SFDC Sales Cloud Certification Test
36. The marketing team of UC runs campaigns using a variety of media, such as
print, email and online. Each media campaign has a unique URL, for an online
contact form and number. UC needs to determine the ROI across campaigns.
What should be evaluated by the marketing team to determine this?

A. Compare the actual cost by campaign type to the total amount of all closed-won
Opportunities by lead source
B. Compare the actual cost by campaign type to the total amount of Opportunities
converted by lead source
C. Compare the budgeted cost by campaign type to the total amount of closed
Opportunities by lead source
D. Compare the total leads converted to the total number of campaign members by
campaign type and lead source
SFDC Sales Cloud Certification Test
37. UC has experienced a month-over-month increase in leads generated through
numerous marketing campaigns and sales events. As a result, it has been difficult for
the sales org to prioritize which leads to pursue. The Director of Sales Operations has
asked that a lead scoring engine be deployed to help sales execs prioritize the leads.
Which technique should be implemented?

A. Calculate the number of products related to a lead and assign leads based on the
number of products
B. Enable the “Score My Lead” setting to display and a lead score to be used when routing
leads
C. Capture the relevant data on the lead form and calculate a score to be used when
prioritizing leads
D. Assign leads to execs based on seniority within the sales org
SFDC Sales Cloud Certification Test
38. UC imports approximately 100 leads into SF each month and needs
to prevent as many duplicates as possible. Which approach should a
consultant recommend?

A. Import leads using the Import Wizard and select a matching type
B. Import leads and use global search to identify duplicates
C. Export the existing leads using a report and scrub the data clean prior
to import
D. Run a script in an external database to identify duplicates prior to
import
SFDC Sales Cloud Certification Test
39. UC needs to implement a process to maintain high quality lead data.
Which approach should be recommended?

A. Establish a limit for the number of leads that can be imported at one
time
B. Establish a cross-functional team responsible for monitoring data
quality
C. Create a report to show the number of new lead records imported
monthly
D. Conduct training on how to import lead records for all SF users
SFDC Sales Cloud Certification Test
40. Sales users at UC need access to all Account and Contact records.
OWD for Accounts and Contacts have been set to public. However,
users would like their Activities to be visible only to themselves and
their managers. How should a consultant meet this requirement?

A. Set the OWD for activities to be controlled by the parent

B. Set the OWD for activities to private
C. Set the OWD for accounts and contacts to private
D. Advise users to set their activity records to private
SFDC Sales Cloud Certification Test
41. UC has been awarded a government contract to supply shipping materials to all
regional locations. There are 12 regional offices and each office has an individual who
is responsible for ordering boxes. Each regional office should be invoiced individually.
Which method should a consultant recommend to set up the data in SF?

A. Create a single account record, add each contact to the account and create a custom
object to track each office
B. Create 12 leads and use the standard lead conversion process to create accounts and
contacts
C. Create 12 contact records, add each contact to the corresponding account, and
associate all 12 accounts with a parent account
D. Create a single parent account, add 12 contact records to that account, and create 12
child account records
SFDC Sales Cloud Certification Test
42. UC recently changed the sharing model for Accounts from public to
private. Users must be able to view Contacts they own for Accounts that
are owned by other users. However, Account owners do NOT need access
to Contacts owned by other users. How should this be accomplished?

A. Move Contacts NOT owned by the Account to an Account owned by the

account owner
B. Set the OWD for Contacts to be controlled by the parent
C. Instruct users to create new Account records and new Contacts related to
the Accounts
D. Set the OWD for Contacts to private
SFDC Sales Cloud Certification Test
43. A sales rep at UC works with multiple Contacts in various roles
throughout a sales cycle. The sales rep needs to track these individuals
and the type of influence each has on the respective deals. How can a
consultant meet this requirement in Salesforce?

A. Add several Opportunity Lookup fields and Role pick list fields to the
Contact
B. Add the Contact Roles related list to the Opportunity page layout
C. Add a new junction object to connect Contacts and Opportunities
D. Add several Contact lookup fields and role pick list fields to the
Opportunity
SFDC Sales Cloud Certification Test
44. UI is a medical insurance company that provides liability insurance policies to
doctors. Many of the doctors have an independent practice with a primary
office, but they also work at a number of hospitals. UI requires the options
listed below. The policy for each doctor is associated with a single contact
record. The ability to track which doctors are associated with each of the
hospitals in their network. Which solution would a consultant recommend to
meet these requirements?

A. Use the Person Account related list on the Account

B. Use the Partner related list on the Contact
C. Use the Contact Roles related list on the Account
D. Use the Contact Roles related list on the Contact
SFDC Sales Cloud Certification Test
45. UC has a private sharing model and is using Account hierarchies to track
relationships between parent and child Accounts. The company needs to see the
total market share of all child Accounts on the parent Account, even if the child
Account is inaccessible to the user viewing the parent. How can the market share
for the parent be calculated?

A. Use Apex to update the Total Market Share field on the parent Account with the combined market
share values from all child Accounts
B. Use a roll-up summary field to calculate the value of Opportunities related to the child Accounts
and roll them up to the parent Account
C. Create a report to summarize the Market Share field for all Accounts in the hierarchy, and a link to
the report from the Account page
D. Use roll-up summary fields to calculate the market share on the child Accounts and roll them up to
the parent Account
SFDC Sales Cloud Certification Test
46. A sales rep manages the UC account, which has two subsidiaries: Universal
Storages and Universal Movers. Other sales reps outside of his territory own
both of the subsidiary Accounts, and the OWD for Accounts is private. The sales
rep needs to report on all of the sales-related Activities for all of the Accounts
in the hierarchy. What would a consultant recommend to grant the sales rep
visibility to the sales-related Activities for the account hierarchy?

A. Create a sharing rule to grant access to the subsidiary Accounts for the sales reps
B. Add the sales rep to the Account team for the subsidiary Accounts
C. Add the sales reps to the sales team for the subsidiary Accounts
D. Set the sales rep as the designated approver for the Account hierarchy
SFDC Sales Cloud Certification Test
47. UC is evaluating Jigsaw/Data.com as a tool to improve the quality
of its sales-related data. Which capabilities can Jigsaw/Data.com
provide? Choose three answers.

A. Ability track account performance

B. Ability to remove duplicate contacts
C. Ability to report on the completeness of data
D. Ability to complete account information
E. Ability to qualify leads
SFDC Sales Cloud Certification Test
48. Universal Finance is a large financial services company with a business
model that supports the need for B2B and B2C relationships in Salesforce.
UF has implemented person accounts and needs to distinguish business
Accounts from customer Accounts using list views. Which solution should
be recommended?

A. Filter list views by the IS Person Account field

B. Create a custom field to distinguish the business from consumer Accounts
C. Filter list views by Contacts with and without Accounts
D. Enable divisions to separate businesses from consumer Accounts
SFDC Sales Cloud Certification Test
49. UC has a subscription-based sales model and is using Opportunities and
Opportunity line items in the sales process. Which process should a
consultant recommend to sales users when creating renewal Opportunities?

A. Open the original Opportunity and use the Clone with Products button
B. Use the renewal Opportunity wizard and select the option to copy line items
C. Create a renewal Opportunity and use the Copy Products selection page
D. Use an Apex trigger to copy the original Opportunity and associated Products
SFDC Sales Cloud Certification Test
50. UC needs to have Opportunity pricing approved by a member of the executive
management team before it can progress to the next stage in the sales process. The
designated approver is determined by several attributes on the Opportunity record and
must be automatically populated before the record is submitted for approval. How can this
requirement be met in Salesforce?

A. Use the standard approval process and allow the submitter to select the approver before the
record is submitted for approval
B. Create a workflow rule to assign an activity to the designated approver once the Opportunity
is ready for approval
C. Create an approval matrix and use Apex to populate a user lookup field used by the standard
approval process
D. Create a formula field and validation rule to require the designated approver before the
Opportunity is submitted for approval
SFDC Sales Cloud Certification Test
51. UC has implemented an approval process to manage non-standard
discounting quotes. Sales management needs to view metrics, such as the
number of quotes currently in the approval queue, rejected quotes, and
number of approvals by manager. What is required to support this
request?

A. Add field updates to the approval process to capture the current status and
approver
B. Create a roll-up summary field for approvals related to quotes
C. Create an approval process report and filter by quote status
D. Create a custom report type to allow reporting on quotes with approvals
SFDC Sales Cloud Certification Test
52. UC uses a consistent set of sales stages and probability percentages in its sales
process across all product lines. The product lines must be aligned with specific
forecast categories, and sales management must forecast different product
lines using different forecast categories. Which step must be taken to support
this requirement?

A. Use field-level security to ensure that the forecast category matches the sales
stage
B. Create a workflow rule to update the forecast category field when the
Opportunity is closed
C. Manually select the correct record type when creating the Opportunity
D. Create a workflow rule to update the sales process for the Opportunity
SFDC Sales Cloud Certification Test
53. UC uses Salesforce to manage its sales pipeline. The forecast category and
probability fields are editable on the page layout for sales users. For reporting
purposes, UC requires that the probability of all closed/lost Opportunities must
be zero after the Opportunity is closed. How can this requirement be met?

