Salesforce CRT-251 Salesforce Certified Sales Cloud Consultant (SP24) Exam Practice Test

To allow users to manually search for a territory in an active territory model and assign it to opportunities, the consultant should recommend updating the user profiles with the Manage Territory permission. This permission enables users to search for and assign territories within an active territory model to opportunities, providing the necessary access and control for managing territory assignments. Ensuring that users have the correct permissions is crucial for successful territory management and assignment.

These answers will allow CK to sell its products in different currencies, as each custom price book can have a different currency and each product can have multiple prices in different currencies. The standard price book must have at least one price for each product in each currency that is used in the org.

Before enabling Opportunity Splits, it is essential to ensure that Opportunity Teams are enabled and that the opportunity owner is a team member. Opportunity Splits rely on the Opportunity Teams feature to function correctly, as splits are allocated among team members. Ensuring that the opportunity owner is part of the team guarantees that the splits are appropriately assigned and managed. This prerequisite is critical to setting up and using Opportunity Splits effectively.

Adding the Lead Score field to the Lead Page layout is a necessary step to fix the issue of pilot users not being able to view the Lead Score field on the Lead record page. The Lead Score field is a standard field that shows how likely a lead is to convert based on Einstein’s analysis of historical data and predictive factors. The Lead Score field must be added to the Lead Page layout for users to see it on their lead records. Assigning the Einstein Lead Scoring permission set is another necessary step to fix the issue, as it grants users access to view and use Einstein Lead Scoring features, such as Lead Score, Lead Score Insights, and Lead Score Field History Tracking.

The Split View option in Salesforce allows users to see a list of records on the left side of the screen while viewing the details of a selected record on the right side. This functionality minimizes navigation and clicks, enabling sales reps to efficiently cycle through their current opportunities and view all the details they need. It is designed to enhance productivity by providing quick access to information.

References:

Using Split View

Salesforce List Views and Split View

This solution will meet the requirement by allowing Universal Containers to divide the revenue of the closed Opportunities between sales reps that worked on the deal and credit technical sales managers for their support. Enabling Opportunity splits will allow sales reps to share credit for an Opportunity with other team members based on their contribution or involvement in closing a deal. Revenue splits will allow sales reps to divide a percentage of an Opportunity’s amount among team members who helped generate revenue for that Opportunity. Overlay splits will allow sales reps to give credit to team members who provided assistance or support for that Opportunity without generating revenue directly.

This is the approach that the consultant should recommend to allow the support agent to edit the Account, while still enforcing the Public Read Only OWD. Account teams are groups of users who work together on an account. Users can add themselves or others to an account team and specify different levels of access for each team member. By adding themselves to the customer’s Account team with Edit permissions, the support agent can update the Account information without changing the owner or the OWD. Verified References: [Account Teams]

Defining and submitting a change order for the new items is the best way to proceed when a topic is highlighted that requires additional work outside of scope during a Discovery session at Cloud Kicks. A change order is a document that describes changes to an existing project scope, deliverables, timeline, costs, or responsibilities that have been agreed upon by both parties involved in a project. A change order also specifies how these changes will affect the original project plan and contract terms. By defining and submitting a change order for the new items, the consultant can ensure that Cloud Kicks is aware of and approves of the additional work required and how it will impact their project.

Creating a Global Action to convert leads via the Salesforce mobile app allows sales reps to efficiently convert leads while on the go. This approach ensures that the functionality is easily accessible from the mobile interface, streamlining the lead conversion process for sales reps who are frequently traveling.

References:

Global Actions Overview

Setting Up Global Actions

Creating a junction object between Campaign and Opportunity is the best way to track which marketing activities influenced a customer to make a purchase. This junction object will allow you to track the influence of multiple Campaigns on a single Opportunity, which can be used to gain insights into which Campaigns are most effective.

