Sales-Con-201 Practical Application OF Sales Cloud Expertise Practice Test 3 — 15 Questions

Question 1

A company uses multiple currencies in Sales Cloud. An opportunity is created in EUR, but the corporate currency is USD. Where does Salesforce pull the exchange rate used to calculate the converted amount on corporate reporting?

Choose an answer to begin — your selection is scored in the full session.

Accepted Answer

From the Manage Currencies page in Setup, based on active conversion rates.. Salesforce stores corporate currency conversion rates in the Manage Currencies page under Setup, and these active rates are used to convert opportunity amounts into the corporate currency for reporting. The converted amount is calculated using the dated exchange rate effective at the opportunity's close date (if Advanced Currency Management is enabled) or the static rate otherwise.

Answer

From the custom exchange rate object populated by a nightly batch job.

Answer

From the user's personal locale and currency settings.

Answer

From the Price Book entry associated with the opportunity line items.

Question 2

A sales manager wants to track key milestones during the sales cycle for opportunities, such as identifying decision makers and presenting proposals, directly on the opportunity record page. Which feature should the administrator configure?

Accepted Answer

Path Settings and Key Fields.. Path Settings and Key Fields allow administrators to add a guided path on the Opportunity record page that displays key milestones (stages) and prompts users to complete critical fields at each stage. This directly supports tracking milestones like identifying decision makers and presenting proposals. Sales Process picklist values define the stages but do not provide the visual guidance or milestone tracking on the record page.

Answer

Sales Process picklist values.

Answer

Opportunity dashboards.

Answer

Custom related lists for milestones.

Question 3

Northern Trail Outfitters uses Leads to capture inquiries. A sales rep needs to convert a qualified lead into an account, contact, and opportunity. What standard Salesforce functionality occurs during lead conversion regarding custom lead fields?

Accepted Answer

Custom lead fields can be mapped to custom fields on Account, Contact, and Opportunity objects in Lead Settings.. During lead conversion, custom lead fields can be mapped to custom fields on the Account, Contact, and Opportunity objects. This mapping is configured in Lead Settings, allowing administrators to control which fields transfer and to which objects. This ensures data continuity and reduces manual re-entry.

Answer

Custom lead fields are lost upon conversion and must be re-entered manually.

Answer

Custom lead fields are automatically mapped to all three objects based on field API names.

Answer

Custom lead fields can only be mapped to the Opportunity object.

Question 4

During lead qualification, a sales user wants to send a standardized email to a lead. Where can the user initiate this action directly within the standard Sales Cloud user interface?

Accepted Answer

From the Activity timeline on the Lead record.. The Activity timeline or Global Actions / Send Email action on the Lead record.

Answer

Only from the Reports tab.

Answer

From the Lead Conversion window.

Answer

From the Campaign Member status history.

Question 5

An organization has strict compliance requirements. Sales reps should only be able to view contacts associated with accounts they own, but contacts should inherit sharing from the parent account. What should the Contact OWD setting be?

Accepted Answer

Controlled by Parent. Setting Contact OWD to 'Controlled by Parent' makes contact access inherit from the parent Account's sharing settings. This ensures sales reps can only view contacts associated with accounts they own, because account ownership drives contact visibility. It satisfies the compliance requirement without granting broader access.

Answer

Public Read/Write/Transfer

Answer

Public Read Only

Answer

Private

Question 6

,A sales representative creates a new contact and associates it with an existing account. Which address field behavior occurs by default on the contact record?

Accepted Answer

The contact mailing address remains blank until manually entered.. By default, when a contact is created and associated with an account, the contact's mailing address fields remain blank — Salesforce does not automatically copy the account's billing or shipping address to the contact. The user must manually enter the contact address or use a formula/flow to populate it. This is standard out-of-the-box behavior on the Contact object.

Answer

The contact mailing address automatically populates from the account billing address.

Answer

The contact address is locked to match the account shipping address.

