Cloud Kicks wants to improve its return on investment (ROI) by creating intelligent processes built on trusted, targeted data.
What is a justification for using AppExchange data services?
During a discovery session at Cloud Kicks, a major topic is highlighted that is outside the current statement of work (SOW). The addition to the project scope is necessary but will be difficult to
implement.
How should the consultant proceed?
Cloud Kicks (CK) is developing its organizational change management (OCM) and rollout strategy. The consultant has emphasized the value of leveraging the experiences of partners and customers within the Salesforce ecosystem.
Which resource should the consultant recommend to help CK reach its goal?
Cloud Kicks is implementing Sales Territories for its retail sales unit. The sales director is requesting a detailed roll-up forecast for territories.
What should the consultant recommend?
Sales reps at Cloud Kicks (CK) often receive important customer emails they want to log as records related to Contacts in Salesforce. CK has Office 365, as well as a policy that prevents users
from installing anything directly on their computers.
Which solution should a consultant recommend to meet this requirement?
The sales team at Cloud Kicks has been late meeting project deadlines and missed multiple meetings.
What should the consultant recommend to the project manager?
Universal Containers uses Sales Territories and is working with a consultant to reassign Accounts into new territories.
Which attribute of Sales Territories should the consultant consider when developing the new territory model?
The sales manager at Universal Containers has noticed that sales teams are having trouble understanding who should own an Opportunity. Sales teams base their sales opportunities on
assignments to specific ZIP codes.
Which solution should the consultant recommend?
Which prerequisite should the consultant consider before enabling Opportunity Splits?
A consultant is implementing a new Sales Cloud instance for Cloud Kicks (CK) that has a public sharing model for Accounts. Different sales reps own local accounts that create a multi-level Account Hierarchy. CK needs to see the total number of closed won opportunities and the revenue value for all accounts in the hierarchy when viewing a parent account.
Which recommendation meets this requirement?
Universal Containers (UC) has an Account Hierarchy of customer accounts, with parent accounts representing corporate headquarters and child accounts representing franchises. The VP of sales believes that many franchises are missing from UC's Sales Cloud org because sales reps are unaware of
them.
What should the consultant recommend to fill in the missing franchises?
Cloud Kicks (CK) requires its sales associates to record all interactions with prospects within Salesforce.
Which sales metric should a sales manager at CK use to monitor and reinforce its sales strategy?
Cloud Kicks wants to help its sales reps identify stalled opportunities in a single view.
Which solution should the consultant recommend to meet the requirement?
Cloud Kicks (CK) has recently rolled out Sales Cloud. CK uses an enterprise resource planning (ERP) system as its system of record for customer data. When an account has its first Closed Won
opportunity, the ERP system should be updated immediately from the account and opportunity records.
Which option should the consultant recommend to meet the requirement?
Northern Trail Outfitters had issues with its last two Salesforce deployments, both of which caused system downtimes that exceeded planned estimates. The CIO asked a consultant to develop a Risk Register to identify and mitigate these types of issues with future deployments. The CIO asked
the consultant to log the two previously known issues as a starting point for the register.
In which Risk category do these system downtime issues fall?
A small company has hired a consultant to plan its Sales Cloud implementation. The company wants to get up and running with Sales Cloud right away. The deadline has yet to be established and the requirements still need to be defined.
Which project management methodology should a consultant recommend to ensure the implementation is successful?
In a recent management meeting, the VP of sales voiced concern over the current economic environment. To better understand the effectiveness of its marketing efforts, the VP expressed a need to monitor and reduce churn going forward.
Which strategy should a consultant recommend to address the VP's concern?
Cloud Kicks (CK) wants to implement sharing rules.
Which consideration should the consultant explain to CK?
Cloud Kicks needs to set sales quotas for all sales reps.
Which solution should the consultant consider?
Cloud Kicks uses an external Enterprise Resource Planning (ERP) application to process its orders. The ERP application needs to receive data about opportunities when the opportunity closes.
Which solution should the consultant recommend?
Cloud Kicks is implementing Sales Cloud and has asked a consultant to create an architecture diagram of the system.
Which stage of the project lifecycle does this fall under?
Cloud Kicks uses Salesforce to manage business Accounts and Person Accounts. The sales director wants to associate Person Accounts to business Accounts and/or Contacts.
Which approach should the consultant recommend to meet these requirements?
Sales managers at Cloud Kicks need to show reports and dashboards with Opportunity Forecast by Product family with team Quotas.
Which solution should a consultant recommend?
Cloud Kicks (CK), a large global organization, is rolling out a complex Salesforce Release to its staff located in offices around the world.
Which approach should the consultant recommend that CK use for training this audience?
The Cloud Kicks pipeline and forecasting reports are inaccurate because sales reps are creating opportunities after they are already closed won. Sales management wants visibility into how often
the sales reps are creating these types of opportunities.
Which solution should the consultant recommend?
Cloud Kicks (CK) frequently works with contractors for marketing focus groups. These contractors change companies often, and CK wants to retain its company history through Accounts.
What should the consultant recommend?
Cloud Kicks is restructuring its sales teams to align with its product lines. Each sales rep will focus only on the accounts they've been assigned.
Sales reps will run specific product upsell processes.
Which action should the consultant take to support a successful sales team transition?
Sales reps at Universal Containers want to know when a customer or prospect contact opens an email the reps sent so they can follow up with the contact shortly afterward.
