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Salesforce Sales-Con-201 Exam Syllabus Topics:

Section	Objectives
Sales Productivity and Management
Sales Lifecycle Management
Implementation Strategies
Data Management
Reports and Dashboards
Collaboration and Integration
Industry Knowledge
Opportunity Management
Account and Contact Management

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Salesforce Certified Sales Cloud Consultant Sample Questions (Q205-Q210):

NEW QUESTION # 205
Cloud Kicks (CK) is planning to use Person Accounts to maintain information on its retail customers. CK likes to track connections among customers to capture household relationships, referrals, and so on. One customer can have many relationships.
What should a consultant consider when implementing Person Accounts and supporting many relationships between customers in Salesforce?

A. Enable Contacts to Multiple Accounts to create indirect relationship between two or more Person Accounts.
B. Create a custom field to establish relationships and create hierarchies among Person Accounts.
C. Use Contact for retail customers and use Accounts to maintain relationships.

Answer: A

Explanation:
When using Person Accounts in Salesforce, the "Contacts to Multiple Accounts" feature allows for creating connections between Person Accounts, effectively enabling the tracking of indirect relationships such as household relationships and referrals. This feature facilitates linking a single contact (or Person Account) to multiple accounts, which can represent different relationship types. It is particularly suited for Cloud Kicks' need to capture various types of customer relationships, making it more flexible and scalable for relationship tracking among retail customers.
Refer to the Salesforce documentation on Contacts to Multiple Accounts for more information on using this feature with Person Accounts.

NEW QUESTION # 206
How can a consultant determine which capabilities of a Sales Cloud implementation are required during the Discovery phase?

A. Establish KPIs for end users.
B. Demo Sales Cloud to end users.
C. Observe end users.

Answer: C

NEW QUESTION # 207
The sales director at Cloud Kicks wants to prevent users from viewing each other's Opportunities but wants them to check to see that the Account already exists prior to creating a new Account.
Which organization-wide default should the consultant recommend?

A. Set Account to Public Read Only and use & criteria-based sharing rule on Opportunity.
B. Set Account and Opportunity to Public Read Only.
C. Set Account to Public Read Only and set Opportunity to Private.

Answer: C

NEW QUESTION # 208
Cloud Kicks is implementing Sales Territories for its retail sales unit. The sales director is requesting a detailed roll-up forecast for territories. What should the consultant recommend?

A. Include the Forecast Manager field on the Account page layout.
B. Assign a role for each manager in the user role hierarchy.
C. Assign a Forecast Manager to each region.

Answer: C

NEW QUESTION # 209
The Discovery phase with Cloud Kicks (CK) has just ended.
CK wants a visual way to see how the new business processes will work. CK's process is complex and requires multiple slides.
What should the consultant create to provide this high-level view?

A. Universal Process Notation
B. Capability Model
C. Value Stream Map

Answer: A

Explanation:
After the Discovery phase, Cloud Kicks (CK) wants a visual representation of how the new complex business processes will work, requiring multiple slides. The consultant should create a diagram using Universal Process Notation (UPN).
Key Points:
* Universal Process Notation (UPN): UPN is a simple, user-friendly way to map business processes. It provides a standardized method to document complex processes in a clear and understandable format.
* Visual Representation: UPN uses simple flowcharts and diagrams to represent processes, making it easier for stakeholders to visualize and understand complex workflows.
* Scalability: UPN is suitable for representing both high-level overviews and detailed process steps, accommodating the complexity and multiple slides required by CK.
* Communication Tool: By presenting the processes in UPN, the consultant can effectively communicate how the new processes will function within the organization.
Why Other Options Are Less Suitable:
* A. Value Stream Map: This method focuses on analyzing and improving the flow of materials and information required to bring a product or service to a consumer. It is more suited for process improvement rather than providing an overall visual representation of new processes.
* C. Capability Model: A Capability Model provides a high-level view of what an organization does (its capabilities), not how processes work. It is less suitable for showing detailed or complex processes.
Salesforce Sales Cloud References:
* Business Process Mapping: While Salesforce does not prescribe a specific notation for process mapping, it emphasizes the importance of clear and effective communication of business processes during implementation.
* Process Visualization Tools: Salesforce partners and consultants often use various process mapping techniques, including UPN, to document and communicate business processes.
* Change Management: Effective documentation of processes is critical for user adoption and change management, as outlined in Salesforce's Change Management Best Practices.
By creating diagrams using Universal Process Notation, the consultant can provide CK with a visual, comprehensive, and understandable representation of the new complex business processes.

NEW QUESTION # 210
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