Approach and Scope are two sections of a SOW that the consultant should discuss further with Cloud Kicks to meet the requirement of clearly stating who will train users on new features and how the training will be delivered. A SOW is a document that defines the project objectives, deliverables, timeline, costs, and responsibilities of both parties involved in a project. The Approach section describes the methodology and strategy that will be used to achieve the project objectives and deliverables. The Scope section defines the specific work items and activities that will be performed as part of the project, as well as any assumptions, exclusions, or dependencies. By discussing these two sections with Cloud Kicks, the consultant can specify who will be responsible for providing user training (e.g., consultant or client), what type of training will be offered (e.g., online or onsite), how many sessions will be conducted (e.g., one or multiple), what topics will be covered (e.g., new features or best practices), etc.

These are two considerations that the consultant should take into account when deciding on the timing of the release. Testing changes in a Full Sandbox can help ensure that the changes work as expected and do not cause any errors or conflicts in Production. Installing a new incentive management package along with Territory Management changes may introduce high risk to the deployment, as both changes can affect sales performance, reporting, forecasting, and compensation. It may be advisable to stagger the releases or perform them during off-peak hours to minimize the impact on users and business operations.

Selecting the Split View option from the ‘My Opportunities’ list view can help sales reps see all of their current opportunities and their full details with a minimal amount of navigation or clicks. The Split View option displays a collapsible panel on the left side of the screen that shows a list of records, such as opportunities, and a main panel on the right side that shows the details of a selected record. Sales reps can easily switch between different records by clicking on them in the left panel, without leaving or refreshing the page.

To migrate all the sales data into CK’s Salesforce instance, the consultant should recommend the following data migration sequence for the objects:

Accounts

Opportunities

Contacts

Products

Product Line Items

Cases

Leads

Campaigns

This sequence ensures that all the parent records are created before their child records, and that all the lookup and master-detail relationships are preserved. For example, an opportunity must have an account before it can be created, and a product line item must have an opportunity and a product before it can be created.

Sales quotas are the revenue or quantity goals that are assigned to users, teams, or territories for a specific time period. Quotas can be configured manually or imported from a CSV file, and they can be viewed and edited on the Quotas page or on reports. Quota attainment is the percentage of quota achieved by a user, team, or territory for a given period. Quota attainment can be compared with forecast amounts on the forecast page or on reports, to track the sales team’s performance against their goals.

When converted leads with high scores show little interest in purchasing, it indicates that the lead scoring model may not be accurately reflecting true purchase intent. Evaluating each record against the target marketing persona involves comparing the characteristics of the lead to an ideal customer profile, which helps in ensuring that the scoring is more aligned with actual buying intent. By refining the lead qualification process to better match the target persona, sales teams can prioritize leads that are more likely to convert into customers.

References:

Improving Lead Scoring with Personas

Lead Management Best Practices

Adding the user to a separate role at the lowest level of the role hierarchy ensures that the manual reviewer does not inadvertently gain access to other users' accounts through role hierarchy-based sharing rules. This setup confines the user's access to only those records explicitly assigned to them, maintaining data security and ensuring proper access control.

References:

Role Hierarchy Best Practices

Managing User Permissions

Einstein Activity Capture is a solution that automatically syncs emails and events between a user’s email and Salesforce without requiring any software to be installed on the user’s computer, making it compatible with CK's policy. It works with Office 365 and ensures that important customer emails are logged as records related to Contacts in Salesforce, providing an efficient and policy-compliant solution.

References:

Einstein Activity Capture Overview

Set Up Einstein Activity Capture

To meet the requirement of handing off qualified prospects from the marketing platform to the sales team, the consultant should recommend an integration with the marketing platform that creates leads in Sales Cloud. This integration ensures a seamless transfer of qualified leads from the marketing system to the sales system, enabling the sales team to follow up on these leads efficiently. Integrating the two platforms helps maintain data consistency and streamlines the lead management process.

Confirming that the custom matching rule is activated is the best way to resolve the issue of duplicate leads in Salesforce. A matching rule is a rule that defines how records are compared for duplicates based on fields and fuzzy logic. A custom matching rule is a matching rule that can be created and customized by users based on their needs and preferences. A custom matching rule must be activated before it can be used by duplicate rules or other features that prevent or allow duplicates. By confirming that the custom matching rule is activated, the admin can ensure that leads are matched according to their criteria and duplicates are detected and handled accordingly.

