Sales-Con-201 Practice Exam 2 — 20 Questions

Question 1

Universal Containers has duplicate Leads in their Sales Cloud instance. Which TWO criteria can be used when configuring standard Matching Rules for Leads? Choose 2 options.

Accepted Answer

Email (Exact or Fuzzy). Standard matching rules for leads support matching on fields like Name, Company, Email, Phone, and Lead Source using exact or fuzzy criteria.

Answer

Opportunity Amount

Answer

Product Family

Answer

Case Description

Question 2

Universal Containers utilizes multi-currency and wants to migrate historical opportunities with various currencies. Some currencies are no longer active in Salesforce. What action must the Consultant take?

Accepted Answer

Temporarily reactivate the historical currencies in Company Information before data loading.. Inactive currencies cannot be assigned to new or migrated records until they are temporarily reactivated in Company Information.

Answer

Disable multi-currency during the migration process.

Answer

Map the currency ISO codes to the standard CurrencyIsoCode field and Salesforce will reactivate them automatically.

Answer

Convert all historical currency amounts into the corporate currency in the CSV file.

Question 3

A Consultant is planning a data migration for custom objects in Sales Cloud and needs to choose between Data Loader and Data Import Wizard. Which THREE characteristics are true for Data Loader compared to Data Import Wizard? Choose 3 options.

Accepted Answer

Supports custom objects as well as most standard objects.. Data Loader supports all objects, supports hard delete, and can be run from the command line, whereas Data Import Wizard has object restrictions and a 50k limit.

Answer

Provides a browser-based wizard interface directly inside Setup.

Answer

Has a strict limit of 50,000 records per import transaction.

Question 4

During a data migration using Data Loader, a Consultant notices that CurrencyIsoCode values are failing for multi-currency enabled organizations. What must the Consultant verify in the CSV file?

Accepted Answer

The CurrencyIsoCode column must contain active 3-letter ISO currency codes.. When multi-currency is enabled, records must include the ISO code (e.g., USD, EUR) in the CurrencyIsoCode field to correctly associate monetary amounts.

Answer

Currency amounts must include the currency symbol ($, €).

Answer

Multi-currency must be temporarily disabled in Company Information during data loads.

Answer

Currency values must be converted to corporate currency manually before loading.

Question 5

A consultant is conducting a discovery session for a lead qualification process. The sales reps express frustration that they spend too much time manually entering data for unqualified leads. Which requirements gathering technique should the consultant use to accurately document the current manual bottlenecks and design an optimized Lead Conversion process?

Accepted Answer

Current-state process mapping (Value Stream Mapping). Process mapping (value stream mapping) visually documents current-state workflows, highlighting handoffs, bottlenecks, and areas for automation like Lead Conversion.

Answer

Reviewing standard Salesforce security models

Answer

Conducting a system data storage audit

Answer

A technical code review of existing Apex triggers

Question 6

A consultant is managing a global Sales Cloud deployment across three regions (Americas, EMEA, APAC). During the change management phase, the consultant notices that adoption metrics in EMEA are lagging significantly behind the other regions due to local sales managers resisting the new Opportunity stage definitions. What is the most effective change management intervention?

Accepted Answer

Engage regional sales leadership to address root causes and leverage local change champions for peer reinforcement.. Identifying local champions and addressing regional resistance through targeted coaching and reinforcement with local leadership is key to overcoming cultural adoption barriers.

Answer

Send a generic email blast reminding all users of the mandatory training modules.

Answer

Revert the Opportunity stage definitions globally to match EMEA's legacy process.

Answer

Lock EMEA user profiles until adoption metrics improve.

Question 7

A consultant is designing a Territory Management strategy for a global sales organization. Which TWO criteria are valid parameters for assigning accounts and opportunities to territories in Sales Cloud? (Choose two)

Accepted Answer

Account field criteria such as billing address, annual revenue, or industry sector.. Standard Territory Management supports assignment based on account criteria and postal codes/geographic data.

Answer

The number of chairs located in the client's conference room.

Answer

The personal music playlist preferences of the chief executive officer.

Answer

The astrological sign of the sales representative owning the account.

Question 8

A multinational client is implementing Sales Cloud across North America and Europe. During discovery, the European council demands strict compliance with regional data privacy laws that restrict sales reps from viewing certain prospect personal data stored in North America. Which consulting practice and Salesforce feature combination should be deployed?

Accepted Answer

Implement Restriction Rules combined with Org-Wide Defaults set to Private and Role Hierarchies to technically enforce regional data visibility boundaries.. Use Sharing Rules, Territory Management, or Restriction Rules combined with a clear data governance framework agreed upon during discovery.

Answer

Rely solely on user training and internal policy agreements to ensure reps do not access unauthorized regional data.

Answer

Deploy custom Apex triggers to delete prospect records immediately upon creation if created by out-of-region users.

Answer

Create a single global profile and assign all users to the same public group to simplify role maintenance.

Question 9

Universal Containers wants to ensure data quality by validating phone numbers and postal codes during user entry. Which TWO tools or features should the Consultant implement? Choose 2 options.

Accepted Answer

Validation Rules using REGEX functions. Validation rules and regular expressions (REGEX) or AppExchange address verification tools ensure phone numbers and postal codes follow strict formats.

