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?
- 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?
- Lead assignment rules
- What is the difference between lead status and lead source?
- 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?
- Last Name
- What happens to the lead record after a successful lead conversion?
- The lead becomes Converted and a new account, contact, and optionally opportunity are created
- What is a sales process in Salesforce?
- A sequence of opportunity stages that define the steps in a specific sales methodology
- Can an opportunity have multiple sales processes assigned to it?
- No, an opportunity can have only one sales process at a time
- What is the purpose of an opportunity stage?
- 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?
- 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?
- 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?
- Amount
- What is the purpose of a sales forecast?
- To predict expected revenue and pipeline health based on opportunities and their stages
- Can forecast amounts be overridden by a manager?
- Yes, managers can override forecast amounts using the Forecast object
- What does a territory represent in Salesforce?
- 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?
- A feature that allows organizations to assign records to multiple users based on geography, industry, or other criteria