Salesforce Basic Trial 2

Question 1

Define leads.

Answer 1

Leads are people and companies that you have identified as potential customers.

Question 2

Identify 3 advantages to using leads.

Answer 2

• Better track, report on, and target marketing campaigns to prospective customers
• Concentrate on the potential deals most likely to close
• Help addresses silos by helping everyone work more efficiently

Question 3

How can leads be added into Salesforces?

Answer 3

• Importing a file
• Automatic process (E.g. Web-to-Lead)

Question 4

Identify the purpose of the following tabs: Campaign History, Details, Activity, News and Chatter

Answer 4

• If the lead is involved in any marketing campaigns, they are listed in theCampaign Historyfor the lead.
• Review the lead’sDetailstab to find and update information about the lead.
• Use the lead’sActivitytab to log your calls and emails to help you remember what you talked about and how the lead responded. Plan for the future by creatingTasksorEvents.
• Use the lead’sNewstab to check the latest news for the lead’s industry. Sign in with your Twitter account to find and follow the lead’s Twitter feed.
• Connect with your coworkers to ask questions, seek advice, or provide information on the lead’sChattertab. The Chatter feed for the record also shows when you create activities.

Question 5

Explain the process that happens in Salesforce when you convert a lead.

Answer 5

When you convert a lead, Salesforce uses the information stored in the lead record to create a business account, a contact, and an opportunity. If you’ve enabled person accounts and the lead record didn’t include a company name, the lead is converted into a person account and an opportunity.

Question 6

Identify the 5 stages in a Sales Pipeline in Salesforce.

Answer 6

• Prospecting
• Proposal/Price Quote
• Negotiation/Review
• Closed/Won
• Closed/Lost

Question 7

Account team members vs. Opportunity team members

Answer 7

Account team members are expected to form a long-term relationship with a customer, an opportunity team is a temporary group.

Question 8

Explain the different types of revenue splits within a team and who can control the splits.

Answer 8

• 2 kinds of splits:
• Revenue splits: always total 100% of the opportunity amount.
• Overlay splits: credit supporting
  team members (can be over 100%), and does not count towards revenue split on the same opportunity
• If you’re the opportunity owner or above the owner in the role hierarchy, you can add and adjust splits on an opportunity.

Question 9

Explain when the significance of the Kanban card’s warning symbol.

Answer 9

If an opportunity does not have any upcoming tasks or events. This is to let you know that you might need to set an activity so your deal doesn’t stall out.

Question 10

Explain what is a report.

Answer 10

• A report is a list of records (like opportunities or accounts) that meet the criteria you define.
• Every report is stored in a folder. Report folders determine how reports are accessed, and who can access them to view, edit, or manage. Folders can be public, hidden, or shared. You control who can access the folder.

Question 11

Explain what is a report type.

Answer 11

• Template (E.g. Accounts, Leads, Products, Opportunities with Projects)
• Customer Report Types available but must be created by Admin (E.g. Leads as the primary object and Activities as the related object)

Question 12

Explain what is a dashboard.

Answer 12

• Visual display of key metrics and trends for records in your org.
• Each dashboard component is based on a single source report. E.g. you can use Report A for the bar chart, and report B for the pie chart.
• Also stored in folders. To view the individual dashboard components, you also need access to the underlying reports.

Question 13

Explain the different types of dashboard access.

Answer 13

• Me
• Another Person
• Dashboard viewer (dynamic dashboards)
• Let dashboard viewers choose whom they view the dashboard

Question 14

Explain the different types of filters that can be applied to reports.

Answer 14

• Standard Filter
• Field Filter
• Filter Logic
• Cross Filter
• Row Limit

Question 15

Explain how to lock filters.

Answer 15

• If you don’t want anyone to change the filter value on the report run page, select the “Locked” checkbox on the filter and click apply.

Question 16

Explain the 3 types of reports.

Answer 16

• Tabular Report
• Summary Report
• Matrix Report

Question 17

Identify the 2 source reports you CANNOT use in a dashboard component.

Answer 17

• Joined Report: A joined report isa Salesforce report that allows you to show data that share a relationship with one or more objects. Joined reports are often used when objects are not in parent-child relationships, such as Accounts and Opportunities.
• Historical Trend Report