Focus on Force Exam Questions and Answers Already Passed
Scenario: Management has asked to see the opportunities being worked on and the likelihood of closing
to create the next year's budget - Answers Solution: Set up Forecasting to create a pipeline for
management
Scenario: MyPet Corporation launched a new line for its pet food products. The sales process for the
new line is different from the existing sales process of the older product line as there will be additional
sales stages to be added. What should the system administrator do to meet the requirements? -
Answers Solution:
- Create new opportunity Stage values.
- Add in a new Sales Process and Record Type dedicated to the product line.
- Create a new Path to display the stages on the record page.
Scenario: For opportunities valued at over $100k, additional stages of financial background and manager
approval are needed, but opportunities under $100k do not need these steps. - Answers Solution:
- Set up 2 different record types based on the opportunity value.
- Assign each record type a different Sales Process, with the appropriate stages.
Scenario: A customer is asking for pricing options, wanting to know prices for lower quality material and
higher end materials. - Answers Solution:
- Create two different quotes under the opportunity.
- Add the appropriate products to each quote.
Scenario: The company uses account teams, and each member of the team should get the appropriate
compensation based on their contribution to the opportunity. - Answers Solution: Setup Opportunity
splits so each team member gets credit.
Scenario: A customer wishes to cancel part of their order they placed last week. - Answers Solution:
Create a reduction order related to the original order.
Scenario: The company sells specific products, not contracts, and they want to track what each customer
orders. - Answers Solution: Use the orders object under accounts to track the purchases.
Scenario: The Sales Team has complained about the not having a way to view all opportunities sorted by
stage. They want to see categories of stages and have the ability to quickly update. - Answers Solution:
Set up a Kanban view for Opportunities. This will allow users to see the records categorized, as well as
quickly update with drag and drop.
,Scenario: Your Sales Team handles hundreds of Opportunities at a time. They've requested an easier
way to work through several records at once, vs using multiple browser tabs for each opportunity. -
Answers Solution: Set up a Sales Console. This will allow opportunities to be viewed within multiple tabs,
gives them recent record views, as well as a utility bar, all allowing for quicker access to multiple
records.
Scenario: Your company has specific steps for each stage of an opportunity, with actions needing to be
taken outside of Salesforce. - Answers Solution: Set up a Path on the opportunity. Mark key stages, and
in the Guidance for Success, outline the actions to be taken outside of Salesforce.
Scenario: Your executive team wishes to be notified for any potential deals valued at over 1 million. -
Answers Solution: Set up the Big Deal Alert. This will send notification to selected users (Executive team)
when the amount of a deal is above threshold set
Scenario: Your Sales Team managers review their open opportunities reports daily to check statuses. -
Answers Solution: Setup Update reminders and all users with direct reports will be sent a nightly report.
Scenario: It is important for your business line to track who may win a deal if you don't, and understand
your strengths on opportunities. - Answers Solution: Set up Competitors so each deal can have these
listed, with the competitors strengths and weaknesses.
Scenario: Your Sales Team works together on deals, pulling in each users specialities for deals. It is most
often the same group of users working together to close a deal. - Answers Solution: Set up Team Selling,
allowing users to be added in for assistance to specific deals when needed.
Scenario: The sales reps of an organization have to perform certain tasks in the Lightning Console for
Sales repeatedly, such as updating opportunity records and sending emails to customers. The Sales
Director is looking for a way to reduce the time spent by sales reps on such repetitive tasks. - Answers
Solution: The Macros utility can be added to the console app to allow reps to create and run macros that
can automate repetitive tasks in the console. Macros work on all objects that support quick actions and
have a customizable page layout.
Scenario: Sales reps of a cloud service provider use Sales Dialer to call prospects from Salesforce. A sales
manager is concerned about the low performance of the sales reps who work under him. He would like
to improve their selling techniques. - Answers Solution: Sales Dialer can be used by sales managers to
monitor the calls of users who are one level below them in the role hierarchy. They can identify the
strengths and weaknesses of their reps from the 'Monitor' tab in the call panel by silently listening to
their interactions. Based on the same, they can provide personalized coaching to improve their sales
performance.
