CRT-251 | Most Recent Salesforce Certified Sales Cloud Consultant (SU18) CRT-251 Test Question

NEW QUESTION 1
The shipping department at Universal Containers is responsible for sending product samples as part of the sales process. When an opportunity moves to the “sampling” stage, Universal Containers wants an automatic email sent to the shipping department listing the products on the opportunity. How can this requirement be met using a workflow email?

• A. Create is on the opportunity product using an HTML email template.
• B. Create is on the opportunity using a Visualforce email template.
• C. Create is on the opportunity product using a Visualforce email template.
• D. Create is on the opportunity using an HTML email template.

Answer: B

NEW QUESTION 2
Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a desiccated sales engineer. The sales engineer will need access to their assigned sales representatives’ accounts and opportunities.
What should a consultant recommend to meet this requirement?

• A. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
• B. Create criteria-based sharing rules to share the accounts and opportunities with sales engineer.
• C. Enable account teams selling and have each sales representative configure their default teams.
• D. Create a trigger to add the sales engineers to their sales representatives’ account and opportunity teams.

Answer: C

NEW QUESTION 3
Universal Containers wants to improve the accuracy of its current sales forecast. It also wants to improve the relevance of its sales stages and the role they play in the sales process.
How should the relationship between the various elements of the sales process be defined to meet these requirements?

• A. Map sales probability values to forecast categories; assign sales stages accurate percentages.
• B. Map forecast probability to opportunity probability; assign appropriate sales stage.
• C. Map appropriate sales stage to opportunity stage; assign accurate forecast probability.
• D. Map opportunity stages to forecast categories; assign accurate probability to each stage.

Answer: D

NEW QUESTION 4
Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a consultant recommend to ensure a successful implementation?

• A. Review the current system with all levels of users to understand their requirements.
• B. Review the current system with executive management to understand their requirements.
• C. Review the current system with IT management to understand their requirements.
• D. Review the current system and configure Sales Cloud to work in the same way.

Answer: A

NEW QUESTION 5
Universal Containers’ current solution for managing its forecasts is cumbersome. The sales managers do NOT have visibility into their teams’ forecasts and are NOT able to update the forecasts. As a result, the managers are continually asking their sales representatives to provide updated forecast data via email or phone. Which two solutions should a consultant recommend to help Universal Containers improve the management of their forecasts? Choose two answers.

• A. Enable override forecast permission in the Manager’s profile.
• B. Configure weekly customized forecast reports and dashboards to be emailed to sales management.
• C. Create a forecast hierarchy and assign managers to the forecast manager role.
• D. Create forecast Chatter groups where sales representatives can post and share their forecasts.

Answer: AC

NEW QUESTION 6
Universal Containers wants to prevent sales users form modifying certain opportunity fields when the sales stage has reached Negotiation/Review. However, sales directors must be able to edit these opportunity fields in case last minute updates are required.
Which solution should a consultant recommend?

• A. Modify the profile for sales directors to enable the “Modify All” object permission for opportunities.
• B. Change the field-level security for sales representatives to restrict field access based on the sales stage.
• C. Create a validation rule to enforce field access based on the sales stage and a custom permission.
• D. Create a workflow rule to enable field access for sales directors based on the sales stage.

Answer: C

NEW QUESTION 7
Universal Containers wants to equip its sales team with mobile capabilities. The sales team needs to quickly look up contacts, accounts, and opportunities and easily log calls. Due to limited coverage in certain geographic areas, the sales team wants access to customer information even without an Internet connection. Which mobile solution is appropriate for the Universal Containers’ sales team?

• A. Salesforce Mobile app
• B. SalesforceA App
• C. Custom hybrid App
• D. Salesforce Touch App

Answer: A

NEW QUESTION 8
Universal Containers wants to implement a website for a new product launch. The site should be publicly available, allow visitors to submit requests for information, and be managed by the non-technical marketing team.
Which solution should the consultant recommend?

• A. Lightning Platform
• B. Salesforce Mobile Sites
• C. Lightning Components
• D. Customer Community

Answer: D

NEW QUESTION 9
The members of an opportunity team at Universal Containers are working together to close an opportunity. The sales engineer on the team is having trouble keeping up with the active quote. How can the sales engineer identify the opportunity’s active quote?

• A. Reference the last modified date on the quotes.
• B. Reference the synced quote field on the opportunity record.
• C. Reference synced quote history on the opportunity.
• D. Follow the opportunities’ quotes in Chatter.

Answer: B

NEW QUESTION 10
Universal Containers has automated the process of creating new account records in Salesforce. All accounts 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. Universal Containers is now seeing performance issues when it makes any changes to account sharing rules.
What can Universal Containers do to address the issue without changing its integration?

• A. Set the organization-wide defaults for accounts to public read/write.
• B. Contact Salesforce support to add an index to the account object.
• C. Ensure that the generic user has the Modify All Data permission.
• D. Ensure that the generic user has NOT been assigned to a role.

Answer: D

NEW QUESTION 11
Universal Containers has its sales representatives enter a new lead whenever they are prospecting a new customer. After qualifying the new lead, a new opportunity must be created to track the deal.
Which three actions should a consultant recommend to enforce data quality and accuracy? (Choose three.)

• A. Enable validation rules on the opportunity.
• B. Map custom lead fields to corresponding custom opportunity fields.
• C. Create an Apex trigger to perform data quality checks.
• D. Enable validation rules on the lead.
• E. Enable the lead conversion permission.

Answer: BDE

NEW QUESTION 12
Universal Containers uses a seven-step selling methodology. Each sales stage corresponds with a step in the methodology. The first stage is a preliminary qualification step, and opportunities in this stage should NOT contribute to the forecast. Which two actions should a consultant recommend to meet these requirements? Choose two answers.

