Sales-Con-201 Sales Lifecycle Practice Test 5 — 15 Questions

Question 1

Sales management at Cloud Kicks wants to improve pipeline visibility and accuracy using Sales Cloud Einstein features. Which TWO Einstein features should be implemented? (Choose two.)

Accepted Answer

Einstein Opportunity Scoring to evaluate win probability on open deals.. Einstein Opportunity Scoring (A) is correct because it applies AI to open opportunities and produces a score reflecting win probability, directly improving pipeline visibility and forecast accuracy for sales management. Einstein Activity Capture (B) is correct because it automatically syncs and logs emails and calendar events to related records, giving a more complete and accurate view of deal activity without manual data entry. Together these features address both the accuracy of the pipeline (scoring) and the completeness of activity data (capture). Einstein Discovery (C) is not for writing Apex triggers; it surfaces insights and predictions from data, and Apex triggers are code, not an Einstein feature. Einstein Next Best Action (D) delivers recommendations, not email template generation. Einstein Bot (E) handles conversational lead qualification on web channels, which is unrelated to pipeline visibility and accuracy for existing opportunities.

Answer

Einstein Discovery for writing Apex triggers on opportunity stages.

Answer

Einstein Next Best Action to generate email templates.

Answer

Einstein Bot for automated lead qualification chats on the website.

Question 2

An administrator is troubleshooting a Sales Engagement deployment where sales reps are unable to add prospects to sales cadences. Which THREE factors could cause this issue? (Choose three.)

Accepted Answer

The Sales Cadence status is not set to 'Active'.. Option B is correct because a sales cadence must have its status set to 'Active' before reps can add prospects to it; a Draft or Inactive cadence cannot accept new targets. Option C is correct because Sales Engagement functionality requires the Sales Engagement User permission set license along with the assigned permission set; without both, users cannot access cadence actions such as adding prospects. Option D is correct because each cadence has target settings that define which Leads or Contacts qualify (for example, by record type, field criteria, or ownership), and records failing those criteria cannot be added. Option A is not relevant because Collaborative Forecasting is a separate forecasting feature and does not govern cadence enrollment. Option E is not relevant because Einstein Activity Capture handles email and event syncing, not the ability to add prospects to cadences.

Answer

Collaborative Forecasting is disabled in the organization.

Answer

Einstein Activity Capture is uninstalled from AppExchange.

Question 3

Which TWO actions can a sales representative perform using the Kanban view on opportunities? (Choose two.)

Accepted Answer

View alerts on opportunities indicating missing tasks or overdue dates.. Option B is correct because the Kanban view for opportunities surfaces visual alert icons on cards when a related activity is overdue or a required task is missing, helping reps spot at-risk deals at a glance. Option C is correct because Kanban is a drag-and-drop interface: moving an opportunity card from one column to another directly updates the opportunity's Stage field, with the columns representing stage values. Options A, D, and E are incorrect because configuring custom fiscal years, building custom report types, and modifying organization-wide sharing settings are all administrative setup tasks performed in Setup, not actions available to a sales representative from the opportunity Kanban view.

Answer

Configure custom fiscal years.

Answer

Build custom report types.

Answer

Modify organization-wide sharing settings.

Question 4

Which TWO actions can sales managers take within Collaborative Forecasting to manage their team's pipeline? (Choose two.)

Accepted Answer

Make manager adjustments to subordinate forecast amounts.. Option B is correct because Collaborative Forecasting allows managers to apply manager adjustments, overriding or tweaking a subordinate's forecast category amounts to reflect their own judgment of the pipeline without altering the underlying opportunity data. Option E is correct because the forecast tab supports drill-down functionality, letting managers expand a forecast category to see the individual opportunities that roll up into a subordinate's or team's forecast total. Option A is incorrect because changing the organization-wide sharing model for opportunities is an administrative setup task done in Setup, not a pipeline management action available on the forecast tab. Option C is incorrect because reassigning territory ownership models requires administrator permissions and is a configuration task, not a standard manager forecasting action. Option D is incorrect because fiscal year settings are configured by an administrator in Setup and cannot be modified directly from the forecast tab.

Answer

Change the organization-wide sharing model for opportunities.

Answer

Reassign user territory ownership models without administrator rights.

Answer

Modify company fiscal year settings directly from the forecast tab.

Question 5

Northern Trail Outfitters wants to track campaign ROI and multi-touch attribution. Which THREE features should the administrator configure? (Choose three.)