Scenario: A sales rep often uses Sales Dialer to call customers and prospects. She would like to refer
back to important conversations in order to improve her selling techniques. - Answers Solution: Calls
made and received using Sales Dialer can be recorded from a button in the call panel. The sales rep can
,refer back to recorded calls to identify any weaknesses which can be eliminated to improve selling
techniques.
Scenario: Sales Dialer is currently being used by the sales agents of an organization, but its Sales Director
would like them to use a separate business line to make and receive calls. However, he would also like
them to get all the benefits of using Sales Dialer. - Answers Solution: The Call Bridge feature can be
utilized by sales agents to make and receive calls using their company phone. It allows receiving all the
benefits of using Sales Dialer while using a separate business line
Scenario: A sales rep is currently working on an opportunity. His sales manager would like him to work
together with two internal sales users and a partner user associated with a partner organization. All
users in the company use Lightning Experience. - Answers Solution: The partner user and the two
internal sales users can be included in an Opportunity Team in Lightning Experience to allow them to
work together on the opportunity
Scenario: A sales rep in an organization that uses Lightning Experience needs to create an opportunity
that includes several products and a product support subscription. She has just processed a similar
opportunity the previous day - Answers Solution: The sales rep can open the opportunity she created
the previous day and use the 'Clone with Related' button to clone the opportunity along with the related
opportunity products and line item schedule.
Scenario: The Sales Director of a company would like to view an overview of the sales performance of
the company during the current fiscal quarter. - Answers Solution: A sales executive dashboard can be
downloaded from the AppExchange. It would show key metrics including KPIs related to the sales
performance of the company during the current fiscal quarter.
Scenario: Cosmic Enterprises would like to identify high-quality leads in Salesforce using lead scoring.
However, the calculation of lead scores should be based on the company's successful conversion
patterns. - Answers Solution: Einstein Lead Scoring can be utilized. It uses data science and machine
learning to score leads based on the company's successful conversion patterns.
Scenario: Cosmic Travels recently started using Sales Cloud. It would like to identify how likely each
opportunity is to get closed by assigning a score to the opportunity based on positive and negative
influences. - Answers Solution: Einstein Opportunity Scoring can be used. It uses positive and negative
factors as well as objects such as Product, Quote, and Price Book to give each opportunity a score from 1
to 99.
Scenario: Sales reps of Cosmic Solutions would like to view important updates related to leads and
opportunity as soon as they log in - Answers Solution: A standard Lightning component called 'Assistant'
can be added to the Home Page for this use case. It shows important updates related to leads and
opportunities, such as overdue opportunities and leads assigned today.
Which fields does the default locale configuration impact? - Answers Format of:
- Date,
, - Time,
- Number,
- Phone Number,
- Name, &
- Address fields
What do business hours and holidays impact? - Answers Business hours and holidays are used in
calculations to determine when to escalate a case or when an entitlement milestone is reached.
What are the options to define fiscal years? - Answers Standard or custom fiscal years.
Standard fiscal years are based on a monthly structure and can start on any month.
Custom Fiscal years can use a different structure such as quarters.
What level of language support does Salesforce provide and how is a user's language setting controlled?
- Answers Salesforce offers a number of Fully Supported, End User and Platform Only languages.
The language on the Company Settings page is applied to new users, but it can be overriden in My
Settings.
What is the Salesforce API? - Answers The API (Application Programming Interface) is a way of accessing
Salesforce programmatically and is used by Data Loading and Integration tools.
What is the organization ID? - Answers A unique 15 character identifier that identifies each Salesforce
organization and is different in each environment. (ex: Development, Test, Production)
What time zone is used for new users? - Answers Default time zone on the Company Settings page
(users can override it in My Settings)
Why would multi-currency be used? - Answers - To add amounts in different currencies on records
- be able to forecast & report using the corporate currency or record currency.
Why would advanced currency management be used? - Answers Allows dated exchange rates to be
recorded to track the amounts when opportunities were closed.
