Northem Trell outfitters (NTO) wants controlled access for Its users allowing them to see all accounts, but only make changes to the accounts they own and the contacts within those accounts.
How should NTO set its default access for accounts and contacts? Set accounts to public read-only and contacts to controlled by parent. Set accounts to public read-only and contacts to private. Set accounts to private and contacts to prlvate. Set accounts to private and contacts to controlled by parent.
Northern Trail Outfitters' European and Asia Pacific sales teams have different business requirements on how to create new opportunities. The teams must configure a set of geographically-specific fields relevant only to their team as well as common fields that both teams will utilize. Additionally, each team should NOT be able to report on the other's region-specific fields.
What solution should be recommended? Implement fleld-level security to allow access to fields tor the respective regional sales teams. Create separate page layouts and record types for each ct the regional sales teams. Build a custom object wltn private snarlnq to capture the adältlonal flelds as a separate record. Utilize Visualforce to build an opportunity page that dynamically checks the user's region to determine which fields to display.
Northern Trail Outfitters wants a visual representation in the Salesforce Mobile App of each account's sales by month.
What should be recommended? Embed a chart on the account page; no other customization is needed. B. O Create a dashboard component and use a Chatter feed on the account in Salesforce. Embed a chart on the account page and use a custom link to filter by account. Create a Visualforce page With an embedded chart component for each account.
Northern Trail Outfitters (NTO) wants to record information about its conferences and the attendees. Some customers
attend multiple NTO conferences.
What should the consultant recommend if NTO desires to present this data on the contact layout using the standard
configuration? Utilize Campaigns for conferences and a custom object to record attendee information. Create a custom object for conferences and a custom object to record attendee information. Create a custom object for conferences and a custom lookup field to conferences on Contacts. Utilize Campaigns for conferences and add Campaign Members to record attendee information.
Which three actions should a consultant recommend to provide alignment between a new formal sales methodology
and salesforce?
Choose 3 answers Develop a data integration between Salesforce and the sales methodology database. Configure Salesforce standard and custom objects to support the sales methodology. Embed Lightning components within Salesforce to support the sales methodology. Override Salesforce user interface With the sales methodology user interface. Consider available sales methodology AppExchange applications.
A Northern Trail Outfitters (NTO) customer orders four lanterns. The order is activated in Salesforce, and the products
are successfully shipped to the customer. one week later, the customer returns one lantern.
How should NTO record the return in Salesforce? Create a reduction Order under the activated Order. Create a custom field on the Order Product object. Create a new Order Product with quantity set to -1. Change the quantity value on the Order Product to 3.
Northern Trail outfitters (NTO) wants the ability to share documents related to an opportunity, such as contracts and
proposals, With the field sales team. NTO currently has a private sharing model.
How should the documents be shared efficiently and securely? Uploaded to Salesforce Files and shared with the field sales organization Emailed to the sales team on the opportunity record Uploaded to a library that is shared with the field sales organization Uploaded to Salesforce Files from the opportunity record.
Northern Trail Outfitters has two sales divisions:
• An individual sales division, and
• A business sales division.
The sales representatives for each division have their own user profiles and person accounts. The business sales division
sales representatives cannot create person accounts and they should only be able to set up business accounts.
How can these requirements be met? Use field-level security to hide the "Is Person Account" checkbox from the business sales division's sales
representative user profile. Remove person account record types from the business sales division's sales representative user profile. Use Divisions to hide person accounts from the business sales division's sales representative user profile. Check the "disable person accounts" permission on the business sales division's sales representative user profile.
Which method should be used to automate repeat opportunities when regular customers are classified as a repeat
account type? Develop an Apex trigger for repeat accounts that inserts a copy of an opportunity for the sales representative
when it reaches closed/won stage. Develop an Apex trigger to set an opportunity revenue schedule that automatically sets up a new opportunity for
repeat accounts when it reaches closed/won stage. Configure a workflow rule for repeat accounts that inserts a copy of an opportunity for the sales representative
when it reaches closed/won stage. Configure a workflow rule for repeat accounts that sends a reminder task to the sales representative to create a
new opportunity when it reaches closed/won stage.