Accepted Answer

Campaign Hierarchy to roll up metrics across parent and child campaigns.. Option B is correct because Campaign Hierarchy lets you roll up metrics such as responses, leads, and revenue from child campaigns into parent campaigns, which is essential for tracking ROI across related campaigns. Option C is correct because Campaign Member Status values define the engagement stages (e.g., Sent, Responded) that let you measure response rates and conversion progress for each campaign. Option E is correct because Campaign Influence models enable multi-touch attribution by assigning revenue credit across multiple campaigns that touched an opportunity, directly supporting multi-touch attribution. Option A is not correct because Einstein Opportunity Scoring weights affect opportunity scoring, not campaign ROI or attribution. Option D is not correct because Enterprise Territory Assignment rules manage territory-based record assignment, not campaign attribution or ROI tracking.

Answer

Einstein Opportunity Scoring weight parameters.

Answer

Enterprise Territory Assignment rules.

Question 6

Universal Containers utilizes Collaborative Forecasting. Which THREE components can be included in forecast calculations depending on the configured forecast type? (Choose three.)

Accepted Answer

Opportunity Revenue or Quantity amounts. In Salesforce Collaborative Forecasting, the forecast type determines which measurable field is aggregated, and Opportunity Revenue or Quantity amounts (A) are the core values that can be summed into forecast totals, so A is correct. Forecasts can also be broken down by Product Family revenue totals (B), since forecast types can be configured to forecast by product family, making B correct. Additionally, Opportunity Splits (Revenue or Overlay splits) (C) can be included so that split owners see their portion of the forecast, which is a supported forecast type configuration, making C correct. Chatter feed post sentiment scores (D) and Knowledge article view counts (E) are unrelated to opportunity forecasting data and cannot be included in forecast calculations, so they are incorrect.

Answer

Chatter feed post sentiment scores

Answer

Knowledge article view counts

Question 7

An administrator is preparing to implement Sales Cloud Einstein Generative AI Prompt Builder. Which THREE capabilities does Prompt Builder provide for sales users? (Choose three.)

Accepted Answer

Creating custom prompt templates infused with CRM merge fields and Apex grounding.. Prompt Builder lets sales users build reusable prompt templates that blend free-text instructions with CRM merge fields (and Apex-defined grounding) to inject record context, so option A is correct. It also supports field generation prompt templates, which write AI-generated values directly into specified CRM record fields, making option D correct. Additionally, Prompt Builder includes email prompt templates that produce personalized sales emails using customer and opportunity context, so option E is correct. Option B is wrong because Prompt Builder does not train deep learning neural networks on raw database backups, and option C is wrong because it does not auto-generate Apex triggers for backend integrations.

Answer

Training deep learning neural networks on raw database backups.

Answer

Automatically writing custom Apex triggers for backend integrations.

Question 8

When configuring Collaborative Forecasting, which THREE configurations can an administrator customize? (Choose three.)

Accepted Answer

Custom Date Ranges or Fiscal Periods for forecasting. In Collaborative Forecasting, administrators can customize the forecast hierarchy's time dimension by selecting Custom Date Ranges or Fiscal Periods (B), which determines whether forecasts are calculated using standard fiscal periods or custom date ranges defined in the org. Administrators can also configure Forecast Currency Display (C), choosing whether forecast amounts are shown in the corporate currency or the user's personal currency, which is essential for global organizations. Additionally, Forecast Types (E) such as Revenue, Quantity, Product Family, and Opportunity Splits can be enabled and customized, allowing different forecast metrics to be tracked. Options A and D are incorrect because Collaborative Forecasting does not auto-generate Apex test classes for forecast models, nor does it expose the underlying database schema of forecast rollup tables for administrator customization.

Answer

Automatic generation of Apex test classes for forecast models.

Answer

The underlying database schema for forecast rollup tables.

Question 9

An administrator is auditing report and dashboard security in Sales Cloud. Which THREE best practices should be followed to secure sensitive sales pipeline data? (Choose three.)

Accepted Answer

Regularly audit dashboard folder access and scheduled dashboard email recipients.. Option A is correct because dashboard folders and scheduled dashboard email recipients are common leak paths in Sales Cloud; auditing folder access and the running user/recipients of scheduled dashboard emails ensures sensitive pipeline data is not delivered to unauthorized users. Option D is correct because storing reports and dashboards in private folders shared only with authorized roles or public groups enforces least-privilege access, preventing broad visibility of sensitive sales pipeline data. Option E is correct because a dynamic dashboard set to 'View Dashboard As: The Logged-in User' runs under each viewer's own sharing rules, so users only see the Opportunities and records they are permitted to access. Option B is incorrect because making the Opportunity organization-wide default public read/write exposes pipeline data to all community users, violating least privilege. Option C is incorrect because disabling role hierarchies removes legitimate manager visibility and does not secure data; role hierarchy access should be controlled, not universally disabled.

Answer

Ensure the organization-wide sharing default for Opportunities is public read/write for all community users.

Answer

Disable all role hierarchies so that managers cannot view subordinate reports.

