EMT Practice Test

1. Question Content...

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Question1: Currently at Cloud Kicks, the Lead Source field is used to track what event a lead originated from. The Marketing Director requested a report that shows every event a lead has attended. Which standard Salesforce functionality can a Consultant recommend?

Question2: 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?

Question3: Cloud Kicks is excited about implementing Lightning features during the implementation. The company has rolled out a few groups of Sales Cloud users in Lightning already, but not all are trained on the Sales Cloud Lightning features requested for this implementation. What should the Consultant recommend for a successful deployment?

Question4: 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

Question5: 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?

Question6: 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

Question7: Cloud Kicks' marketing department is migrating from its email campaign and management system to Salesforce. The marketing administrator wants to ensure that Cloud Kicks' email templates are retained. Which two solutions should a Consultant recommend for a successful migration? Choose 2 answers

Question8: 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?

Question9: 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

Question10: Asia Pacific and Japanese sales teams from Cloud Kicks have requested separate report folders for each region. The VP of Sales needs one place to find reports for all the regions and still wants to retain visibility of the reports in each folder. What should the Consultant recommend to meet this requirement?

Question11: 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?

Question12: 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

Question13: 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

Question14: 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?

Question15: Northern Trail Outfitters (NTO) wants to launch an email campaign for its new winter gear. The NTO sales representative will review the response to the campaign and determine who the decision makers are prior to the beginning the sales process with each respondent. What set of steps should the consultant recommend for NTO?

Question16: Each year, representatives from Universal Containers attend two major industry conferences that generate a large volume of leads. After Leads have been converted to Opportunities, a few months later, the team wants to determine the ROI for each industry conference.
Which solution should the consultant recommend?

Question17: Sales representative at Northern Trail Outfitters are creating opportunities after they closed/won. Sales management is concerned that pipeline and forecasting reports are inaccurate because of this. Which two solutions should resolve this issue? Choose 2 answers

Question18: 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?

Question19: Northern Trail Outfitter wants to implement a Partner Community to help manage an extensive distributor and reseller partner community. The consultant is setting up partner users. What are two considerations for this step in the process? Choose 2 answers

Question20: Cloud Kicks 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?

Question21: 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?

Question22: 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

Question23: Universal Containers (UC) wants to make It eas.er for sales reps to log their customer interactions, _ and events, directly from their email and calendar applications. UC wants to report on these activates Salesforce.
What are two capabilities of Outlook and Gmail Integration tools?
Choose 2 answers

Question24: Which method should be used to automate repeat opportunities when regular customers are classified as a repeat account type?

Question25: Cloud Kicks has recently migrated from Salesforce for Outlook to Lightning Sync. While migrating, Salesforce for Outlook hasn't been disabled for Lightning Sync users. There are some conflicting settings in both Outlook configuration and Lightning Sync configuration. What happens as a result if there are any conflicts?

Question26: The VP Of Sales at Cloud Kicks wants to give the sales team the power of the Salesforce Mobile app so that sales reps can do their tasks on the go. The sales team needs to create and edit Leads, Contacts, and Opportunities with ease. Which two features should the Consultant recommend for the sales team to use? Choose 2 answers

Question27: Cloud Kicks recently completed an implementation of Sales Cloud. CK has trained its users to use the Salesforce Mobile app to access Salesforce from their mobile devices and wants to determine how often the Salesforce Mobile app is being used. What should the consultant recommend?

Question28: 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?

Question29: 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?

Question30: 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?

Question31: What are the benefits of enabling territory management? Choose 3 answers

Question32: Northern Trail Outfitters (NTO) wishes to track relationships between its customers. For example, some customers are suppliers for other customers. What should a consultant recommend to track multiple customer relations?

Question33: 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?

Question34: A Consultant for Cloud Kicks Sales Cloud has proposed implementing an Account Hierarchy. What impact could the redesign have on the org?

Question35: On larger opportunity, multiple sale, representative at Universal Container, collaborate on a single Opportunity to complete the sale. Revenue for the Opportunity a divided among sales representatives. Additionally, technical sale, managers receive a percentage of the sales credit.
How should the consultant meet this business requirement?

Question36: At Universal Containers, credit for revenue generated on an Opportunity may be shared among several sales reps. When product support reps are involved in a deal, they should receive a credit of 50% of the revenue.
What should the consultant consider when designing a revenue sharing solution?

Question37: 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?

Question38: Sales reps at Universal Containers have found that Leads they has been purchasing contain outdated and missing contact information.
What should a consultant recommend to obtain current Lead contact information?

Question39: How is the campaign influence for opportunities impacted when a contact is associated to an opportunity in a contact role, if the influence timeframe for a campaign is 60 days?