Northern Trail Outfitters' sales manager noticed the lead conversion ratio stayed the same for the healthcare industry
even though the lead creation increased.
Which reporting tool should resolve the issue? Report on leads by source Campaign dashboard by industry Industry performance dashboard Report on lead lifetime by industry.
Northern Trail Outfitters uses a third-party application for credit ratings. An external web-based credit application has
to be launched from a customer's account record in salesforce. The application uses a credit ID on the account object.
What should be created to meet this requirement? A workflow rule to launch the product fulfillment application and pass the credit ID A custom credit ID field as an external ID on the account to launch the credit application and pass the credit ID A formula field that uses the hyperlink function to launch the credit application and pass the credit ID custom button that calls an Apex trigger to launch the credit application and pass the credit ID.
A salesperson at Northern Trail Outfitters (NTO) cannot view a contact's information from social profiles.
NTO has Social Accounts and contacts turned on in its account.
Why is the salesperson unable to access the information? The information shown is based on the sales representative's social connection with the contact. The fields configured by Universal Containers' administrator on the contact page layout are missing. The link to the Facebook profile is NOT configured with the administrator password to access detailed information. Universal Containers must install and APP Exchange package to access public profile information for its users.
Sales representatives at Northern Trail Outfitters are creating opportunities after they are closed/won. sales
management is concerned that pipeline and forecasting reports are inaccurate because of this.
Which two solutions should resolve this issue?
Choose 2 answers Create a workflow rule that automatically updates the opportunity to the first stage in the sales process. Create a report that displays opportunities that have a closed date less than or equal to the created date. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage. Run the opportunity pipeline standard report to view the upcoming opportunities by stage.
Northern Trail Outfitters uses products in salesforce and has a private security model.
What should a consultant recommend to allow product management employees the ability track the performance of a
newly launched products if they do NOT have access to all opportunities? Create a trigger to add the product management team to the sales team of relevant opportunities. Create a criteria-based sharing rule to add the product management team to relevant opportunities. Create a trigger to set the product manager as owner for opportunities on the new product. O Create a new product and add it to the price book with the product manager as an owner.
How should a consultant configure sales Cloud if a customer requires two unique sets of sales stages for opportunities
based on the opportunity amount being greater than or less than $100,000 USD? Create two sales processes, two opportunity record types, and workflow rules triggered by the opportunity amount. Create two sales processes, two opportunity record types, and a workflow rule triggered by sales stage. Create one sales process and a validation rule that evaluates opportunity amount to determine the appropriate sales stage. Create two sales processes and a workflow rule triggered by opportunity amount to assign a sales process.
Northern Trail Outfitters has organization-wide defaults set to private. sales representatives own the accounts and
want to collaborate with relevant people from other departments (e.g., marketing and finance). collaborating team
members must be able to access and report on relevant data.
Which two solutions should be recommended?
Choose 2 answers Use opportunity team to share records with relevant people. Use manual sharing on account to share specific records. Use Chatter to share records with relevant people. Use account team to share records to relevant people.
The sales management team at Northern Trail Outfitters (NTO) wants to analyze how the sales funnel is changing
throughout the month. NTO wants to store the details of open opportunities weekly, and forecasts and closes business
monthly.
What should be recommended? Schedule a custom forecast report to run weekly and store the results in a custom report folder. Create a reporting snapshot to run daily and store the results in a custom object. Create a reporting snapshot to run weekly and store the results in a custom object. Schedule a custom forecast report to run daily and store the results in a custom report folder.
A sales manager wants a report that reflects all activities in the manager's accounts, including contacts and
opportunities.
Which report should the sales manager use? Activities report on accounts and opportunities the manager owns Activities report on accounts, contacts, and opportunities the manager owns Activities report on accounts the manager owns Activities report on accounts and contacts the manager owns.
A sales representative at Northern Trail Outfitters needs to securely send confidential product roadmap information to
a premier customer.
Which two steps should be taken to send this information using content delivery?
Choose 2 answers Remove access to the content after a specified date. Require the customer to enter a security token to download the content. Require the recipient to log into Salesforce to access the content. Require the customer to enter a password to view the content.
Northern Trail Outfitters allows its sales representatives to negotiate up to a 10% discount for their opportunities.
