CRT-251 Exam - Salesforce Certified Sales Cloud Consultant (SU18)

NEW QUESTION 1
Universal Containers wants to implement a sales methodology that focuses on identifying customer’s challenges and addressing them with its offerings. Which sales methodology is described above?

• A. Relationship selling
• B. Target account selling
• C. Direct selling
• D. Solution selling

Answer: D

NEW QUESTION 2
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.

Answer: BD

NEW QUESTION 3
Universal Containers sells products that require frequent collaboration with the same team of individuals who play a key role in closing deals. The lead sales representative determines the level of access for each of the collaborating team members on an opportunity.
Which solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members?

• A. Create public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities.
• B. Define a sharing rule for each lead sales representative to assign appropriate access for all extended team members.
• C. Configure default opportunity teams for all lead sales representatives with team selling enabled.
• D. Enable Chatter to have the lead sales representative facilitate collaboration through sales team swarming.

Answer: C

NEW QUESTION 4
Universal Containers has configured a private sharing model with opportunity team selling enabled. The company allows its sales representatives to add sales team members to their opportunities when necessary. As a result, each sales representative has opportunities they directly manage and opportunities on which they collaborate with other sales representatives. Which data set filter report would allow the sales representatives to see all opportunities they are involved with?

• A. My team-selling and my opportunities
• B. My team-selling shared opportunities
• C. My team’s opportunities
• D. My collaborative opportunities

Answer: A

NEW QUESTION 5
The marketing department at Universal Containers is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its communication materials can be migrated as well. What should a consultant recommend to migrate the marketing department’s email templates?

• A. Enable Email-to-Close and use the Import Wizard.
• B. Create an email template change set or use the Lighting Platform.
• C. Manually recreate the email and mail merge templates in Salesforce.
• D. Enable Email to Salesforce before sending email templates to Salesforce.

Answer: C

NEW QUESTION 6
Universal Containers uses Products in Salesforce and has a private security model. The product management employees do NOT have access to all opportunities but wants to track the performance of a new product after it is launched. What should a consultant recommend to allow the product management employees to track the performance of the product?

• A. Create a trigger to add the product management team to the sales team of relevant opportunities.
• B. Create a criteria-based sharing rule to add the product management team to relevant opportunities.
• C. Create a trigger to set the product manager as owner for opportunities on the new product.
• D. Create a new product and add it to the price book with the product manager as an owner.

Answer: B

NEW QUESTION 7
Sales management at Universal Containers is concerned that pipeline and forecasting reports are inaccurate because sales representatives are creating opportunities after they are closed/won. Which two solutions will help sales management identify and address the issue? Choose two answers.

• A. Run the opportunity pipeline standard report to view the upcoming opportunities by stage.
• B. Use a workflow rule to email sales management when the opportunity is created in the closed/won stage.
• C. Create a report that displays opportunities that have a closed date less than or equal to the created date.
• D. Create a workflow rule that automatically updates the opportunity to the first stage in the sales process.

Answer: BC

NEW QUESTION 8
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.

Answer: AC

NEW QUESTION 9
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.

Answer: AB

NEW QUESTION 10
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.

Answer: C

NEW QUESTION 11
Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a consultant recommend to ensure a successful implementation?

• A. Review the current system with all levels of users to understand their requirements.
• B. Review the current system with executive management to understand their requirements.
• C. Review the current system with IT management to understand their requirements.
• D. Review the current system and configure Sales Cloud to work in the same way.

Answer: A

NEW QUESTION 12
Universal Containers’ management wants to see forecast numbers by all sales representatives and by multiple product groups.
Which two actions should a consultant recommend to meet these requirements? (Choose two.)

• A. Implement Collaborative Forecasting with product family.
• B. Build a custom forecast report showing product groups.
• C. Build a forecast list view by product family group.
• D. Implement Collaborative Forecasting with quota attainment.

Answer: AD

NEW QUESTION 13
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.

Answer: D

NEW QUESTION 14
The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation.
Which reporting tool can help determine the issue?

• A. Report on leads by source
• B. Campaign dashboard by industry
• C. Report on lead lifetime by industry
• D. Industry performance dashboard

Answer: C

NEW QUESTION 15
Universal Containers wants to improve sales productivity in inside sales and is has been advised to consider Salesforce Console for Sales.
Which two use cases justify this recommendation? (Choose two.)

