Salesforce Sales Cloud Consultant Exam Practice Test Instant Access

Question 1

During the Discovery phase of a Sales Cloud implementation, which step should a consultant complete to prepare for a successful engagement?

ASet project milestones.

BCreate the implementation plan

CDefine sales processes

Answer : C

In the Discovery phase of a Sales Cloud implementation, it is essential to define the sales processes that will be supported in Salesforce. This step involves understanding the specific stages and steps within the organization's sales cycle and ensures that Salesforce will be configured to align with these processes. Defining sales processes is foundational for creating a solution that meets business needs and is aligned with user expectations, as it impacts subsequent configuration, training, and adoption efforts.

Question 2

A consultant has conducted discovery sessions with Cloud Kicks stakeholders and is ready to begin gathering use cases for deal processes.

Which group should provide content for the use cases?

ABusiness development team

BLeadership team

CFinance team

Answer : A

The business development team is typically involved directly with deal processes, as they are responsible for prospecting and managing new business opportunities. They have first-hand insights into the workflows, challenges, and interactions that are part of the sales process. Gathering use cases from the business development team ensures that the implemented solution will address the actual needs and scenarios encountered during sales activities.

According to Salesforce's best practices, involving the business development team helps align the solution with real-world practices and provides actionable insights to build effective deal processes.

Question 3

The sales director of retail products at Cloud Kicks wants to allow sales reps to clone orders to avoid repetitive tasks.

Which guideline should a consultant consider when cloning an order with products?

AA cloned order must have a later end date from the associated contract.

BA cloned order must be associated with the same contract as the original order.

CA cloned order's start date must fall between the associated contract's start and end dates.

Answer : C

When cloning an order with products, Salesforce enforces guidelines to ensure the cloned order's dates are valid relative to the contract it is associated with. Specifically, the cloned order's start date must be within the contract's start and end dates. This ensures that the cloned order remains aligned with the terms of the contract and is valid for fulfillment under the existing contract constraints. This rule maintains consistency and accuracy in order and contract management.

For more on order and contract management, review Salesforce's Order Guidelines.

Question 4

Universal Containers recently implemented Sales Cloud. Stakeholders want insights into how logging interactions with customers impacts the number of won sales deals.

Which report should the consultant create to meet the requirement?

AClosed Won Opportunities by the sales team

BClosed Won Opportunities by Account

CClosed Won Opportunities with Activities

Answer : C

To understand the impact of logging interactions on won sales deals, a report that includes 'Closed Won Opportunities with Activities' would be most appropriate. This report type allows for insights into how recorded activities (such as calls, emails, and meetings) correlate with opportunities that resulted in closed won deals. By analyzing this data, Universal Containers can identify patterns or trends related to customer interactions and their effect on successful sales outcomes.

For additional details, refer to Salesforce's documentation on Reporting on Activities and Opportunities.

Question 5

Cloud Kicks (CK) is planning to use Person Accounts to maintain information on its retail customers. CK likes to track connections among customers to capture household relationships, referrals, and so on. One customer can have many relationships.

What should a consultant consider when implementing Person Accounts and supporting many relationships between customers in Salesforce?

AUse Contact for retail customers and use Accounts to maintain relationships.

BEnable Contacts to Multiple Accounts to create indirect relationship between two or more Person Accounts.

CCreate a custom field to establish relationships and create hierarchies among Person Accounts.

Answer : B

When using Person Accounts in Salesforce, the 'Contacts to Multiple Accounts' feature allows for creating connections between Person Accounts, effectively enabling the tracking of indirect relationships such as household relationships and referrals. This feature facilitates linking a single contact (or Person Account) to multiple accounts, which can represent different relationship types. It is particularly suited for Cloud Kicks' need to capture various types of customer relationships, making it more flexible and scalable for relationship tracking among retail customers.

Refer to the Salesforce documentation on Contacts to Multiple Accounts for more information on using this feature with Person Accounts.

Question 6

Sales leadership at Universal Containers is concerned that sales reps are negotiating deals with contacts without the authority to make a decision, resulting is lost deals.

What should the consultant recommend to resolve the issue?

AAllow sales reps to mark the contact on each opportunity as ''Primary'' to indicate the decision maker.

BRequire sales reps to add the stakeholder as the decision make on each opportunity before the rep can progress the stage.

CEnable Opportunity Teams so sales reps can track the decision maker for each opportunity.

Answer : B

To avoid lost deals due to negotiating with non-decision makers, requiring sales reps to identify and designate a contact as the decision maker on each opportunity ensures that the appropriate stakeholders are involved. This approach enforces the validation of the decision maker role, which can help prevent deals from stalling or being lost due to lack of authority on the contact's part. Salesforce allows configuration of required fields or processes to make sure critical information is captured before advancing stages, helping align the sales process with effective decision-making structures.

Refer to Salesforce's Opportunity Contact Roles documentation for further insights on managing contacts in opportunities.

Question 7

A consultant is preparing to release an updated version of a sales process they have been working on for an existing Sales Cloud client.

Which action should the consultant take first to ensure a smooth rollout for the sales team?

AConduct a series of informational sessions with the sales team to explain the benefits of the new sales process and address common questions in an online FAQ.

BImplement a program to incentivize users and publicly reward early adopters to motivate others and create a sense of competition within the sales team.

CCreate a plan for implementation, drive awareness with the sales team, design training and coaching programs, update and document workflows, and measure success.

Answer : C

To ensure a smooth rollout of an updated sales process, Salesforce best practices recommend a structured approach that includes planning, awareness, training, and continuous measurement. This option emphasizes a comprehensive strategy that covers all aspects necessary for successful change management. Starting with a detailed implementation plan, followed by creating awareness, designing relevant training and coaching programs, updating workflows, and establishing metrics for success, this approach addresses the holistic needs of the sales team. It helps in minimizing resistance to change and ensures the new process is effectively adopted.

More details can be found in Salesforce's Change Management Documentation for implementation best practices.

Salesforce Sales Cloud Consultant Salesforce Certified Sales Cloud Consultant Exam Practice Test