Answer

The contact inherits the account phone number and address simultaneously.

Question 7

A sales operations manager wants to track historical changes to opportunity stage durations to identify bottlenecks in the sales process. Which feature provides out-of-the-way tracking for this requirement?

Accepted Answer

Standard Report Types using Opportunity History.. Opportunity History is a standard related list and reportable object that automatically tracks stage, amount, probability, and close date changes each time an opportunity is edited. Standard Report Types built on Opportunity History (such as 'Opportunities with Opportunity History') allow time-in-stage analysis to identify bottlenecks without any custom development.

Answer

Salesforce Einstein Activity Capture logs.

Answer

Custom object triggered by a flow on every stage change.

Answer

Campaign Influence reports.

Question 8

A sales representative needs to apply a different Price Book to an existing Opportunity that already contains line items. What happens to the existing opportunity products when the Price Book is changed?

Accepted Answer

They are removed from the opportunity, and products from the new price book must be added manually.. When you change the Price Book on an Opportunity that already has line items, Salesforce removes all existing Opportunity Line Items. This is because the products must be associated with the new Price Book, and existing line items may not exist in the new Price Book. You must then manually add products from the new Price Book.

Answer

The system prevents changing the price book if line items exist.

Answer

They remain on the opportunity, but are marked as inactive.

Answer

They are automatically updated with prices from the new price book.

Question 9

An administrator is setting up Collaborative Forecasts. Which object can be used to configure forecast types in Sales Cloud?

Accepted Answer

Opportunity, Opportunity Product, or Opportunity Split.. Collaborative Forecasts in Sales Cloud allow forecast types to be configured based on the Opportunity object, Opportunity Product, or Opportunity Split. These are the only objects that carry the revenue, quantity, and split data needed for forecast rollups. This enables organizations to forecast by product line or by team member contribution.

Answer

Order and Contract.

Answer

Account, Contact, and Lead.

Answer

Campaign and Quote.

Question 10

A company uses Orders in Sales Cloud. When an order is activated, what happens to the order record regarding editability?

Accepted Answer

The order status becomes Activated, and standard fields become read-only to preserve financial integrity.. When an order is activated, its status becomes 'Activated' and standard fields become read-only to preserve financial integrity. This prevents modifications that could affect downstream processes like invoicing and revenue recognition. The order remains editable only for certain fields if customizations allow, but standard fields are locked.

Answer

The order is automatically deleted from the system and converted into an invoice.

Answer

The order record is locked and cannot be edited by any user.

Answer

The order status resets to Draft automatically after 24 hours.

Question 11

An administrator needs to configure Account Teams for an organization. Which THREE capabilities do Account Teams provide? (Choose three.)

Accepted Answer

Allow users to set up a Default Account Team to quickly add members to their accounts.. Account Teams in Salesforce provide a Default Account Team that users can configure so that a predefined set of members is automatically added to accounts they own, which is exactly what option B describes. Option C is correct because account team members can be granted flexible access levels — read-only or read/write — to the account and its related records such as contacts, opportunities, and cases. Option E is correct because Account Teams support assigning functional roles (for example Account Manager, Executive Sponsor, or Technical Architect) to each team member to reflect their responsibility. Option A is incorrect because territory realignment based on revenue changes is handled by Enterprise Territory Management, not Account Teams. Option D is incorrect because the Default Account Team applies to accounts a user owns, not to opportunities they own.

Answer

Automatically enforce territory realignment based on account revenue changes.

Answer

Allow users to set up a Default Account Team to quickly add members to opportunities they own.

Question 12

When configuring Collaborative Forecasts, which THREE metrics or parameters can be selected to define forecast types? (Choose three.)

