Explain How Marketing Capabilities Support the Sales Process. AGENTFORCE-SALES-CONSULTANT Practice Questions (Page 3)

Questions 11–15

1. 11expert · hard

   A company is implementing a new lead management process. Marketing wants to score leads on engagement, while sales wants to score on fit (e.g., industry, company size). They cannot agree on a single scoring model. What is the best way to incorporate both perspectives?

   • AUse two separate score fields: one for engagement and one for fit, and require both to meet thresholds before handoff
   • BUse only the engagement score and let sales manually assess fit
   • CUse only the fit score and let marketing manually assess engagement
   • DAverage the two scores into a single number
   Reveal Solution Discussion Select an answer first
2. 12application · easy

   A company's website has a 'Contact Us' form that creates leads. The marketing team wants to automatically route these leads to the correct regional sales representative based on the lead's country. What should they configure?

   • AAn assignment rule that routes leads based on the country field
   • BA lead score that increases when the country is filled in
   • CA validation rule that requires the country field to be filled in
   • DA workflow rule that sends an email to the lead
   Reveal Solution Discussion Select an answer first
4. 13expert · hard

   A company's marketing team uses a lead form that captures only name and email. They want to improve lead quality by adding a qualification question: 'What is your company's annual revenue?' However, they are concerned this will reduce the number of form submissions. What is the best way to balance lead quality and volume?

   • ARemove the form entirely and use only inbound phone calls
   • BMake the revenue question required to submit the form
   • CAdd the revenue question as an optional field and use progressive profiling to ask for it on subsequent interactions
   • DKeep the form as is and manually research each lead's revenue later
   Reveal Solution Discussion Select an answer first
5. 14foundation · easy

   What is the purpose of lead scoring in marketing?

   • ATo calculate the total revenue from closed deals.
   • BTo rank leads based on their engagement and fit to prioritize follow-up.
   • CTo replace the need for sales follow-up entirely.
   • DTo track the number of marketing campaigns run each quarter.
   Reveal Solution Discussion Select an answer first
6. 15foundation · easy

   What is the primary purpose of lead qualification in the marketing process?

   • ATo determine which leads are most likely to become customers before passing them to sales.
   • BTo automatically close deals without sales involvement.
   • CTo create marketing content for the website.
   • DTo increase the total number of leads in the database regardless of quality.
   Reveal Solution Discussion Select an answer first