A. Export all closed/lost opportunities, update the probability field to zero, and re-
import the records
B. Create a validation rule to validate that the probability for closed/lost opportunities
is zero
C. Create a report to include all closed/lost opportunities with a probability greater
than zero
D. Assign the closed/lost stage a probability of zero when setting up the sales process
SFDC Sales Cloud Certification Test
54. The standard quote functionality has been implemented for sales users at UC.
Which solution should a consultant recommend to keep opportunity product
line items synchronized with quote product line items?

A. Train users to add/update/delete a quote line item any time they make changes
to Opportunity product line items
B. Train users to click the start sync button on the quote they want to synchronize
with the Opportunity
C. Create workflow rules on Opportunity product and quote line items object to
ensure they stay synchronized whenever a change is made
D. Create triggers on the Opportunity product and quote line item objects to ensure
they stay synchronized whenever a change is made
SFDC Sales Cloud Certification Test
55. A sales rep at UC is working on an Opportunity and has created
several quotes. A sales team member is unsure of which quote is
active for the sales representative. How can the sales team
member identify the appropriate quote? Choose two answers.

A. Review the last modified date on the quotes

B. Review the last modified date on the Opportunity
C. Look for the Syncing checkbox on the Quote related list
D. Look for the Synced Quote field on the Opportunity record
SFDC Sales Cloud Certification Test
56. The marketing department at UC has been running several campaigns to
target existing Contacts within a sales region. The marketing department
needs to know the effect of the Campaigns on the Opportunities. Which
solution would be recommended to the marketing department? (Choose 2)

A. Add a formula field on Opportunities that references the associated campaigns

B. Add Opportunity records as Campaign members to identify Campaign influence
C. Add the Campaign Influence related list and run the Campaigns with Influenced
Opportunities report
D. Add the Contact Roles related list to include associated Campaigns in the
Campaign influence
SFDC Sales Cloud Certification Test
57. The sales department at UC defines its sales Pipeline as all open
Opportunities and its Forecasts as Opportunities with a 75% or greater
probability of becoming closed/won. The sales department needs to
monitor its information by region and revenue amount closing each
month. Which solution should a consultant recommend?

A. Create a matrix report of Opportunity amount by region and close month, and filter by
probability
B. Instruct sales operations and the regional leads to build monthly analytic snapshots
C. Create a workflow rule to notify sales operations when an Opportunity exceeds
75%probability
D. Enable the regional pipeline and forecasting dashboard, and schedule a monthly refresh
SFDC Sales Cloud Certification Test
58. UC has implemented forecasting in Salesforce. Sales reps can roll up to many
branches in the sales hierarchy based on the product being sold. Which
solution would allow a sales rep to submit multiple forecasts for each
position they occupy in the hierarchy?

A. Set up multiple Price Books with separate Forecasts for each Product
B. Allow sales reps to select a different role in the hierarchy depending on the
Product
C. Configure Territory Management to enable sales reps to assign Opportunities
to Territories
D. Set up multiple Opportunity Record Types and reps match type to a Product
SFDC Sales Cloud Certification Test
59. The sales management team at UC travels frequently and is often
unable to log into the application to review their pending
approvals. Which option should a consultant recommend to
facilitate the approval process? (Choose 2 answers).

• Enable approvals by email for each approval process

• Enable Mobile to allow approvals via mobile devices
• Create a report of all pending approvals and add to the home page
• Schedule and email a dashboard of all pending approvals
SFDC Sales Cloud Certification Test
60. UC needs to understand and influence sales situations when key
competitors are involved. Which a lettered with the corresponding
numbered business requirements?
1. Help a user identify other Opportunities that involved the same competitor
2. Notify the competitive intelligence team when a competitor is identified on an Opportunity
3. Highlight when the competitor field on an Opportunity is updated
4. View deals lost to competitors, competitors with the most wins, and competitor deals in the pipeline

A. Similar Opportunities
B. Dashboard and table components
C. Opportunity Chatter feed tracking
D. Workflow email alerts

1. A 2.D 3.C 4.B

SFDC Sales Cloud Certification Test
61. UC has a complex suite of products and pricing structure, which can be
challenging for new sales reps. The VP of Sales would like to facilitate
collaboration between new and more experienced sales reps in order to improve
the on-boarding process and to enable new sales reps to become productive
faster. Which features should a consultant recommend to facilitate the
collaboration? (Choose 3 answers).

A. Enable Content and share documents using libraries

B. Enable Content and share documents using content deliveries
C. Enable Similar Opportunities
D. Enable Chatter feed tracking on Opportunities
E. Schedule a dashboard to display sales rep performance
SFDC Sales Cloud Certification Test
62. Sales users at UC use MS Outlook to communicate with contacts. The System Admin has
installed Connect for Outlook to synchronize sales users’ data. Sales users are reporting
the issues listed below:
• Duplicate Contact records are being created in Salesforce
• Tasks and Events between Outlook and Sales do NOT match
Which synchronization configuration will address this issue?

A. One-way synchronization from Salesforce to Outlook for Contacts, and two-way

synchronization for Activities
B. Two-way synchronization between Salesforce and Outlook for all records
C. One-way synchronization from Outlook to Salesforce for contacts and two-way
synchronization for activities
D. One-way synchronization from Salesforce to Outlook for all records
SFDC Sales Cloud Certification Test
63. UC recently enabled Chatter and has found it extremely helpful in the sales
process. Given the success, UC would like to bring the competitive intelligence
team into Salesforce to leverage Chatter to collaborate on Opportunities when
key competitors are identified. Which step should be considered when setting
up the competitive intelligence team? (Choose 2 answers).

A. Add the competitive intelligence team to Chatter groups organized by competitor

B. Create a single user for the competitive intelligence team to share
C. Set up each member of the competitive intelligence team with standard user
licenses
D. Set up each member of the competitive intelligence team with Chatter Free
licenses
SFDC Sales Cloud Certification Test
64. A sales rep at UC is creating a content delivery for a high-profile prospect that
contains sensitive information in the form of a pricing quote with terms and
discounts. What should the sales rep do before sending the content delivery URL
to the prospect? (Choose 3 answers).

A. Preview the URL to ensure that the formatting in the original file displays properly
in the online version
B. Send a preview e-mail of the content delivery to ensure the link works properly
C. Create a workspace for the content delivery and add the prospect as a library
member
D. Set an expiration date for the content delivery
E. Require a password on the content delivery before it can be viewed
SFDC Sales Cloud Certification Test
65. UC is purchasing smartphones and tablets for its global sales team
members. Sales management wants mobile access to key functionality,
including collaboration, customer management, and Opportunity
management. What component of Salesforce Sales Cloud mobility
should a consultant recommend to meet these requirements? (Choose 2
answers).

A. AppExchange Mobile Plugin

B. Native Mobile Applications
C. Salesforce Touch (now known as Salesforce1)
D. Visualforce for Mobile
SFDC Sales Cloud Certification Test
66. UC wants to use its customer portal to allow customers to provide
suggested changes to products and comment on other peoples’
suggestions. What Salesforce feature supports this?

A. Chatter
B. Solutions
C. Ideas
D. Answers
SFDC Sales Cloud Certification Test
67. Historically, UC has sold to shipping department Contacts within its
Customer and Prospect Accounts. It recently launched a new
product line that will appeal to operations department Contacts.
What data enrichment can Data.com provide UC to expand its sales
network? (Choose 2 answers).

A. Add Operations Contacts to Accounts

B. Append qualification scores to operations leads
C. Add operations Leads and Opportunities
D. Add new operations prospect Accounts
SFDC Sales Cloud Certification Test
68. How can Chatter Free licenses be enabled to allow collaboration
between the sales team and the customer during the sales
process? (Choose 2 answers).

A. Create Chatter Free users outside of a specified domain

B. Create new user and assign a Chatter Free license
C. Enable invitations and allow users to invite within a specified
domain
D. Assign Chatter Free licenses to existing Salesforce users
SFDC Sales Cloud Certification Test
69. UC has a public sharing model for Accounts and uses the parent Account field to
create a multi-level hierarchy. When viewing a parent account, the company would
like to see the total value of open Opportunities for all Accounts in the hierarchy.
What solution should a consultant recommend to meet this requirement?

A. Create a link on the account that opens a report showing the total value of open
Opportunities for all Accounts in the hierarchy
B. Define a workflow rule to update the custom field on the parent Account with the total
value of open Opportunities from the child Accounts
C. Use Apex to update a custom field on the parent Account with the total value of open
Opportunities from the child Accounts
D. Create a roll-up summary field on the parent Account showing the total value of open
Opportunities from the child Accounts
SFDC Sales Cloud Certification Test
70. UC operates in two currencies: EUR and USD. Its corporate
currency is USD. When a sales team member tries to add Products
to an Opportunity for a customer in the Eurozone, they are unable
to find EUR prices. What is going on? (Choose 2 answers).

A. Opportunity currency is set to USD

B. Pricebook entries are missing EUR prices
C. Advanced currency management is deactivated
D. Sales user’s default currency is set to USD
SFDC Sales Cloud Certification Test
71. UC has a complex sales process methodology that requires several
different pricing scenarios to be generated. Once a customer has agreed
upon a price scenario, the sales rep needs to document it in Salesforce.
Which solution should a consultant recommend to accommodate a
multi-price scenario methodology?

A. Implement Quotes with the Quote Syncing feature

B. Configure Opportunities with a relationship to a custom object called
Pricing
C. Configure Leads with custom pricing fields to collect data
D. Implement Opportunities with Product line items
SFDC Sales Cloud Certification Test
72. UC processes its orders through a separate system from Salesforce,
but would like to integrate the order history data into Salesforce.
This would give sales reps a view of all past orders by Account.
Which solution should a consultant recommend?

