Sales-Con-201 Practical Application OF Sales Cloud Expertise Practice Test 2 — 15 Questions

Question 1

A Sales Rep has an Account record but cannot see the related Contacts. What is the most likely cause?

Accepted Answer

The Contact OWD is set to Controlled by Parent.. When the Contact object's Organization-Wide Default (OWD) is set to 'Controlled by Parent,' access to a Contact is inherited entirely from the parent Account record. If the Sales Rep cannot see the related Contacts, it is because they lack access to the parent Account (or the Account's sharing settings do not grant them access), which cascades down to the Contacts. This is the standard behavior for the Account-Contact relationship when Controlled by Parent is used.

Answer

The user has a Profile with 'View All' on Contacts.

Answer

The Contact OWD is set to Public Read/Write.

Answer

The user is the Owner of the Contact.

Question 2

A multinational company wants to use different currencies for their Opportunities. What must be enabled to support this?

Accepted Answer

Advanced Currency Management.. Multi-currency is required to support different exchange rates and currency fields on records.

Answer

Territory Management.

Answer

Multi-language support.

Answer

Salesforce Shield.

Question 3

An organization has a private OWD for Accounts and Contacts. A user needs access to an Account they do not own, but they need to see all Contacts associated with that Account. How can this be achieved?

Accepted Answer

Add the user to an Account Team for the Account.. Adding the user to the Account Team for that specific Account grants them access to the Account and, via the Account Team's implicit sharing behavior, access to the Contacts associated with that Account. Account Teams are the standard mechanism for granting a user access to a single record they don't own without altering the org-wide sharing model. This satisfies both requirements: Account access plus visibility into all related Contacts.

Answer

Create a Public Group with access to all Contacts.

Answer

Change OWD to Public Read/Write.

Answer

Use a Permission Set to grant 'View All' on Contacts.

Question 4

A manager wants to ensure that all Opportunities over $1M have an Opportunity Team assigned before they can move to 'Closed-Won'. What tool should be used?

Accepted Answer

Validation Rule.. Validation Rules can check for the presence of records in a related list or specific fields before allowing a stage change.

Answer

Workflow Rule.

Answer

Flow Builder.

Answer

Lead Assignment Rule.

Question 5

A user in a subordinate role needs to see all Opportunities owned by their manager. How can this be done?

Accepted Answer

Sharing Rule.. The standard Role Hierarchy allows managers to see records owned by their subordinates, but not the other way around. To allow subordinates to see manager records, manual sharing or sharing rules are required.

Answer

Account Team.

Answer

Role Hierarchy.

Answer

Public Group.

Question 6

Which TWO actions are required to successfully convert a Lead?

Accepted Answer

Map lead fields to custom account, contact, or opportunity fields.. Option B is correct because when converting a Lead, Salesforce requires you to map the Lead's standard and custom fields to the corresponding Account, Contact, or Opportunity fields so the data carries over into the new records. Option C is correct because the conversion process requires you to specify which existing Account, Contact, or Opportunity the Lead should be linked to, or to create new records for them. Option A is incorrect because assigning a Lead to a queue is an ownership/routing action, not a required step in the conversion process. Option D is incorrect because creating a custom object for the Lead is unnecessary; conversion uses standard Account, Contact, and Opportunity objects. Option E is incorrect because the original Lead record is not deleted during conversion—it is marked as converted and retained for reporting and audit purposes.

Answer

Assign the lead to a queue.

Answer

Create a custom object for the lead.

Answer

Delete the original lead record.

Question 7

Which TWO features are used to manage visibility of sensitive fields?

Accepted Answer

Field-Level Security.. Field-Level Security (B) is correct because it controls whether a user can view or edit a specific field on an object, using profile and permission set settings for field permissions, which directly governs visibility of sensitive fields. Profile-based layout assignments (E) is correct because page layout assignments determine which fields are visible on record detail and edit pages for users with a given profile, so sensitive fields can be removed from layouts for certain profiles. Sharing Rules (A) and Role Hierarchy (C) control record-level access, not field-level visibility, so they do not manage sensitive field visibility. Public Groups (D) are used to group users for sharing and other access grants, not to control field visibility.

Answer

Sharing Rules.

Answer

Role Hierarchy.

Answer

Public Groups.

Question 8

Which THREE factors influence the 'Probability' field on an Opportunity?

Accepted Answer

Opportunity Stage.. Option C (Opportunity Stage) is correct because in Salesforce the Probability percentage is driven by the stage-to-probability mapping configured for each sales stage, so moving an opportunity to a new stage automatically sets its probability. Option D (Manual override by user) is correct because a user can directly edit the Probability field on an opportunity, replacing the stage-derived value with a custom percentage. Option E (Custom probability fields) is correct because organizations can create custom fields that store or feed probability values, and these custom probability fields can influence the Probability shown on the opportunity. Option A (Lead score) does not belong because lead scoring is a marketing/lead metric and is not a native driver of the Opportunity Probability field. Option B (Account rating) does not belong because account rating reflects the account's overall value or health and has no direct effect on an opportunity's Probability.

