Given a Scenario, Identify the Capabilities and Implications of the Sales Process. PLATFORM-ADMINISTRATOR Practice Questions (Page 5)

Questions 21–25

1. 21application · medium

   A small business uses Salesforce to manage its sales. They receive a high volume of inbound leads from their website. The sales manager wants to ensure that no lead is forgotten and that each lead is worked in a consistent manner. What should the administrator configure to meet this requirement?

   • AUse a dashboard to display all leads and ask reps to check it daily.
   • BEnable the 'Lead Conversion' feature and set up a validation rule to require a phone number.
   • CCreate a custom object to store leads and a workflow rule to email the manager.
   • DSet up lead assignment rules and a lead queue, and require a task on each lead.
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2. 22expert · hard

   A company has a lead conversion process that requires the rep to select an account and contact. However, the admin has noticed that some converted leads have duplicate accounts because reps sometimes create new accounts instead of searching for existing ones. The admin wants to reduce duplicates without slowing down the conversion process. What should the admin do?

   • ARequire reps to use a custom lookup field to find the account before converting.
   • BEnable duplicate rules for leads and accounts, and add a validation rule on the lead conversion page to warn if a matching account exists.
   • CSet up a workflow rule to merge duplicate accounts after conversion.
   • DRemove the ability to create new accounts during lead conversion.
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4. 23foundation · easy

   Which Salesforce object uses the standard sales process to track a potential sale?

   • ALead
   • BOpportunity
   • CCase
   • DAccount
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5. 24expert · hard

   A company's sales process has multiple stages, but the sales manager wants to prevent reps from moving an opportunity to 'Closed Won' unless all required fields are populated. The admin has already created validation rules. However, the manager also wants to ensure that the forecast is not negatively impacted by opportunities that are stuck in 'Closed Won' without proper data. What additional configuration should the admin consider?

   • AAdd a validation rule that requires the 'Amount' field to be populated when the stage is 'Closed Won'.
   • BUse a formula field to display a warning if required fields are missing.
   • CSet the 'Closed Won' stage probability to 100% and rely on the rep to enter data.
   • DCreate a workflow rule to automatically change the stage back to 'Negotiation' if required fields are missing.
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6. 25expert · hard

   A sales director wants to improve forecast accuracy. Currently, the forecast is based on opportunity amounts and stage probabilities. The director notices that reps often overstate amounts early in the sales cycle, leading to inflated forecasts. The director wants to encourage reps to be more conservative. Which approach would best address this?

   • ACreate a validation rule that limits the amount to a maximum for early stages.
   • BAdjust the probability values for early stages to be lower, reflecting the lower likelihood of closing.
   • CRequire reps to enter a 'Confidence' custom field and use that in the forecast.
   • DRemove the 'Amount' field from early stages so reps cannot enter an amount.
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