EMT Practice Test

1. Question Content...

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Question1: The sales manager at Northern Trail Outfitters (NTO) is concerned that the leads from the marketing department are outdated and poor quality. What action should be taken to address this issue? Choose 2 answers

Question2: Cloud Kicks has two sales divisions: * a franchise sale division and * a public sales division. The sales representatives for each division have their own user profiles and person Accounts. The franchise sales division sales representatives cannot create person Accounts, and they should only be able to set up franchise Accounts. What should the Consultant recommended to meet this requirement?

Question3: A Consultant arrives for a requirements workshop, but key resources are absent. What is the likely reason the key resources are absent?

Question4: Northern Trail Outfitters (NTO) is moving their legacy Customer Relationship Management (CRM) system to salesforce sales cloud. What should the consultant recommend to ensure a successful implementation?

Question5: On Lead creation, the Sales Director of Cloud Kicks wants to implement rules to assign lead to the appropriate user. The new record should have the assignee's default record type. Which approach should the Consultant recommend to meet the requirement?

Question6: Cloud Kicks wants to implement a methodology to determine which current Leads have the most in common with Leads that have successfully been converted in the past. How can Cloud Kicks support this requirement?

Question7: The VP of Operations wants to synchronize customer data from the data warehouse with Salesforce. What should the Consultant recommend to ensure data integrity?

Question8: Northern Trail Outfitters has multiple currency enabled. Which two statements are true about opportunities in this situation? Choose 2 answers

Question9: Cloud Kicks is a large global company. The week of global training falls on a holiday week for the European region of the office on holiday. Which best practice should the Consultant recommend to overcome this obstacle?

Question10: The sales management team at Northern Trail Outfitters (NTO) wants to analyze how the sales funnel is changing throughout the month. NTO wants to store the details of open opportunities weekly, and forecasts and closes business monthly. What should be recommended?

Question11: Cloud Kicks wants to allow a single view of Contacts that belong to the same Account Hierarchy chain. How should the Consultant meet this requirement?

Question12: Cloud Kicks acquired a shoe distribution partner. The Marketing and Sales Directors want to migrate the existing sales and marketing data into Cloud Kicks' Salesforce instance. Which three aspects should the Consultant consider before proceeding with the data migration? Choose 3 answers

Question13: Northern Trail Outfitters (NTO) wants the ability to share documents related to an opportunity, such as contracts and proposals, with the field sales team. NTO currently has a private sharing model. How should the documents be shared efficiently and securely?

Question14: Northern Trail Outfitters (NTO) 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 to create, read, edit and delete access to accounts, contacts and opportunities. Based on this information, the owner of the ABC Corporation account record has the rights to take which actions? Choose 2 answers

Question15: Cloud Kicks has just completed its initial Sales Cloud Go-Live. Cloud Kicks leadership wants to target users who are not yet using the new application. What should a consultant recommend?

Question16: Cloud Kicks uses channel partners for selling and servicing its "Shoe of the Month" club. As the number of Leads has increased, Cloud Kicks has seen a decrease in partner satisfaction regarding the quality of Leads, and a noticeable decrease in the Lead conversion rate. What can be done to increase partner satisfaction with the Leads being shared?

Question17: A consultant wants to confirm requirements are collected during the project planning stage. Which three customer information data points should be requested? Choose 3 answers.

Question18: Sales representatives at Northern Trail Outfitters (NTO) need to collaborate with customers on sales deals to gather requirements, analyse solutions, and deliver proposals. NTO wants to ensure that customers are fully engaged throughout each stage in the sales process. What solution should a consultant recommend to facilitate collaboration with customers? Choose 2 answers.

Question19: Resellers for Northern Trail Outfitters (NTO) need access to reports in the partner communities to help manage their opportunities. How should salesforce be configured to give resellers the correct level of access to reports?

Question20: Cloud Kicks' sales representatives need help to remove obstacles when working on high-value sales deals. The sales management team wants to monitor and empower collaboration with cross-functional teams.
Which two solutions should a consultant recommend to meet these requirements? Choose 2 answers

Question21: Cloud Kicks' high-value opportunities are becoming delayed in the approval process because sales managers approval requests go unnoticed for various reasons. Cloud Kicks wants to streamline the approval process and give sales managers more ways to approve Opportunities in a timely manner. Which two strategies should the Consultant recommend to improve the approval process? Choose 2 answers

Question22: Which two solutions should a consultant recommend if a sales process requires opportunities to have associated product line items before moving the opportunity to the negotiation stage? Choose 2 answers.

