EMT Practice Test

1. Question Content...

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Question1: Cloud Kicks is utilizing Advanced Currency Management. The sales director submitted a request to display to total amount of all the open opportunities related to the Account page layout.
How should the should consultant implement a solution to meet the requirement?

Question2: Sales managers at Cloud Kicks need to show reports and dashboards with Opportunity Forecast by Product family with team Quotas.
Which solution should a consultant recommend?

Question3: Cloud Kicks (CK) is adding hundreds of new accounts to Sales Cloud daily. CK uses an automated process to assign Account owners. If no assignment can be made for an account, it will be routed to a specific user who will manually review and re-assign it at a later date. This user may have thousands of account records assigned.
Which solution should the consultant recommend when CK sets up the new account process?

Question4: Cloud Kicks wants to enable sales reps to view an individual team member's split percentage when the split percentage is less than 100% of the revenue amount.
Which attribution method should the consultant recommend?

Question5: During a discovery session at Cloud Kicks, a major topic is highlighted that is outside the current statement of work (SOW). The addition to the project scope is necessary but will be difficult to implement.
How should the consultant proceed?

Question6: Cloud Kicks wants to measure the adoption of its Sales Cloud rollout.
Which key performance indicator (KPI) should the consultant recommend?

Question7: After Cloud Kicks implemented Sales Cloud Einstein, a consultant realizes they are unable to activate all of the features.
Which step should the consultant take to troubleshoot the issue?

Question8: Which prerequisite should the consultant consider before enabling Opportunity Splits?

Question9: Cloud Kicks (CK) acquired a shoe distribution partner. The marketing and sales directors want to migrate the existing sales and marketing data into CK's Sales Cloud instance.
Which aspect should the consultant consider first before proceeding with the data migration?

Question10: The Cloud Kicks sales team can create leads for both business and individual customers. Person Accounts have been enabled in its Salesforce org.
What should the consultant do to convert a Lead into a Person Account?

Question11: Cloud Kicks (CK) operates in multiple countries and wants to track historical exchange rates. The consultant at CK has implemented dated exchange rates by using Advanced Currency Management.
How is the converted currency amount calculation on opportunities determined?

Question12: Sales managers at Cloud Kicks want to create a sales dashboard of key performance indicators (KPIs) to measure day-to- day operations.
Which key metric should the consultant include in the dashboard?

Question13: The admin at Cloud Kicks recently implemented Sales Cloud and needs to understand the adoption of Lightning Sales Console. What should a consultant recommend to analyze adoption?

Question14: The sales director at Universal Containers wants to ensure that a custom field on the Lead object is excluded from Einstein Lead Scoring.
How should the consultant meet the requirement?

Question15: In a recent management meeting, the VP of sales voiced concern over the current economic environment. To better understand the effectiveness of its marketing efforts, the VP expressed a need to monitor and reduce churn going forward.
Which strategy should a consultant recommend to address the VP's concern?

Question16: Cloud Kicks manages prospects for lead generation in a marketing application.
To ensure data quality, which prospects should the consultant migrate from the marketing application to lead records?

Question17: Cloud Kicks acquired a company. The VP of technology wants to migrate all the sales data into Sales Cloud.
Which data migration sequence should the consultant recommend for the objects?

Question18: During the Deploy phase at Cloud Kicks, users are finding it difficult to navigate a new system which is contributing to low adoption.
How should the consultant avoid this issue in the future?

Question19: Sales managers at Cloud Kicks need to visualize all open opportunities within a 10-mile radius based on the location of the related account.
Which solution should a consultant recommend?

Question20: At a kickoff meeting for a new project, a consultant starts gathering information to be used in the project implementation plan.
They ask the participants to define what project success will look like.
Which strategy is the consultant using?

Question21: Cloud Kicks is implementing Sales Territories for its retail sales unit. The sales director is requesting a detailed roll-up forecast for territories.
What should the consultant recommend?

Question22: Cloud Kicks wants to release product enhancements effectively to drive user adoption and have the greatest impact on the organization and users' day-to-day functions.
Which step should the consultant recommend to successfully manage changes and releases initiated by Salesforce?

Question23: Some of the large accounts at Northern Trail Outfitters have many contacts. Sales reps want to see how these contacts relate to each other and understand the reporting structure.
Which feature should the consultant recommend to meet this requirement?

Question24: Cloud Kicks has recently set up Sales Cloud and wants to measure the health of an account by comparing the amount of emails that are exchanged in a month.
What should the consultant recommend?

Question25: Cloud Kicks (CK), a large global organization, is rolling out a complex Salesforce Release to its staff located in offices around the world.
Which approach should the consultant recommend that CK use for training this audience?

Question26: Cloud Kicks has a Web-to-Lead form on its website. Following an update to the form to add new picklist values, some leads are routing to the default lead owner.
What should the consultant validate when troubleshooting the issue?