• A. Instruct sales users to enter 0$ for the opportunity amount.
• B. Configure the first stage with the omitted forecast category.
• C. Override the forecast to be 0$ for first stage opportunities.
• D. Assign 0% probability to the first sales stage.

Answer: BD

NEW QUESTION 13
Universal Containers does NOT have a direct sales team; its channel partners are responsible for selling and servicing products. Over the past quarter, these has been an increased volume of leads. However, the Vice President of Channels has been receiving many complaints from partners on the poor quality of the leads and has noticed a significant drop in the lead conversion rate. What should a consultant recommend to improve partner satisfaction with the leads being shared?

• A. Assign all leads to the partner channel manager to validate the lead data and manually assign to partners.
• B. Create multiple validation rules to ensure that all fields on the lead record are populated with data.
• C. Create a custom lead score field to assess lead quality and assign the leads that exceed this score to partners.
• D. Use the lead score on the Find Duplicates button and assign the leads with a score in the high category.

Answer: C

NEW QUESTION 14
Which three considerations should be addressed when implementing Advanced Currency Management? (Choose three.)

• A. Currency roll-up summary fields from opportunities to an account use the static conversion rate.
• B. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate.
• C. The converted amount of an opportunity uses dated exchange rates based on the close date of the opportunity.
• D. Advanced Currency Management can be enabled or disabled in the organization under the company profile, if needed.
• E. Advanced Currency Management dated exchange rate are automatically updates in a monthly basis.

Answer: BCD

NEW QUESTION 15
Universal Containers recently completed the implementation of a new Sales Cloud solution. The stakeholder committee believes that sales user adoption is best measured by the number of daily logins. Which two measures of sales user adoption should be considered? Choose two answers.

• A. Number of reports exported to Excel for analysis
• B. Number of neglected opportunities over time by role
• C. Completeness of records entered into the new system
• D. Overall effectiveness of mass email campaigns

Answer: BC

NEW QUESTION 16
The management at Universal Containers noticed the lead conversion ratio has remained the same for the hospitality industry despite an increase in lead creation.
Which reporting tool can help determine the issue?

• A. Report on leads by source
• B. Campaign dashboard by industry
• C. Report on lead lifetime by industry
• D. Industry performance dashboard

Answer: C

NEW QUESTION 17
Universal Containers is planning to hire more sales representatives in response to three consecutive quarters of rapid growth. To optimize their sales impact, the sales management team wants to develop a better sales territory structure. Which two data points should the sales management team consider when developing the new sales territories? Choose two answers.

• A. Attributes needed to segment and categorize customers.
• B. Distance between customer headquarters and their sales representatives
• C. Average number of customers managed by a sales representative.
• D. Number of currencies needed to support each sales territory.

Answer: AD

NEW QUESTION 18
Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce and 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?

• A. Create a contact lookup field and an account lookup field.
• B. Create a master-detail account relationship.
• C. Create a custom contact lookup field.
• D. Create a master-detail contact relationship.

Answer: B

NEW QUESTION 19
Universal Containers wants to implement a sales methodology that focuses on identifying customer’s challenges and addressing them with its offerings. Which sales methodology is described above?

• A. Relationship selling
• B. Target account selling
• C. Direct selling
• D. Solution selling

Answer: D

NEW QUESTION 20
Universal Containers has a large sales department that is dispersed worldwide. Sales managers want greater visibility into the opportunities in progress with their respective teams and want to receive email notifications when opportunities reach key metrics ( e.g. progress to a certain stage or reach a specific probability). However, individuals want to control the frequency of their email notifications. Which two solutions should a consultant recommend? Choose two answers.

• A. Configure the individual Salesforce for Outlook email settings to control notification frequency.
• B. Configure Chatter Feed Tracking to provide updates for the key metrics the sales managers are looking for.
• C. Create a report filtering for the desired criteria and individuals subscribe to the report.
• D. Define a workflow rule and email task that is triggered when key fields are updated to new values.

Answer: BC

NEW QUESTION 21
Universal Containers sells products that require frequent collaboration with the same team of individuals who play a key role in closing deals. The lead sales representative determines the level of access for each of the collaborating team members on an opportunity.
Which solution should a consultant recommend to facilitate the collaboration of the lead sales representative and team members?

• A. Create public groups for extended team members and allow the sales representative to assign manual sharing on their opportunities.
• B. Define a sharing rule for each lead sales representative to assign appropriate access for all extended team members.
• C. Configure default opportunity teams for all lead sales representatives with team selling enabled.
• D. Enable Chatter to have the lead sales representative facilitate collaboration through sales team swarming.

Answer: C

NEW QUESTION 22
Universal Containers wants to measure revenue based on when individual Products are sold. What should a Consultant implement to meet this requirement?

• A. Forecasting by Order Amount
• B. Forecasting by Opportunity Amount
• C. Forecasting by Product Dates
• D. Forecasting by Schedule Date

Answer: B

NEW QUESTION 23
Universal Containers uses PDF documents to help the Sales Team learn about new Products. Which feature should a Consultant recommend to store these documents?

• A. File Sync
• B. Salesforce Files
• C. Attachments
• D. File Contact for SharePoint

Answer: B

NEW QUESTION 24
Universal Containers 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?

• A. Create different record types and sales processes for each line of business, and assign different stages to each page layout.
• B. Create different record types and sales processes for each line of business, and use workflow field updates to assign stages.
• C. Create different record types and sales processes for each line of business, and assign different page layouts to each record type.
• D. Create different record types and sales processes for each line of business, and assign different sales processes to each page layout.

Answer: C

NEW QUESTION 25
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