To drive adoption of Sales Cloud, Universal Containers (UC) should include the identification of change management champions as part of their plan. Change management champions are influential employees who can advocate for the new system, provide support to their peers, and help overcome resistance to change. Their involvement is crucial in promoting user adoption by demonstrating the benefits of the new CRM system and encouraging others to embrace it. According to Salesforce best practices, having internal advocates can significantly improve the success rate of CRM implementations.

Running the updated assignment rules in Planning State and viewing the accounts on the territory detail page is the best way to show sales operations what the data will look like after changing the territories. Assignment rules are rules that determine how accounts are assigned to territories based on criteria such as account fields, address fields, etc. Planning State is a mode of Territory Management that allows users to preview how changes to territories or assignment rules will affect account assignments before activating them. The territory detail page is a page that shows information about a specific territory, such as name, description, users, accounts, etc.

By running the updated assignment rules in Planning State, sales operations can see how accounts will be reassigned to new territories based on the ZIP codes. By viewing the accounts on the territory detail page, sales operations can verify the accuracy of the account assignments and make any adjustments if needed.

Dividing the development team into three units/tracks can help each line of business have dedicated resources and avoid conflicts or delays in delivering their solutions. This also allows each unit/track to have more autonomy and flexibility in managing their own projects and releases. Proposing a monthly executive steering committee can help align the business and technology stakeholders on the strategic direction, budget allocation, and development capacity of each line of business. This can also help resolve any issues or disputes that arise among different groups and ensure that the development team is not overloaded or underutilized.

Implementing sales processes that map to each Opportunity record type and creating Opportunity record types for each product line are the two actions that can meet these requirements. A sales process is a set of stages that represent the steps in your sales cycle for a specific product line or business unit. An Opportunity record type is a way to offer different business processes, picklist values, and page layouts to different users based on their profiles. By creating Opportunity record types for each product line and mapping them to different sales processes, sales reps can follow the product-specific sales cycle once they qualify a prospect.

These are the prerequisites for enabling Person Accounts in a Salesforce org, as stated in the documentation. Person Accounts are a special type of account that combines account and contact data into a single record. They are useful for B2C scenarios where individuals are customers rather than organizations.

This is how CK can revoke Opportunity team access on an ad-hoc basis. Opportunity teams are groups of users who work together on an opportunity and share access to it. Users can add or remove team members as needed, and specify different levels of access for each team member. By removing a user’s Opportunity team member, CK can revoke their access to the opportunity without affecting other team members or changing the sharing model. Verified References: [Opportunity Teams]

Building a custom report on Opportunity with custom summary formulas to show win/loss ratio is the best way to meet the requirement of measuring the win ratio for all of the sales associates. A custom report is a report that can be created and customized by users based on their needs and preferences. A custom summary formula is a formula that can be added to a report to calculate values based on the report data, such as sums, averages, percentages, etc. A win/loss ratio is a metric that measures the percentage of closed won Opportunities out of all closed Opportunities. By creating a custom report on Opportunity with a custom summary formula that calculates the win/loss ratio, managers can easily see the performance of their sales associates.

reCAPTCHA is a service that protects websites from spam and abuse by using a simple test to verify that users are human. By enabling reCAPTCHA verification in Web-to-Lead settings, the customer can prevent bots from submitting web-to-lead forms and creating unwanted leads.

The Lightning Usage App is a tool that provides insights into how users are adopting and interacting with Salesforce features, such as Salesforce Files and multi-factor authentication. The app includes dashboards and reports that show metrics such as file views, downloads, uploads, previews, shares, multi-factor authentication logins, and more. The app can help admins monitor user behavior and identify areas for improvement or training.

The Lightning Usage App in Salesforce provides insights into how users are adopting and using the Lightning Experience, including the Lightning Sales Console. It includes metrics such as daily active users, most visited pages, and feature usage. This tool is specifically designed to help administrators and consultants understand adoption patterns and areas that may need attention or additional training.