Question27: Sales reps at Universal Containers want to know when a customer or prospect contact opens an email the reps sent so they can follow up with the contact shortly afterward.
Which tool should a consultant recommend to meet the requirement?

Question28: Cloud Kicks (CK) recently completed the first phase of its Sales Cloud implementation. In the next phase, one factor that consultants are considering is whether any of CK's 500 sales agents are using a mobile device or a browser to access Salesforce.
What should the consultants do to efficiently analyze how users are logging in to Salesforce?

Question29: After creating a brand new sneaker Product object record for Cloud Kicks, the admin is unable to add this product to Price Books.
How should the consultant resolve the issue?

Question30: Universal Containers is using Collaborative Forecasts and wants to show sales reps their individual numbers for opportunities they are predicted to win based on amounts for all forecast categories over the next quarter.
What should a consultant recommend to meet this requirement?

Question31: It is challenging for the sales operations team to provide Universal Containers with accurate and insightful reports due to the poor quality and high volume of Account, Contact, and Lead data. As the team performs data cleansing, productivity has been impacted, leading to inefficiency and low adoption.
What should the consultant do first?

Question32: The Sales Cloud implementation at Cloud Kicks (CK) is now live.
End user training is complete. IT stakeholders have signed off on the technical aspects of the project. The CK admin continues to call the consultant with questions about the sales process.
What should the consultant do?

Question33: Cloud Kicks has a Public Read Only Opportunity sharing model. A sales rep noticed they can edit some opportunities associated with accounts they own, but are unable to edit other opportunities associated with accounts they own.
Which reason explains the sales rep's experience?

Question34: Universal Containers (UC) notices a large increase in leads created overnight which exceed the daily limits.
Upon examination, the leads appear to
be created by bots. UC uses a standard Web-to-Lead form without safeguards in place to limit spam on forms.
What should the consultant recommend as the first line of defense before republishing the form?

Question35: Cloud Kicks (CK) requires its sales associates to record all interactions with prospects within Salesforce.
Which sales metric should a sales manager at CK use to monitor and reinforce its sales strategy?

Question36: Cloud Kicks is restructuring its sales teams to align with its product lines. Each sales rep will focus only on the accounts they've been assigned.
Sales reps will run specific product upsell processes.
Which action should the consultant take to support a successful sales team transition?

Question37: A consultant is working with Cloud Kicks (CK) on its initial Sales Could implementation. CK wants its sales reps to be able to use Sales Cloud to track accounts, contacts, and opportunities before its global conference in 4 months.
What should the consultant recommend to meet the requirement?

Question38: Cloud Kicks (CK) has customers who are often involved with more than one company. CK wants to track these contacts on associated accounts without creating duplicate Contact records.
What should a consultant consider when enabling the Set Up Contacts to Multiple Accounts feature?

Question39: Cloud Kicks has purchased a list of prospects and wants sales reps to contact and measure the return on investment (ROI) of the purchased list.
Which solution should the consultant recommend?

Question40: Cloud Kicks wants to enable Person Accounts.
What does the consultant need to do before enabling Person Accounts?

Question41: The sales manager at Universal Containers has noticed that sales teams are having trouble understanding who should own an Opportunity. Sales teams base their sales opportunities on assignments to specific ZIP codes.
Which solution should the consultant recommend?

Question42: Universal Containers is in the planning phase of its Sales Cloud implementation. In a recent discussion, the CEO expressed a desire to measure the return on investment (ROI) of its sales and marketing efforts by location.
Which solution should the consultant recommend?

Question43: Cloud Kicks has organization-wide defaults set to Private for Account.
With the rollout of Opportunity Teams, what should a consultant consider?

Question44: A consultant for Universal Containers is preparing to migrate the company's legacy CRM to Sales Cloud. The admin for the previous system is enthusiastic about Sales Cloud and driving the objectives of the implementation, but end users have expressed dissatisfaction about moving to a new platform.
How should the consultant determine and validate their approach with end users?

Question45: Cloud Kicks rolled out Sales Cloud recently. The VP of sales wants to display a view of internal and external data on the lifetime spend for each account on the Salesforce account detail page.
Which option should a consultant recommend to meet this requirement?

Question46: Cloud Kicks wants sales reps to be able to give customers access to key files without setting up an Experience Cloud site.
Which Salesforce feature satisfies this requirement?

Question47: When addressing challenges within Cloud Kicks' Sales Cloud project, which approach should a consultant prioritize to extend declarative development effectively?

Question48: Cloud Kicks has a large remote sales department working in many different locations. Management wants greater visibility into the opportunities in progress with their respective teams. They also want to receive emails when opportunities reach key metrics (for example, stage progression) or a high probability. However, they want to control the frequency of their emails.
Which solution should a consultant recommend?