Question40: Northern Trail Outfitters has two products that each have a unique sales methodology. Some of the sales stages are shared between methodologies, the rest are exclusive to only one of the sales processes. Which three components should be configured to support two unique selling methodologies, even when a few of the sales stages overlap between the two? Choose 3 answers

Question41: Sales management at Cloud Kicks wants to track the following information:

Question42: The Sales Director at Cloud Kicks wants to prevent users from viewing each other's Opportunities but wants them to check to see that the account already exists prior to creating a new Account.
Which organization-wide default should the consultant recommend?

Question43: 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?

Question44: Northern Trail Outfitters (NTO) has launched an initiative to increase the number of leads being qualified each week, the number of activities being created for each opportunity, and the opportunity win rate. The Vice President (VP) of Sales would like to receive a daily update on the progress being made towards these goals. What solution should a consultant recommend to accomplish this?

Question45: What actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? Choose 2 answers

Question46: What should a consultant recommended to show a dashboard with forecast by product family with quotas?

Question47: Cloud Kicks recently started using Sales Cloud and hosts its business website outside of Salesforce. On its website, Cloud Kicks has a lead generation web page. The VP of Sales wants the Leads captured in its self-hosted website to be reflected in Salesforce. What should Consultant recommend?

Question48: Channel sales representatives at Northern Trail Outfitters (NTO) need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. To meet this requirement, NTO plans to implement lead management functionality. Which solution should a consultant recommend?

Question49: The consultant at Universal Containers recently enabled forecasts. A sales manager is concerned that all open Opportunities appear in the Pipeline forecast category. Opportunities in Perception Analysis and Proposal/Price Quote stages should appear in the Best Case category. Opportunities in the Negotiation/Review stage should appear in the Commit category.
How should a consultant ensure Opportunities appear in the correct forecast categories?

Question50: 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?

Question51: The VP of Sales at Cloud Kicks wants to provide options to sales representatives for changing Account or Contract details for a created order. Which two conditions should the Consultant consider to meet this requirement? Choose 2 answers

Question52: Cloud Kicks operates in multiple countries and wants to track historical exchange rates. The Consultant at Cloud Kicks has implemented exchange rates by using advanced currency management. How is the converted currency amount on Opportunities calculated?

Question53: Which roll-up summary fields are supportedbetween two Advanced Currency Management objects when enabling Advanced Currency Management?

Question54: Cloud Kicks is implementing Enterprise Territory Management for its retail sales unit. The sales director wants a detailed roll-up forecast for Territories to be provided. Which two recommendations should the Consultant make? Choose 2 answers

Question55: 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?

Question56: Cloud Kicks sales representatives are allowed to negotiate up to a 5% discount for the Shoe of the Month club. Regional Sales Managers (RSM) must approve discounts greater than 5%. Ri-cjion.il vice Presidents (HVP) must approve discounts greater than 10%.
Which two steps should a consultant recommend to satisfy these requirements?
Choose 2 answers

Question57: The members of an opportunity team at Northern Trail Outfitters (NTO) are working together to close an opportunity. The sales engineer on the team is having trouble keeping up with most current quote. How can the sales engineer identify the opportunities latest quote?

Question58: A consultant is meeting with a nonprofit client for the first time to discuss implementing the Salesforce Nonprofit Success Pack. The client outlines their current processes, including the standard and custom objects they use in Salesforce.
What two topics should the consultant consider during the analyze phase of the implementation?
Choose 2 answers

Question59: Northern Trail Outfitters gain sales leads at its annual trade show. Duplicate leads are generated when they are imported and already exist in the system. What should be done to address the issue with duplicate leads?

Question60: Cloud Kicks wants to be able to forecast revenue on a quarterly basis. Which date field should the Consultant recommend to ensure accurate forecasting?

Question61: Sales representatives at Northern Trail Outfitters (NTO) want to share product specification with customers who do not have salesforce access. These customers should only be allowed to preview the document in the browser without download permissions. What solution should a consultant recommend to meet this requirement?

Question62: A consultant needs to migrate data in Sales Cloud and is considering using Data Loader. What are two capabilities of this migration tool? Choose 2 answers.

Question63: Northern Trail Outfitters has two sales divisions; * An individual sales division, and * A business sales division The Sales representatives for each division have their own user profiles and person accounts. The business sales division sales representatives cannot create person accounts and they should only be able to set up business accounts. How can these requirements be met?

Question64: 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?

Question65: Northern Trail Outfitters' sales manager noticed the lead conversion ratio styled the same for the healthcare industry even though the lead creation increased. Which reporting tool should resolve the issue?