Question23: The Consultant at Cloud Kicks has noticed that sales data is quickly outdated and wants to keep account data current.
What should the Consultant recommend to maintain up-to-date Account information?

Question24: Northern Trail Outfitters (NTO) 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 on a single report would allow the sales representatives to see all opportunities they are involved with?

Question25: The sales management team of Northern Trail Outfitters (NTO) has noticed that opportunities are taking longer to close. Historically, it has taken 30 days for a new opportunity to be moved to closed/won. Recently, this time period has increased to 45 days. What analytics tool can the sales management team leverage to help determine the cause? Choose 2 answers

Question26: The Sales Director at Cloud Kicks mandated that implementing logic and automation to quality top leads is priority. Cloud Kicks fully leverages Sales Cloud and has significant data points captured on converted Leads and closed won Opportunities for the past four years. Which two actions can the Consultant first take to ensure a best practices implementation? Choose 2:

Question27: Which two processes should minimize changes in project scope during the design and build phases, post sign-off, when using a traditional project methodology? Choose 2 answers

Question28: Cloud Kicks needs to forecast on monthly business that closes and details of open opportunities on a weekly basis. The VP of Sales asks the business analyst to review how the sales funnel is changing month over months. Which two actions should the Consultant take to meet this requirement? Choose 2 answers

Question29: Northern Trail Outfitters has a lead qualification team that does the following: * Qualifies opportunities * Converts lead into opportunities During lead conversion, the new opportunity must be assigned to the account owner. What should be created in order to meet this requirement?

Question30: Sales representatives at Cloud Kicks often receive important customer emails they want to record as activities related to Contacts in Salesforce. Cloud Kicks has Office 365, and there is a policy preventing users from Installing anything directly on their computers. Which solution should a Consultant recommend to meet this requirement?

Question31: Cloud Kicks implementing Enterprise Territory Management for its retail sales. The Sales Director wants to organize Territories based on their characteristics. How can the Consultant meet this requirement?

Question32: Northern Trail Outfitters (NTO) supports two lines of business: shipping and freight. The sales cycle for freight deals is more complex and involves more stages than the shipping sales cycle. Which solution should a consultant recommend to meet these business requirements?

Question33: A sales rep has access to an Account which has multiple child Accounts through the Account hierarchy. What will the sales rep see after clicking the view Hierarchy link?

Question34: Northern Trail Outfitters plans to integrate with Salesforce and track product shipments from each customers.
The tracking information is currently available in a back-end system. Which set of objects are important for this integration?

Question35: A Sales Cloud consultant is working on an implementation that has multi-currency, multi-language and region-specific sales processes and workflows. Which two actions are essential for optimizing user adoption?
Choose 2 answers

Question36: Cloud Kicks has 300K Account records and 16M Invoices. These were within a custom object in a master-detail relationship with the Account. Each Account record takes a long time to display because of the Invoice related list's lengthy rendering time. What should the Consultant do to solve this issue?

Question37: Cloud Kicks wants to integrate back-end systems with Salesforce. The track the "Shoe of the Month" product shipments to each customer and the associated tracking information is stored in a back-end tracking system.
Which set of this integration?

Question38: A sales manager for one of Cloud Kicks' sales territories is unable to see a forecast for the current quarter.
What will resolve this problem?

Question39: Northern Trail Outfitters (NTO) decided to start using salesforce for all its sales automation its current sales database has about 50 million records. These records were all migrated into the database from other legacy systems. After migration to salesforce NTO wants to be able to search and cross reference records with the original source system. What should a consultant recommend to meet the requirement?

Question40: Universal Containers wants to help sales reps handle phone calls with prospective customers more efficiently Which tool should the consultant recommend?

Question41: Cloud Kicks' VP of Technology wants to start using Salesforce for all of the sales teams automation. 70 million records were all migrated from a legacy database to the data warehouse that will be synced with Sales force. Cloud Kicks wants to be able to search and cross-reference records with the original source database.
What should a Consultant recommend to meet this requirement?

Question42: Cloud Kicks wants to sell to both consumer and Business. There will be a consumer sales team and a business sales team. Which two Salesforce functions will allow the Consultant to meet this requirement? Choose 2 answers

Question43: Cloud Kicks has purchased a list of prospects and wants sales representatives to begin to contact and measure the Return Of Investment (ROI) of the people in the purchased list. Which solution should the Consultant recommend?