Discounts greater than 10% must be sent to their Regional sales Manager (RSM) for approval. Discounts greater
than 15% must also be sent to the Regional Vice President (RVP) for approval.
Which approach would satisfy these requirements? Create two approval processes, one for the RSM and one for the RVP. Configure an approval process for the RSM and a workflow rule for the RVP. Configure a workflow approval task and email to notify the RSM and RVP. Create a two-step approval process for the RSM and RVP as approvers.
A consultant wants to confirm requirements are collected during the project planning stage.
Which three customer information data points should be requested?
Choose 3 answers
Key reports from the current system Company financial information List of stakeholders with roles and titles List of required objects and fields Organizational chart with titles.
A consultant needs to migrate data in sales Cloud and is considering using Data Loader.
What are two capabilities of this migration tool?
Choose 2 answers Prevent importing duplicate records Run one-time or scheduled data loads Export field history data Extract organization and configuration data.
Northern Trail Outfitters gains sales leads at its annual trade show. Duplicate leads are generated when they are
imported and already exist in the system.
What should be done to address the issue with duplicate leads? Upload the leads to Data.com to remove the duplicates and select the option to have them automatically
imported. Upload the leads and click the "Find Duplicates" button for each of the leads to identify potential duplicate lead
records. Upload the leads using Data Loader and enable the "find Duplicates" setting to prevent duplicate records. Upload the leads using the Data Import Wizard and select the appropriate field to match duplicates against
existing records.
What should a consultant recommend to show a dashboard With forecast by product family With quotas? Create an analytic snapshot to capture the opportunity forecast. Build a joined report with closed opportunities, forecasting items, and quotas. Build a custom report type With forecasting quotas and forecasting items. Customize quotas With product report, and add necessary fields.
Northern Trail Outfitters is migrating from its legacy campaign and email management system to salesforce and
wants to ensure that its email templates are retained.
What should be recommended for a successful migration? Enable Email to Salesforce before sending email templates to Salesforce. Manually recreate the email and mail merge templates in Salesforce. Enable Email-to-Case and use the Import Wizard. Create an email template change set or use the Lightning Platform.
Northern Trail Outfitters (NTO) wants to utilize opportunities to track and report customer subscriptions to its online
magazine. payments can be made using the following methods:
• In full (all at one time)
• weekly
• Monthly
• Quarterly.
How should this solution be implemented? Use assets with a lookup to opportunity object. Enable schedules on product object. Use contracts With a lookup to opportunity object. Enable schedules on opportunity object.
Northern Trail Outfitters has its sales support team enter new prospecting leads for sales representatives.
Which three actions should be implemented to enforce data quality and accuracy once the new lead has been qualified
and the opportunity has been created to track the deal?
Choose 3 answers Enable the lead conversion permission. Map custom lead fields to corresponding custom opportunity fields. Enable validation rules on the opportunity. Create an Apex trigger to perform data quality checks. Enable validation rules on the lead.
Northern Trail Outfitters' partners need the new quoting functionality that was recently implemented for sales
representatives.
What should be recommended? Update the partner sales process to include stages for managing and submitting partner quotes. Grant partner access to quotes and add the quotes related list to the partner opportunity page layouts. Create a custom quote object to capture partner quotes on opportunities separate from non-partner quotes. Enable quotes and content in the Partner Communities to allow partners to store their PDF quotes.
Northern Trail Outfitters wants to implement a partner community to help manage an extensive distributor and
reseller partner community. The consultant iS setting up partner users.
What are two considerations for this step in the process?
Choose 2 answers Partner users are associated with the same set of profiles as internal users. The sharing model should be re-evaluated when the Partner Community is enabled. Partner users can own account and opportunity records in Salesforce. Partner users CANNOT receive emails generated through workflow actions.
Northern Trail Outfitters' Board of Directors thinks that sales user adoption should be calculated by the number of
daily logins.
Which two measures of sales user adoption should be considered when implementing Sales Cloud?
Choose 2 answers
Overall effectiveness of mass email campaigns Completeness of records entered into the new system Number of neglected opportunities over time by role Number of reports exported to Excel for analysis.
Which two processes should minimize changes in project scope during the design and build phases, post sign-off,
when using a traditional waterfall project methodology?
