Salesforce (CRT-251): Certified Sales Cloud Consultant Sample Questions

Advanced Sample Questions

What is a “Campaign Influence”?

• A. A feature that allows marketers to attribute revenue to multiple campaigns
• B. A feature that allows sales reps to track campaign engagement for leads and contacts
• C. A feature that allows marketers to automatically create new leads from campaigns
• D. A feature that allows sales reps to create campaigns from opportunities

Answer: A. A feature that allows marketers to attribute revenue to multiple campaigns

Explanation: Campaign Influence is a feature of the Salesforce Sales Cloud that allows marketers to attribute revenue to multiple campaigns. With Campaign Influence, marketers can track the influence that different marketing campaigns have on the sales pipeline and revenue, helping to optimize their marketing efforts.

What is the purpose of the “Sales Process” feature in Salesforce?

• A. To provide a standardized process for managing leads, opportunities, and accounts
• B. To automate lead nurturing and follow-up
• C. To track customer service issues and resolutions
• D. To manage contracts and renewals

Answer: A. To provide a standardized process for managing leads, opportunities, and accounts

Explanation: The Sales Process feature in Salesforce provides a standardized process for managing leads, opportunities, and accounts. It helps ensure that sales reps follow a consistent set of steps when working with prospects and customers, which can improve efficiency and effectiveness.

Which of the following is a key benefit of using the “Lead Assignment Rules” feature in Salesforce?

A. It ensures that leads are always assigned to the sales rep with the highest productivity B. It allows sales reps to self-assign leads based on their preferences C. It helps ensure that leads are assigned to the most appropriate sales rep based on criteria such as geography or product expertise D. It automatically assigns leads to the first available sales rep

Answer: C. It helps ensure that leads are assigned to the most appropriate sales rep based on criteria such as geography or product expertise

Explanation: The Lead Assignment Rules feature in Salesforce helps ensure that leads are assigned to the most appropriate sales rep based on criteria such as geography or product expertise. This can help ensure that the right sales reps are working with the right prospects, improving the chances of closing deals.

What is the purpose of the “Salesforce Console”?

• A. To provide a consolidated view of customer data and interactions
• B. To provide a platform for building custom Salesforce apps
• C. To provide a virtual call center for customer support
• D. To provide a platform for managing email marketing campaigns

Answer: A. To provide a consolidated view of customer data and interactions

Explanation: The Salesforce Console provides a consolidated view of customer data and interactions, allowing sales reps to work more efficiently and effectively. The console includes features such as tabs and subtabs, which can be customized to display the most important customer data and records.

Which of the following is a key benefit of using the “Opportunity Products” feature in Salesforce?

• A. It allows sales reps to create custom products for each opportunity
• B. It allows sales reps to bundle products together into packages
• C. It allows sales reps to track revenue and profitability at the product level
• D. It allows sales reps to automatically generate proposals and quotes based on opportunity data

Answer: C. It allows sales reps to track revenue and profitability at the product level

Explanation: The Opportunity Products feature in Salesforce allows sales reps to track revenue and profitability at the product level. This can help sales reps better understand the profitability of their sales pipeline and make more informed decisions about which opportunities to pursue.

What is the purpose of the “Opportunity Stage” field in Salesforce?

• A. To track the likelihood of closing an opportunity
• B. To track the product or service being sold
• C. To track the customer’s budget for the opportunity
• D. To track the length of the sales cycle for the opportunity

Answer: A. To track the likelihood of closing an opportunity

Explanation: The Opportunity Stage field in Salesforce is used to track the likelihood of closing an opportunity. As the sales cycle progresses, the opportunity is moved through different stages, such as “Qualification,” “Needs Analysis,” “Proposal/Price Quote,” and “Closed Won” or “Closed Lost.”

What is the purpose of the “Sales Pipeline” report in Salesforce?

• A. To show the amount of revenue expected to be generated from each opportunity
• B. To show the number of leads generated by each marketing campaign
• C. To show the sales rep with the highest productivity
• D. To show the progress of opportunities through each stage of the sales process

Answer: D. To show the progress of opportunities through each stage of the sales process

Explanation: The Sales Pipeline report in Salesforce is used to show the progress of opportunities through each stage of the sales process. It provides a visual representation of the sales pipeline, allowing sales reps and managers to quickly identify bottlenecks and opportunities for improvement.