A. Configure the Opportunity history object to hold order history data

B. Configure the Quote object to hold the order history data
C. Create a closed Opportunity record type for each order history record
D. Create an Order History object with a relationship to Accounts
SFDC Sales Cloud Certification Test
73. UC supports two lines of business: shipping and freight. The sales cycle for freight
deals is more complex and involves more stages than the shipping sales cycle. Which
solution should a consultant recommend to meet these business requirements?

A. Create different record types and sales processes for each line of business, and assign
different page layouts to each record type
B. Create different record types and sales processes for each line of business, and use
workflow field updates to assign stages
C. Create different record types and sales processes for each line of business, and assign
different stages to each page layout
D. Create different record types and sales processes for each line of business, and assign
different sales processes to each page layout
SFDC Sales Cloud Certification Test
74. UC is devising a sales methodology to upsell service Contracts to its
existing customer base. The company would like to track and report on
these deals separately from other deals. What should a consultant
recommend to meet this requirement?

A. Add “upsell” as a stage and create a summary report by Opportunity Stage

B. Create a separate page layout and report to flag and report on these deals
C. Create an Opportunity record type and sales process for reporting on
these deals
D. Create a custom field on Opportunity to flag and report on these deals
SFDC Sales Cloud Certification Test
75. UC manages Opportunity forecasts using the standard forecast categories
in Salesforce customizable forecasting. Each sales stage is aligned with a
forecast category. When reviewing the forecast, UC wants the roll-up of
just the Opportunities that are in pipeline, best case and commit. What
number in the forecast would provide UC with the appropriate
information?

A. Pipeline and Commit

B. Pipeline and Best Case
C. Pipeline and Closed/Won
Note: Pipeline - would not include closed/won
SFDC Sales Cloud Certification Test
76. UC is 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. UC wants to use Opportunities
to track and report on these subscription deals. What should a
consultant recommend to meet this requirement?

A. Enable schedules on Opportunity object

B. Use assets with a lookup to Opportunity object
C. Enable schedules on Product object
D. Use Contracts with a lookup to Opportunity object
SFDC Sales Cloud Certification Test
77. UC acquires sales leads each year through trade show attendance by its sales and
marketing employees. Occasionally, duplicate leads are generated when the
marketing team imports leads that already exist in the system. What should a
consultant recommend to prevent duplicate leads in the system?

A. Upload the Leads to Data.com to remove the duplicates and select the option to have
them automatically imported
B. Upload the Leads and click the “Find Duplicates” button for each of the Leads to identify
potential duplicate lead records
C. Upload the Leads using Data Loader and enable the “Find Duplicates” setting to prevent
duplicate records
D. Upload the Leads using the Lead Import Wizard and select the appropriate field to
match duplicates against existing records
SFDC Sales Cloud Certification Test
78. The sales management at UC is reviewing the quality of Leads
generated from marketing campaigns. What information is
available to assist with this type of analysis? (Choose 2 answers).

A. Percentage of Leads that could not be contacted due to bad data

B. Percentage of Leads converted to Opportunities
C. Average number of Activities required to convert Leads to
Opportunities
D. Average number of time required to convert Leads to Opportunities
SFDC Sales Cloud Certification Test
79. UC recently acquired Global Packaging, a company that has complementary
products. UC wants to run a major Campaign showcasing its new product bundling.
The company will use multiple marketing channels to create awareness in the
marketplace. Each marketing channel will need to be measured for its effectiveness
both individually and collectively. How should the consultant design the solution for
UC?

A. Create campaigns for each channel, link them to a parent, and add members to the
parent
B. Create campaigns for each channel with members and link child campaigns to a
parent campaign
C. Create a single campaign and add member statuses for each marketing channel
D. Create a single campaign, add members, and set the status to active
SFDC Sales Cloud Certification Test
80. UC uses Salesforce Outlook to synchronize Contacts between Outlook and Salesforce.
The executive team wants to ensure that users’ personal contacts in MS Outlook are
not synced with Salesforce. Which solution should a consultant recommend to meet
this business requirement? (Choose 2 answers).

A. Train users to sync personal contacts in Salesforce using one-way synchronization from
Salesforce to MS Outlook
B. Train users to mark personal Contacts as private in MS Outlook and choose not to sync
private Contacts in Salesforce
C. Train users to manually remove personal contacts from Salesforce after syncing with
Outlook
D. Train users to assign personal Contacts in MS Outlook to the Don’t Sync with Salesforce
category
SFDC Sales Cloud Certification Test
81. UC 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?

A. Create a trigger on the Opportunity

B. Create an assignment rule on the Account
C. Create a workflow on the Opportunity
D. Create an assignment rule on the Opportunity
SFDC Sales Cloud Certification Test
82. What is the capability of Data Loader? (Choose 2 answers).

A. Ability to export field history data

B. Ability to prevent importing duplicate records
C. Ability to run one-time or scheduled data loads
D. Ability to extract organization and configuration data
SFDC Sales Cloud Certification Test
83. UC’s 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 of the Campaign Influence for
Opportunities?

A. Campaigns in which the Contact became a member within the last 60 days will be added
to the Campaign Influence related list
B. All Campaigns created within the last 60 days will be added to the Campaign Influence
related list
C. All Contacts associated with Campaigns will be added to the Campaign Influence related
list
D. Sales reps can choose which Campaigns created within the last 60 days should be added
to the Campaign influence related list
SFDC Sales Cloud Certification Test
84. UC wishes to implement a sales methodology that focuses on
identifying customer’s challenges and addressing them with its
offerings. Which sales methodology is described above?

A. Target account selling

B. Relationship selling
C. Direct selling
D. Solution selling
SFDC Sales Cloud Certification Test
85. UC currently uses the customizable forecasting feature. A sales rep at UC has four
Opportunities for the current quarter which are detailed below:
$3500 Opportunity in the Best Case forecast category
$2000 Opportunity in the Commit forecast category
$1000 Opportunity that has been closed/won
$1000 Opportunity that has been lost
What is the sales rep’s Best Case forecast for the current quarter?

A. $2000
B. $3500
C. $5500
D. $6500
SFDC Sales Cloud Certification Test
86. A Sales Cloud implementation at UC requires a global design that
involves multi-currency, multi-language, region-specific sales
processes and workflows. Which factor is important for optimizing
user adoption? (Choose 2 answers).

A. Developing only a standardized, global training curriculum for all users

B. Communicating the training plan well in advance of the training start
date
C. Customizing the training curriculum for each specific region
D. Employing realistic training data in the corporate standard currency
SFDC Sales Cloud Certification Test
87. UC successfully converted from a legacy CRM system to the Sales
Cloud solution. The stakeholder committee will meet in a week to
review the revenue performance of the sales team. Which report
should the committee use to assess sales team revenue
performance?

A. Opportunity pipeline report by sales rep

B. Report on number of open quotes for Opportunities
C. Report on number of sales meetings completed by sales rep
D. Campaign return on investment report
SFDC Sales Cloud Certification Test
88. UC is migrating data from a legacy system into Salesforce. The
company needs to migrate Lead, Contact and Opportunity data from
its legacy system and must be able to report on historical Lead
conversion for both legacy and newly created data. What is the
recommended order for data migration?

A. User, Account, Contact, Opportunity, Lead

B. User, Opportunity, Account, Contact, Lead
C. User, Lead, Opportunity, Account, Contact
D. User, Contact, Account, Lead, Opportunity
SFDC Sales Cloud Certification Test
89. UC needs to create two communities for customers so that they can share and discuss
ideas related to UC products. The requirements for each community are listed below:

Community A will be a public community with ideas and comments that are visible to anyone
Community B will be a private community restricted to UC’s most strategic customers

Which option will allow UC to meet these requirements?

A. Configure unique categories for each community and ensure the proper access settings
B. Set the sharing model for Community A to public and the sharing model for Community B to private
C. Create two customer portals, map each community to its respective portal, and expose Community A
using Sites
D. Set up two Sites and map Community A to a publicly accessible URL and Community B to a hidden
URL
SFDC Sales Cloud Certification Test
90. The VP of Sales at UC is reviewing sales team member productivity and
effectiveness and needs to know the relationship between the sales reps’
level of engagement on deals and the deal close rate. Which metric will allow
the VP of Sales to better understand the relationship? (Choose 2 answers).

A. Average number of Activities associated with closed/won versus closed/lost

Opportunities
B. Total number of Opportunity-related Activities by each sales rep
C. Total number of Lead, Account and Opportunity records created by each sales
rep
D. Average Opportunity stage duration by each sales rep
SFDC Sales Cloud Certification Test
91. UC has observed a seasonal slow-down in sales. To address the issue, the company is running a
contest for the sales team as described below.
Increase the number of Leads qualified weekly
Increase the number of Activities per sales deal
Increase the Opportunity close ratio
The VP of Sales needs to rack the sales team’s progress against these goals on a daily basis. Which
solution will provide the required information?

A. Create a dashboard to track the metrics, set the VP of Sales as the running user, and schedule a daily
refresh to be emailed
B. Create three reports to track the metrics and schedule a daily refresh to be emailed
C. Create a dashboard to track the metrics, set the VP of Sales as the running user, and set this as the
default dashboard for all sales reps
D. Create a custom report type to join Leads, Activities and Opportunities in a single report, and schedule
a daily refresh to be emailed
SFDC Sales Cloud Certification Test
92. UC receives an average of 100,000 leads from an external source on
a monthly basis and needs to import these into Salesforce. Which
approach can a consultant suggest for importing these leads?
(Choose 2 answers).