Answer

Lead score.

Answer

Account rating.

Question 9

Which TWO security features are used to restrict data access?

Accepted Answer

Sharing Rules.. Sharing Rules (A) are correct because they open up record access beyond the organization-wide default by granting read or read/write access to specified groups of users, roles, or territories, thereby restricting who can see particular records. OWD, or Organization-Wide Defaults (E), is correct because it sets the baseline record-level access for each object (Private, Public Read Only, Public Read/Write, or Public Read/Write/Transfer for cases/leads), which is the foundation for restricting data access before sharing rules are applied. Validation Rules (B) enforce data quality by preventing users from saving records that fail a formula condition, but they do not control record visibility or access. Page Layouts (C) determine which fields and related lists appear on a record page for a given profile, affecting presentation rather than data access. Email Templates (D) are reusable content for outbound messages and have no role in restricting record access.

Answer

Validation Rules.

Answer

Page Layouts.

Answer

Email Templates.

Question 10

Which TWO types of activities can be tracked in Salesforce?

Accepted Answer

Event.. In Salesforce, the two record types that represent trackable activities on the Activity timeline are Events and Tasks. Option B (Event) is correct because an Event is a calendar activity—such as a meeting or call—with a start and end date/time, and it appears in the activity timeline and calendar. Option E (Task) is correct because a Task is a to-do activity, such as a call or email follow-up, with a due date, status, and priority, and it is also tracked in the activity timeline. Options A (Campaign), C (Lead), and D (Opportunity) are not activities; they are standard Salesforce objects (a campaign, a lead, and an opportunity) that activities can be related to, but they are not themselves activity types.

Answer

Campaign.

Answer

Lead.

Answer

Opportunity.

Question 11

Which THREE actions can a Sales Manager perform using the Role Hierarchy?

Accepted Answer

Edit records owned by subordinates.. The Role Hierarchy in Salesforce grants users access to records owned by users below them in the hierarchy. Option A is correct because a Sales Manager can edit records owned by subordinates, since the hierarchy grants implicit read/write access to subordinate-owned records. Option D is correct because the same hierarchy grants implicit read access, allowing the manager to view records owned by subordinates. Option C is correct because the role hierarchy is one of the mechanisms used to define sharing rules, enabling records to be shared with users in roles above or below in the hierarchy. Option B is not correct because deleting records is governed by the user's profile permissions and record ownership, not by the role hierarchy itself. Option E is not correct because assigning leads to subordinates is a lead assignment action controlled by assignment rules or manual assignment, not by the role hierarchy.

Answer

Delete subordinate accounts.

Answer

Assign new leads to subordinates.

Question 12

The marketing team wants to track how many Leads were converted into Opportunities for each Campaign. What is the standard way to achieve this?

Accepted Answer

Campaign Influence. Campaign Influence is the standard Salesforce feature that links Campaigns to Opportunities and tracks which campaigns influenced a converted lead or opportunity, enabling reporting on lead-to-opportunity conversion per campaign. It uses Campaign Influence records (or Customizable Campaign Influence) to attribute pipeline and revenue to campaigns, which directly answers 'how many Leads were converted into Opportunities for each Campaign.'

Answer

Process Builder

Answer

Lead Conversion Mapping

Answer

Custom Formula Fields on Lead

Question 13

Which TWO of the following are true regarding Price Books in Salesforce?

Accepted Answer

A product must be added to the Standard Price Book before it can be added to a Custom Price Book. Option D is correct because Salesforce requires every product to have an entry in the Standard Price Book before it can be associated with any Custom Price Book; the Standard Price Book acts as the master catalog of products and their list prices. Option E is correct because, on an Opportunity, a user works with a single Price Book at a time — the Price Book selected on the Opportunity determines which products and prices are available when adding products to that Opportunity. Option A is incorrect because Price Books are standalone objects, not children of Account; Product/PricebookEntry relationships link products to price books, not accounts. Option B is incorrect because a single PricebookEntry holds one currency, and multi-currency support is achieved through separate PricebookEntry records per currency, not by adding multiple currencies to the same product entry. Option C is incorrect because Price Book visibility is controlled by sharing and the organization-wide default, so not all users can view all Price Books by default.

Answer

Price Books are a child object of the Account

Answer

Price Books allow users to add different currencies to the same product entry

Answer

All users can view all Price Books by default

Question 14

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 15

Cloud Kicks wants its sales reps to see a warning when they attempt to close an Opportunity as 'Closed Lost' without recording a Loss Reason. The warning should not prevent them from saving. Which feature should a consultant configure?

Accepted Answer

Path Assistant with a guidance for success on the Closed Lost stage. Path Assistant provides stage-specific guidance and can display a warning message without blocking the save. This aligns with the requirement for a non-blocking warning when closing an Opportunity as Closed Lost without a Loss Reason. Validation Rules and required fields would prevent saving, while a Flow with a screen element is overkill and may not integrate as smoothly.

Answer

Flow Builder with a screen element

Answer

Validation Rule on the Opportunity object

Answer

Required Field on the Opportunity Stage field