Sales-Con-201 Practical Application OF Sales Cloud Expertise Practice Test 7 — 15 Questions

Question 1

Which TWO settings affect the access a user has to an Opportunity?

Accepted Answer

Sharing Rules.. Sharing Rules (A) are correct because they grant additional access to records—such as Opportunities—beyond the Organization-Wide Default by opening up access for specified roles, groups, or territories via criteria-based or owner-based rules. Organization-Wide Default (B) is correct because the OWD for Opportunity sets the baseline (most restrictive) level of access users have to Opportunity records they do not own, which sharing rules, role hierarchy, and manual sharing can then extend. Page Layout (C) only controls the arrangement and visibility of fields, buttons, and related lists on the record detail page; it does not grant or restrict record-level access. Task status (D) is merely a picklist value on the Activity object and has no bearing on Opportunity record access. Validation Rules (E) enforce data quality by preventing saves that violate defined criteria; they do not determine which users can view or edit an Opportunity.

Answer

Page Layout.

Answer

Task status.

Answer

Validation Rules.

Question 2

Which THREE items can be tracked in an Activity Timeline?

Accepted Answer

Tasks.. In Salesforce, the Activity Timeline component on a record page displays a unified chronological feed of activities and related records, and it specifically tracks Tasks (option A), Log a Call records (option B), and Events (option C) — these are the standard activity objects whose entries appear as timeline items with due dates, times, and statuses. Tasks appear as actionable to-dos, logged calls appear as completed call entries with call type, purpose, and comments, and Events appear as scheduled meetings or appointments with start/end times. Option D (Opportunity status changes) is not an activity object but a field-history/Stage History concept, which is surfaced through related lists or reports, not the Activity Timeline. Option E (Account hierarchy updates) relates to the account hierarchy structure and is likewise not an activity record, so it does not appear in the Activity Timeline.

Answer

Opportunity status changes.

Answer

Account hierarchy updates.

Question 3

Which TWO components are needed for a Price Book?

Accepted Answer

Price Book Entry records.. A Price Book requires Price Book Entry records (option A) because the Price Book Entry object is the junction that links a Product2 to a specific Price Book and stores the unit price for that product in that book; without entries, the Price Book contains no priced products. It also requires Product records (option B), since every Price Book Entry must reference a Product2, and the product supplies the item being priced and sold. Order records (option C) are transactional documents created after products and prices exist, so they are not components of a Price Book. Campaign records (option D) belong to marketing functionality and have no relationship to Price Book structure. Lead records (option E) are pre-opportunity prospects and are unrelated to defining a Price Book.

Answer

Order records.

Answer

Campaign records.

Answer

Lead records.

Question 4

Which TWO methods can be used to share an Account with a colleague?

Accepted Answer

Account Team.. Account Team (B) is correct because adding a colleague to the Account Team grants them access to the account record through the account team member's access level (Read/Write or Read Only), which is a standard way to share an account with other users. Manual Sharing (C) is correct because a user with sharing privileges can manually share an individual Account record with another user or group, granting Read or Read/Write access via the Sharing button on the record. Setting as record owner (A) transfers ownership rather than sharing, so it does not fit the scenario of sharing with a colleague. Adding to a public folder (D) applies to sharing folders for reports, dashboards, and documents, not Account records. Changing the Profile (E) alters a user's overall permissions and object-level access, not sharing of a specific Account record.

Answer

Set as record owner.

Answer

Add to public folder.

Answer

Change Profile.

Question 5

Which THREE objects can be linked to a Campaign?

Accepted Answer

Lead.. In Salesforce, a Campaign can be linked to Leads, Contacts, and Opportunities through Campaign Members and the Opportunity Campaign Influence feature. Option B (Lead) is correct because leads can be added as campaign members to track their response to a campaign. Option C (Opportunity) is correct because opportunities can be associated with campaigns via Campaign Influence, allowing attribution of revenue to marketing efforts. Option D (Contact) is correct because contacts can also be added as campaign members, enabling tracking of their engagement. Option A (Price Book) is not correct because price books are related to products and price book entries, not campaigns. Option E (Order) is not correct because orders are not directly linked to campaigns in standard Salesforce functionality.

Answer

Price Book.

Answer

Order.

Question 6

Which THREE fields are standard on an Opportunity?

Accepted Answer

Stage.. The three standard fields on an Opportunity are Stage (A), Close Date (C), and Opportunity Name (D). Stage is a required standard picklist that tracks the sales process phase (e.g., Prospecting, Qualification, Closed Won), making it fundamental to every Opportunity record. Close Date is a required standard date field representing the expected or actual date the opportunity will close, and it drives forecasting. Opportunity Name is a required standard text field that identifies the deal, so it appears on every Opportunity by default. Discount (B) is not a standard Opportunity field; it is typically a custom field or part of a product/quote line item. Lead Source (E) is a standard field on the Lead object, not on the Opportunity object, so it does not belong here.

Answer

Discount.

Answer

Lead Source.

Question 7

Which TWO fields are essential for calculating the 'Expected Revenue' on an Opportunity?

Accepted Answer

Amount.. Option C (Amount) is correct because Expected Revenue is calculated by multiplying the Opportunity's Amount by its Probability, so the Amount value is a required input for the formula. Option D (Probability) is correct because it serves as the percentage multiplier applied to the Amount to derive Expected Revenue. Lead Source (A) is a marketing attribution field that has no role in the Expected Revenue formula. Close Date (B) is used for forecasting timelines but does not factor into the Expected Revenue calculation. Stage (E) is not used directly, since Probability is the field that carries the numeric percentage into the calculation.

Answer

Lead Source.

Answer

Close Date.

Answer

Stage.