Which of the following is a key benefit of using the “Opportunity Teams” feature in Salesforce?

• A. It allows sales reps to collaborate with other team members on the opportunity
• B. It allows sales reps to delegate tasks to other team members
• C. It allows sales reps to assign ownership of the opportunity to other team members
• D. It allows sales reps to automatically generate email templates for the opportunity

Answer: A. It allows sales reps to collaborate with other team members on the opportunity

Explanation: The Opportunity Teams feature in Salesforce allows sales reps to collaborate with other team members on the opportunity. This can include other sales reps, managers, and support staff. By working together, the team can more effectively identify and address customer needs, leading to higher close rates and larger deal sizes.

Which of the following is a key benefit of using the “Salesforce Engage” feature in Salesforce?

• A. It allows sales reps to send personalized emails to prospects
• B. It allows sales reps to track the performance of marketing campaigns
• C. It allows sales reps to automate lead nurturing and follow-up
• D. It allows sales reps to prioritize their daily tasks and activities

Answer: A. It allows sales reps to send personalized emails to prospects

Explanation: The Salesforce Engage feature in Salesforce allows sales reps to send personalized emails to prospects. This can help improve the effectiveness of email outreach, leading to higher response rates and engagement.

What is the purpose of the “Opportunity Contact Role” feature in Salesforce?

• A. To track the sales rep responsible for the opportunity
• B. To track the primary decision-maker at the customer organization
• C. To track the lead source for the opportunity
• D. To track the product or service being sold in the opportunity

Answer: B. To track the primary decision-maker at the customer organization

Explanation: The Opportunity Contact Role feature in Salesforce is used to track the primary decision-maker at the customer organization. By assigning roles such as “Decision Maker,” “Influencer,” and “Champion” to specific contacts, sales reps can better understand the buying process and tailor their outreach accordingly.

Basic Sample Questions

Question 1 – Universal Containers wishes to measure the revenue based on when individual Products are sold. What would you implement to meet this requirement?

• A. Forecasting by Order Amount
• B. Forecasting by Opportunity Amount
• C. Forecasting by Product Dates
• D. Forecasting by Schedule Date

Correct Answer: B

Question 2 – There are two product lines that Universal Containers sells with different selling methodologies. Furthermore, each product line captures a different type of information for selling that product. As a Salesforce (CRT-251): Certified Sales Cloud Consultant, what will you recommend to support the sale of the two product lines?

• A. Creating a one-page layout, two sales processes, and validation rules for capturing relevant opportunity information.
• B. Creating two-page layouts, one opportunity record type, and one workflow rule for assigning the correct page layout to the record type.
• C. Creating two sales processes and two-page layouts; assigning them to two different opportunity record types for each product line.
• D. Creating two-page layouts and two sales processes; assigning them to the respective product lines for collecting relevant information.

Correct Answer: C

Question 3 – Universal Containers has implemented a sales process requiring opportunities to have associated product lines before they can be negotiated. Which two of the given solutions would you recommend to meet this requirement? 

• A. Configuring a validation rule that tests the Has Line Item and Stage fields for the correct condition.
• B. Configuring the opportunity record types for enforcing product line item entry before selecting the negotiation stage.
• C. Ensuring that all sales representatives have access to at least one PriceBook while creating product lines.
• D. Defining a workflow rule that automatically defaults to a PriceBook and product line item while selecting the negotiation stage.

Correct Answer: AC

Question 4 – To manage their opportunities, Universal Containers resellers need access to reports in the Partner Communities. To ensure resellers have proper access to reports, how should Salesforce be configured?

• A. Creating the appropriate list views and reporting folders in the Partner Communities for all partner users.
• B. Creating a new tab in the Partner Communities for displaying the appropriate list views and report folders.
• C. Creating a Chatter group that allows partners to post links to appropriate list views and reports.
• D. Creating the appropriate list views and report folders, and sharing with all partner users.

Correct Answer: D

Question 5 – Universal Containers’ sales representatives can negotiate discounts of up to 5% on their opportunities. For discounts over 5%, the Regional Sales Manager (RSM) must approve them. It is also necessary to request approval for discounts greater than 15% from the Regional Vice President (RVP). Which approach will satisfy these requirements?