Scenario: Management has asked to see the opportunities being worked on and the likelihood of closing
to create the next year's budget - Answers Solution: Set up Forecasting to create a pipeline for
management
Scenario: MyPet Corporation launched a new line for its pet food products. The sales process for the
new line is different from the existing sales process of the older product line as there will be additional
sales stages to be added. What should the system administrator do to meet the requirements? -
Answers Solution:
- Create new opportunity Stage values.
- Add in a new Sales Process and Record Type dedicated to the product line.
- Create a new Path to display the stages on the record page.
Scenario: For opportunities valued at over $100k, additional stages of financial background and manager
approval are needed, but opportunities under $100k do not need these steps. - Answers Solution:
- Set up 2 different record types based on the opportunity value.
- Assign each record type a different Sales Process, with the appropriate stages.
Scenario: A customer is asking for pricing options, wanting to know prices for lower quality material and
higher end materials. - Answers Solution:
- Create two different quotes under the opportunity.
- Add the appropriate products to each quote.
Scenario: The company uses account teams, and each member of the team should get the appropriate
compensation based on their contribution to the opportunity. - Answers Solution: Setup Opportunity
splits so each team member gets credit.
Scenario: A customer wishes to cancel part of their order they placed last week. - Answers Solution:
Create a reduction order related to the original order.
Scenario: The company sells specific products, not contracts, and they want to track what each customer
orders. - Answers Solution: Use the orders object under accounts to track the purchases.
Scenario: The Sales Team has complained about the not having a way to view all opportunities sorted by
stage. They want to see categories of stages and have the ability to quickly update. - Answers Solution:
Set up a Kanban view for Opportunities. This will allow users to see the records categorized, as well as
quickly update with drag and drop.
,Scenario: Your Sales Team handles hundreds of Opportunities at a time. They've requested an easier
way to work through several records at once, vs using multiple browser tabs for each opportunity. -
Answers Solution: Set up a Sales Console. This will allow opportunities to be viewed within multiple tabs,
gives them recent record views, as well as a utility bar, all allowing for quicker access to multiple
records.
Scenario: Your company has specific steps for each stage of an opportunity, with actions needing to be
taken outside of Salesforce. - Answers Solution: Set up a Path on the opportunity. Mark key stages, and
in the Guidance for Success, outline the actions to be taken outside of Salesforce.
Scenario: Your executive team wishes to be notified for any potential deals valued at over 1 million. -
Answers Solution: Set up the Big Deal Alert. This will send notification to selected users (Executive team)
when the amount of a deal is above threshold set
Scenario: Your Sales Team managers review their open opportunities reports daily to check statuses. -
Answers Solution: Setup Update reminders and all users with direct reports will be sent a nightly report.
Scenario: It is important for your business line to track who may win a deal if you don't, and understand
your strengths on opportunities. - Answers Solution: Set up Competitors so each deal can have these
listed, with the competitors strengths and weaknesses.
Scenario: Your Sales Team works together on deals, pulling in each users specialities for deals. It is most
often the same group of users working together to close a deal. - Answers Solution: Set up Team Selling,
allowing users to be added in for assistance to specific deals when needed.
Scenario: The sales reps of an organization have to perform certain tasks in the Lightning Console for
Sales repeatedly, such as updating opportunity records and sending emails to customers. The Sales
Director is looking for a way to reduce the time spent by sales reps on such repetitive tasks. - Answers
Solution: The Macros utility can be added to the console app to allow reps to create and run macros that
can automate repetitive tasks in the console. Macros work on all objects that support quick actions and
have a customizable page layout.
Scenario: Sales reps of a cloud service provider use Sales Dialer to call prospects from Salesforce. A sales
manager is concerned about the low performance of the sales reps who work under him. He would like
to improve their selling techniques. - Answers Solution: Sales Dialer can be used by sales managers to
monitor the calls of users who are one level below them in the role hierarchy. They can identify the
strengths and weaknesses of their reps from the 'Monitor' tab in the call panel by silently listening to
their interactions. Based on the same, they can provide personalized coaching to improve their sales
performance.
