Free Certified Sales Cloud Consultant Sample Questions — Certified Sales Cloud Consultant

Universal Containers is realigning sales territories and needs to update ownership across its 400,000 accounts. The organization-wide default for Accounts is Private. Which two factors should the consultant consider when updating the sales territories and Account owners? (Choose two.)

• A. The data update will cause sharing recalculations and should be completed during off-peak hours
• B. The organization-wide default should be set to Public before the update can be performed
• C. The team can defer sharing calculations to decrease the risk of lock errors during the data update
• D. The Salesforce Platform can update up to 200 accounts at a time

Cloud Kicks has recently rolled out Lightning Experience and uses an ERP system as its system of record for customers. When a new Account has its first closed/won opportunity, the ERP system should immediately update with information from the account, contact, and opportunity records related to the Account to record a new customer. Which option should the consultant recommend to meet the requirement?

• A. Identify AppExchange products that can be deployed to update the ERP with opportunity, account, and contact information from Salesforce
• B. Configure Outbound message to publish the opportunity wins and update the ERP with opportunity, account, and contact information from Salesforce
• C. Implement Platform Events to publish opportunity wins to the ERP, which will call back for account, contact, and opportunity information and automatically update the ERP accordingly
• D. Use enterprise ETL tools to extract closed/won opportunities from Salesforce and update the ERP with opportunity, account, and contact information from Salesforce

The Sales Cloud implementation at Cloud Kicks (CK) is now live. End user training is complete. IT stakeholders have signed off on the technical aspects of the project. The CK admin continues to call the consultant with questions about the sales process. What should the consultant do?

• A. Conduct a knowledge transfer with the admin
• B. Suggest that CK purchase a support agreement
• C. Recommend that the admin attend Salesforce instructor-led training

A consultant needs to migrate data in Sales Cloud and is considering using Data Loader. What are two capabilities of this migration tool? (Choose two.)

• A. Extract organization and configuration data
• B. Prevent importing duplicate records
• C. Run one-time or scheduled data loads
• D. Export field history data

Universal Containers (UC) deployed Sales Cloud three months ago to the North American sales teams. One of the reasons UC selected Sales Cloud is its mobile support which provides flexibility for account executives. How should the consultant assure UC's management that Sales Cloud is being successfully adopted on mobile devices?

• A. Create a custom report type to show the use of mobile devices by users in the last three months
• B. Track sales results month-over-month for the last three months to show an increase in the average order size
• C. Leverage Visualforce to show the use of mobile devices by users during the last three months
• D. Create a report to show the volume of opportunities created in the last three months compared to a year ago

Universal Containers is creating a new program to allow customers to pay for large orders over the course of 1 to 3 years in monthly installments beginning in the month the products are sold. The admin needs to configure Sales Cloud to accommodate the new pricing terms and to help the finance department forecast easily. What should the consultant recommend to meet the requirement?

• A. Create a Process Builder to create an Order for each installment payment
• B. Use Revenue Schedules to capture installment payment plan details for each Product
• C. Add a custom field to the Quotes object to capture the number of installments
• D. Set the default quantities to 12, 24, and 36 in a new Price Book for installment sales

The admin at Cloud Kicks needs to understand the adoption of Salesforce Files and multi-factor authentication. What should a consultant recommend to analyze adoption?

• A. Create a report for the Login History object
• B. Review the Setup Audit Trail
• C. Run the Salesforce Optimizer
• D. Open the Lightning Usage App

A small company has hired a consultant to plan its Sales Cloud implementation. The company wants to get up and running with Sales Cloud right away. The deadline has yet to be established, and the requirements still need to be defined. Which project management methodology should a consultant recommend to ensure the implementation is successful?

• A. Waterfall
• B. Kanban
• C. Agile

Universal Containers' sales operations team needs to provide visibility on sales pipeline changes on a monthly basis. How should the consultant meet this requirement?

• A. Create an Opportunity History report for open pipeline Opportunities in a given date range
• B. Create training on how to use date filters on reports to compare pipeline for different date ranges
• C. Create a sales pipeline dashboard that includes filters for Opportunity date ranges
• D. Create a custom pipeline date range field and display it on the Forecasting tab

What should a consultant recommend to show a dashboard with forecast by product family with quotas?

• A. Build a joined report with closed opportunities, forecasting items, and quotas
• B. Create an analytic snapshot to capture the opportunity forecast
• C. Customize quotas with product report, and add necessary fields
• D. Build a custom report type with forecasting quotas and forecasting items

The Sales Director at Cloud Kicks noticed that while Lead conversion rates were high, Opportunities were not moving through the sales cycle. Many of the contacts that were converted had no phone, email, or background information captured. Which three solutions can be used to improve the quality of Leads being converted? (Choose three.)

