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

1. A. Forecasting by Order Amount
2. B. Forecasting by Opportunity Amount
3. C. Forecasting by Product Dates
4. D. Forecasting by Schedule Date

Correct Answer: B

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?

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

Correct Answer: C

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?

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

Correct Answer: B

Universal Containers plans to implement lead management functionality for channel sales representatives who need to push pre-qualified leads to their partners. Partners need the ability to access and update the leads assigned to them. Which solution should a consultant recommend for this scenario?

1. A. Create a customized site where partners can self-register and access their leads.
2. B. Configure a separate leas record type and page layout for the Partner Community.
3. C. Create a task for a partner when a new lead is created and assign the task to the partner in the Partner Community.
4. D. Add the leads tab to the Partner Community and configure partner profiles to access leads.

Correct Answer: D

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?

1. A. Relationship selling
2. B. Target account selling
3. C. Direct selling
4. D. Solution selling

Correct Answer: D