Scenario: A sales rep often uses Sales Dialer to call customers and prospects. She would like to refer
back to important conversations in order to improve her selling techniques. - Answers Solution: Calls
made and received using Sales Dialer can be recorded from a button in the call panel. The sales rep can
,refer back to recorded calls to identify any weaknesses which can be eliminated to improve selling
techniques.
Scenario: Sales Dialer is currently being used by the sales agents of an organization, but its Sales Director
would like them to use a separate business line to make and receive calls. However, he would also like
them to get all the benefits of using Sales Dialer. - Answers Solution: The Call Bridge feature can be
utilized by sales agents to make and receive calls using their company phone. It allows receiving all the
benefits of using Sales Dialer while using a separate business line
Scenario: A sales rep is currently working on an opportunity. His sales manager would like him to work
together with two internal sales users and a partner user associated with a partner organization. All
users in the company use Lightning Experience. - Answers Solution: The partner user and the two
internal sales users can be included in an Opportunity Team in Lightning Experience to allow them to
work together on the opportunity
Scenario: A sales rep in an organization that uses Lightning Experience needs to create an opportunity
that includes several products and a product support subscription. She has just processed a similar
opportunity the previous day - Answers Solution: The sales rep can open the opportunity she created
the previous day and use the 'Clone with Related' button to clone the opportunity along with the related
opportunity products and line item schedule.
Scenario: The Sales Director of a company would like to view an overview of the sales performance of
the company during the current fiscal quarter. - Answers Solution: A sales executive dashboard can be
downloaded from the AppExchange. It would show key metrics including KPIs related to the sales
performance of the company during the current fiscal quarter.
Scenario: Cosmic Enterprises would like to identify high-quality leads in Salesforce using lead scoring.
However, the calculation of lead scores should be based on the company's successful conversion
patterns. - Answers Solution: Einstein Lead Scoring can be utilized. It uses data science and machine
learning to score leads based on the company's successful conversion patterns.
Scenario: Cosmic Travels recently started using Sales Cloud. It would like to identify how likely each
opportunity is to get closed by assigning a score to the opportunity based on positive and negative
influences. - Answers Solution: Einstein Opportunity Scoring can be used. It uses positive and negative
factors as well as objects such as Product, Quote, and Price Book to give each opportunity a score from 1
to 99.
Scenario: Sales reps of Cosmic Solutions would like to view important updates related to leads and
opportunity as soon as they log in - Answers Solution: A standard Lightning component called 'Assistant'
can be added to the Home Page for this use case. It shows important updates related to leads and
opportunities, such as overdue opportunities and leads assigned today.
Which fields does the default locale configuration impact? - Answers Format of:
- Date,
, - Time,
- Number,
- Phone Number,
- Name, &
- Address fields
What do business hours and holidays impact? - Answers Business hours and holidays are used in
calculations to determine when to escalate a case or when an entitlement milestone is reached.
What are the options to define fiscal years? - Answers Standard or custom fiscal years.
Standard fiscal years are based on a monthly structure and can start on any month.
Custom Fiscal years can use a different structure such as quarters.
What level of language support does Salesforce provide and how is a user's language setting controlled?
- Answers Salesforce offers a number of Fully Supported, End User and Platform Only languages.
The language on the Company Settings page is applied to new users, but it can be overriden in My
Settings.
What is the Salesforce API? - Answers The API (Application Programming Interface) is a way of accessing
Salesforce programmatically and is used by Data Loading and Integration tools.
What is the organization ID? - Answers A unique 15 character identifier that identifies each Salesforce
organization and is different in each environment. (ex: Development, Test, Production)
What time zone is used for new users? - Answers Default time zone on the Company Settings page
(users can override it in My Settings)
Why would multi-currency be used? - Answers - To add amounts in different currencies on records
- be able to forecast & report using the corporate currency or record currency.
Why would advanced currency management be used? - Answers Allows dated exchange rates to be
recorded to track the amounts when opportunities were closed.
