Pinpoint CRT-251 Courses 2021

NEW QUESTION 1
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 2
Universal Containers is preparing for the launch of its new Sales Cloud implementation to a global user base. With previous sales automation applications, the company had slow adoption of the new solution. Which three Sales Cloud deployment factors should be considered to help ensure adoption? Choose three answers.

• A. Type of training delivered
• B. Sales rep quota targets
• C. Management communications
• D. Maintenance release schedule
• E. Training in local language

Answer: ACE

NEW QUESTION 3
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 4
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 5
The marketing department at Universal Containers is migrating from its legacy campaign and email management system to Salesforce and wants to ensure that its communication materials can be migrated as well. What should a consultant recommend to migrate the marketing department’s email templates?

• A. Enable Email-to-Close and use the Import Wizard.
• B. Create an email template change set or use the Lighting Platform.
• C. Manually recreate the email and mail merge templates in Salesforce.
• D. Enable Email to Salesforce before sending email templates to Salesforce.

Answer: C

NEW QUESTION 6
Universal Containers allows its sales representatives to negotiate up to a 5% discount for their opportunities. Discounts greater than 5% must be sent to their Regional Sales Manager (RSM) to approval. Discounts greater than 15% must also be sent to the Regional Vice President (RVP) for approval.
Which approach would satisfy these requirements?

• A. Configure an approval process for the RSM and a workflow rule for the RVP.
• B. Create two approval processes, one for the RSM and one for the RVP.
• C. Create the two-step approval process for the RSM and RVP as approvers.
• D. Configure a workflow approval task and email to notify the RSM and RVP.

Answer: C

NEW QUESTION 7
Universal Containers has a customer base of over 15,000 Accounts and 60,000 Contacts. The marketing manager wants to use the customer data for an upcoming new product launch but is concerned contacts may have moved to different companies.
What should a consultant recommend to ensure customer data is accurate?

• A. Use a data cleansing tool and the Stay-in-Touch feature of Salesforce to email contacts.
• B. Create a workflow rule for an account and contact owner to confirm contact data.
• C. Create a workflow rule to mass email the contacts and capture any email bounces.
• D. Use a data enrichment tool to verify account and contact data is up-to-date.

Answer: A

NEW QUESTION 8
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 9
Universal Containers has a private sharing model and wants the ability to share documents related to an opportunity, such as contracts and proposals, with the field sales team.
How can the documents be shard efficiently and securely?

• A. The documents should be uploaded to Salesforce Files and shared with the field sales organization.
• B. The documents should be emailed to the sales team on the opportunity record.
• C. The documents should be uploaded to Salesforce Files from the opportunity record.
• D. The documents should be uploaded to a library that is shared with the field sales organization.

Answer: A

NEW QUESTION 10
What are two capabilities of Data Loader? Choose two answers.

• A. Ability to extract organization and configuration data.
• B. Ability to prevent importing duplicate records.
• C. Ability to export field history data
• D. Ability to run one-time or scheduled data loads

Answer: CD

NEW QUESTION 11
Universal Containers wants to capture business sector information on a lead and display the information on the account and contact once the lead has been converted. How can these requirements be met?

• A. Create a custom field on the Lead, Account, and Contact objects and configure mapping of these two field for conversio
• B. Use a trigger to update the Contact field with the Account value.
• C. Create a custom field on the Lead and Account object
• D. Create a custom formula field on the Contact object to pull the value from the Account object.
• E. Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversio
• F. Create a custom formula field on the Contact object to pull value form the Account object.
• G. Create a custom field on the Lead and Account objects and configure mapping of these two fields for conversio
• H. Create a custom formula field on the Account object to pull value form the Contact object.

Answer: C

NEW QUESTION 12
Universal Containers has enabled Social Accounts and Contacts. When a sales representative accesses a contact within Salesforce, the representative is unable to see detailed information from the contact’s social profiles.
What is preventing the sales representative from accessing this information?

• A. The fields configured by Universal Container’s administrator on the contact page layout are missing.
• B. The information shown is based on the sales representative’s social connection with the contact.
• C. The link to the Facebook profile is NOT configured with the administrator password to access detailed information.
• D. Universal Containers must install and APP Exchange package to access public profile information for its users.

Answer: B

NEW QUESTION 13
A consultant has created a custom formula field on Opportunity that multiples the Opportunity Amount by the Account’s Discount field. Which Currency will the formula field use for its value if the Opportunity and the Account records have different Currencies?