A. Use the Data Loader in bulk-API mode

B. Use Extract Transform Lead (ETL) tool
C. Use import wizard for leads (would be correct, but import wizard max
at once is 50k)
D. Use a batch Apex job
SFDC Sales Cloud Certification Test
93. UC sells a large suite of products and its product pricing changes frequently. The company
manages the Product and pricing information in an Enterprise Resource Planning (ERP)
system, and would like to manage sales Opportunities in Salesforce and leverage the
product and pricing data from the ERP system. Which factors should a consultant evaluate
before suggesting a solution?

A. Frequency of product and pricing data updates and ability of the ERP system to process
outbound messages
B. Ability of the ERP system to expose product and pricing data as a web page that can be used
in a web tab
C. Volume and frequency of product and pricing data updates and ability of the ERP system to
host a Web service
D. Volume and frequency of product and pricing data updates and ability of the ERP system to
call a web service
SFDC Sales Cloud Certification Test
94. UC has enabled Social Accounts and Contacts. When a sales rep accesses a
Contact within Salesforce, the rep is unable to see detailed information from
the Contact’s Facebook profile (e.g., Contact’s Wall Postings). What is
preventing the sales rep from accessing detailed information on the contact’s
FB page?

A. The fields configured by UC’s admin on the Contact page layout are missing
B. The information shown is based on the sales rep’s connection level with the
Contact on FB
C. UC must purchase the FB license to access public profile information for its users
D. The link to the FB profile is not configured with the admin password to access
detailed info
SFDC Sales Cloud Certification Test
95. UC wishes to track relationships between its customers. For example, some
customers are suppliers for other customers. What should a consultant
recommend to track multiple customer relationships in Salesforce?

A. Add the related company to the first company’s account team, with supplier as
the role
B. Add the related company to the first company’s PARTNER related list, with
supplier as a VALUE
C. Add the related company to the first company’s custom supplier lookup field as a
value
D. Add the related company to the first company’s contact roles related list, with
supplier as the value
SFDC Sales Cloud Certification Test
96. The UC sales team would like to track product shipments for each of
its customers. The shipment tracking information is currently
available in a back-end system, which the company plans to integrate
with Salesforce. Which objects are relevant for this integration?

A. Lead, account, opportunity product, custom object-shipment status

B. Opportunity, opportunity product, custom object-shipment status
C. Opportunity, opportunity product, contract, custom object-shipment
status
D. Lead, Opportunity, product, custom object-shipment status
SFDC Sales Cloud Certification Test
97. Sales reps at UC want to share product specification documents with
customers who do not have Salesforce access. These customers should
not be allowed to preview the document in the browser without
download permissions. What solution should a consultant recommend to
meet this requirement?

A. Upload the file to Content and disable the download delivery option
B. Upload the file to documents and enable the externally available option
C. Upload the file to Chatter files and disable the download deliver option
D. Upload the file to Chatter files and enable the password-protection option
SFDC Sales Cloud Certification Test
98. UC sells to a customer segment that has dozens of daily order and payment
transactions. These customers have low credit limits, which are closely
monitored. At the time orders are accepted, management wants to check the
customer’s available credit in Salesforce using information sourced from a
third-party cloud application. What approach should a consultant recommend
for this credit system integration?

A. Create a scheduled batch using Apex to retrieve credit balances each night
B. Create a data mapping in Data Loader for periodic manual credit uploads
C. Create a web service using Apex to retrieve credit balances as needed
D. Create a daily job using the custom object import wizard to retrieve credit
balances
SFDC Sales Cloud Certification Test
99. UC is following a traditional waterfall project delivery methodology.
The analysis phase is complete with the sign-off of the
requirements. What action should a consultant take to minimize
changes in scope during the design and build phases? (Choose 2
answers).

A. Map solution design documents to system test scripts

B. Obtain customer sign-off on the solution design
C. Map business requirements to the solution design
D. Update requirements based on feedback from key stakeholders
SFDC Sales Cloud Certification Test
100.UC has noticed a sizeable decrease in the number of sales reps
who are meeting their Quotas. What should be evaluated to
determine the cause of this decline? (Choose 2 answers).

A. Comparison report of forecasts versus converted leads

B. Percent of converted Leads per sales rep
C. Trending report on won versus lost Opportunities
D. Activity history report on open and closed Opportunities
SFDC Sales Cloud Certification Test
101.UC needs to prevent duplicate leads from being created in SF. Leads are
deemed duplicates if they match on the name, last name, phone and email
address. Which solution should be recommended to prevent duplicate leads?
A. Ensure that all sales reps have access to at least one Pricebook item when
creating Product lines
B. Configure the Opportunity record types to enforce Product line item entry
before selecting the negotiation Stage
C. Define a workflow rule that automatically defaults to a Pricebook and Product
line item when selecting the negotiation Stage
D. Configure a validation rule that tests the Has Line Item and Stage fields for the
correct condition
SFDC Sales Cloud Certification Test
102.Universal Containers has a private sharing model. Sales reps own Accounts
and would like to collaborate with relevant people from other departments
(e.g., marketing and Product management). The role hierarchy has separate
branches for each department to facilitate reporting. What should a
consultant recommend to ensure collaborating team members can report
on and access relevant data in Salesforce? (Choose 2 answers).

A. Use Chatter to share records with relevant people

B. Use manual sharing on Account to share specific records
C. Use Opportunity team to share records with relevant people
D. Use Account team to share records to relevant people
SFDC Sales Cloud Certification Test
103.Universal Containers has just enabled advanced currency management. The VP of
Asia Pacific Sales wants to view currency in Opportunity revenue reports in both the
corporate of USD and the relevant country's currency. The VP of Asia Pacific Sales
uses USD as the default currency. What solution should a consultant recommend to
meet this requirement?

A. Create a Dashboard and set the display currency to show all currencies for Asia Pacific
B. Create a Dashboard and a Dashboard filter to only display Asia Pacific currencies
C. Create an Opportunity revenue report and include the amount and converted amount
values
D. Create an Opportunity revenue report for each country and use a joined report to
display values
SFDC Sales Cloud Certification Test
104.The sales management team at UC wants to monitor the progress
of high-value sales deals and enable collaboration with cross-
functional teams to help remove any obstacles. (Choose 2
answers).

A. Use Opportunity update reminders

B. Enable Big Deal alerts
C. Enable Chatter feed on similar Opportunities
D. Allow Chatter feed tracking on Opportunities
SFDC Sales Cloud Certification Test
105.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 rep must follow the relevant product's sales process. What solution
should a consultant recommend to meet these requirements? (Choose 2
answers).

A. Configure Opportunity record types for each sales process

B. Create sales stages that align with Opportunity record types
C. Define sales processes to map to each Opportunity record type
D. Define the default Opportunity teams for each Opportunity record type
SFDC Sales Cloud Certification Test
106.Universal Containers requires credit checks for all opportunities
greater than $50,000. The credit management team members are all
Salesforce users. What should a consultant recommend to notify the
credit manager that an Opportunity needs a credit check?

A. Use a validation rule to send an email to the credit manager profile

B. Use an Apex trigger to create a task for the credit manager user
C. Use workflow to send an email to the credit manager profile
D. Use workflow to assign a task to credit manager user
SFDC Sales Cloud Certification Test
107.Universal Containers shares specific Accounts with its partners and is
considering the use of Salesforce-to-Salesforce to increase visibility and
collaboration for deals managed through its partner channel. The
company's key partners also currently use Salesforce. What should be
considered for this implementation? (Choose 2 answers).

A. Partners can see all Opportunities created by UC on shared Accounts

B. UC can report on shared Opportunities managed by partners
C. Partners can create and share Opportunities associated to shared Accounts
D. Partners will be able to see all Chatter feeds on shared Opportunities
SFDC Sales Cloud Certification Test
108.Universal Containers sells two product lines that each use a distinct selling methodology.
Additionally, each product line captures different information that is used to sell the
products. What should a consultant recommend to support selling the two product lines?

A. Create two page layouts and two sales processes; assign them to the respective product
lines to collect relevant information
B. Create two page layouts, one Opportunity record type, and one workflow rule to assign the
correct page layout to the record type
C. Create one page layout, two sales processes, and validation rules to capture relevant
Opportunity info
D. Create two sales processes and two page layouts; assign them to two different Opportunity
record types for each product line
SFDC Sales Cloud Certification Test
109.UC is undergoing a sales reorganization and wants to enable
Territory Management. What should UC review before enabling
Territory management? (Choose 2 answers).

A. Opportunities and Forecasting - because territory mgmt affects

forecasting
B. Account and Opportunity sharing - because it also affects the
hierarchy
C. Quotes and Orders
D. Multi-currency and Contracts
SFDC Sales Cloud Certification Test
110.Universal Containers plans to implement Lead management functionality for
channel sales reps who need to push pre-qualified leads to their partners.
Partners need the ability to access and update the Leads assigned to them.
What solution should a consultant recommend for this scenario?

