Universal Containers is planning to hire more sales representatives in response to three consecutive
quarters of rapid growth. To optimize their sales impact, the sales management team wants to
develop a better sales territory structure. Which two data points should the sales management team
consider when developing the new sales territories? Choose two answers.

A.

Attributes needed to segment and categorize customers.

B.

Distance between customer headquarters and their sales representatives

C.

Average number of customers managed by a sales representative.

D.

Number of currencies needed to support each sales territory.

Universal Containers has set the organization-wide default to public read-only for accounts, contacts,
and opportunities. Activities are set to be controlled by the parent. The ABC Corporation account is
owned by a sales user whose profile grants create, read, edit, and delete access to accounts,
contacts, and opportunities.
Which two actions does the owner of the ABC Corporation account have the right to take? Choose
two answers.

A.

View, edit, and delete activities owned by other users directly related to the account.

B.

View, edit, and delete related contacts and opportunities owned by other users.

C.

Share the account with other users through manual sharing and account teams.

D.

Transfer ownership of related contacts and opportunities owned by other users.

Universal Containers uses a seven-step selling methodology. Each sales stage corresponds with a step
in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage
should NOT contribute to the forecast. Which two actions should a consultant recommend to meet
these requirements? Choose two answers.

A.

Instruct sales users to enter 0$ for the opportunity amount.

B.

Configure the first stage with the omitted forecast category.

C.

Override the forecast to be 0$ for first stage opportunities.

D.

Assign 0% probability to the first sales stage.

Universal Containers uses a custom object named “Analysis”, which is the child in a master-detail
relationship with the Opportunity object. Sales teams use this object to create requests for
supporting research. Sales teams use the Salesforce Mobile App and want to easily create new
Analysis records from their phones. What should a consultant recommend to meet this requirement?

A.

Create a Visualforce page.

B.

Create an Action.

C.

Create a related list button.

D.

Create a custom object tab.

The Universal Containers credit department uses a third-party application for credit ratings. Credit
department managers need to launch an external web-based credit application from a customer’s
account record in Salesforce. The application uses a credit ID on the account object. What should a
consultant recommend to meet this requirement?

A.

Create a workflow rule to launch the product fulfillment application and pass the credit ID.

B.

Create a custom button that calls an Apex trigger to launch the credit application and pass the
credit ID.

C.

Create a formula field that uses the hyperlink function to launch the credit application and pass
the credit ID.

D.

Create a custom credit ID field as an external ID on the account to launch the credit application
and pass the credit ID.

Universal Containers wants to associate some contacts with more than one account (e.g., a contact in
an employee of one account and on the boards of several other accounts). Which solution should a
consultant recommend to meet this requirement?

A.

Enable contacts to multiple accounts feature.

B.

Clone the contact record and add it to the second account.

C.

Add the contact to the partners related list on the second account.

D.

Associate the contact to other accounts using a custom lookup field

Universal Containers plans to implement lead management functionality for channel sales
representatives who need to push pre-qualified leads to their partners. Partners need the ability to
access and update the leads assigned to them. Which solution should a consultant recommend for
this scenario?

A.

Create a customized site where partners can self-register and access their leads.

B.

Configure a separate leas record type and page layout for the Partner Community.

C.

Create a task for a partner when a new lead is created and assign the task to the partner in the
Partner Community.

D.

Add the leads tab to the Partner Community and configure partner profiles to access leads.

Universal Containers acquires sales leads each year through trade shows. Occasionally, duplicate
leads are generated when the marketing team imports leads that already exist in the system. What
should a consultant recommend to prevent duplicate leads in the system?

A.

Upload the leads to Data.com to remove the duplicates and select the option to have them
automatically imported.

B.

Upload the leads and click the “Find Duplicates” button for each of the leads to identify potential
duplicate lead records.

C.

Upload the leads using Data Loader and enable the “Find Duplicates” setting to prevent duplicate
records.

D.

Upload the leads using Data Import Wizard and select the appropriate field to match duplicates
against existing records.

A premier customer for Universal Containers needs access to confidential product roadmap
information. Which two steps should a sales representative take to securely send this information
using content delivery?
Choose two answers.

A.

Remove access to content after a specified date.

B.

Require the customer to enter a password to view the content.

C.

Require the customer to enter a security token to download the content.

D.

Require the recipient to log into Salesforce to access the content.

Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to
improve the relevance of its sales stages and the role they play in the sales process.
How should the relationship between the various elements of the sales process be defined to meet
these requirements?

A.

Map sales probability values to forecast categories; assign sales stages accurate percentages.

B.

Map forecast probability to opportunity probability; assign appropriate sales stage.

C.

Map appropriate sales stage to opportunity stage; assign accurate forecast probability.

D.

Map opportunity stages to forecast categories; assign accurate probability to each stage.