• A. Configuring an approval process for the RSM and a workflow rule for the RVP.
• B. Creating two approval processes, one for the RSM and one for the RVP.
• C. Creating the two-step approval process for the RSM and RVP as approvers.
• D. Configuring a workflow approval task and email for notifying the RSM and RVP.

Correct Answer: C

Question 6 – Universal Containers’ sales representatives frequently receive important customer emails while away from the office using a variety of email applications. While sales representatives are away from the office, sales management wants to ensure they are recording their email activity in Salesforce. Which solution would you recommend?

• A. Downloading and installing a Salesforce universal connector for their smartphones and computers.
• B. Downloading and installing the Salesforce for Outlook connector on their smartphones and computers.
• C. Forwarding emails using their Email-to-Salesforce email address from their smartphones and computers.
• D. Copying and pasting emails manually to the customer record in Salesforce from their smartphones and computers.

Correct Answer: C

Question 7 – Sales representatives must undergo internal certification before they are allowed to sell certain products at Universal Containers. Which two actions will prevent a sales representative from adding these products to opportunities if they are NOT certified to sell them? (Choose two.)

• A. Using a validation rule on opportunity products for preventing them from adding products marked as required certification if they are NOT certified.
• B. Using a validation rule on products marked as requiring certification for preventing them from being added to an opportunity.
• C. Using a criteria-based sharing rule on products marked as requiring certification for only sharing the products to users who are certified.
• D. Using a separate price book for the products requiring certification and only sharing the price book to users who are certified.

Correct Answer: AD

Question 8 – Universal Containers is supporting two lines of business: shipping and freight. There are more stages in the freight sales cycle than in shipping sales. Which solution will meet these business requirements?

• A. Creating different record types and sales processes for each line of business, and assigning different stages to each page layout.
• B. Creating different record types and sales processes for each line of business, and using workflow field updates for assigning stages.
• C. Creating different record types and sales processes for each line of business, and assigning different page layouts to each record type.
• D. Creating different record types and sales processes for each line of business, and assigning different sales processes to each page layout.

Correct Answer: C

Question 9 – Social Accounts and Contacts has been enabled by Universal Containers. The sales representative cannot view detailed information from the contact’s social profiles when he or she accesses the contact within Salesforce. What is preventing the sales representative’s access to this information?

• A. The fields configured by Universal Container’s administrator on the contact page layout are missing.
• B. The information shown is based on the sales representative’s social connection with the contact.
• C. The link to the Facebook profile is NOT configured with the administrator password to access detailed information.
• D. Universal Containers must install, an APP Exchange package to access public profile information for its users.

Correct Answer: B

Question 10 – Universal Containers is selling three unique products with each product having its own sales process. When a customer shows interest in a product, the sales representative must follow its sales process. Prospects for the three products are qualified consistently by the company. Which two solutions will help meet these requirements? (Choose two.)

• A. Configuring opportunity record types for each sales process.
• B. Creating sales stages aligning with opportunity record types.
• C. Defining sales processes for mapping to each opportunity record type.
• D. Defining the default opportunity teams for each opportunity record type.

Correct Answer: BC

Question 11 – Having experienced rapid growth for three consecutive quarters, Universal Containers plans to hire more sales representatives. An improved sales territory structure is being developed by the sales management team in order to optimize their sales impact. As the sales team develops the new sales territories, what two data points should they consider? (Choose two.)

• A. Attributes needed for segmenting and categorizing customers.
• B. Distance between customer headquarters and their sales representatives
• C. Average number of customers managed by a sales representative.
• D. Number of currencies needed for supporting each sales territory.

Correct Answer: AD

Question 12 – There is a default setting of the public for Universal Containers at the organization-wide level read-only for accounts, contacts, and opportunities. Parental control is enabled for activities. There is a sales user who owns ABC Corporation’s account, and his profile grants access to create, read, edit, and delete contacts, accounts, and opportunities. What are the two actions the owner of ABC Corporation is allowed to take? (Choose two.)

• A. Viewing, editing, and deleting activities owned by other users directly related to the account.
• B. Viewing, editing, and deleting related contacts and opportunities owned by other users.
• C. Sharing the account with other users via manual sharing and account teams.
• D. Transfering ownership of related contacts and opportunities owned by other users.