A. Create a customized site where partners can self-register and access their Leads
B. Create a task for a partner when a new Lead is created and assign it to the
partner in the portal
C. Configure a separate Lead record type and page layout for the partner portal
D. Add the Leads tab to the partner portal and configure partner profiles to access
Leads
SFDC Sales Cloud Certification Test
111.UC would like to capture qualification information for new Leads (i.e., whether or
not a person is a decision maker). The information should also appear in the Contact
record once the Lead has been converted. Which approach should a consultant
recommended?

A. Create a custom field on Lead and Contact object, utilize a trigger to transfer the value
after conversion
B. Create a custom field on Lead and Contact object; these fields will be mapped
automatically during conversion
C. Create a custom field on Lead and Contact object, configure mapping for these two
fields for conversion
D. Create a custom field on Lead and Contact object, advise users to select it for transfer
during conversion
SFDC Sales Cloud Certification Test
112.Your current database has 50 million records (migrated from legacy
systems). Now you want to migrate to Salesforce, and then you also want
the ability to search and cross-reference records with the original source
system. How do you do this?

A. Use the standard external ID field and map this to the current record ID value
B. Use the standard external ID field and map this to the original record ID value
C. Use a custom field named external ID and map this to the current record ID
value
D. Use a custom external ID field and map this to the original record ID value
SFDC Sales Cloud Certification Test
113.Management wants to see Forecast numbers by all sales reps and
by multiple Product groups. How? (Choose 2 answers)

A. Implement Collaborative Forecasting with Quota attainment

B. Build a Forecast list view by Product family group
C. Build a custom forecast report showing Product groups
D. Implement Collaborative Forecasting with Product family
SFDC Sales Cloud Certification Test
114.What is a consideration when implementing Advanced Currency Management?
(Choose 3 answers)

A. Currency roll-up summary fields from Opportunities to an Account use the static
conversion rate
B. Advanced Currency Management dated exchange rates are automatically updated on a
monthly basis
C. Currency roll-up summary fields from Opportunity Products to an Opportunity use dated
exchange rate
D. The converted amount of an Opportunity uses dated exchange rates based on the close
date of the Opportunity
E. Advanced Currency Management can be enabled or disabled in the organization under
the company profile, if needed
SFDC Sales Cloud Certification Test
115.What should be considered when developing new sales
territories? (Choose 2 answers)

A. Distance between customer headquarters and your sales reps

B. Average number of customers managed by a sales rep
C. Attributes needed to segment and categorize customers
D. Number of currencies needed to support each sales territory
SFDC Sales Cloud Certification Test
116.Your company implemented Person Accounts. It has a custom
object for Policies that needs to relate to both person and
business accounts. How would you set this up?

A. Create a master-detail Account relationship

B. Create a Contact lookup field and an Account lookup field
C. Create a master-detail Contact relationship
D. Create a custom Contact lookup field
SFDC Sales Cloud Certification Test
117.Your Sales Reps want to share product specification docs with
customers who do not have Salesforce. They should only be
allowed to preview the document in the browser (no downloads).
To where should the Sales Reps upload the files?

A. Chatter Files + disable the download delivery option

B. Content + disable the download delivery option
C. Chatter Files + enable password-protection
D. Documents + enable externally available option
SFDC Sales Cloud Certification Test
118. A company wants to send an email promotion every month to
50,000 leads. How do you do this?

A. Create a Lead assignment rule to send the email monthly

B. Create an email alert workflow rule to send the email monthly
C. Use standard mass email tool on Leads
D. Use an email execution vendor to send emails for marketing
campaigns
SFDC Sales Cloud Certification Test
119.A company has distributors and resellers, wants to implement Partner
Community. What must be considered? (Choose 2 answers)

A. Partner users are associated with the same set of profiles as internal
users
B. Partner users can own Account and Opportunity records in Salesforce
C. The sharing model should be re-evaluated when the Partner Community
is enabled
D. Partner users cannot receive emails generated through workflow actions
SFDC Sales Cloud Certification Test
120. Sales reps must be "certified" (internal process) to sell certain
products. What can you use to prevent the rep from adding those
Products to Opportunities if they are not certified to sell them?
(Choose 2 answers)

A. Criteria-based sharing rule on Products marked as requiring certification

B. Separate price book for the Products requiring certification
C. Validation rule on Products marked as requiring certification
D. Validation rule on Opportunity Products to prevent them from adding
Products marked as requiring certification
SFDC Sales Cloud Certification Test
121. Your company does not have a direct sales team (channel partners sell and service
products). Last quarter you've got much more Leads, but partners are complaining of
their poor quality (big drop on Lead conversion rate). What do you do?

A. Assign all leads to the partner channel manager to validate data and manually reassign
to partners
B. Create custom Lead score field to assess Lead quality and assign the Leads that exceed
this score to partners
C. Use the Lead score on the Find Duplicates button and assign the Leads with a score in
the high category
D. Create multiple validation rules to ensure that all fields on the Lead record are
populated with data
SFDC Sales Cloud Certification Test
122.Org with PRIVATE sharing model. Michael owns a Lead. A sharing rule has
been defined so that Leads owned by Michael are shared with a public
group called "Michael's Team". When the Lead is converted to an
Account/Contact/Opportunity, who will have access to these three records?

A. Michael and anyone above him in the role hierarchy

B. Only Michael
C. Michael, all members of the public group, and Michael's team
D. Michael, all members of the public group, Michael's team, and anyone above
any group member in the role hierarchy
SFDC Sales Cloud Certification Test
123. Org-wide defaults set to PUBLIC READ-ONLY for Accounts, Contacts, and
Opportunities. Activities are set to "controlled by parent". Acme Account is
owned by a sales user whose profile grants create, read, edit, and delete access
to Accounts, Contacts, and Opportunities. Thus, the owner of the Acme Account
record has the rights to: (Choose 2 answers)

A. Share the Account with other users through manual sharing and Account teams
B. View, edit and delete Activities owned by other users directly related to the
Account
C. View, edit and delete related Contacts and Opportunities owned by other users
D. Transfer ownership of related Contacts and Opportunities owned by other users
SFDC Sales Cloud Certification Test
124. Your company wants a website for a new product launch. The
site should be publicly available, allow visitors to submit requests
for information, and be managed by the non-technical marketing
team.

A. Force.com
B. Site.com
C. Salesforce1 Sites
D. Customer Community
SFDC Sales Cloud Certification Test
125.Your company wants to sell 2 product lines, each using a different sales
methodology. Also, each product line captures different information to sell the
products. How can you accomplish this?

A. Create one page layout, two sales processes, and validation rules to capture
relevant opportunity information
B. Create two page layouts, one opportunity record type, and one workflow rule to
assign the correct page layout to the record type
C. Create two page layouts and two sales processes; assign them to the respective
product lines to collect relevant information
D. Create two sales processes and two page layouts; assign them to two different
opportunity record types for each product line
SFDC Sales Cloud Certification Test
126. What are the capabilities of Data.com Clean? (Choose 3 answers)

A. Can be used with both person and business Accounts

B. Accounts must be cleaned before cleaning Contacts, but Leads may be
cleaned either before or after cleaning Accounts
C. Account, Contact, and Lead records can be selected from a list and cleaned
all at once
D. Data.com can be configured to run automated Clean jobs to flag field
differences and automatically fill blank fields
E. Individual records can be manually compared side-by-side with Data.com
records and updated field-by-field
SFDC Sales Cloud Certification Test
127. Several members of an Opportunity team are working together
to close an Opportunity. How can a sales engineer identify the
Opportunity's LATEST quote?

A. Reference the synced Quote field on the Opportunity record

B. Reference the last modified date on the Quotes
C. Reference synced Quote History on the Opportunity
D. Follow the Opportunity's Quotes in Chatter
SFDC Sales Cloud Certification Test
128. How can you use Work.com to increase the productivity of your
sales reps? (Choose 2 answers)

A. Feedback can be requested for the entire sales team

B. Coaching statistics can be linked to reports
C. Feedback can be given publicly or privately
D. Coaching goals can be linked to reports
SFDC Sales Cloud Certification Test
129. How can you track "Number of open Opportunities in current
quarter by sales rep" and also "Number of closed Opportunities
last quarter by sales rep"?

A. Joined report
B. Reporting snapshot
C. Dynamic dashboard
D. Summary report with cross filters
SFDC Sales Cloud Certification Test
130. A customer needs Chatter, a custom mobile layout, and custom
branding for its mobile users. How would a consultant do this?

A. Custom mobile solution

B. Chatter for Mobile
C. Salesforce1
D. Mobile Classic
SFDC Sales Cloud Certification Test
131.A customer wants to improve the accuracy of its sales forecast. It also wants to
improve the relevance of its sales Stages and the role they play in the sales
process. How?