Question 10

Universal Containers wants to ensure that sales reps can view key Account metrics, open Opportunities, and relevant Einstein Insights directly on the mobile app without navigating through multiple tabs. Which Salesforce feature should the Consultant recommend configuring?

Accepted Answer

Lightning App Builder for Mobile. Lightning App Builder for Mobile lets consultants customize the mobile navigation and place components like Account metrics, related Opportunity lists, and Einstein Insights on a single mobile page, eliminating tab-hopping. It provides a drag-and-drop mobile-specific layout that surfaces key information directly on the record page. Global Actions, Mobile Publisher, and Console for iPad do not address consolidating record-level metrics and insights into one mobile view.

Answer

Global Actions

Answer

Mobile Publisher

Answer

Salesforce Console for iPad

Question 11

Cloud Kicks is utilizing Collaborative Forecasting and needs to ensure that forecast adjustments made by regional sales managers are auditable and do not overwrite the underlying opportunity amounts. How should the Consultant configure forecasting?

Accepted Answer

Enable Manager Adjustments in Collaborative Forecasts setup and configure forecast history tracking.. Manager Adjustments in Collaborative Forecasts is the correct configuration because it lets managers override forecast numbers at the forecast-rollup level without modifying the underlying opportunity amounts, and enabling forecast history tracking makes those adjustments auditable over time. This satisfies both the auditability and the non-destructive override requirements.

Answer

Create a custom currency field on the Opportunity object and use workflow rules to update amounts.

Answer

Enable Custom Opportunity Split types and apply forecast overrides at the product level.

Answer

Enable Pipeline Inspection and apply custom stage probabilities.

Question 12

A Sales Operations manager wants to track the exact date an Opportunity stage changes from 'Prospecting' to 'Value Proposition' to measure pipeline velocity. Which feature should the Consultant utilize?

Accepted Answer

Opportunity Field History Tracking. Opportunity Field History Tracking is the correct feature because it automatically records changes to specific fields, including the Stage field, capturing the date and time of each change. By enabling history tracking on the Stage field, the manager can see exactly when the stage moved from 'Prospecting' to 'Value Proposition', enabling precise pipeline velocity measurement. This is a standard Salesforce feature that requires no custom development and provides an audit trail of field changes.

Answer

Einstein Opportunity Scoring

Answer

Salesforce Surveys

Answer

Opportunity Stage Duration fields

Question 13

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 14

Universal Containers is implementing Enterprise Territory Management and needs to define how users are assigned to territories and how forecasts relate to those territories. Which TWO statements are true regarding Enterprise Territory Management functionality? (Choose two.)

Accepted Answer

Collaborative Forecasts can be configured to use territory hierarchies for forecast rollups.. Option B is correct because Collaborative Forecasts in Salesforce can be configured with territory hierarchies as the forecast rollup source, so forecasts aggregate up the territory model's parent-child structure rather than only through the role hierarchy. Option E is correct because Enterprise Territory Management allows a single user to be assigned to multiple territories within the same territory model, which is a core benefit of the feature for matrixed or overlapping coverage. Option A is incorrect because territory types are not mandatory and do not restrict the number of child territories; they are optional labels used to categorize and filter territories. Option C is incorrect because territory assignment rules can run automatically on a schedule or on account/user changes, not only manually by admins. Option D is incorrect because Enterprise Territory Management provides declarative territory-based sharing and does not require hand-coded Apex sharing rules.

Answer

Territory types are mandatory and restrict the number of child territories allowed.

Answer

Territory assignment rules can only be executed manually by system administrators.

Answer

Account sharing rules must be manually coded using Apex when using Enterprise Territory Management.

Question 15

A Sales Director wants to leverage Sales Cloud Einstein and generative AI features to improve rep productivity and deal closure rates. Which THREE capabilities are natively provided by Sales Cloud Einstein and Einstein generative AI? (Choose three.)

Accepted Answer

Generative AI tools to draft personalized follow-up emails based on opportunity context. Option B is correct because Einstein generative AI in Sales Cloud includes tools like Einstein Copilot and Sales Email that draft personalized follow-up emails grounded in opportunity context and CRM data. Option C is correct because Einstein Call Summaries (part of Einstein Conversation Insights) transcribes recorded sales calls and extracts key points, topics, and next steps natively. Option D is correct because Einstein Lead Scoring automatically scores leads using historical conversion patterns and predictive models built on Sales Cloud data. Option A is not a Sales Cloud Einstein capability; creating accounting ledger entries is ERP/financials functionality (e.g., Accounting Seed or ERP integrations), not native Sales Cloud AI. Option E is incorrect because case routing and tier-3 escalation are Service Cloud features (e.g., Omni-Channel, Escalation Rules), not Sales Cloud Einstein generative AI capabilities.

Answer

Automatic creation of enterprise accounting ledger entries from closed-won opportunities

Answer

Automatic routing of customer support cases to tier-3 escalation queues