References:

Lightning Usage App Overview

Monitor Adoption with the Lightning Usage App

Multiple Forecast Types must be created and activated to enable forecasting for different product lines that have different sales stages. A Forecast Type is a set of settings that define how forecasts are calculated and displayed for a specific business scenario, such as product line, territory, or revenue type. A Forecast Type can use either standard or custom opportunity fields to group and filter forecast data, such as Type, Product Family, or Territory. The Forecast tab should be visible to easily view the forecasts, as it allows users to see their forecast amounts, quotas, adjustments, and categories in a single page. Users can also drill down into forecast details, compare forecasts with other users or periods, and submit or approve forecasts from the Forecast tab.

Setting up an External ID field on the Account object with Read Only on the field security settings for all profiles except the admin profile ensures data integrity between the data warehouse and Salesforce. An External ID field is a custom field that has the “External ID” attribute, meaning that it contains unique record identifiers from a system outside of Salesforce. By making it Read Only for all profiles except the admin profile, the field value can only be updated by the integration or by the admin, preventing any accidental or intentional changes by other users. The External ID field can also be used to match records during data import or update operations, avoiding duplicate records or incorrect data.

Creating an Opportunity History report for open pipeline Opportunities in a given date range is the best way to meet the requirement of providing visibility on sales pipeline changes on a monthly basis. An Opportunity History report is a report that shows how opportunities have changed over time based on historical data, such as stage, amount, probability, etc. An open pipeline Opportunity is an opportunity that has not been closed yet and has a positive amount and probability. A date range is a filter that limits the report data to a specific period of time, such as last month, this month, next month, etc. By creating an Opportunity History report for open pipeline Opportunities in a given date range, Universal Containers’ sales operations team can track and compare how the sales pipeline has changed from month to month based on different metrics and dimensions.

To show sales operations what the data will look like after the territory account assignments are changed, the consultant should run the updated assignment rules in planning State and view the accounts on the territory detail page. Assignment rules are used to assign accounts to territories based on criteria such as account location, industry, or revenue. By running the assignment rules in planning State, the consultant can preview the results of the rules without actually changing the account ownership or visibility. The consultant can then view the accounts on the territory detail page to see which accounts are assigned to which territories.

Changing the Account organization-wide defaults to Public/Read-Only will allow reps to view any Account but not edit them. Enabling Account Teams will allow owners to grant Read/Write access to specific reps who are responsible for those Accounts. This will ensure that only the relevant reps can edit the Accounts they are assigned to1

Viewing the territory forecasts as a single-page summary and sharing the forecast with any Salesforce user are two actions that forecast managers can perform. A territory forecast is a forecast that shows how much revenue is expected from a specific territory or group of territories. A single-page summary is a view of the territory forecast that displays all the territories in the hierarchy and their forecast amounts in one page. Forecast managers can use this view to compare and analyze the performance of different territories at a glance. Forecast managers can also share their forecasts with any Salesforce user who has access to the same forecast type, regardless of their role or territory assignment. This allows them to collaborate and communicate with other users about their forecasts.

These are the actions that can meet the requirement of restricting access to opportunities based on ownership and account association. Setting opportunity access on the role allows users to see opportunities owned by users below them in the role hierarchy, as well as opportunities associated with accounts they can access. Setting organization-wide defaults for opportunities to Private means that users can only access opportunities they own, unless they are granted access by other means, such as sharing rules or manual sharing. 

Using Process Builder to automatically submit approvals over a 5% discount and creating a two-step Approval Process with the RSM and RVP as approvers are two steps that can satisfy the requirements of approving discounts for the Shoe of the Month club. Process Builder is a tool that allows users to create processes that automate actions or tasks based on certain criteria or triggers. Approval Process is a process that requires one or more users to approve or reject records before they can be finalized or completed. By using Process Builder to automatically submit approvals over a 5% discount, Cloud Kicks can ensure that any opportunity for the Shoe of the Month club that has a discount greater than 5% is sent for approval without requiring manual intervention from sales representatives. By creating a two-step Approval Process with the RSM and RVP as approvers, Cloud Kicks can ensure that discounts greater than 5% are approved by regional sales managers (RSMs) and discounts greater than 10% are also approved by regional vice presidents (RVPs).