A. Map Opportunity Stages to Forecast categories; assign accurate probability to each

Stage
B. Map Forecast probability to Opportunity probability; assign appropriate sales Stage
C. Map sales probability values to forecast categories, assign sales stages accurate
percentages
D. Map appropriate sales stage to opportunity stage; assign accurate forecast
probability
SFDC Sales Cloud Certification Test
132.Sales management wants product managers to become more involved with
delayed sales deals. Product managers need to understand the details of specific
deals, address product capability and roadmap questions with customers. (Choose
2 answers)

A. Add Opportunity team, product managers, and customers to libraries containing

files relevant to sales deals
B. @mention product managers in Chatter posts on relevant sales deals
C. Use an assignment rule to notify product managers when Opportunities are updated
D. Create a Chatter group to share product information with the sales team, product
managers and customers
SFDC Sales Cloud Certification Test
133.Because sales reps are creating Opportunities after they are closed/won,
pipeline/forecasting reports are inaccurate. How do you identify and address
this issue? (Choose 2 answers)

A. Create report with Opportunities where close date <= created date
B. Workflow rule to update the Opportunity to the first stage of the sales process
C. Workflow rule to email sales manager when Opportunity Stage = closed/won
D. Run Opportunity pipeline standard report to view the upcoming
Opportunities by Stage
SFDC Sales Cloud Certification Test
135. Universal Containers is in the planning stages of deploying SF within its sales org. The project manager
has asked for a breakdown of the expected deliverables that will need sign-off at each stage of the
project. Match the deliverable with the appropriate project phase (Plan, Design, Analyze, Verify, Build)
- Requirements matrix (Design)
- Functional specifications (Analyze)
- Project plan (Plan)
- User acceptance testing scripts (Verify)
- Application configuration (Build)
When the billing address on an Account is changed, the mailing address of all related Contact records should
be updated to reflect the new address. How can this requirement be met?

A. Create a workflow rule on Accounts

B. Create a workflow rule on Contacts
C. Create a Force.com trigger on Accounts
D. Create a Force.com trigger on Contacts
SFDC Sales Cloud Certification Test
136. Sales management at Universal Containers needs to provide channel partners with easy
access to approved product documentation. They also need to notify partners about the
material revisions and updates. How can they achieve these goals in Salesforce?

A. Enable Content in the Partner Community and enable Content email alerts for partner
users
B. Enable the Document tab in the Partner Community and enable email alerts for partner
users
C. Add the Content related list to the partner Contact page layout and enable content
delivery
D. Add the Content related list to the partner Account page layout and enable content
delivery
SFDC Sales Cloud Certification Test
137. UC is preparing for the launch of its new Sales Cloud implementation to a
global user base. With previous sales automation applications, the
company had slow adoption of the new solution. What factor should be
considered with the Sales Cloud deployment to help ensure adoption?
(Choose 3 answers).

A. Management communications
B. Maintenance release schedule
C. Sales rep quota targets
D. Training in local languages
E. Type of training delivered
SFDC Sales Cloud Certification Test
137. The Marketing Manager at UC wants to leverage the power of sales cloud to support the sales
team’s following requirements:
Monitor website traffic
Email 1200 Leads per day
Capture customer satisfaction survey results on a web form
Understand the case of marketing exercise vs sales activity
What should a consultant recommend to meet this requirement?UC is preparing for the launch of its
new Sales Cloud implementation to a global user base. With previous sales automation applications,
the company had slow adoption of the new solution. What factor should be considered with the Sales
Cloud deployment to help ensure adoption? (Choose 3 answers).

A. Use community Campaign, Web-to-Lead, Opportunity, Report and Dashboards

B. Use AppExchange marketing app, Campaign, Web-to-Lead, Opportunity and Report
C. Use mass e-mail, Campaign, Campaign Influence, Web-to-Lead, Opportunity and Report
D. Use site.com, Campaign, Web-to-Lead, Opportunity, Report and Dashboard
SFDC Sales Cloud Certification Test
138. UC 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?

A. Configure a workflow rule for repeat accounts that sends a reminder task to the sales
rep to create a new Opportunity when it reaches closed/won stage
B. Develop an Apex trigger to set an Opportunity revenue schedule that automatically sets
up a new Opportunity for repeat accounts when it reaches a closed/won stage
C. Configure a workflow rule for repeat accounts that inserts a copy of an Opportunity for
the sales rep when it reaches closed/won stage
D. Develop an Apex trigger for repeat Accounts that inserts a copy of an Opportunity for
the sales rep when it reaches a closed/won stage
SFDC Sales Cloud Certification Test
139. UC uses Products in Salesforce and has a private security model. The Product management
manager does not have access to 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 manager to track the performance of the product?

A. Create a new product and add it to the price book with the product manager as the owner
B. Create a trigger to add the product management team to the sales team of the relevant
Opportunity
C. Create a trigger to set the product manager as owner for Opportunity on the new product
D. Create a criteria-based sharing rule to add the product management team to the relevant
Opportunity
SFDC Sales Cloud Certification Test
140. The marketing department at UC is migrating from a legacy Campaign
and e-mail management system to Salesforce, and wants to ensure that
its communication material is migrated as well. What should a
consultant recommend to migrate the marketing department’s e-mail
templates?

A. Enable E-mail-to-case
B. Force.com IDE and Change Sets
C. Manually
D. Enable E-mail-to-Salesforce
SFDC Sales Cloud Certification Test
141. UC allows its sales rep to negotiate up to 5% discount for their
Opportunities. Discounts more than 5% must be sent to the Regional Sales
Manager (RSM) for the approval. Discounts greater than 15% must be able
to send to the Regional Vice President (RVP) for the approval. What should
a consultant recommend to meet these requirements?

A. Create two approval processes one for RMS and one for RVP
B. Configure an approval process for the RSM and workflow for the RVP
C. Create two-step approval processes for the RSM and RVP as approvers
D. Configure a workflow approval task and e-mail to RSM and RVP
SFDC Sales Cloud Certification Test
142. UC would like to associate some Contacts with more than one Account
(e.g. 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?

A. Add the Contact to the Contacts Roles related list of the other Account(s)
B. Add the Contacts to the Partner related list on the second Account
C. Associate the Contact to other Account using lookup field
D. Clone the Contact record and add to the 2nd Account
SFDC Sales Cloud Certification Test
143. The VP of Sales at UC wants to be able to see a visual representation of
sales by month for each Account in the Salesforce 1 mobile app. What
should a consultant recommend to meet this requirement?

A. Embed a chart on the Account page, no other customization needed

B. Create a Visualforce page with an embedded chart component for each
Account
C. Create a dashboard component and use Chatter feed on the Account on
Salesforce 1
D. Embed a chart on the Account page and use a custom link to filter by
Account
SFDC Sales Cloud Certification Test
144. UC wants to restrict access to Accounts and Contacts. All users should be
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?

A. Set Account to public read-only and Contacts to private

B. Set Account to public read-only and Contacts to controlled by parent
C. Set Account to private and Contact to private
D. Set Account to private and Contacts to controlled by parent
SFDC Sales Cloud Certification Test
145. UC 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 is concerned the Contacts may have moved to another organization.
What should a consultant recommend to ensure that customer data is accurate?

A. Create a workflow rule for the Account and Contact owner to confirm Contact data
B. Create a Visualforce rule to mass e-mail Contacts and capture any e-mail bounces
C. Use a data cleaning tool and the stay-in-touch feature of Salesforce to e-mail the
contact
D. Use the data enhancement tool to verify that the Account and Contact data is up-
to-date
SFDC Sales Cloud Certification Test
146. UC has its sales rep enter a new Lead whenever they are prospecting a
new customer. When qualifying the new Lead, a new Opportunity must
be created to track the deal. What would a consultant recommend to
enforce data quality and accuracy? (Choose 3 answers).

A. Create an Apex trigger to perform a data quality check

B. Create validation rule on Opportunity
C. Map Lead fields to corresponding Opportunity field
D. Create Lead conversion process
E. Create validation rule on Lead
SFDC Sales Cloud Certification Test
147.UC has configured Salesforce to store all individual consumer Contacts under
a single Account called “Consumer”. The consumer business has grown to
more than 500,000 Contacts. Mass updates are no longer completed within
the defined timeframe and an increased number of errors are being reported.
What should a consultant recommend to improve the system performance?
(Choose 2 answers).

A. Add an index to the Account field on the Contact object

B. Enable person Accounts and migrate the data
C. Ensure that no single account has more than 10,000 Contacts
D. Remove the Account assignment for all objects
SFDC Sales Cloud Certification Test
148. UC wants to prevent sales users from modifying certain Opportunity fields when
the sales stage has reached Negotiation/Review. However, Sales Directors must be
able to edit these fields in case last minute updates are required. Which solution
should a consultant recommend?

A. Change the field level security for the sales rep to restrict field’s access based on the
sales stage
B. Modify the profile for Sales Directors to enable the “Modify All” object permission for
the Opportunities
C. Create a validation rule to enforce field access based on the sales stage and profile
D. Create a Workflow rule to enable field access for the Sales Directors based on sales
stages
SFDC Sales Cloud Certification Test
149. UC Credit department uses a 3rd party application for credit ratings. The credit department
manager needs 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 recommend to meet these requirements?

A. Create a formula field that uses a hyperlink function to launch the credit application and pass
the credit ID
B. Create a custom button that calls an Apex trigger to launch the credit application and pass
the credit ID
C. Create the workflow rule to launch the product fulfillment application and pass the credit ID
D. Create a custom credit ID field as an external ID on the Account object to launch the credit
application and pass the credit ID
SFDC Sales Cloud Certification Test
150. UC would like to record performance about the conference and people who attended
them. A Contact would potentially attend multiple conferences. UC would like to
display this information on the Contact page layout using standard configuration. How
can Salesforce be designed to meet the company’s requirement?

A. Use Campaign for conference and add Campaign member to record attendee
information
B. Create a custom object for conference and a custom lookup field to conference on
Contact
C. Use Campaign for conference and a custom object to record attendee information
D. Create a custom object for conference and a custom object to record attendee
information
SFDC Sales Cloud Certification Test
151.A partner at UC needs access to a report in the partner community to help
manage its Opportunities. How should Salesforce be designed to grant the partner
an appropriate level of access to the report?