Correct Answer: AC

Question 13 – Universal Containers makes use of a seven-step selling methodology. The methodology corresponds to each stage of the sales process. In this first stage, opportunities are being qualified, and they should not contribute to the forecast. Which two actions will meet these requirements? (Choose two.)

• A. Instructing sales users to enter 0$ for the opportunity amount.
• B. Configuring the first stage with the omitted forecast category.
• C. Overriding the forecast to be 0$ for first stage opportunities.
• D. Assigning 0% probability to the first sales stage.

Correct Answer: BD

Question 14 – “Analysis” is a custom object used by Universal Containers, which is the child object of the Opportunity object. Supporting research requests are created by sales teams using this object. It is important for sales teams to be able to create new Analysis records from their phones easily using the Salesforce Mobile App. What would you recommend to meet this requirement?

• A. Creating a Visualforce page.
• B. Creating an Action.
• C. Creating a related list button.
• D. Creating a custom object tab.

Correct Answer: D

Question 15 – In order to determine Universal Containers’ credit rating, a third-party application is used. Using a customer’s account record in Salesforce, credit department managers can launch an external web-based credit application. The application makes use of a credit ID on the account object. What would you recommend to meet this requirement?

• A. Creating a workflow rule for launching the product fulfillment application and passing the credit ID.
• B. Creating a custom button that calls an Apex trigger for launching the credit application and passing the credit ID.
• C. Creating a formula field that uses the hyperlink function for launching the credit application and passing the credit ID.
• D. Creating a custom credit ID field as an external ID on the account for launching the credit application and passing the credit ID.

Correct Answer: C

Question 16 – 

Universal Containers wants to associate some contacts with multiple accounts (for example, a contact who is an employee of one account and on the board of several others accounts). What would you recommend to meet this requirement?

• A. Enabling contacts to multiple accounts feature.
• B. Cloning the contact record and adding it to the second account.
• C. Adding the contact to the partners related list on the second account.
• D. Associating the contact to other accounts using a custom lookup field.

Correct Answer: C

Question 17 – UC plans to provide channel sales representatives with lead management functionality to help them send pre-qualified leads to their partners. It is essential that partners have access to and can update the leads assigned to them. Which solution would you recommend?

• A. Creating a customized site where partners can self-register and access their leads.
• B. Configuring a separate leas record type and page layout for the Partner Community.
• C. Creating a task for a partner when a new lead is created and assigning the task to the partner in the Partner Community.
• D. Adding the leads tab to the Partner Community and configuring partner profiles for accessing leads.

Correct Answer: D

Question 19 – A large number of sales leads are acquired by Universal Containers each year through trade shows. The marketing team sometimes imports leads that are already in the system, resulting in duplicate leads. What would you recommend for preventing duplicate leads in the system?

• A. Uploading the leads to Data.com for removing the duplicates and selecting the option to have them automatically imported.
• B. Uploading the leads and clicking the “Find Duplicates” button for each of the leads for identifying potential duplicate lead records.
• C. Uploading the leads using Data Loader and enabling the “Find Duplicates” setting for preventing duplicate records.
• D. Uploading the leads using Data Import Wizard and selecting the appropriate field for matching duplicates against existing records.

Correct Answer: D

Question 19 – Universal Containers’ premier customer needs confidential information about its product roadmap. In order to send this information securely using content delivery, what are the two steps a sales representative should follow? (Choose two.)

• A. Removing access to content after a specified date.
• B. Requiring the customer to enter a password for viewing the content.
• C. Requiring the customer to enter a security token for downloading the content.
• D. Requiring the recipient to log into Salesforce for accessing the content.

Correct Answer: AB

Question 20 – Universal Containers wants its current sales forecast to be more accurate. As well as improving the relevance of its sales stages, it wants to improve their role in the sales process. In order to meet these requirements, how should the various elements of the sales process be related?

• A. Mapping sales probability values for forecasting categories; assigning sales stages accurate percentages.
• B. Mapping forecast probability to opportunity probability; assigning appropriate sales stage.
• C. Mapping appropriate sales stage to opportunity stage; assigning accurate forecast probability.
• D. Mapping opportunity stages for forecasting categories; assigning accurate probability to each stage.

Correct Answer: D