Which tool should a consultant recommend to meet the requirement?
Northern Trail Outfitters (NTO) finished implementing Sales Cloud for a mid-market sales team. Sales management wants to track data completeness.
Which common metric should the consultant recommend that NTO use to measure core Sales Cloud data?
Access to Opportunities at Cloud Kicks should be restricted.
Sales users should only have access to two categories of Opportunities:
* Opportunities they own
* Opportunities that are tied to accounts they own
Which action should a consultant take to meet the requirement?
The sales team at Cloud Kicks needs to track the number of retail locations for each of its leads. Once the lead is converted, the sales team wants to see the number of retail locations related to their
customers. The service team also wants to view this information.
What should the consultant do to meet this requirement?
Cloud Kicks (CK) has customers who are often involved with more than one company. CK wants to track these contacts on associated accounts without creating duplicate Contact records.
What should a consultant consider when enabling the Set Up Contacts to Multiple Accounts feature?
Universal Containers is using Collaborative Forecasts and wants to show sales reps their individual numbers for opportunities they are predicted to win based on amounts for all forecast categories
over the next quarter.
What should a consultant recommend to meet this requirement?
The leadership team at Cloud Kicks wants to improve the rate of user adoption of Sales Cloud.
Which option should the consultant recommend?
At a kickoff meeting for a new project, a consultant starts gathering information to be used in the project implementation plan.
They ask the participants to define what project success will look like.
Which strategy is the consultant using?
A consultant is addressing Cloud Kicks' performance measurement needs and overcoming challenges within Sales Cloud.
Which approach should a consultant adopt?
As part of a Sales Territories implementation, Cloud Kicks wants the user to manually search for a territory in an active territory model and
assign it to opportunities.
Which approach should the consultant recommend to meet this requirement?
Universal Containers (UC) deployed Sales Cloud 3 months ago to the North American sales teams. One of the reasons UC selected Sales Cloud is its mobile support which provides flexibility for sales reps.
How should the consultant assure UC's management that Sales Cloud is being successfully adopted on mobile devices?
Cloud Kicks has completed the discovery stage and leadership has aligned on the project's business goals.
What should the consultant formalize with stakeholders before moving on to the next project stage?
Sales reps at Cloud Kicks are responsible for creating leads manually and uploading leads. The marketing department has noticed that some leads are missing important information.
Which functionality should the consultant apply to ensure that the main fields are populated?
Cloud Kicks has recently hired a new inside sales team. Management wants to ensure that steps in the sales process are clear and adhered to by the team. Each step must have clear guidelines, support materials, and coaching tips.
What should the consultant recommend to support the new sales team and management?
Universal Containers (UC) notices a large increase in leads created overnight which exceed the daily limits. Upon examination, the leads appear to
be created by bots. UC uses a standard Web-to-Lead form without safeguards in place to limit spam on forms.
What should the consultant recommend as the first line of defense before republishing the form?
A consultant has successfully deployed Sales Cloud at Cloud Kicks.
What is the final step in completing an engagement?
Northern Trail Outfitters published detailed activity measures for its sales teams 6 months ago. The VP of sales has noticed that the number of sales activities reps have logged has increased to meet the new standards, but the actual number of booking activities remains low. The VP suspects that sales reps misunderstand the activity measures process.
What should the consultant recommend?
During the last requirements meeting, Cloud Kicks team members said they will be attending a conference next week.
What should a consultant do in response to this news?
Cloud Kicks has a large remote sales department working in many different locations. Management wants greater visibility into the opportunities in progress with their respective teams. They also
want to receive emails when opportunities reach key metrics (for example, stage progression) or a high probability. However, they want to control the frequency of their emails.
Which solution should a consultant recommend?
The sales department at Cloud Kicks is growing quickly. New sales executives want to prioritize interacting with contacts who make or influence the decision to purchase Sales Cloud.
What should the consultant recommend to document the decision- makers and influencers?
Cloud Kicks has enabled territory forecasts to see how expected revenue compares between sales territories, and to determine which territory has closed the most deals in a month. The territory hierarchy has three branches with child territories, where forecast managers may be assigned to a few
of them.
Which action can forecast managers perform?
Universal Containers (UC) is going to kick off a Sales Cloud implementation project next month. In preparation for discovery workshops with the business stakeholders, the project manager has
asked for a list of key topics the team wants to ask the client about prior to the workshop.
Which topics will help the team get to know UC better?
Universal Containers has been using Sales Cloud for the last 5 years to manage leads, accounts, contacts, and opportunities.
The SVP of sales recently attended a conference and learned about Sales Cloud Einstein features. The SVP is very interested in Einstein Lead Scoring and Einstein Deal Insights. The SVP hired a consultant to create an implementation immediately.
Which step should the consultant take first?
Each product engineer at Cloud Kicks supports a specific product line. There are five product lines. While sales reps sell all of the company’s product lines, sales management wants the appropriate product engineer to be able to automatically view any new Opportunity for their particular product line with Read-Only rights.
What should the consultant do to meet the requirement?
It is challenging for the sales operations team to provide Universal Containers with accurate and insightful reports due to the poor quality and high volume of Account, Contact, and Lead data. As
the team performs data cleansing, productivity has been impacted, leading to inefficiency and low adoption.
What should the consultant do first?