Question66: Northern Trail Outfitters is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its email templates are retained. What should be recommended for a successful migration?

Question67: Universal Containers (UC) has implemented Opportunity Teams. As part of the sales process, tasks are used to track all customer interactions. UC wants any available team member to handle these tasks as soon as possible.
Which Salesforce functionality should the consultant recommend to meet the requirement'

Question68: 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?

Question69: What features ofwork.com can managers use to help sales representatives meet their quotas? Choose 2 answers

Question70: 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

Question71: 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?

Question72: Cloud Kicks has sales teams distributed across global regions, The direction from sales leadership is to define access based on region. For example, users within the region have access to regional dashboards, while the leadership team has access to global dashboards. What should the Consultant recommend to meet this requirement?

Question73: 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?

Question74: How should a consultant configure Sales Cloud if a customer requires twounique sets of sales stages for opportunities based on the opportunity amount being greater than or less than $100,000 USD?

Question75: Which two process should be recommended to track the campaigns that influence won opportunities? Choose 2 answers

Question76: Sales director at Northern Trail Outfitters (NTO) cannot see or update their teams forecasts. Sales representatives are constant asked to provide the directors with their updated forecast information. Which two methods should NTO use to correct how forecasts are managed? Choose 2 answers

Question77: 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?

Question78: Northern Trail Outfitters (NTO) wants to record information about its conferences and attendees. Some customers attend multiple NTO conferences. What should the consultant recommend if NTO desires to present this data on the contact layout using the standard configuration?

Question79: 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.

Question80: Cloud Kicks maintains two lines of business: individual sales and franchise sales. the sales cycle for franchise sales is more complex and involves more stages than the individual sales cycle. Which three action should the Consultant recommend to create a solution? Choose 3 answers

Question81: 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

Question82: Universal Containers (US) wants to deploy Sales Cloud to all of its users around the globe, but UC is connected that the projected is to complex to be successfull.
What should a consultant do to minimize this concern?

Question83: Cloud Kicks has a private sharing model on Accounts. Account Executives need to ensure that Business Development Users can qualify marketing Opportunities on their accounts. There can be different Business Development Users for a given opportunity. Sales Management needs to be able to report on which Business Development Users are assigned to opportunities. What should the Consultant recommend to the Account Executives?

Question84: Cloud Kicks needs the ability to determine the effectiveness of a recent marketing campaign on new leads. Which solution should the Consultant recommend?

Question85: A consultant is recommending Salesforce Console for Sales to Northern Trail Outfitters to improve sales productivity in inside sales. Which two use cases support this recommendation? Choose 2 answers

Question86: Northern Trail Outfitters has organization-wide defaults set to private. Sales representatives own the accounts and want to collaborate with relevant people from other departments ( eg. marketing and finance). Collaborating team members must be able to access and report on relevant dat a. Which two solutions should be recommended?

Question87: A Consultant for Cloud Kicks notices that the Deploy date for the Sales Cloud project is also the same weekend of a Salesforce release. What should the Consultant recommend?

Question88: Northern Trail Outfitters (NTO) uses a custom object named Insight, which is the child in a master-detail relationship with the opportunity object. Sales teams use this object to create requests for analysts who conduct supporting research regarding an opportunity. Sales teams use Salesforce1 mobile app and want to easily create new insight records from their phones. What should a consultant recommend to meet this requirement?

Question89: 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

Question90: Cloud Kicks has started its operations in Europe in addition to the U.S. The company has enabled advanced currency management to support both EUR and USD. Cloud Kicks also has existing roll-up summary fields. Where are currency related roll-up summary fields supported?

Question91: The Cloud Kicks global sales team has asked for a simpler way to view and manage its Opportunity pipeline. The team is often responsible for hundreds of deals at a time across multiple countries and currencies. The account executive has suggested using the Kanban view. What are three considerations? Choose 3 answers

Question92: Cloud Kicks recently released a custom Action for Competitor Notes, that will prompt sales representatives to provide information about competitors for Opportunities. The sales representatives reported that even though the Action works well on their desktop, they cannot see the Action on their mobile app. What is required to fix this problem?

Question93: Cloud Kicks wants to use web to-lead so potential customers can submit requests for Its products. Some existing customers also use this form to request new products, but their requests are being blocked.
What should the consultant recommend to resolve this issue?

Question94: 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?

Question95: Management at Northern Trail Outfitters wants to make sure their sales representatives are recording important email communication with customers while they are away from their offices. The sales representatives use various email applications. Which solution should be recommended?

Question96: The Cloud Kicks sales team travels frequently and often needs to convert leads while away from the home office.
What should a consultant recommend to allow them to do so?

Question97: 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?

Question98: 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?