A. Create an Opportunity list view and report folder, and share with all partner users
B. Create a Chatter group that allows a partner to post appropriate list view and report
C. Create an Opportunity list view and report folder in the partner communities for all
partners
D. Create a new tab in the partner communities to display the appropriate list view and
report folder
SFDC Sales Cloud Certification Test
152. UC 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 the customer does not see the earlier version of the proposal or the team
comments. Which solution should a consultant recommend to meet this requirement?

A. Upload the proposal in the private Chatter group accessible to the sales team and invite the
customer to join
B. Save the proposal as a Chatter file on the Opportunity record and add the customer as follower
C. Save the proposal as an attachment on the Opportunity record and share it with the customer
using the link
D. Upload the proposal as a Chatter file on the Opportunity record and share it with the customer
using a link
SFDC Sales Cloud Certification Test
153. When enabling the multiple currencies, what feature is enabled
on all Opportunities? (Choose 2 answers).

A. The selected currency is used for the Amount Converted field

B. User’s default currency overrides the specified Opportunities
currency
C. The selected currency is used for the Amount field
D. Currency must be specified for the Opportunity
SFDC Sales Cloud Certification Test
154. What actions can a consultant take during the project-planning
phase to ensure client stakeholder goals are met? (Choose 2
answers).

A. Establish a stakeholder committee and meeting schedule

B. Acquire the client stakeholder’s key performance indicators
C. Create scheduled dashboards to be sent weekly to all stakeholders
D. Ensure that project key performance indicators are profitable
SFDC Sales Cloud Certification Test
155. UC wants to improve Inside Sales sales productivity and it has
been advised to consider Salesforce Console for Sales. What use
case will satisfy this requirement? (Choose 2 answers).

A. Need to provide search results for Contact and Opportunity

B. Log Activity for each record
C. Need to chat with customer in real time with Chatter
D. Need to see records and related items as tabs under one screen
SFDC Sales Cloud Certification Test
156.UC implemented new quoting functionality for sales reps and needs to enable
the same functionality for its partners. How can this be accomplished?

A. Grant partner access to Quotes and add the Quotes related list to the partner
Opportunity page layouts
B. Enable Quotes and content in the partner portal to allow partners to store their
PDF quotes
C. Update the partner sales process to include stages for managing and submitting
partner Quotes
D. Create a custom Quote object to capture partner Quotes on Opportunities
separate from non-partner Quotes
SFDC Sales Cloud Certification Test
157. UC needs to show a dashboard with Forecast by Product family
with Quotas. What solution should a consultant recommend?

A. Customize quotas with product report and add necessary field

B. Create custom report with closed Opportunity, forecasting Leads
and Quotas
C. Create an analytic snapshot to capture the Opportunity forecast
D. Create custom report type with forecasting Quotas and forecasting
Leads
SFDC Sales Cloud Certification Test
158. UC uses a seven-step selling methodology. Each sales stage corresponds
with 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? (Choose 2
answers).

A. Assign 0% probability to the first sales stage

B. Instruct sales users to enter $0 for the Opportunity amount
C. Over-ride the forecast to be $0 for the first stage Opportunity
D. Configure the first stage with the omitted forecast category
SFDC Sales Cloud Certification Test
159. The management at UC noticed that the Lead conversion ratio
has remained the same for the hospitality industry despite an
increase in Lead creation. What steps can help determine the
issue?

A. Report on Lead source

B. Report on lead lifetime by industry
C. Campaign dashboard by industry
D. Industry performance dashboard
SFDC Sales Cloud Certification Test
160. 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 returns one widget. What is
the most effective method of recording the event in Salesforce?

A. Change the quantity value on the order product to four

B. Create a new sales product with quantity set to -1
C. Create a return order under returned orders
D. Create a custom field on the order product object
SFDC Sales Cloud Certification Test
161.UC has implemented Account hierarchies with a private sharing model. A sales
rep would like to give another user access to one of the Accounts she owns and
the three child Accounts. How can the sales rep provide this access?

A. Add the user manually to the parent Account team and each of the child Account
teams
B. Add the user to each child account team; visibility will then roll up to the parent
account
C. Add the user to a public group for that Account and share all child Accounts to this
group
D. Add the user to the Account team on the parent account; the child accounts will
inherit access
SFDC Sales Cloud Certification Test
162. Sales reps at UC 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?

A. Activities report on Accounts and Contacts the manager owns

B. Activities report on Accounts the manager owns
C. Activities report on Accounts, Contacts and Opportunities the manager
owns
D. Activities report on Accounts and Opportunities the manager owns
SFDC Sales Cloud Certification Test
163. The sales manager at UC wants to be informed when a Lead
created from the “Contact Us” form on the company website has
not been followed up within 24 hours of being submitted. What
Salesforce feature should the consultant use to meet the
requirement?

A. Send an e-mail using Lead escalation rule

B. Notify using publisher action
C. Send an e-mail using time-based workflow rule
D. Notify using Chatter on lead
SFDC Sales Cloud Certification Test
164. UC is deploying a formal sales methodology while implementing SF.
What should a consultant recommend to ensure the alignment of the
sales methodology and Salesforce? (Choose 3 answers).

A. Override SF user interface with the sales methodology user interface

B. Embed custom components within SF to support the sales methodology
C. Consider available sales methodology AppExchange applications
D. Develop data integration between SF and the sales methodology database
E. Configure SF standard and custom objects to support the sales
methodology
SFDC Sales Cloud Certification Test
165.UC has three sales divisions; hardware, software and consulting. Hardware and
software divisions follow a ten-step sales process. The consulting division follows
an eight-step division process and does not use the prospecting or perception
analysis stage during the sales cycle. Which solution should a consultant
recommend to meet this requirement? (Choose 3 answers).

A. Create record types

B. Create separate stage fields
C. Create separate page layouts - no because they have the same fields as far as we
know
D. Create sales processes
E. Define stage picklist values
SFDC Sales Cloud Certification Test
166.Universal Containers has a private sharing model. Sales reps own accounts
and would like to collaborate with relevant people from other departments
(e.g., marketing and product management). The role hierarchy has separate
branches for each department to facilitate reporting. What should a
consultant recommend to ensure collaborating team members can report on
and access relevant data in Salesforce? (Choose 2 answers).

A. Use manual sharing on Account to share specific records

B. Use Chatter to share records with relevant people
C. Use Account team to share records to relevant people
D. Use Opportunity team to share records with relevant people
SFDC Sales Cloud Certification Test
167.Universal Containers has a private sharing model and wants the ability to share
documents related to an Opportunity, such as Contracts and Proposals, with the
field sales team. How can the documents be shared efficiently and securely?

A. The documents should be uploaded to Chatter files and shared with the field sales
organization
B. The documents should be uploaded to a library that is shared with the field sales
organization
C. The documents should be uploaded to Chatter files from the Opportunity record
D. The documents should be emailed to the sales team on the Opportunity record
SFDC Sales Cloud Certification Test
168. Universal Container requires that Account plans be created for all Accounts. The
Account Plans have been set up as a custom object with a lookup relationship.
The sharing model is private for Account Plans. Universal Containers would like to
assign the same access to the Account Plan record as to the associated Account.
What solution should a consultant recommend for these scenarios?

A. Modify the Account Plans object to be in a master-detail relationship with Accounts

B. Create a trigger on Account Plans that adds a manual share automatically to the
Account owner
C. Create sales team users with read access to the Account Plans object
D. Apply manual sharing to the Account owner after each Account Plans record is
created
SFDC Sales Cloud Certification Test
169. The finance department of UC is noticing a decline in
profitability, which they attribute to an excessive number of
discounts on Opportunities. What can the finance department do
to monitor and control Opportunity discounting? Choose two
answers.

A. Run a report on Opportunities showing list price and discounted

price
B. Create a custom roll-up field to calculate the average product
discount for each customer
SFDC Sales Cloud Certification Test
170. Universal Insurance is a large insurance company with a
customer base that includes both individual consumers and
businesses. The company has implemented person accounts in
Salesforce. It has a custom object for policies that need to relate
to both person accounts and business accounts. What is the
minimum configuration on the policy custom object needed to
meet this requirement?

A. Create a master-detail Account relationship

SFDC Sales Cloud Certification Test
171. Sales management at UC would like to trade the following
information:
Number of open Opportunities in the current quarter by sales rep
Number of closed Opportunities in the last quarter by sales rep
What should a consultant recommend to meet these requirements?

A. Create an analytic snapshot

SFDC Sales Cloud Certification Test
172. UC wants to integrate a Sales Cloud solution with its accounting
system. Which standard objects are likely to be used in the
integration?

A. Accounts, Cases and Leads

B. Accounts, Leads and Opportunities
C. Accounts, Contacts and Leads
D. Accounts, Contacts and Contracts
SFDC Sales Cloud Certification Test
173.UC 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?

A. Create two sales processes, two opportunity record types, and a workflow rule
triggered by the opportunity amount
B. Create two sales processes, two opportunity record types, and a workflow rule
triggered by sales stage
C. Create two sales processes and a workflow rule triggered by opportunity
amount to assign a sales process
D. Create one sales process and a validation rule that evaluates opportunity
amount to determine the appropriate sales stage
SFDC Sales Cloud Certification Test
175. UC’s North American and European sales teams have different business requirements
related to creating new 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 other’s region-specific fields. What solution should a consultant
recommend to satisfy this scenario?