• A. Mandate that all Lead data must be reviewed prior to being created in Salesforce
• B. Review Lead conversion mapping to ensure necessary fields are mapped correctly
• C. Create a validation rule to check that necessary information is complete upon Lead conversion
• D. Implement a trigger that warns the user of incomplete information during Lead conversion
• E. Update web-to-lead forms to require input fields be completed prior to submission
• F. Schedule a report that notifies Lead owners daily of Leads with incomplete information

Cloud Kicks' (CK) marketing department is migrating from its email campaign and management system to Salesforce. The marketing administrator wants to ensure that CK's email templates are retained. Which two solutions should a consultant recommend for a successful migration? (Choose two.)

• A. Enable Email Import and use the Import Wizard
• B. Manually recreate the email and mail merge templates in Salesforce
• C. Import email templates with the Data Loader
• D. Create an email template change set or use the Lightning Platform

Cloud Kicks (CK) wants to ensure Opportunities are associated with the relevant marketing Campaign. In the past, CK has struggled to evaluate marketing Campaign ROI. Which process improvement should the consultant recommend?

• A. Ensure the Opportunity is associated with an Account record
• B. Leverage the Probability(%) field on Opportunities to forecast revenue
• C. Ensure the Type field on Opportunities reflects the Campaign source
• D. Validate that the Primary Campaign Source field on Opportunity records is populated

Cloud Kicks uses the Lead Source field to track the event from which a Lead originated. The marketing director requested a report that shows every event a Lead has attended. This information is impossible to provide with the current configuration. Which standard Salesforce functionality should a consultant recommend?

• A. Implement Campaigns to track events and define a campaign management process
• B. Update the Lead Source field to the most recent event a Lead has attended using Process Builder
• C. Configure a Custom Events object and relate it to the Lead object
• D. Create a custom field to track the second event a Lead attends

The Northern Trail Outfitters sales team has reported that many of the Leads they receive are missing an email address or phone number. Which two approaches should a consultant recommend to address this problem? (Choose two.)

• A. Require Phone and Email fields on the Lead page layout
• B. Configure Assignment Rules to only assign Leads with Phone or Email
• C. Require Phone and Email fields on the Lead object
• D. Create a Validation Rule that requires either a Phone or Email

Management at Universal Containers wants to identify duplicate leads in its org so marketing reps can clear them up later. Which two approaches should a consultant recommend to prepare leads for the marketing reps? (Choose two.)

• A. Give users access to duplicate record sets
• B. Create a validation rule to find duplicates
• C. Run a duplicate job with a matching rule
• D. Create a formula field on Lead for duplicates

The Sales Director at Cloud Kicks mandated that implementing logic and automation to qualify top leads is priority. Cloud Kicks fully leverages Sales Cloud and has significant data points captured on converted Leads and closed won Opportunities for the past four years. Which two actions can the Consultant first take to ensure a best practices implementation? (Choose two.)

• A. Review converted Lead data with Sales and Marketing leaders to understand the interaction patterns that led to conversion
• B. Begin with the recommended base Lead Score of 100. After a predetermined amount of time, evaluate the results and adjust the Score accordingly
• C. Begin with the recommended base Lead Grade of B-. After a predetermined amount of time, evaluate the results and adjust the Grade accordingly
• D. Work with subject matter experts to define the key attributes of the ideal customer for Cloud Kicks' products
• E. Configure a qualification screen-based flow to assist Sales Reps in quickly determining which Leads are high priority

The VP of sales at Cloud Kicks wants to know the percentage of opportunities in a certain stage that were eventually closed won. Which two steps should a consultant take to create a solution? (Choose two.)

• A. Create a roll-up summary formula
• B. Enable Feed Tracking
• C. Update a custom field using automation
• D. Create a report and dashboard

Sales reps at Universal Containers have found that Leads they have been pursuing contain outdated and missing contact information. What should a consultant recommend to obtain current Lead contact information?

• A. Upload Marketing Cloud data on a daily basis for more complete information
• B. Use a company insights and data enrichment app from the AppExchange
• C. Create a Web-to-Lead form with required fields
• D. Use Mass Delete to remove Leads with invalid data

The Cloud Kicks CEO needs to run reports from the sales team's reports folder. The CEO's assistant needs to control access to the reports. Sales managers need to change the reports when necessary. How should the consultant meet the requirement?

• A. Set the CEO access level to View, the CEO’s assistant to Manage, and the sales manager to Edit on the folder
• B. Set the CEO access level to View All, the CEO's assistant to Modify All, and the sales manager public group to Create
• C. Enable Manage Reports in Public Folders and give access to the CEO and their subordinates
• D. Enable Manage access for the CEO role and subordinates, and Manage access for the CEO’s assistant profile