To assign territories in bulk to Opportunities, the consultant should run the filter-based Opportunity territory assignment. This feature allows users to apply territory assignments to a large number of opportunities based on specified criteria or filters. This method is efficient for bulk assignments and ensures that opportunities are accurately aligned with the appropriate territories based on predefined rules and conditions.

User stories are a way of capturing requirements using an Agile methodology. User stories describe what a user wants to do, why they want to do it, and how it will benefit them. User stories are written from the user’s perspective, using simple and clear language. User stories can help the consultant understand the customer’s needs and priorities, and deliver value in small and frequent increments. Verified References:

https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 19)

https://trailhead.salesforce.com/en/content/learn/modules/agile-development-with-salesforce-dx/write-user-stories

Shadowing, interviewing, and leading workshops are three approaches that a consultant can use to learn about and empathize with the customer. Shadowing involves observing how the customer performs their tasks and interacts with their systems. Interviewing involves asking open-ended questions to understand the customer’s goals, challenges, and pain points. Leading workshops involves facilitating group discussions and activities to elicit requirements, feedback, and solutions from the customer. Verified References:

https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 18)

https://trailhead.salesforce.com/en/content/learn/modules/consulting_skills_for_salesforce_professionals/discover-the-customer-situation

The best way for the consultant to present the information about how sales reps use Salesforce to work a deal is to utilize a Business Process Map. This map will provide an overview of the process, and can be used to explain how each step of the process works. Additionally, a Business Process Map can also be used to identify areas of optimization and improvement, as well as to document any changes that need to be made. A Sales Architecture Map, System Landscape Diagram, and Entity Relationship Diagram are not suitable for this purpose.

Gaining buy-in during the Analyze phase is the best way to avoid user adoption issues in the future when working on a new system at Cloud Kicks. Buy-in is the acceptance or support of an idea or proposal by stakeholders or decision-makers who have influence or authority over its implementation or outcome. The Analyze phase is a stage of a project where requirements are gathered and validated, business processes are mapped and optimized, and solutions are designed and evaluated. By gaining buy-in during the Analyze phase, the consultant can ensure that the new system meets the needs and expectations of the users and stakeholders, and that they are involved and engaged in the project from the start. This can increase user satisfaction and adoption of the new system.

This is the recommended data migration sequence for the objects because it follows the order of dependencies and relationships among them. Accounts should be migrated first because they are the parent object of many other objects. Opportunities should be migrated next because they are related to Accounts and Products. Contacts should be migrated after Accounts because they are also related to them. Products should be migrated before Product Line Items because they are the parent object of them. Product Line Items should be migrated after Opportunities and Products because they are related to both of them. Cases should be migrated after Accounts and Contacts because they are related to them. Leads and Campaigns can be migrated last because they are not dependent on other objects2

Configuring Path by checking the key field required checkbox can ensure that opportunity stage reports always contain the data managers expect, as it makes certain fields mandatory for users to fill in before they can move an opportunity to a specific stage. Path is a feature that guides users through a set of stages for a particular business process, such as opportunity sales stages. Users can see key fields and guidance for each stage, and update them as they progress along the path. Marking fields as required on the page layout can also ensure that opportunity stage reports always contain the data managers expect, as it prevents users from saving an opportunity record without entering values for those fields. Page layouts control how fields, related lists, and other components are arranged on a record detail or edit page.

Updating a custom field using automation and creating a report and dashboard are the two steps required to create a solution for showing the percentage of opportunities in a certain stage that were eventually closed won. A custom field is a field that can be added to an object to store additional information that is not available in the standard fields. Automation is a way of executing actions or tasks based on certain criteria or triggers, such as workflows, process builder, flows, etc. A report is a tool that displays data from one or more objects in a tabular or graphical format. A dashboard is a tool that displays data from one or more reports in a visual way, such as charts, gauges, tables, etc.

By creating a custom field on the Opportunity object that stores the stage value when the Opportunity is closed won or closed lost, and updating this field using automation whenever the stage changes, sales managers can track the original stage of each closed Opportunity. By creating a report and dashboard that show the percentage of closed won Opportunities by their original stage, sales managers can see how effective each stage is in leading to successful deals.

