Given a Set of Requirements, Determine How to Support Different Sales Process Scenarios. AGENTFORCE-SALES-CONSULTANT Practice Questions (Page 3)

Questions 11–15

1. 11application · medium

   A global company has two sales processes: one for new business and one for renewals. The sales leadership wants to forecast revenue separately for each process and see the pipeline value at each stage. What should the administrator do to align forecasting and reporting with these processes?

   • ACreate two separate dashboards, one for each process, but use the same report.
   • BCreate two separate forecast categories and assign them to the opportunities.
   • CUse a custom field to indicate the process and then create a single report that includes all opportunities.
   • DUse separate record types for the two processes and create reports and dashboards that filter by record type.
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2. 12application · medium

   A startup has a simple sales process: Lead, Qualified, Proposal, Closed. They want to use Sales Path to guide reps, but they also want to track a 'Discovery Call' step that is not a formal stage but should be completed before moving to Proposal. What should the administrator do?

   • ACreate a checkbox field 'Discovery Call Completed' and add it to the Sales Path guidance for the Qualification stage.
   • BAdd 'Discovery Call' as a stage in the picklist and include it in Sales Path.
   • CUse a Flow to automatically mark the opportunity as Qualified after a discovery call is logged.
   • DSkip the discovery call in the system and just have reps remember to do it.
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4. 13foundation · easy

   What is the primary purpose of Salesforce Sales Path?

   • ATo provide a visual, step-by-step guide for sales reps as they move through stages
   • BTo enforce validation rules on opportunities
   • CTo create custom opportunity stages
   • DTo automatically update opportunity fields based on stage
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5. 14expert · hard

   A company has two sales processes: one with a 30% probability at the 'Proposal' stage and another with a 70% probability at the same stage name. They want to use forecasting to see the expected revenue for each process. What should the administrator do to ensure accurate forecasting?

   • ASet the probability to a single value and use a Flow to adjust it based on the record type.
   • BUse record types to have different picklist values for the stage, each with its own probability.
   • CUse a custom formula field to calculate the expected revenue based on the record type.
   • DCreate two separate picklist fields for the stage, one for each process.
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6. 15application · medium

   CloudNine, a SaaS company, has two distinct sales motions: a high-volume self-serve online purchase (no sales rep involvement) and an enterprise sales process with multiple approval gates. The sales manager wants both to be tracked in the same Opportunity object but with different stages and reporting. What should the administrator configure?

   • ACreate two separate Opportunity objects, one for each sales motion, and build separate reports for each.
   • BUse a single picklist with all stages from both processes, and rely on validation rules to enforce the correct sequence.
   • CCreate two separate record types for Opportunity, each with its own picklist of stages, and assign the appropriate record type to each sales team.
   • DConfigure one sales process and use a checkbox to indicate which motion the opportunity belongs to, then filter reports by that checkbox.
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