Question44: Northern Trail Outfitters (NTO) has over 20,000 Accounts and 75,000 Contacts. NTO wants to ensure the customer data is accurate and that the customers are still currently at their respective companies. How can this be confirmed?

Question45: Northern Trail Outfitters ' (NTO) consumer business has grown to more than 500,000 contracts. NTO stores all individual contracts under a single account called 'Consumer'. Mass updates are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported. Which two actions should be recommended to improve performance? Choose 2 answers

Question46: Cloud Kicks acquired a shoe distribution company. The VP of Technology wants to migrate all the sales data into Cloud Kicks' Salesforce instance. Which data migration sequence should the Consultant recommend for the objects?

Question47: Northern Trail Outfitters' partners need the new quoting functionality that was recently implemented for sales representatives. What should be recommended?

Question48: A Salesforce partner regularly works with Salesforce Account Executives to close deals with clients that are looking for a partner to implement Sales Cloud. As new partner sales reps are on-boarded, they spend quite a bit of time trying to determine which Account Executive maps to which Accounts and Opportunities. What should the Consultant recommend when rolling this out?

Question49: Universal Containers needs to track quarterly sales goals for users.
What are three ways a consultant can display sales goals and allow users to track their progress toward their goals?
Choose 3 answers

Question50: Cloud Kicks is undergoing a GDPR-focused implementation to ensure access to personal information data is limited to only users who need access to a company's account. Cloud Kicks has a private Account model. How should the Consultant provide specific Account access to the Renewals and Sales Operation teams?

Question51: The Cloud Kicks website Contact Us form creates Leads that
need to be followed-up on in a timely manner by the sales representatives. The VP of Sales wants to be notified when the Lead creation date has passed 24 hours and the lead status is still new. The sales representatives would also like a list to follow up. Which two actions should the Consultant perform to create a solution? Choose 2 answers

Question52: Northern Trail Outfitters (NTO) generates the sales proposal for each opportunity and needs to share it with the customer. All members of the sales team are able to update and comment on the proposal. It is important that customer does not see the earlier version of the proposal or the team comments. Which solution should a consultant recommend to meet this requirement?

Question53: Cloud Kicks to see how many closed won opportunities a campaign has generated over last 30 days. They have implemented a campaign influence model that uses the primary campaign source. Which two steps are needed to meet this requirement using standard functionality? Choose 2 answers

Question54: To properly plan for company growth, Cloud kicks needs to track monthly revenue projections from the sales of its annual Subscription service. How should the Consultant configure Salesforce to support this reporting need?

Question55: A consultant is implementing a new instance of Sales Cloud for Cloud Kicks (CK). CK has a global sales presence, supporting a customer base throughout the world.
Which approach should the consultant recommend for setting up an account hierarchy structure?

Question56: During the Cloud Deploy phase, end users are complaining that they have a new system to log into, and it's holding up training. What is the likely cause of these complaints?

Question57: In order to increase and promote adoption, sales management at Cloud Kicks wants sales representatives to follow Opportunities they create. Which two actions should the Consultant recommend to create a solution?
Choose 2 answers

Question58: Due to internet unavailability at Cloud Kicks, the sales team is not able to utilize the Salesforce Mobile app feature to view, create, or update Opportunities. Which two steps should the Consultant take to resolve the issue? Choose 2 answers

Question59: Sales Management at Cloud Kicks has noticed that the Quote amount on Opportunities does not match the Opportunity amount. Which two actions should the Consultant recommend to resolve this issue? Choose 2 answers

Question60: Northern Trail Outfitters (NTO) has automated the process of creating new account records in salesforce. All account records created through this process are owned by a generic user. There are now two million account records that have been created in this manner. NTO is now seeing performance issues when it makes any changes to account sharing rules. What can NTO do to address the issue without changing its integration?

Question61: The Cloud Kicks Marketing Team purchased a marketing automation tool and are implementing a Lead qualification process. The Sales Director provided key attributes and activity history of the ideal LeaD. What can Marketing do with this information to implement an automated solution?

Question62: The sales director at Cloud Kicks wants to ensure, on the creation of Contacts for an existing Account, that the mailing address of a contact is the same as the shipping address of the parent Account based on the postal code. Which solution should the Consultant suggest to meet this requirement?