Question49: As part of a Sales Territories implementation, Cloud Kicks wants the user to manually search for a territory in an active territory model and assign it to opportunities.
Which approach should the consultant recommend to meet this requirement?

Question50: Northern Trail Outfitters has created a Complaints custom object related to Accounts. The organization-wide default has been set to Private. Only users within the Complaints Specialist public group should be able to view and edit any Complaint record.
Which option should a consultant recommend to meet the requirements?

Question51: Cloud Kicks recently purchased Salesforce, and the leadership team is excited about being able to forecast more accurately. Sales managers say that making updates to forecasted amounts during the pipeline meetings is time consuming, and it is difficult to review all of the committed opportunities within the meeting time.
What should the consultant recommend to help make meetings more efficient while making real-time forecast updates?

Question52: Cloud Kicks manages prospects for lead generation in a marketing application.
To ensure data quality, which prospects should the consultant migrate from the marketing application to lead records?

Question53: Universal Containers (UC) sales reps want to be assigned quality leads.
Which action should the consultant recommend to improve UC's process to produce higher quality leads?

Question54: Cloud Kicks (CK) recently finished a redeployment of its Lightning pages. CK users report that Lightning pages are loading slowly. CK management wants to consider the impact this has on adoption.
What should the consultant recommend that CK use to evaluate Lightning pages?

Question55: When a lead is created, Cloud Kicks wants to implement rules to assign the 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 most efficiently?

Question56: Universal Containers has hired a new employee for the global sales leadership team. The employee is interested in fostering friendly competition between account executives, with an emphasis on reinforcing activities that drive sales.
Which action should help support the sales teams?

Question57: Cloud Kicks is implementing Sales Cloud and has asked a consultant to create an architecture diagram of the system.
Which stage of the project lifecycle does this fall under?

Question58: The admin at Universal Containers has been getting complaints from sales reps about duplicate leads within Sales Cloud. The admin has already set up a Matching Rule for Leads.
What should the consultant recommend to resolve the issue?

Question59: Cloud Kicks currently supports three business lines within a single Salesforce instance: Running, Athleisure, and Celebrity Co- Branded. The VP of Athleisure controls a large budget and is often able to re-prioritize business stories and 'shadow projects' into releases ahead of other groups.
This topic comes up frequently and often derails the monthly project management meeting. This limits the amount of time available to cover other critical topics.
Which strategy should the consultant recommend to address these issues?

Question60: Sales reps at Cloud Kicks (CK) often receive important customer emails they want to log as records related to Contacts in Salesforce. CK has Office 365, as well as a policy that prevents users from installing anything directly on their computers.
Which solution should a consultant recommend to meet this requirement?

Question61: Cloud Kicks (CK) has recently lost several large deals to a competitor. CK management wants to start tracking the reasons why opportunities are being lost.
What is the most efficient way for a consultant to meet this requirement?

Question62: Universal Containers has implemented Salesforce for all of its sales reps. All sales reps are required to select the win or loss stage on every closed opportunity. Managers like to measure the win ratio for all of the sales reps.
How should a consultant meet the requirement?

Question63: A consultant is initiating a Sales Cloud project for Cloud Kicks.
Which essential action should the consultant prioritize to ensure successful implementation and adoption?

Question64: 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?

Question65: Cloud Kicks (CK) has an external enterprise resource planning (ERP) system that stores product order information.
CK wants to view those orders as a related list on the Account record in real time.
Which best practice should the consultant recommend?

Question66: Universal Containers has been using Sales Cloud for the last 5 years to manage leads, accounts, contacts, and opportunities.
The SVP of sales recently attended a conference and learned about Sales Cloud Einstein features. The SVP is very interested in Einstein Lead Scoring and Einstein Deal Insights. The SVP hired a consultant to create an implementation immediately.
Which step should the consultant take first?

Question67: The leadership team at Cloud Kicks wants to improve the rate of user adoption of Sales Cloud.
Which option should the consultant recommend?

Question68: The sales team at Cloud Kicks needs to track the number of retail locations for each of its leads. Once the lead is converted, the sales team wants to see the number of retail locations related to their customers. The service team also wants to view this information.
What should the consultant do to meet this requirement?

Question69: The sales manager at Cloud Kicks has proposed that the consultant hold a discovery meeting with 250 employees who use Sales Cloud currently to gain information to improve adoption.
Which approach should the consultant recommend to the sales manager to meet this goal efficiently?

Question70: Universal Containers (UC) recently implemented new Sales Cloud solutions. UC stakeholders believe that user adoption is best measured by the login rate.
Which additional key metric should the consultant recommend?

Question71: The Discovery phase with Cloud Kicks (CK) has just ended.
CK wants a visual way to see how the new business processes will work. CK's process is complex and requires multiple slides.
What should the consultant create to provide this high-level view?