• A. Need to add notes quickly while talking to the client.
• B. Need to view the caller ID on screen and quickly make calls with one click.
• C. Need to prioritize search results for contacts and opportunities.
• D. Need to chat with customers in real time with Chatter.

Answer: AB

NEW QUESTION 16
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.

Answer: AD

NEW QUESTION 17
Universal Containers is preparing for the launch of its new Sales Cloud implementation to a global user base. With previous sales automation applications, the company had slow adoption of the new solution. Which three Sales Cloud deployment factors should be considered to help ensure adoption? Choose three answers.

• A. Type of training delivered
• B. Sales rep quota targets
• C. Management communications
• D. Maintenance release schedule
• E. Training in local language

Answer: ACE

NEW QUESTION 18
Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce and has a custom object for “Policies” that needs to relate to both Person Accounts and business accounts.
What is the minimum configuration on the policy custom object needed to meet this requirement?

• A. Create a contact lookup field and an account lookup field.
• B. Create a master-detail account relationship.
• C. Create a custom contact lookup field.
• D. Create a master-detail contact relationship.

Answer: B

NEW QUESTION 19
Universal Containers has enables Advanced Currency Management.
How is the converted amount data reported on a report that spans time periods when the exchange rate was different?

• A. Converted amounts are based on exchange rates that use the oldest entry.
• B. Converted amounts are based on the exchange rates entered in the opportunity.
• C. Converted amounts are based on exchange rates that use the current entry.
• D. Converted amounts are based on the historical exchange rate associated with the close date.

Answer: D

NEW QUESTION 20
Universal Containers’ current solution for managing its forecasts is cumbersome. The sales managers do NOT have visibility into their teams’ forecasts and are NOT able to update the forecasts. As a result, the managers are continually asking their sales representatives to provide updated forecast data via email or phone. Which two solutions should a consultant recommend to help Universal Containers improve the management of their forecasts? Choose two answers.

• A. Enable override forecast permission in the Manager’s profile.
• B. Configure weekly customized forecast reports and dashboards to be emailed to sales management.
• C. Create a forecast hierarchy and assign managers to the forecast manager role.
• D. Create forecast Chatter groups where sales representatives can post and share their forecasts.

Answer: AC

NEW QUESTION 21
Universal Containers has a customer base of over 15,000 Accounts and 60,000 Contacts. The marketing manager wants to use the customer data for an upcoming new product launch but is concerned contacts may have moved to different companies.
What should a consultant recommend to ensure customer data is accurate?

• A. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
• B. Create a workflow rule for an account and contact owner to confirm contact data.
• C. Create a workflow rule to mass email the contacts and capture any email bounces.
• D. Use a data enrichment tool to verify account and contact data is up-to-date.

Answer: A

NEW QUESTION 22
The Universal Containers sales team wants to track product shipments for each of its customers. The shipment tracking information is currently available in a back-end system, which the company plans to integrate with Salesforce. Which set of objects are relevant for this integration?

• A. Opportunity, opportunity product, campaign, custom object-shipment status
• B. Opportunity, opportunity product, custom object-shipment status
• C. Lead, account, opportunity product, custom object-shipment status
• D. Lead, opportunity, product, custom object-shipment status

Answer: B

NEW QUESTION 23
Universal Containers forecasts and closes business monthly, and it needs to store details of open opportunities weekly. The sales management team wants to analyze how the sales funnel is changing throughout the month. What should a consultant recommend to meet this requirement?

• A. Schedule a custom forecast report to run weekly and store the results in a custom report folder.
• B. Create a reporting snapshot to run daily and store the results in a custom object.
• C. Create a reporting snapshot to run weekly and store the results in a custom object.
• D. Schedule a custom forecast report to run daily and store the results in a custom report folder.

Answer: A

NEW QUESTION 24
Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company wants to track and report on these deals separately from other deals.
What should a consultant recommend to meet this requirement?

• A. Create a custom field on opportunity to flag and report on these sales.
• B. Create an opportunity record type and sales process for reporting on these deals.
• C. Create a separate page layout and report to flag and report on these deals.
• D. Add “upsell” as a stage and create a summary by opportunity stage.

Answer: B

NEW QUESTION 25
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