Sales-Con-201 Practice Test 7 — 10 Questions

Question 1

Which TWO statements regarding Lead Conversion are correct?

Accepted Answer

Custom fields on the Lead object can be mapped to custom fields on the Account, Contact, and Opportunity objects. Lead conversion creates account, contact, and optionally opportunity records, and allows for field mapping.

Answer

Lead conversion can only be performed by the System Administrator

Answer

Converting a lead automatically deletes the original lead record

Answer

An Opportunity must be created during every lead conversion

Question 2

A sales manager wants an Einstein Forecasting model to predict end-of-quarter revenue. However, the Einstein Forecasting tab displays a message indicating insufficient historical data. What is the minimum closed opportunity data requirement for Einstein Forecasting to generate predictions?

Accepted Answer

At least 12 months of historical opportunity data with regular closed-won and closed-lost transitions.. Einstein Forecasting requires at least 12 months of historical opportunity data and a sufficient volume of closed-won and closed-lost opportunities.

Answer

At least 24 months of historical data across all active sales stages.

Answer

At least 3 months of closed opportunities and 500 closed-won deals.

Answer

At least 6 months of historical data and active Collaborative Forecasting enabled.

Question 3

A multinational enterprise uses Enterprise Territory Management. The sales operations team needs to automatically assign accounts to territories based on custom postal code matching rules. What is the correct sequence of actions to achieve this?

Accepted Answer

Create a territory model, define rule criteria on the territory, run rule evaluation, and activate the model.. Territory models must be created, rules defined and run, and then activated.

Answer

Write an Apex trigger on Account to evaluate postal codes against custom territory metadata types.

Answer

Assign postal codes via sharing rules, then map sharing rules to territories.

Answer

Activate the territory model first, define assignment rules, and schedule an automatic batch job.

Question 4

Sales reps are spending too much time manually entering meeting notes and logging emails into Salesforce. Management wants an automated solution that captures customer interactions from Microsoft Office 365 without requiring browser plugins. What should be implemented?

Accepted Answer

Einstein Activity Capture. Einstein Activity Capture (EAC) syncs emails, events, and contacts between Microsoft or Google accounts and Salesforce automatically.

Answer

Lightning Sync

Answer

Salesforce for Outlook Integration Pane

Answer

Sales Engagement Work Queue

Question 5

A multinational enterprise needs to assign territories automatically based on postal codes and annual revenue criteria, while also supporting manual territory assignments for strategic accounts. Which feature of Enterprise Territory Management should the Consultant implement?

Accepted Answer

Territory Assignment Rule Models. Enterprise Territory Management uses rule-based territory assignment models to evaluate account fields like postal code and revenue, while also allowing manual assignment for exception accounts.

Answer

Sales Cloud Einstein Territory Predictor

Answer

Enterprise Territory Management Assignment Wizards

Answer

Sharing Rules

Question 6

Northern Trail Outfitters uses Collaborative Forecasting with custom opportunity split types. The finance team reports that overlay sales reps are seeing their split amounts counted twice in the forecast quota attainment rollups. How should the administrator troubleshoot this?

Accepted Answer

Disable the standard Revenue forecast type and ensure only one split-based forecast type is active.. When configuring forecast types, administrators can choose whether to include opportunity splits, and incorrect combinations can lead to double counting if both revenue and overlay splits are enabled simultaneously without proper filtering.

Answer

Change the forecast display setting from 'Amount' to 'Expected Revenue'.

Answer

Modify the Opportunity Split Type to be non-cumulative.

Answer

Enable Advanced Currency Management to handle overlay conversion rates.

Question 7

Global Logistics wants to ensure that sales representatives use consistent messaging when responding to inbound prospect emails. Which Sales Engagement feature should be implemented?

Accepted Answer

Email Templates with Lightning Email Compose. Email templates integrated into Sales Engagement allow reps to use approved messaging within cadences.

Answer

Einstein Email Insights

Answer

Einstein Generative AI Prompt Builder

Answer

Salesforce Surveys

Question 8

Sales reps at Northern Trail Outfitters frequently send the same sequence of emails, phone calls, and LinkedIn outreach tasks to new prospects. Management wants to standardize this process to ensure consistency. Which feature should the Consultant configure?

Accepted Answer

Sales Engagement Cadences. Sales Engagement (formerly High Velocity Sales) allows administrators to build Sales Cadences to standardize outreach steps for reps.

Answer

Entitlement Processes

Answer

Opportunity Workflows

Answer

Marketing Cloud Account Engagement (Pardot) Engagement Studio

Question 9

Universal Containers requires that whenever a Lead is converted, a task is automatically created for the new Opportunity owner to schedule a kickoff call within 48 hours. What is the best way to automate this?

Accepted Answer

Create a Record-Triggered Flow on the Opportunity object that triggers when an opportunity is created from a lead conversion.. A Record-Triggered Flow on the Lead object (upon conversion) or Opportunity object can create the task. Alternatively, Lead conversion mapping handles fields, but task creation is best done via flow.

Answer

Configure Lead Conversion Mapping settings to include task creation parameters.

Answer

Enable Einstein Lead Conversion Task Automation in Setup.

Answer

Use Workflow Rules on the Lead object to trigger task creation on converted leads.

Question 10

A sales rep is working with a prospective client who prefers communicating via phone calls and automated emails over a 14-day period. What Sales Engagement tool should the rep add the prospect to?

Accepted Answer

Sales Cadence. Sales cadences organize multi-channel outreach steps over time.

Answer

Einstein Opportunity Split

Answer

Enterprise Territory Model

Answer

Campaign Hierarchy