Question72: The sales director at Universal Containers is concerned the percentage of all opportunities marked Closed Won is lower than expected. Historically, qualified leads must have a budget that is at least $10,000. The director wants sales reps to prioritize high-value prospects.
Which action should a consultant recommend to meet the requirement?

Question73: Sometimes, Universal Containers sales reps need to create contacts without accounts based on business processes.
What should the consultant take into consideration?

Question74: 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 sales reps have suggested using the Kanban view.
What is a consideration when using the Kanban view?

Question75: How can a consultant determine which capabilities of a Sales Cloud implementation are required during the Discovery phase?

Question76: The Contact Us form on the Cloud Kicks website creates leads that sales reps need to contact in a timely manner. The VP of sales wants to know when the lead status is still new a day after the lead was created. Sales reps want a simple way to contact these leads.
Which action should the consultant take to meet the requirements?

Question77: Cloud Kicks (CK) has acquired a competitor that also uses Sales Cloud. They have many of the same customers and prospects. The CEO of CK wants the consultant to work with senior managers to document use cases and determine a project plan for everyone who will be on the CK org.
Which action should the consultant recommend?

Question78: Cloud Kicks (CK) has recently rolled out Sales Cloud. CK uses an enterprise resource planning (ERP) system as its system of record for customer data. When an account has its first Closed Won opportunity, the ERP system should be updated immediately from the account and opportunity records.
Which option should the consultant recommend to meet the requirement?

Question79: Cloud Kicks has recently hired a new inside sales team. Management wants to ensure that steps in the sales process are clear and adhered to by the team. Each step must have clear guidelines, support materials, and coaching tips.
What should the consultant recommend to support the new sales team and management?

Question80: Cloud Kicks (CK) has requested a Statement of Work (SOW) that clearly details who will train users on new features and how the training will be delivered.
Which section of a SOW should the consultant discuss with CK to meet the requirement?

Question81: During the requirements gathering workshops at Cloud Kicks, the project team and subject matter experts bring up new ideas to incorporate into the current project.
Which best practice should the consultant use to refocus the meeting and stay on topic?

Question82: Annual sales numbers change depending on renewal periods and new products. Sales managers at Universal Containers (UC) want to emphasize the importance of customer retention when prioritizing the pipeline and customer engagement for the sales team.
Which metric should the consultant recommend to help UC emphasize
the importance of customer retention to the overall business strategy?

Question83: A consultant for Cloud Kicks is migrating data from an on-premises system to Salesforce. The consultant has imported Account records, and is attempting to import the associated Contacts using Data Loader, but the import has failed records. The error messages all read UNABLE TO LOCK ROW.
What is causing these records to fail?

Question84: A sales rep at Cloud Kicks must have access to all child accounts of the accounts they own. The organization- wide default setting for Account is Private.
What happens if a sales rep has access to a parent account?

Question85: Cloud Kicks (CK) is planning to use Person Accounts to maintain information on its retail customers. CK likes to track connections among customers to capture household relationships, referrals, and so on. One customer can have many relationships.
What should a consultant consider when implementing Person Accounts and supporting many relationships between customers in Salesforce?

Question86: Sales leadership at Universal Containers is concerned that sales reps are negotiating deals with contacts without the authority to make a decision, resulting is lost deals.
What should the consultant recommend to resolve the issue?

Question87: The sales team at Cloud Kicks has been late meeting project deadlines and missed multiple meetings.
What should the consultant recommend to the project manager?

Question88: Cloud Kicks (CK) has implemented different sales stages across its varied product lines. CK wants to deploy Collaborative Forecasts to all sales users.
What should a consultant consider when rolling out forecast?

Question89: It is a priority at Cloud Kicks to implement logic and automation to qualify top leads. The company has captured significant data points on converted leads and won opportunities.
What should the consultant do first to ensure a best practices implementation?

Question90: Cloud Kicks want to track the return on investment (ROI) of its marketing campaigns for trade shows and customer webinars.
What should the consultant recommend?

Question91: After a project deployment, several bugs were identified by end users and prioritized by the project team.
How should a consultant resolve these issues?

Question92: Northern Trail Outfitters launched Salesforce for its EMEA subsidiary 3 months ago and wants to gain insight into usage.
Which option should a consultant recommend to meet this requirement?

Question93: Cloud Kicks (CK) has been losing market share to competitors over the past year. CK management is planning next year's budget and has allocated more money for in-person meetings with its existing partners because CK thinks it will reduce churn.
Which option should a consultant recommend that CK use to track the spending increase for onsite visits?

Question94: Universal Containers (UC) deployed Sales Cloud 3 months ago to the North American sales teams. One of the reasons UC selected Sales Cloud is its mobile support which provides flexibility for sales reps.
How should the consultant assure UC's management that Sales Cloud is being successfully adopted on mobile devices?