Accepted Answer

Opportunity Quantity. In Salesforce Collaborative Forecasts, forecast types are defined by selecting a forecast category and one or more measure metrics from the available set: Opportunity Amount (Revenue), Opportunity Quantity, and Opportunity Splits (Revenue or Percentage). Option A (Opportunity Quantity) is correct because quantity-based forecasting lets users forecast on the number of units/products rather than monetary value. Option B (Opportunity Splits) is correct because forecast types can be configured to use either revenue-based or percentage-based opportunity splits, enabling split-credit forecasting. Option D (Opportunity Amount (Revenue)) is correct because it is the standard revenue measure used to build a forecast type. Options C (Lead Conversion Count) and E (Campaign ROI Percentage) are not selectable forecast metrics — leads and campaigns are not forecastable objects in Collaborative Forecasts, so neither can define a forecast type.

Answer

Lead Conversion Count

Answer

Campaign ROI Percentage

Question 13

An administrator is setting up Lead Assignment Rules for inbound web leads. Which TWO criteria types are available when defining assignment rule entries? (Choose two.)

Accepted Answer

Criteria are met (Standard field operator comparisons).. Option A, 'Criteria are met (Standard field operator comparisons),' is correct because Lead Assignment Rule entries in Salesforce are built on filter criteria that compare standard or custom lead fields using operators such as equals, not equal to, contains, starts with, and greater than, allowing the rule to fire when those field-based conditions are satisfied. Option C, 'A formula evaluates to true,' is also correct because assignment rule entries support formula criteria, where an administrator writes a Boolean formula referencing lead fields and the entry executes when that formula returns true. The other options are not valid criteria types for assignment rule entries: role hierarchy depth (B) is not an available filter, Chatter sentiment analysis (D) is not a supported assignment criterion, and Einstein Lead Scoring thresholds (E) are not directly selectable as assignment rule entry criteria.

Answer

Assigned user's role hierarchy depth.

Answer

Chatter post sentiment analysis score.

Answer

Direct integration with Einstein Lead Scoring threshold.

Question 14

An organization uses Enterprise Territory Management. Which THREE actions can be performed using territory rules? (Choose three.)

Accepted Answer

Manually run territory rules for a model to re-evaluate all accounts in the model.. Option A is correct because in Enterprise Territory Management an administrator can manually run territory rules for a model (from the model's detail page, e.g., 'Run Rules') to re-evaluate and reassign all accounts in that model, which is useful after changing rule criteria or territory structure. Option D is correct because territory rules are built on account field criteria (such as BillingCountry, Industry, or custom account fields) and automatically assign accounts to the appropriate territories when those field values match the rule conditions. Option E is correct because, once rules are active, the system evaluates them on account creation and on account edits that match the rule criteria, so assignments stay current without a manual run. Option B is not correct because territory rules assign accounts, not users; user membership in territories is handled through territory assignment (e.g., assignment rules based on user role, or manual assignment), not account-based territory rules. Option C is not correct because territory rules do not convert leads; lead conversion is a separate process and is not triggered by territory assignment criteria.

Answer

Automatically assign users to territories based on user profile attributes.

Answer

Automatically convert leads upon meeting territory assignment criteria.

Question 15

Which THREE factors affect whether a user can convert a Lead in Sales Cloud? (Choose three.)

Accepted Answer

The user has the 'Convert Leads' user permission enabled in their profile or permission set.. Option A is correct because the 'Convert Leads' user permission must be enabled on the user's profile or a permission set; without it, the Convert button is unavailable regardless of record access. Option D is correct because a Lead that is locked in an active Approval Process cannot be converted until the approval process is recalled, rejected, or otherwise completed and the record is unlocked. Option E is correct because the user needs Read and Edit access to the Lead record itself as well as the target objects (Account, Contact, Opportunity) to create and map records during conversion. Option B is incorrect because having an associated Task is not a requirement for conversion; activities are simply carried over or optionally not carried over. Option C is incorrect because a matching email address does not block conversion; instead, Salesforce may prompt the user to merge or associate the Lead with the existing Contact during conversion.

Answer

The Lead has at least one associated Task in the Activity timeline.

Answer

The Lead's email address matches an existing Contact in the database.