Choose 2 answers Update requirements based on feedback from key stakeholders.
Obtain customer sign-off on the solution design. Map business requirements to the solution design. Map solution design documents to system test scripts.
Channel sales representatives at Northern Trail Outfitters (NTO) need to push pre-qualified leads to their partners.
Partners need the ability to access and update the leads assigned to them. To meet this requirement, NTO plans to
implement lead management functionality.
Which solution should a consultant recommend?
Add the leads tab to the Partner Community and configure partner profiles to access leads. Create a customized site where partners can self-register and access their leads. Create a task for a partner when a new lead is created and assign the task to the partner in the Partner
Community. Configure a separate lead record type and page layout for the Partner Community.
Northern Trail Outfitters has a lead qualification team that does the following:
• Qualifies opportunities
• Converts leads into opportunities
During lead conversion, the new opportunity must be assigned to the account owner.
What should be created in order to meet this requirement?
A workflow on the opportunity
An assignment rule on the account
A trigger on the opportunity
An assignment rule on the opportunity.
How is the campaign influence for opportunities impacted when a contact is associated to an opportunity in a contact
role, if the influence timeframe for a campaign is 60 days? Campaigns in which a contact became a member within the last 60 days will be associated and displayed in
Campaigns with Influenced Opportunities Report. All campaigns created within the last 60 days will be added to the campaign influence related list. All contacts associated with campaigns will be added to the campaign influence related list. Sales reps can choose which campaigns created within the last 60 days should be added to the campaign
influence related list.
Northern Trail Outfitters (NTO) has over 20,000 Accounts and 75,000 contacts. NTO wants to ensure the customer
data iS accurate and that the customers are still currently at their respective companies.
How can this be confirmed?
Create a workflow rule for the account and contact owner to confirm contact data. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts. Use a data enrichment tool to verify account and contact data is up-to-date. Create a workflow rule to mass email the contacts and capture any email bounces.
Sales directors at Northern Trail Outfitters (NTO) cannot see or update their teams forecasts. Sales representatives are constantly
asked to provide the directors with their updated forecast information
Which two methods should NTO use to correct how forecasts are managed?
Choose 2 answers Enable override forecast permission in the Manager's profile. Create a forecast hierarchy and assign managers to the forecast manager role. Configure weekly customized forecast reports and dashboards to be emailed to sales management. Create forecast Chatter groups where sales representatives can post and share their forecasts.
Northern Trail Outfitters (NTO) has configured a private sharing model for the following:
• Accounts
• Opportunities
As part of NTO's sales strategy, each sales representative collaborates with the same set of individuals for each
opportunity.
How should sales representatives be given appropriate access to an opportunity? Enable opportunity team selling and have each sales representative configure his or her default opportunity
team. Create a public group for each team and have the sales representatives manually share the opportunity with
their respective group. Enable Chatter and configure a customer Chatter group for the opportunity to allow collaboration on ideas. Create a trigger for each sales representative that would automatically share the opportunity with his or her
default opportunity team.
Northern Trail Outfitters (NTO) wants to boost the importance of its sales stages and their role in NTO's sales
methodology; they also want to enhance the precision of their sales forecast.
How should the steps in the sales process be mapped so NTO's requirements are met?
Map sales probability values to forecast categories; assign sales stages accurate percentages. Map opportunity stages to forecast categories; assign accurate probability to each stage. Map appropriate sales stage to opportunity stage; assign accurate forecast probability. Map forecast probability to opportunity probability; assign appropriate sales stage.
Northern Trail outfitters has two products that each have a unique sales methodology. some of the sales stages are
shared between methodologies; the rest are exclusive to only one of the sales processes.
Which three components should be configured to support two unique selling methodologies, even when a few of the
sales stages overlap between the two?
Choose 3 answers
Two record types Two sales processes Two page layouts One set of opportunity stages Two sets of opportunity stages.
Northern Trail Outfitters (NTO) plans to integrate With salesforce and track product shipments from each customer.
The tracking information is currently available in a back-end system.