Contact roles on the Opportunity object allow sales executives to identify the contacts who are involved in the sales process and their roles, such as decision maker or influencer4. This helps sales executives prioritize their interactions with existing contacts and track their influence on the opportunity.

To troubleshoot the issue of not being able to activate all Sales Cloud Einstein features, the consultant should confirm that users have the necessary feature licenses assigned. Without the appropriate licenses, users will not be able to access or activate certain Einstein functionalities. Ensuring that all required licenses are correctly assigned is a crucial step in enabling full functionality.

References:

Sales Cloud Einstein License Management

Assigning Feature Licenses

To ensure data quality when migrating prospects from a marketing application to lead records in Salesforce, it is best to migrate only qualified prospects. Qualified prospects are those that have met certain criteria indicating they have a higher likelihood of becoming customers. This approach reduces the volume of data that needs to be managed and focuses the sales team's efforts on leads with the highest potential. Salesforce's best practices for data migration emphasize the importance of migrating clean, relevant, and high-quality data to maintain system efficiency and effectiveness.

When implementing sharing rules, the consultant should explain the following considerations to CK:

CK can expand access beyond the organization-wide default levels with sharing rules. Sharing rules are used to grant additional access to records based on record ownership, criteria, or territory.

Organization-wide defaults must be Public Read Only or Private to create sharing rules. Sharing rules cannot be created for objects with Public Read/Write or Public Read/Write/Transfer organization-wide defaults.

When multiple sharing rules are assigned, the user is assigned the least restrictive access. For example, if one sharing rule grants Read-Only access and another sharing rule grants Read/Write access to the same record, the user will have Read/Write access.

Adding a standard dashboard for Sales Cloud Einstein is the best approach to showcase the effectiveness of Einstein Lead Scoring. Salesforce provides pre-built Einstein Analytics dashboards that offer insights into lead scoring performance, helping the VP of sales visualize how lead scoring impacts the sales process. These dashboards include metrics and trends that demonstrate the value and accuracy of the Einstein Lead Scoring implementation.

References:

Sales Cloud Einstein Analytics

Einstein Analytics Dashboard for Lead Scoring

"Release in a Box" is a comprehensive communication tool provided by Salesforce to help organizations prepare for upcoming releases. It includes presentations, feature summaries, and other resources to effectively communicate changes and new features to leadership teams, stakeholders, and end users. This option provides a structured approach to preview and plan for new releases, ensuring that all parties are well-informed and prepared.

References:

Release in a Box

Preparing for Salesforce Releases

When troubleshooting why some leads are routing to the default lead owner after an update to the Web-to-Lead form, the consultant should validate that the new picklist values are part of the Lead assignment rule criteria. Lead assignment rules determine how leads are routed based on specified criteria. If the new picklist values are not included in these criteria, leads with those values will not match any rule and will be assigned to the default lead owner. Ensuring that all picklist values are accounted for in the assignment rules is crucial for proper lead routing.

When emails sync by Einstein Activity Capture, the matching to Sales Cloud records is based on the standard Email field. Einstein Activity Capture automatically associates emails and events with the correct Salesforce records by looking at the email addresses of the recipients. The standard Email field on Contact, Lead, and User objects is used to make these associations, ensuring that activities are accurately reflected in the related records.

Showing a leaderboard on the regional sales dashboards highlighting account executives who have held the most prospect meetings is an action that would help support the sales teams and foster friendly competition between them. A leaderboard is a visual display that shows the ranking of individuals or groups based on a certain metric or performance indicator. A regional sales dashboard is a tool that shows data from one or more reports related to a specific region or market in a visual way, such as charts, gauges, tables, etc. A prospect meeting is an activity that represents an interaction with a potential customer who has shown interest in a product or service. By showing a leaderboard on the regional sales dashboards highlighting account executives who have held the most prospect meetings, the new employee can motivate and incentivize the sales teams to increase their prospecting efforts and activities, which can lead to more sales.