Question 8

Which THREE factors should be considered when designing an Opportunity Sales Process?

Accepted Answer

The probability values for each stage.. Option B is correct because each stage in an Opportunity Sales Process must be assigned a probability value, which drives forecasting and is required when configuring stage-to-probability mappings in Salesforce. Option D is correct because a sales process is associated with specific opportunity record types, so you must determine which record types will use the process to ensure the correct stages and page layouts are applied. Option E is correct because the stages themselves—the sequence of steps an opportunity moves through during the sales cycle—are the core element being designed in an Opportunity Sales Process. Option A is not a design factor for the sales process itself, since team member count relates to opportunity teams rather than stage configuration. Option C is also not a factor, as the number of products per opportunity affects products, schedules, and pricing, not the definition of the sales process stages.

Answer

The number of team members.

Answer

The number of products per opportunity.

Question 9

Which TWO items are commonly managed in a Price Book?

Accepted Answer

Prices.. A Price Book is a Salesforce CPQ object that stores pricing information, so option A (Prices) is correct because it holds the price entries (PricebookEntry records) that define the selling price of each product for a given currency and price book. Option C (Products) is also correct because a Price Book associates products with their prices, meaning products must be added to the price book to be sellable. Options B (Campaigns), D (Leads), and E (Contacts) are incorrect because these are CRM marketing and sales objects managed outside the Price Book, not items commonly managed within it.

Answer

Campaigns.

Answer

Leads.

Answer

Contacts.

Question 10

Which THREE types of reports can be created in Sales Cloud?

Accepted Answer

Summary.. In Salesforce Sales Cloud, reports are built on one of four standard report formats, and the three correct answers here are C. Summary, D. Tabular, and E. Matrix. Tabular reports are the simplest format, presenting data in a flat table of rows and columns without groupings, subtotals, or charts, which is why D is valid. Summary reports group rows by up to three fields and provide subtotals and grand totals, making C a legitimate Sales Cloud report type. Matrix reports are the most complex format, grouping data by both rows and columns (with subtotals along both axes), so E is also correct. Options A (Lead-to-Cash) and B (Campaign-to-Deal) are not report formats in Sales Cloud; they describe business processes or analytics concepts rather than the selectable report types, so they do not belong.

Answer

Lead-to-Cash.

Answer

Campaign-to-Deal.

Question 11

Which TWO actions can be automated with Flow Builder?

Accepted Answer

Sending an email alert.. Option C is correct because Flow Builder can automate sending email alerts through the core action 'Send Email' (or email alert actions), allowing a flow to notify users or external recipients when defined conditions are met. Option E is correct because Flow Builder supports record-triggered flows (e.g., a before-save or after-save flow on Opportunity) that use Update Records elements to modify related records when the opportunity's StageName changes. Option A is incorrect because org-wide security settings such as sharing defaults, password policies, and session settings are configured in Setup, not automated via Flow Builder. Option B is incorrect because standard field types are fixed metadata and cannot be changed by a flow. Option D is incorrect because deleting the user database is not a Flow Builder action; user management and data deletion are handled through administrative tools and APIs, not flows.

Answer

Changing the org-wide security settings.

Answer

Modifying the standard field types.

Answer

Deleting the user database.

Question 12

Which THREE objects support 'Lead Conversion'?

Accepted Answer

Opportunity.. In Salesforce, Lead Conversion creates three records: an Account (E), a Contact (B), and optionally an Opportunity (A). Option E (Account) is correct because converting a lead generates a new Account (or links to an existing one) to represent the company. Option B (Contact) is correct because the lead's individual data is transferred into a new Contact record tied to that Account. Option A (Opportunity) is correct because the conversion process can optionally create an Opportunity to track a potential deal resulting from the lead. Option C (Campaign) is not converted; campaigns are related to leads via Campaign Members but are not created or converted during lead conversion. Option D (Price Book) is unrelated to lead conversion, as price books are used to manage product pricing on opportunities and quotes, not to convert leads.

Answer

Campaign.

Answer

Price Book.

Question 13

A Sales Manager wants to ensure that all Leads generated from a specific trade show campaign are automatically assigned to a dedicated team of SDRs. Which feature should the consultant recommend?

Accepted Answer

Lead Assignment Rules. Lead Assignment Rules are specifically designed to automatically assign Leads to users or queues based on criteria such as Campaign source, Lead fields, or geography. By defining a rule entry that matches the trade show Campaign, the consultant can route those Leads to the dedicated SDR team (via a Queue or specific users). This is the native, declarative mechanism for Lead routing.

Answer

Validation Rules

Answer

Auto-Response Rules

Answer

Workflow Rules

Question 14

A company uses a complex sales process where Sales Representatives must involve different internal stakeholders at specific stages of the Opportunity lifecycle. The management needs to track the contribution of these stakeholders for commission purposes. What should the consultant implement?

Accepted Answer

Opportunity Teams. Opportunity Teams allow adding multiple users to an opportunity to track roles and share access, which is ideal for multi-stakeholder sales.

Answer

Account Teams

Answer

Case Teams

Answer

Opportunity Splits

Question 15

A sales organization has multiple currencies enabled. A Sales Rep is trying to add a product to an Opportunity, but cannot find the desired product in the Price Book. What is the most likely cause?

Accepted Answer

The Product is not added to the specific Price Book with an entry for the Opportunity's currency. When multiple currencies are enabled, a Product must have a Price Book Entry (PBE) for the specific Price Book AND for the Opportunity's currency. If the PBE exists only in a different currency, the product will not appear when adding products to that Opportunity. This is the most common cause of a missing product in a multi-currency org.

Answer

The User lacks permission to view the Price Book

Answer

The Opportunity stage is set to Closed Won

Answer

The Product is not active