Question63: Northern Trail Outfitters (NTO) manages opportunity forecasts using the standard forecast categories in Salesforce customizable forecasting. Each sales stage is aligned with a forecast category. When reviewing the forecast, NTO wants the roll-up of just the opportunities that are in pipeline, best case, and commit. What number in the forecast would provide NTO with the appropriate information?

Question64: Cloud Kicks has enabled quotas in collaborative forecasts. In which three ways can the quotas be managed for all users in forecast hierarchy? Choose 3 answers.

Question65: Cloud Kicks is expanding to international markets, but some products are not visible in the international price book. Which two steps should be taken? Choose 2 answers

Question66: Cloud Kicks' sales productivity is on the decline, while its competitors are doing great. The Consultant has suggested Einstein Opportunity Insights. Which three insights can this provide? Choose 3:

Question67: Northern Trail Outfitters (NTO) is a large insurance company with a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce. It 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?

Question68: Northern Trail Outfitters (NTO) wants to utilize opportunities to track and report customer subscriptions to its online magazinE. Payments can be made using the following methods: * In full (all at one time) * Weekly * Monthly * Quarterly How should this solution be implemented?

Question69: Cloud Kicks has a complicated sales process and is currently using 12 stages for Opportunities. Sales representatives often have difficulties deciding when to move Opportunities through the various stages. Which solution should the Consultant recommend?

Question70: A customer needs chatter, a custom mobile layout, and custom branding for its mobile users. Which solution should a consultant recommend?

Question71: Sales representatives and partners of Northern Trail Outfitters (NTO) constantly complain about the poor quality of lead dat a. Leads are owned by the Vice President of Marketing, who has established a task force and a project to remedy the situation. Which approach should the task force consider to improve and maintain the quality of lead data? Choose 2 answers

Question72: Northern Trail Outfitters (NTO) has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and would like to receive email notifications when key opportunity fields are changed (e.g., amount or sales stage). However, individuals would like to control the frequency of their email notifications. Which solution should a consultant recommend for this scenario?

Question73: What are the benefits of enabling territory management? Choose 3 answers

Question74: Northern Trail Outfitters' Board of Directors thinks that sales user adoption should be calculated by the number of daily logins. Which two measures of sales user adoption should be considered when implementing Sales Cloud? Choose 2 answers

Question75: Cloud Kicks needs the ability to determine the effectiveness of a recent marketing campaign on new leads.
Which solution should the Consultant recommend?

Question76: On larger opportunity, multiple sale, representative at Universal Container, collaborate on a single Opportunity to complete the sale. Revenue for the Opportunity divided among sales representatives. Additionally, technical sale, managers receive a percentage of the sales credit.
How should the consultant meet this business requirement?

Question77: Northern Trail Outfitters sales representatives have to be certified to sell items in its Professional catalog.
Which two ways should Salesforce be set up to prevent those who are NOT certified from adding these items to opportunities? Choose 2 answers

Question78: Northern Trail Outfitters (NTO) wants to integrate the sales cloud solution with accounting system. What standard objects are likely to be used in the integration?

Question79: Northern Trail Outfitters allows its sales representative to negotiate up to a 1 discount for their opportunities.
Discounts greater than 1 must be sent to their Regional Sales Manager (RSM) for approval. Discounts greater than 15% must also be sent to the Regional Vice President (RVP) for approval. Which approach would satisfy these requirements?

Question80: Sales Manager at Cloud Kicks need to show reports and dashboards with opportunity forecast by Product family with team quotas. Which solution should a Consultant recommend?

Question81: A consultant is implementing a new Sales Cloud instance for Cloud Kicks that has a public sharing model for accounts. Different sales representatives own local accounts that create a multi-level Account hierarchy. Cloud Kicks needs to see the total number of closed won opportunities and the revenue value for all accounts in the hierarchy when viewing a parent account. Which recommendation will meet this viewing requirement?

Question82: Which two use cases will protect the integrity of order data with activation limitations? Choose 2 answers

Question83: Cloud kick has an external ERP system which stores product order information. Cloud kicks wants to view those orders as a related list on the account record in real time.
What solution should the consultant recommend?

Question84: A consultant needs to migrate data in Sales cloud and is considering using Data Loader What are two capabilities of the migration tool? Choose 2 answers

Question85: A sales manager at Northern Trail Outfitters (NTO) needs to give the another manager access to an account as well as its four child accounts. NTO has account hierarchies with a private sharing model. How should the sales manager enable access?

Question86: What should a consultant recommend to show a dashboard with forecast by product family with quotas?