A. Create separate page layouts and record types for each of the regional sales teams
B. Utilize VisualForce to build an opportunity page that dynamically checks the user’s region
to determine which fields to display
C. Implement field-level security to allow access to fields for the respective regional sales
teams
D. Build a custom object with private sharing to capture the additional fields as a separate
record
SFDC Sales Cloud Certification Test
176. UC purchased a new marketing database list and wants to use it to run an email
campaign for the launch of a new product. The sales team will be responsible for
evaluating the respondents and identifying the decision maker before going through
the sales process with a prospect. What steps should a consultant recommend in
this scenario?

A. Create a campaign, qualify the respondents, and create Accounts and Contacts
B. Create both Account and Contact records then associate the Contacts to the
campaign
C. Create Leads, convert them to Opportunities, and qualify the respondents on the
Opportunities
D. Create a campaign, associate the Leads to the Campaign, and qualify the respondents
SFDC Sales Cloud Certification Test
177. Sales reps and partners of UC constantly complain about the poor
quality of lead data. Leads are owned by the VP 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 the lead data? Choose two answers.

A. Use tools like the Lead Import Wizard to identify and remove duplicates
B. Create a workflow notification when leads are created with poor quality
C. Use Data.com to clean the existing lead data and new data going forward
D. Import the lead data using the Find Duplicates wizard on the lead object
SFDC Sales Cloud Certification Test
178. UC has two sales divisions. Sales Division A’s customers are individuals and Sales
Division B’s customers are businesses. Each division’s sales reps have their own user
profiles, and person accounts are enabled. Sales Division B’s sales reps should not
be able to create person accounts, they should only be able to create business
accounts. What solution should a consultant recommend to meet these
requirements?

A. Remove person account record types from the Division B sales rep user profile
B. Use Divisions to hide person accounts from Division B sales rep user profile
C. Check the “Disable person accounts” permission on the Division B sales rep user
profile
D. Use field-level security to hide the “Is Person Account” checkbox from the Division B
sales rep user profile
SFDC Sales Cloud Certification Test
179. UC is experiencing a drop in profitability due to excessive sales
discounting. What can UC do to monitor and control discounting?
(Choose two answers)

A. Publish an approval matrix doc. to centralize repository

B. Limit the # of products that can be added to an Opportunity
C. Ensure that sales management has approval authority on requested
discounts
D. Evaluate the difference between listed price and discounted price on
Opportunities
SFDC Sales Cloud Certification Test
180. Due to recent organizational changes, UC is considering Territory
Management in its existing SF implementation. Which area of the
application should be evaluated before enabling Territory
Management? Choose two answers.

A. Whether multi-currency is enabled

B. The sharing model for Quotes and Orders
C. Whether customizable forecasting is enabled
D. The sharing model for Accounts and Opportunities
SFDC Sales Cloud Certification Test
181. UC will be using multiple environments to manage the
development, testing and deployment of new functionality to
sales users. Which deployment tool can be used to migrate
metadata across SF environments? Choose two answers.

A. Change sets
B. Force.com Excel Connector
C. Apex Data Loader
D. Force.com IDE
SFDC Sales Cloud Certification Test
182. UC is implementing the Sales Cloud to improve the sales team’s
ability to close deals. The org is global, sells products in different
currencies, and has different complex business processes within each
business region. Which training approach should be recommended
to optimize deployment success and promote user adoption?

A. Standardized course content delivered globally via Train the Trainer

B. Instructor-led classroom training customized for each region
C. Online, self-paced training for application end users
D. Standardized virtual training classes delivered by UC
SFDC Sales Cloud Certification Test
183. UC is deploying the Sales Cloud to 500 users. The
implementation team is planning an end-user support plan for the
first week of the implementation. Which item should be included
in the plan? Choose two answers.

A. Communication to customers about potential issues

B. 24-7 support from the IT team
C. Meeting schedule to review open issues and escalations
D. Process for users to report issues
SFDC Sales Cloud Certification Test
184. A consultant is working on a Sales Cloud implementation and the
client indicates the implementation will only be successful if every
sales user logs into SF three times a day. How should the
consultant proceed?

A. Finalize the requirements for a login report

B. Import an adoption dashboard from the AppExchange
C. Create a report to document the number of logins per sales user
D. Engage in a conversation about the underlying objective
SFDC Sales Cloud Certification Test
185.UC is launching a new product and has planned a number of marketing
activities to support the launch, including press releases, emails, webinars,
trade shows and customer conferences. Which solution should a consultant
recommend to meet these requirements?

A. Create a campaign for each activity and mark each campaign as inactive as the
events are created
B. Create multiple campaigns, add members, update the member status, and
associate with a parent campaign
C. Create an event for each activity against the lead records and update the status
to Complete
D. Create a single campaign and add an event on the campaign for each activity
SFDC Sales Cloud Certification Test
186. UC requires an Opportunity record type to be created upon lead
conversion. How can this requirement be met?

A. Create validation rules on the Opportunity record

B. Override the convert button to use custom lead conversion logic
C. Create validation rules on the account record
D. Make Opportunity stage a required field
SFDC Sales Cloud Certification Test
187. UC has identified two distinct selling methodologies that its
different sales teams must follow to close business after qualifying
a prospect. Which solution will meet this requirement? Choose
two answers

A. Define sales stages for each methodology

B. Create lead record types for each methodology
C. Create Opportunity record types for each methodology
D. Define a campaign code for each methodology
SFDC Sales Cloud Certification Test
188. UC is integrating SF with its accounting system. The accounting
system has a one-to-many relationship of addresses to accounts. The
IT Dept. needs to integrate all of the accounting system addresses
with SF. Current analysis indicates that, on average, each account
has five addresses. Which solution should a consultant recommend?

A. Build a custom object related to accounts to hold the addresses

B. Use the two standard address fields on the account object
C. Create five sets of address fields on the account object
D. Create a text field to populate with the account address data
SFDC Sales Cloud Certification Test
189. UC has two different groups who use accounts. The sales group needs
to populate 15 fields and use the fields on the account record. The
support group does NOT need to save the 15 fields on the account
record, but must be able to run reports on them. Which solution will
satisfy this requirement?

A. Create separate record types for the sales and support groups
B. Hide the fields through field-level security from the support group
C. Create separate page layouts for the sales and support groups
D. Create a custom object for the 15 fields with a master-detail relationship
SFDC Sales Cloud Certification Test
190.UC has recently migrated data from multiple legacy systems to a single SF
instance. Sales users are testing duplicate records in the new system, but UC
needs to restrict sales users from deleting data. Which solution should a
consultant recommend to solve this problem?

A. Archive duplicate records in a custom object that is inaccessible by sales users

B. Allow sales users to review and merge records that are considered duplicates
C. Create a custom profile that sales users can log into and delete the duplicate
records
D. Allow users to flag duplicates and define a process for an admin to review and
merge records
SFDC Sales Cloud Certification Test
191. UC sells to both individual consumers and corporations. Sales reps on
the enterprise sales team sell to corporations only and are reporting
that the consumer accounts are cluttering their search results, which
makes it difficult to effectively search the data. Which option should be
explored to help improve the user experience? Choose two answers.

A. Disable person accounts and treat the consumer accounts as contacts

B. Consider enabling the divisions feature
C. Evaluate whether a private sharing model with sharing rules can be
applied
D. Create a public group for the enterprise sales team
SFDC Sales Cloud Certification Test
192. UC would like to limit the types of Opportunities sales users can create,
but allow sales users to view Opportunities of any type. Which approach
will accomplish this?

A. Assign the same page layout to all record types to each sales user profile
B. Create a workflow rule to prevent sales users from selecting the incorrect
record type
C. Assign the appropriate Opportunity record types to each sales user profile
D. Set the OWD for Opportunities to private and create applicable sharing
rules
SFDC Sales Cloud Certification Test
193. Sales users at UC use MS Outlook to communicate with contacts. The System Admin
has installed Connect for Outlook to synchronize sales users’ data. Sales users are
reporting the issues listed below:
Duplicate Contact records are being created in Salesforce
Tasks and Events between Outlook and Sales do NOT match
Which synchronization configuration will address this issue?

A. One-way synchronization from Salesforce to Outlook for Contacts, and two-way

synchronization for Activities
B. Two-way synchronization between Salesforce and Outlook for all records
C. One-way synchronization from Outlook to Salesforce for contacts and two-way
synchronization for activities
D. One-way synchronization from Salesforce to Outlook for all records
SFDC Sales Cloud Certification Test
194. UC requires an Opportunity record type to be created upon lead
conversion. How can this requirement be met?

A. Create validation rules on the Opportunity record

B. Override the convert button to use custom lead conversion logic
C. Create validation rules on the account record
D. Make Opportunity stage a required field
SFDC Sales Cloud Certification Test
195.UC has set up a sales process that requires Opportunities to have associated
Product line items before moving to the negotiation stage. What solution should
a consultant recommend to meet this requirement? (Choose 2 answers).

A. Ensure that all sales reps have access to at least one Pricebook item when creating
Product lines
B. Configure the Opportunity record types to enforce Product line item entry before
selecting the negotiation Stage
C. Define a workflow rule that automatically defaults to a Pricebook and Product line
item when selecting the negotiation Stage
D. Configure a validation rule that tests the Has Line Item and Stage fields for the
correct condition