Which set of objects are important for this integration? Opportunity, opportunity product, custom object-shipment status Lead, opportunity, product, custom object-shipment status Lead, account, opportunity product, custom object-shipment status Opportunity, opportunity product, campaign, custom object-shipment status.
Which two processes should be recommended to track campaigns that influence won opportunities?
Choose 2 answers
Have the administrator specify a timeframe that limits the time a campaign can influence an opportunity after
the campaign first associated date and before the opportunity created date. Automatically add child campaigns of the primary campaign source if the child campaigns have an end date that
falls before the opportunity close date. Add campaigns to opportunities when the campaign is related to a contact that is assigned a contact role on the
opportunity prior to the close date. Have representatives populate a field on the opportunity record With the dollar amount of the expected revenue
from the campaigns that influenced the opportunity.
A sales manager at Northern Trail outfitters (NTO) needs to give the another manager access to an account as well as
its four child accounts. NTO has account hierarchies With a private sharing model.
How should the sales manager enable access?
Add the user manually to the parent account team and each of the child account teams. Add the user to the account team on the parent account; the child accounts will inherit access. Add the user to a public group for that account and share all child accounts to this group. Add the user to each child account team; visibility will then roll up to the parent account.
Leads created from the 'Contact us" form on Northern Trail Outfitters' website are not being followed-up on in a timely
manner. Management wants to be notified when a lead has NOT been followed-up Within 24 hours of being submitted.
Which action should be recommended? Send an email using lead escalation rule Notify using publisher action Notify using Chatter on leads Send an email using time-based workflow.
Northern Trail Outfitters (NTO) wants to launch an email campaign for its new winter gear. The NTO sales
representatives Will review the response to the campaign and determine who the decision makers are prior to beginning
the sales process with each respondent.
What set of steps should the consultant recommend for NTO? Create a campaign, associate the leads to the campaign, and qualify the respondents. Create a campaign, qualify the respondents, and create accounts and contacts. Create both account and contact records, then associate the contacts to the campaign. Create leads, convert them to opportunities, and qualify the respondents on the opportunities.
Northern Trail Outfitters wants to link contacts With more than one account.
What solution should be recommended if a contact is an employee in one account, and on the boards of three
additional accounts? Associate the contact to other accounts using a custom lookup field. Clone the contact record and add it to the second account. Enable contacts to multiple accounts feature. Add the contact to the partners related list on the second account.
A sales Cloud consultant is working on an implementation that has multi-currency, multi-language, and region-
specific sales processes and workflows.
Which two actions are essential for optimizing user adoption?
Choose 2 answers Employing realistic training data in the corporate standard currency Communicating the training plan well in advance of training start date Developing only a standardized, global training curriculum for all users Customizing the training curriculum for each specific region.
Northern Trail Outfitters has multiple currency enabled.
Which two statements are true about opportunities in this situation?
Choose 2 answers The selected currency is used for the Amount (Converted) field. Currency must be specified for the opportunity. User's default currency overrides the specified opportunity currency. The selected currency is used for the Amount field.
Northern Trail Outfitters' sales representatives have to be certified to sell items in its professional catalog.
Which two ways should Salesforce be set up to prevent those who are NOT certified from adding these items to
opportunities?
Choose 2 answers Utilize a validation rule on opportunity products to prevent them from adding products marked as requiring
certification if they are NOT certified. Utilize a validation rule on products marked as requiring certification to prevent them from being added to an
opportunity. Utilize a criteria-based sharing rule on products marked as requiring certification to only share the products to
users who are certified. Utilize a separate price book for the products requiring certification and only share the price book to users who
are certified.
Northern Trail Outfitters (NTO) attributes a decline in profit to an excessive number of discounts on opportunities.
Which two actions can NTO request to monitor and control opportunity discounting?
Choose 2 answers Create a custom roll-up summary field to calculate the average product discount for each customer. Run a report on opportunities showing list price and discounted price. Limit the number of discounted products that can be added to an opportunity. Ensure that sales management approves discount requests for each opportunity.
Northern Trail Outfitters (NTO) uses channel partners for selling and servicing its products. AS volume of leads has
increased, NTO has noticed a decrease in satisfaction from partners on the quality of leads and a noticeable decrease in
the lead conversion rate.
