Study for the Administrator Certification Exam > Cert Prep: Administrator: Applications and Activities > Review Sales and Marketing Applications
Learning Objectives
After completing this unit, you’ll be able to:
- Given a scenario, identify the capabilities and implications of the sales process.
- Given a scenario, identify the appropriate sales productivity features using opportunity tools.
- Describe the capabilities of lead automation tools and campaign management.
Key Topics
This unit prepares you for the sales and marketing applications section of the Salesforce platform administrator exam, which makes up 12% of the overall exam. This section of the exam tests these topics.
- Sales processes
- Opportunities
- Leads
- Campaigns
This unit includes a number of interactive, real-world, scenario-based questions that are a lot like the ones you can encounter as a Salesforce platform administrator. Looking at these scenarios helps prepare you to take the sales and marketing applications section of the Salesforce Platform Administrator exam. As you tackle the practice questions, you get immediate feedback on your answers, along with detailed information on why your answers are correct (or incorrect).
The unit also contains interactive flashcards to help you prepare for the sales and marketing applications section of the exam.
Note
For more information on the Salesforce Platform Administrator Certification exam prep, logistics and policies, and maintenance, see the Get Started with Platform Administrator Certification Prep unit in the Platform Administrator Certification Prep: Setup and Objects module.
Exam Practice Questions
Ready to jump in? The sample tool below is not scored(득점됨)—it’s just an easy way to quiz yourself. To use it, read the scenario, then click the answer you think is correct. Some questions may have more than one correct answer. Click Submit to learn whether the answer you chose is correct or incorrect, and why. If there’s a longer explanation, click 
to expand the window, then click anywhere in the window to close it. When you reach the end, you can review the answers or retake the questions.
Question 1 of 3
Ursa Major Solar has created a new product line of solar panels with a special sales team to sell these products. The sales process for the new line is more complex than the current sales process and requires additional stages to the sales path. How should the system administrator configure Salesforce to ensure only the appropriate stages are visible based on the product line? 새로운 제품라인에 Stage를 추가해서 다른 제품들과 다른 Sales Process를 갖게함
A. Create a sales process and Opportunity record type for each product line.
Correct. Two configurations need to be made. 1) Create a new sales process to determine which stages appear for this new product line. 2) Create a new Opportunity record type to display a unique page layout for this new product line.
B. Create a validation rule to display the appropriate stages based on product line.
Incorrect. Validation rules verify that the data a user enters in a record meets the standards you specify before the user can save the record. Therefore, a validation rule would not meet the needs of displaying the appropriate stages to the new sales team.
C. Create new forecast categories and assign the new stage picklist values to those categories.
Incorrect. A forecast category is the category within the sales cycle to which an opportunity is assigned based on its opportunity stage. Creating new forecast categories would not result in the appropriate stages becoming visible for the new sales team.
D. Create a validation rule to display the appropriate stages based on the user’s role.
Incorrect. Validation rules verify that the data a user enters in a record meets the standards you specify before the user can save the record. Therefore, a validation rule would not meet the needs of displaying the appropriate stages to the new sales team.
Question 2 of 3
Ursa Major Solar’s newest product line has just been announced. The web form on the Ursa Major Solar website is generating a lot of leads where prospects have indicated interest in particular products. These leads are imported directly into Salesforce automatically. Which two features should the system administrator use to assign ownership of a Lead to the appropriate product team using the custom Lead field Product Interest? 웹사이트에 연동된 제품문의하기가 너무 많이 와서 해당팀에 자동으로 lead를 들어가게 해놨는데 ownership을 할당해야하는데 어떻게 할지 두가지 선택
A. Assignment Rules
Correct. Assignment rules define conditions that determine how leads or cases are processed. In this scenario, when a potential customer indicates interest in a certain product (custom Lead field Product Interest) in the web form, the lead is generated and assigned to the appropriate product team.
B. Escalation Rules
Incorrect. Escalation rules are used to specify the conditions under which a case escalates. Leads are not cases, so escalation rules do not apply in this situation.
