Lead management, opportunity pipelines, and forecasting configuration concepts tested on the Salesforce Sales Cloud Consultant exam.
39 cards · basic cards · AI-written, checked twice. Edit anything.
- What is the primary purpose of lead scoring in Salesforce?
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To rank leads by their likelihood to convert into opportunities based on engagement and fit criteria- What automation feature automatically assigns leads to sales reps based on defined rules?
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Lead assignment rules- What is the difference between lead status and lead source?
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Status tracks the lead's position in the sales process; source tracks how the lead entered the system- Which lead field is required before converting a lead to an account?
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Last Name- What happens to the lead record after a successful lead conversion?
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The lead becomes Converted and a new account, contact, and optionally opportunity are created- What is a sales process in Salesforce?
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A sequence of opportunity stages that define the steps in a specific sales methodology- Can an opportunity have multiple sales processes assigned to it?
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No, an opportunity can have only one sales process at a time- What is the purpose of an opportunity stage?
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To represent a specific point in the sales cycle that indicates the progress of a deal- What does the Closed/Won stage represent in an opportunity?
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The stage where a deal has been successfully completed and revenue is recognized- What is the difference between a probability-based forecast and a stage-based forecast?
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Probability-based uses custom percentages per record; stage-based uses values defined in the sales process- What field on an opportunity record is used to calculate forecast values?
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Amount- What is the purpose of a sales forecast?
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To predict expected revenue and pipeline health based on opportunities and their stages- Can forecast amounts be overridden by a manager?
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Yes, managers can override forecast amounts using the Forecast object- What does a territory represent in Salesforce?
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A geographic area or segment assigned to a sales rep that defines which accounts and leads they can work on- What is territory management in Salesforce?
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A feature that allows organizations to assign records to multiple users based on geography, industry, or other criteria
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