Salesforce Admin 201 - Sales Cloud Applications Questions and Answers 100% Correct

Salesforce Admin 201 - Sales Cloud Applications Questions and Answers 100% Correct Leads Not a customer yet but person / org/ company that is interested in working with your company. Ways to create Leads Manually Import wizard for leads (50,000 max) Web to Lead Lead Status' (not sure if accurate) 1. Open - not converted 2. Working - contacted 3. Closed - Converted 4. Closed - Notconverted Converted leads Creates 1. Account 2. Contact record 3. Opportuniy (optional if check mark is checked) Search Converted Lead - permission Once a lead is converted the lead is not searchable unless Admin has given user "View and Edit converted Leads" permission Accounts & Contacts Is an Org / individual or company involved with your Organization as a customer, competitor and partner (Already established relationship) Create manually or Import my Accounts & Contacts (max 500 records) Contact Any point of contact or individual or influencer associated with an Account. This can be related to multiple opportunities Opportunity Potential revenue generating deal / event that you want to track in Salesforce (won deals, lost deals) Opportunity Alert Sends a notification the first time an opportunity reaches a threshold. If threshold is 90% first time the record hits 90% probability notification is fired. If it goes higher it will not fire again. If threshold is 90% and probabilty goes above threshold (notification sent) then the customer backs off and probability is at 75% then back up to 95% another notification will be fired off. Big Deal Alert Orgs can use alerts that automatically send an email notification for opportunities with large amounts. Customize this alert to send an email when an opportunity reaches a threshold. Threshold consists of an opportunity amount and probability. Swift uses 1 million dollar and 100% probability Sales Process Contains the different stages an Opportunity follows through the sales cycle. Swift has 5 (interest, bid pursuit, finalist, close won, close lost) Similar Opportunities A related list on the Opportunities Object. Finds Opportunities that share common fields. Must be enabled by Admin and related list must be added to page layout. Predicting and Planning Sales Cycles 1. Forecast sales revenue 2. Plan and predict pipeline 3. Meet or exceed quotas Forecast is a revenue projection that aggregates individual opportunities into a total or summary, expressed in a dollar amount. Salesforce CRM Record Lifecycle - Steps 1. Marketing Administration - develop suitable campaigns to generate leads 2. Create Campaigns - has links to leads and opportunities 3. Validate leads gathered from campaigns 4. MQL Leads - quality leads ready to be contacted and converted 5. Accounts - the object that represents a lead's company 6. Contacts - stores information about people who work at the companies 7. Opportunities - contain information for every deal being tracked. 8. Activities - consists of tasks, events, calls and emails to track every customer interaction. 9. Sales Won/Lost - Opportunity information about final status of deal 10. Cases - customer relationships covering incidents and requests from Customers. Products Individual items that a company sells on opportunies and quotes. Can be created and associated with a price in a price book. Each of these can exist in many different price books with many different prices. Price Books -Contains products and their associated prices. -Each product with its associated price is referred to as a price book entry. -Can use standard or create custom. -Standard price book is automatically generated to contain a master list of all products and standard prices regardless of the custom price books that also contain them. Schedule Types Quantity - Outlines the dates, number of units, and number of installments for payments, shipping, or other use as determined by the organization Revenue - Outlines the dates, revenue amounts, and number of installments for payments, recognizing revenue, or other use. Lead Management Capabilities Can use assignment rules when creating or editing a lead. Can assign leads to users or queues based on assignment rules Without an assignment rule Leads from Web are assigned to the default lead owner. Web-Generated leads can be assigned by Web-to-Lead setup Admin can check a box to assign leads automatically using active lead assignment rule Lead Management - Importing Leads Leads can have lead assignment rules applied to them to automatically assign them to user or queues based on values in certain lead fields. (Ex. Product Interest is flatbed and region is west - assign to user: Troy Wallace) When importing records Admin can add Record Owner field to import file and assign leads that way. With no lead assignment rule or Record Owner field, imported leads are automatically assigned to the user doing the import. Lead Management - Create Leads Manually Creating a lead from the Leads tab automatically sets the logged in user as the Lead Owner Lead Management - Taking Leads from a Queue View a list of leads from a list view. Click the check box next to each lead and click the accept button. This will remove the lead from this queue and change ownership to the logged in user. Lead Management - Changing Ownership of a single lead Must have read/write sharing access View record - Click Change link next to the owner of the lead. Specify the name of the user or queue you want to assign lead to. Select the Send Notification Email box to send an automated email to the new lead owner. If the new owner is a queue and send notification email is check Salesforce send the email to all the queue members.