C. Lead Teams
Incorrect. A Lead Team refers to a group of users who can view/access a lead. It does not assign ownership as requested.
D. Queues
Correct. Queues prioritize, distribute, and assign records to teams who share workloads. In this scenario, it’s indicated that the lead needs to be assigned to the appropriate product teams, so queues are needed.
Question 3 of 3
Sales representatives at Ursa Major Solar are working on opportunities and need to see how their colleagues have effectively managed other opportunities with comparable products, competing against the same competitors. Which two features should an administrator use to allow for this?
A. Opportunity Dashboard
Correct. An opportunity dashboard allows reporting and comparison of products.
B. Chatter groups
Correct. A chatter group will allow for discussion and sharing of the dashboard.
C. Opportunity update reminders
Incorrect. Reminder updates will not allow for comparison or discussion.
D. Big deal alerts
Incorrect. Big Deal Alerts automatically email your users whenever an opportunity reaches a threshold of amount and probability.
Exam Topic Flashcards
The following flashcards cover sales processes, opportunities, products, and leads. Use these interactive flashcards to brush up on some of the key topics you’ll find on this part of the exam.
Read the question or term on each card, then click on the card to reveal the correct answer. Click the right-facing arrow to move to the next card, and the left facing arrow to return to the previous card.
Flashcard 1 of 8
Custom fields in the Lead object can be mapped to what objects?
Opportunity, Account, Contact
Flashcard 2 of 8
Ursa Major Solar has an inside sales team that sells only warranty renewals, and an outside sales team that sells only products. Each type of sale captures different information and has a different sales cycle. How should the system administrator configure Salesforce to meet these requirements?
Create a page layout, sales process, and record type for each type of sale.
Flashcard 3 of 8
Ursa Major Solar offers a variety of products that are comparable to products from other companies. Sales representatives request a method to track product strengths and weaknesses compared to those offered by other vendors. What should the system administrator implement?
Competitors on the opportunity page layout
Flashcard 4 of 8
How should the system administrator implement weekly notifications for sales reps that include opportunities that need attention based on the opportunity owner’s last login, past due opportunities, and all opportunities that have not been updated in the last 30 days?
Create opportunity update reminders.
Flashcard 5 of 8
Ursa Major Solar sells through many different reseller networks. Each reseller’s deals are tracked on separate opportunities. The sales manager is concerned that the pipeline report is not accurate due to multiple opportunities for the same end customer. How should the sale process be modified to ensure opportunities are not double-counted in the pipeline?
Change the forecast category to Omitted on the duplicate opportunities.
- forecast
- pipeline accuracy
- revenue prediction
- commit / best case
무조건 Forecast Category 떠올리기
Flashcard 6 of 8
Which three objects can be related to campaign members?
Leads, Contacts, Person Accounts
Flashcard 7 of 8
How can multiple Campaign records be associated with a single opportunity?
Campaign Influence
Flashcard 8 of 8
What two related lists should be added to the opportunity page layout to track how campaigns contribute to the overall pipeline?
Campaign Influence
🔑 이 섹션의 핵심 범위
1️⃣ Opportunities
- Sales process
- Stage
- Forecast
- Opportunity team
- Path
➡ 영업 파이프라인의 중심
2️⃣ Products
- Product catalog
- Product를 Opportunity에 추가
- Product schedules (수량/매출 스케줄)
3️⃣ Price Books
- Standard vs Custom price book
- Product 가격을 상황별로 다르게 관리
- Opportunity에 어떤 Price Book이 연결되는지
즉
👉 “어떻게 상품을 팔고 매출을 만든다” 흐름을 보는 영역.
Quiz +25
- The Sales and Marketing Applications section makes up what percentage of the Salesforce Platform Administrator Certification exam?
A. 8%
B. 10%
C. 12%
D. 14% - Which key topics are covered in the Sales and Marketing Applications section of the Salesforce Platform Administrator Certification exam?
A. Sales processes, content, and assignment rulesB. Opportunities, products, and price books
C. Campaigns, marketing cloud, and case managementD. Leads, flow, and accounts