What should the consultant suggest in order to increase partner satisfaction with the leads being shared? Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners. Create multiple validation rules to ensure that all fields on the lead record are populated with data. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.
Sales directors at Northern Trail Outfitters (NTO) need access to edit opportunity fields in the case of last minute
updates once the sales stage reaches Negotiation/Review; however, sales representatives should not have editing
rights at that stage.
Which solution should the consultant advise? Create a validation rule to enforce field access based on the sales stage and a custom permission. Change the field-level security for sales representatives to restrict field access based on the sales stage. Create a workflow rule to enable field access for sales directors based on the sales stage. Modify the profile for sales directors to enable the "Modify All" object permission for opportunities.
Management at Northern Trail Outfitters wants to make sure their sales representatives are recording important email
communication With customers while they are away from their offices. The sales representatives use various email
applications.
Which solution should be recommended? Download and install a Salesforce universal connector for their smartphones and computers. Copy and paste emails manually to the customer record in Salesforce from their smartphones and computers. Forward emails using their Email-to-salesforce email address from their smartphones and computers. Download and install the Salesforce for Outlook connector on their smartphones and computers.
Northern Trail Outfitters has Advanced currency Management enabled and needs reports that span time periods when
the exchange rate was different.
What is the converted amount based on in this scenario? On exchange rates that use the most current entry On the exchange rates entered in the opportunity On exchange rates that use the oldest entry On the historical exchange rate associated with the close date.
Northern Trail Outfitters (NTO) iS hiring additional sales representatives due to rapid sales growth. The NTO sales
management team wants to develop more structure around sales territory.
Which two data points should be considered?
Choose 2 answers Distance between customer headquarters and their sales representatives Number of currencies needed to support each sales territory Average number of customers managed by a sales representative Attributes needed to segment and categorize customers.
A consultant is recommending salesforce console for sales to Northern Trail Outfitters to improve sales productivity
in inside sales.
Which two use cases support this recommendation?
Choose 2 answers
Need to view the caller ID on screen and quickly make calls with one click Need to add notes quickly while talking to the client Need to chat with customers in real time with Chatter Need to prioritize search results for contacts and opportunities.
Northern Trail Outfitters' (NTO) consumer business has grown to more than 500,000 contacts. NTO stores all individual
consumer contacts under a Single account called "Consumer." Mass updates are no longer completed Within the defined
maintenance timeframe and an increased number of errors are being reported.
Which two actions should be recommended to improve performance?
Choose 2 answers Enable person accounts and migrate the contact data. Ensure that no single account has more than 10,000 contacts. Add an index to the account field on the contact object. Remove the account assignment for all contacts.
Northern Trail Outfitters (NTO) has a multi-step selling process; every sales stage coincides With a step in this process.
The first step iS preliminary qualification in which opportunities should not contribute to NTO's forecast.
Which two methods should be used to ensure these conditions are met?
Choose 2 answers Configure the first stage with the omitted forecast category. Assign 0% probability to the first sales stage. Instruct sales users to enter $0 for the opportunity amount. Override the forecast to be $0 for first stage opportunities.
Which two solutions should a consultant recommend if a sales process requires opportunities to have associated
product line items before moving the opportunity to the negotiation stage?
Choose 2 answers Ensure that all sales representatives have access to at least one PriceBook when creating product lines. Define a workflow rule that automatically defaults to a PriceBook and product line item when selecting the
negotiation stage. Configure the opportunity record types to enforce product line item entry before selecting the negotiation stage. Configure a validation rule that tests the Has Line Item and Stage fields for the correct condition.
Management at Northern Trail Outfitters wants to see forecast numbers by all sales representatives and by multiple
product groups.
Which two actions should a consultant recommend to meet these requirements?
Choose 2 answers Build a forecast list view by product family group. Build a custom forecast report showing product groups. Implement Collaborative Forecasting with quota attainment. Implement Collaborative Forecasting with product family.
Northern Trail Outfitters (NTO) needs to quickly look up contacts, accounts, and opportunities and easily log calls. The
team wants access to customer information even without an Internet connection because of limited coverage in certain
geographic areas.
Which mobile solution should NTO use? salesforceA App salesforce Touch App Custom hybrid App Salesforce Mobile App.
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