When enabling the Set Up Contacts to Multiple Accounts feature, it is essential to designate a default account as the Contact's primary account. This ensures that the primary relationship is clear, while still allowing the Contact to be associated with multiple accounts. Salesforce supports this feature natively, which eliminates the need for creating a custom junction object. By designating a primary account, you ensure data consistency and clarity in reporting and account management.

To show reports and dashboards with Opportunity Forecast by Product family with team Quotas, creating a custom report type that includes Forecasting Quotas and Forecasting Items is the recommended solution. This custom report type allows sales managers to generate detailed reports that combine information about forecasted opportunities and the quotas set for the team, providing a comprehensive view of performance by product family.

References:

Custom Report Types

Forecasting in Salesforce

According to the Salesforce Sales Cloud Consultant Study Guide, in order to support multiple currencies in Salesforce Opportunities and forecasting, each currency requires its own custom price book. It is not necessary for each user to select their personal currency or for every currency price to be added to all of the products in the standard price book.

To sell to both consumers and businesses with different Stages, the consultant should use Sales Processes and Record Types. A Sales Process is a set of stages that an opportunity goes through as it moves from creation to closure. A Record Type is a way to offer different business processes, picklist values, and page layouts to different users based on their profiles. By creating different Record Types for consumer and business sales, the consultant can assign different Sales Processes and page layouts to each Record Type. This way, the consumer sales team and business sales team can use different Stages for their opportunities.

When Partial and Full sandboxes are unavailable, the consultant should recommend creating a new Developer sandbox and populating it with data for testing. A Developer sandbox provides a copy of the configuration (metadata) from the production environment and can be used to perform testing. While it has a limited data storage capacity, test data can be created or imported to simulate real-world scenarios. This approach ensures that the changes and updates are thoroughly tested before go-live.

To help sales reps see how contacts relate to each other and understand the reporting structure within large accounts, the consultant should recommend using the Contact Hierarchy feature. Contact Hierarchy provides a visual representation of the relationships between contacts within an account, showing the reporting structure and connections. This feature is particularly useful for managing complex accounts with multiple contacts and understanding their organizational structure.

To display the total amount of all the open opportunities related to the account on the Account page layout while using Advanced Currency Management, the consultant should use a record-triggered flow to set the value on the account. Advanced Currency Management complicates the use of standard roll-up summary fields due to multiple currency rates. A record-triggered flow can be configured to calculate the total amount of open opportunities and update a custom field on the Account record accordingly, ensuring the displayed amount is accurate and up-to-date.

A communication plan is a document that outlines the objectives, methods, frequency, and stakeholders of project communication. It is essential for ensuring that everyone involved in the project is on the same page and aware of their roles and responsibilities. If the sales team at Cloud Kicks has been missing deadlines and meetings, it may indicate that there is a lack of communication or alignment between them and the customer. Therefore, the consultant should recommend revisiting the communication plan and setting up more frequent touch points with the customer to monitor progress, address issues, and manage expectations.

These are two Salesforce features that can help meet the requirement of returning or reducing the quantity of activated orders. An order is a confirmation of a sale that lists products sold or services rendered to a customer, along with prices and terms of delivery or service. An order can have different statuses, such as Draft or Activated. Some features that can help manage orders are:

Zero Quantity Orders: This feature allows users to create orders with zero quantity for products that are returned or canceled by customers. Zero quantity orders can be used to track returns or cancellations without affecting inventory levels or revenue forecasts.

Reduction Orders: This feature allows users to create orders with negative quantity for products that are reduced or partially returned by customers. Reduction orders can be used to track reductions or partial returns without affecting inventory levels or revenue forecasts.

Schedules on the Product object allow users to track the revenue and quantity of products over time, such as for subscription or installment payments. Schedules can be enabled for any product that has a schedule type of Revenue or Quantity, and they can be customized to match the payment terms of each opportunity.

Advanced Currency Management allows you to specify different conversion rates for different time periods, such as monthly or quarterly, and use them in reports and forecasts. This can help you generate accurate reporting that reflects the currency fluctuations over time. Org-wide reporting can also display deal values in different currencies based on the user’s preference or the corporate currency. Verified References:

https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 14)

https://help.salesforce.com/s/articleView?id=sf.admin_currency.htm &type=5