• A. The Account currency
• B. The User currency
• C. The Corporate currency
• D. The Opportunity currency

Answer: B

NEW QUESTION 14
The Universal Containers credit department uses a third-party application for credit ratings. Credit department managers need to launch an external web-based credit application from a customer’s account record in Salesforce. The application uses a credit ID on the account object. What should a consultant recommend to meet this requirement?

• A. Create a workflow rule to launch the product fulfillment application and pass the credit ID.
• B. Create a custom button that calls an Apex trigger to launch the credit application and pass the credit ID.
• C. Create a formula field that uses the hyperlink function to launch the credit application and pass the credit ID.
• D. Create a custom credit ID field as an external ID on the account to launch the credit application and pass the credit ID.

Answer: C

NEW QUESTION 15
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 16
The sales representatives at Universal Containers use various email applications and often receive important customer emails where they are away from the office. Sales management wants to ensure sales representatives are recording email activity with customers in Salesforce while they are away from the office.
Which solution should a consultant recommend to meet this requirement?

• A. Download and install a Salesforce universal connector for their smartphones and computers.
• B. Download and install the Salesforce for Outlook connector on their smartphones and computers.
• C. Forward emails using their Email-to-Salesforce email address from their smartphones and computers.
• D. Copy and paste emails manually to the customer record in Salesforce from their smartphones and computers.

Answer: C

NEW QUESTION 17
Which two actions can a consultant take during the project planning phase to ensure client stakeholder goals are met? (Choose two.)

• A. Create scheduled dashboard to be sent weekly to all stakeholders.
• B. Ensure the project key performance indicators are profitable.
• C. Acquire the client stakeholder’s key performance indicators.
• D. Establish a stakeholder committee and meeting schedule.

Answer: CD

NEW QUESTION 18
Sales management at Universal Containers wants product managers to become more involved with sales deals that are being delayed in the negotiation stage of the sales process. Product managers need to understand the details of specific sales deals, and address product capability and roadmap questions with customers. Which two solutions should a consultant recommend to help product managers engage in sales deals? Choose two answers.

• A. Create a Chatter group to share product information with the sales team, product managers, and customers.
• B. Use Process Builder to create a chatter post.
• C. Use an assignment to notify product managers when opportunities are updated.
• D. Add the opportunity team, product managers, and customers to libraries containing files relevant to sales deals.

Answer: AB

NEW QUESTION 19
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?

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

Answer: D

NEW QUESTION 20
A premier customer for Universal Containers needs access to confidential product roadmap information. Which two steps should a sales representative take to securely send this information using content delivery?
Choose two answers.

• A. Remove access to content after a specified date.
• B. Require the customer to enter a password to view the content.
• C. Require the customer to enter a security token to download the content.
• D. Require the recipient to log into Salesforce to access the content.

Answer: AB

NEW QUESTION 21
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 22
Universal Containers is devising a separate sales methodology to upsell service contracts to its existing customer base. The company wants to track and report on these deals separately from other deals.
What should a consultant recommend to meet this requirement?

• A. Create a custom field on opportunity to flag and report on these sales.
• B. Create an opportunity record type and sales process for reporting on these deals.
• C. Create a separate page layout and report to flag and report on these deals.
• D. Add “upsell” as a stage and create a summary by opportunity stage.

Answer: B

NEW QUESTION 23
Universal Containers has enables Advanced Currency Management.
How is the converted amount data reported on a report that spans time periods when the exchange rate was different?

• A. Converted amounts are based on exchange rates that use the oldest entry.
• B. Converted amounts are based on the exchange rates entered in the opportunity.
• C. Converted amounts are based on exchange rates that use the current entry.
• D. Converted amounts are based on the historical exchange rate associated with the close date.

Answer: D

NEW QUESTION 24
The Universal Containers sales team wants to track product shipments for each of its customers. The shipment tracking information is currently available in a back-end system, which the company plans to integrate with Salesforce. Which set of objects are relevant for this integration?

• A. Opportunity, opportunity product, campaign, custom object-shipment status
• B. Opportunity, opportunity product, custom object-shipment status
• C. Lead, account, opportunity product, custom object-shipment status
• D. Lead, opportunity, product, custom object-shipment status

Answer: B

NEW QUESTION 25
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 26
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