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Q1. CORRECT TEXT
How do you 'manage the funnel'?
Answer: Ensure there is a sales methodology that supports the opportunitymanagement processEnsure that there is visibility of the forecast; consider customizable forecasting
Q2. What should you do when migrating Opportunities?
A. Determine ifyou need to load owner who are not current users
B. Always load all owners, including those who are not current users
C. Only load owners who are current users
D. Load all available data, including owners
Answer: A
Q3. CORRECT TEXT
How would you track campaign influence?
Answer: 1. Auto set influence of a campaign to an opportunity
2. Associate influential campaigns (to contact role) on oppty prior to close date 3.Measure influence timeframe (max #days between campaign first associated date and opty create date)
Q4. CORRECT TEXT
What is Salesforce to Salesforce?
Answer: Salesforce to Salesforce enables business collaboration both withinand across Salesforce organizations.
Q5. CORRECT TEXT
What are forecast categories?
Answer: Best Case includes amounts you are likely to close, closed/won opportunity amounts, and amounts in the Commit category Closed includes amounts for closed/won opportunities
Commit includes amounts you are confident about closing and closed/won opportunityamounts
Omitted means the amount does not contribute to your forecast Pipeline includes amounts from all open opportunities
Q6. Who is most interested in the alignment of sales and marketing?
A. Sales Reps
B. Sales/Marketing Managers
C. Sales/Marketing VP
D. IT
Answer: C
Q7. How do you create a new quote for a customer?
A. Select an Account and click "New Quote"
B. Click the Quotes tab, then click "New Quote"
C. Select an Opportunity, then click "New Quote"
D. Select aContact and click "New Quote"
Answer: C
Q8. Match this tip with its design consideration. "Users should not do things more than once because it takes time and may create dirty data"
A. Tab and field naming
B. Reduced clicks
C. Search
D. Record types and page layouts
E. Workflow rules and approvals
F. Minimizedredundant data entry
Answer: F
Q9. Sales reps must use the same system to manage calendars and todocument meetings.
A. True
B. False
Answer: B
Q10. What are the factors that influence salesmetricsdrive KPI's and form key business challenges?
A. Weak pipeline
B. Low productivity (sales rep)
C. Poor predictability (forecast)
D. Ineffective selling
Answer: A
Q11. CORRECT TEXT
What are the steps that describe the process map in sales and marketingorganizations?
Answer: Lead generation and qualification - opportunity conversion - revenue management (forecasting).
Q12. Which system would a contact center integrate with in order to provide field service agents with information needed to provide serviceat customer sites?
A. Telephony
B. Order Fulfillment
C. Enterprise Resource Planning (ERP)
D. Marketing
Answer: C
Q13. The native mass email functionality is not recommended for marketing.
A. True
B. False
Answer: A
Q14. Which pair of reports is best associated with the business driver "Manage the Funnel" ?
A. "# of Face-to-Face Meetings" and "# of DealsWon, Lost, and In-Progress"
B. "Stage Duration Age" and "Forecastby Sales Rep"
C. "Closed Opportunities by Lead Source" and "Reasons for Lead Disqualification"
Answer: B
Q15. CORRECT TEXT
What type of chart show's proportions of individual groups and displays numerical total?
Answer: A donut chart.