Answer

Mass Transfer tool

Answer

Assignment Rules

Answer

Data Export Service

Question 10

A consultant is designing the rollout strategy for a company moving from legacy desktop software to Sales Cloud. Which TWO risks must be actively managed during the transition? (Choose two.)

Accepted Answer

Data migration errors resulting in corrupted or incomplete historical customer records. Data migration quality and user change resistance are two primary risk areas in any CRM implementation.

Answer

Too many users logging in simultaneously causing Salesforce data centers to physically overheat

Answer

Excessive server storage space caused by overly generous file attachment limits

Answer

Accidental deletion of standard Salesforce objects like Accounts and Contacts

Question 11

During the discovery phase of a Sales Cloud implementation, a consultant needs to gather comprehensive requirements regarding the existing sales process, data quality issues, and integration touchpoints. Which THREE methods are best suited for gathering these requirements? Choose 3 options.

Accepted Answer

Perform user shadowing sessions to observe day-to-day sales activities and workflows.. Effective requirements gathering combines workshops with business units, shadowing end users in their daily routines, and analyzing existing system documentation and data reports.

Answer

Write all Apex unit test classes prior to defining business rules.

Answer

Deploy production profile configurations without stakeholder review.

Question 12

Which artifact is typically created during the pre-rollout planning phase to outline key milestones, training dates, and go-live schedules?

Accepted Answer

Project Implementation Roadmap and Master Schedule. An implementation roadmap or master project plan outlines timelines, milestones, and go-live dates.

Answer

Apex Class Code Coverage Report

Answer

Daily System Error Log

Answer

Hard Drive Capacity Allocation Chart

Question 13

During pre-rollout planning for a global sales team, the consultant needs to define baseline success metrics. Which metric best evaluates improvements in lead qualification speed?

Accepted Answer

Lead response time and lead conversion duration. Lead response time or lead-to-opportunity conversion velocity measures how quickly sales teams qualify incoming leads.

Answer

Total volume of inbound email attachments

Answer

Number of custom validation rules active on the Lead object

Answer

Percentage of duplicate records merged monthly

Question 14

What is the primary objective of a user experience (UX) assessment during the pre-rollout planning phase?

Accepted Answer

To identify key user personas and streamline their daily workflow paths. Understanding user personas and their daily friction points ensures the solution is tailored to practical needs.

Answer

To negotiate software licensing discounts with Salesforce account executives

Answer

To write comprehensive technical documentation for developers

Answer

To establish automatic data backup schedules in the cloud

Question 15

An administrator is designing a pre-rollout communication plan for Sales Cloud. Which THREE communication milestones should be included to effectively manage user expectations? (Choose three.)

Accepted Answer

Project kickoff announcement explaining the strategic 'why' and business vision. Effective communication plans include kickoff announcements, pre-training readiness notices, and go-live celebration/support details.

Answer

Detailed server hardware specifications and storage capacity alerts

Answer

Daily technical architecture design reviews for all end-users

Question 16

What is the primary benefit of defining clear communication channels and feedback loops before rolling out Sales Cloud?

Accepted Answer

It manages expectations and surfaces user concerns early. Establishing feedback loops ensures users feel heard and allows the implementation team to address issues quickly, reducing resistance.

Answer

It automatically eliminates all custom code requirements

Answer

It increases data storage limits in the production environment

Answer

It replaces the need for formal end-user training

Question 17

When designing a post-go-live support plan during the rollout strategy phase, what is the primary purpose of establishing a 'Tier 1' internal help desk comprised of Super Users?

Accepted Answer

To act as the first point of contact for daily user questions, triage minor issues, and reinforce training.. Internal Super Users handle routine 'how-to' questions and minor issues first, filtering out noise so that complex technical bugs go to Tier 2/Administrators.

Answer

To directly contact Salesforce Customer Support for billing inquiries.

Answer

To write custom code and manage Apex triggers when developers are unavailable.

Answer

To perform quarterly data migrations and sandbox refreshes.

Question 18

Sales reps at DreamHouse Realty frequently create quotes from opportunities. They need to generate PDF quotes and email them directly to clients using predefined templates. Where should the administrator configure the quote templates?

Accepted Answer

In Setup under Quote Settings and Quote Templates.. Quote Templates are configured in Setup under Quote Templates.

Answer

Within CPQ Package Settings.

Answer

In the App Launcher under Email Templates.

Answer

On the Opportunity page layout properties.

Question 19

What happens when a Lead is converted?

Accepted Answer

The Lead becomes an Account, Contact, and optionally an Opportunity.. The conversion process creates an Account and Contact, and optionally an Opportunity, and maps fields from the Lead.

Answer

The Lead record is deleted.

Answer

The Lead is moved to the Recycle Bin.

Answer

The Lead owner is automatically changed to the System Administrator.

Question 20

During a pre-rollout user experience assessment, sales representatives express frustration that searching for accounts and contacts takes too many clicks and manual filters. Which feature should the consultant highlight in the rollout plan to directly address this usability concern?

Accepted Answer

Configuring Global Search filters, highlighted fields in compact layouts, and enhanced list views.. Global Search and List View enhancements (such as pinned list views, Kanban views, and quick filters) dramatically reduce clicks and improve record discovery compared to legacy search methods.

Answer

Setting up Apex triggers to automatically merge duplicate accounts upon creation.

Answer

Creating custom Visualforce pages for every standard tab.

Answer

Enabling territory management and assigning complex sharing rules.