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Salesforce Certified Sales Cloud Consultant Sample Questions (Q116-Q121):

NEW QUESTION # 116
The Cloud Kicks marketing team purchased a marketing automation tool and is implementing a lead qualification process. The sales director provided key attributes and activity history of the ideal lead.
What should the consultant do to help marketing improve the process?

A. Create reports based on the sales metrics provided in the marketing automation tool and train marketing users to identify and qualify leads.
B. Develop the Lead score and grade in the marketing automation tool to automatically determine when a lead should become qualified.
C. Set up the marketing automation tool to send prospects to the sales director and ask sales reps to assist in the qualification process.

Answer: B

Explanation:
To enhance the lead qualification process, developing a Lead score and grade in the marketing automation tool is the most effective approach. Here's why:
Automated Qualification: By using lead scoring and grading, the marketing automation tool can evaluate leads based on key attributes and activity history. This helps identify which leads meet the criteria for sales readiness, streamlining the handoff to sales.
Improved Lead Quality: Scoring and grading allow the marketing team to prioritize high-quality leads based on factors that indicate a higher likelihood of conversion, which aligns with the sales director's specifications for an ideal lead.
Salesforce Best Practices: Salesforce recommends using lead scoring and grading to automate and refine the lead qualification process, improving efficiency and alignment between marketing and sales.
Reference:
In summary, developing the Lead score and grade in the marketing automation tool (Option B) provides an automated method to qualify leads based on specific criteria, improving the overall lead management process.

NEW QUESTION # 117
The sales department at Cloud Kicks is growing quickly. New sales executives should prioritize interacting with existing contacts who are decision makers and influencers to further the business relationship.
Which solution should the consultant recommend?

A. Add a multi-select picklist field on the Opportunity object.
B. Use a junction object between the Opportunity and Contact.
C. Add a contact lookup Meld to the Opportunity.
D. Use Contact roles on the Opportunity object.

Answer: D

NEW QUESTION # 118
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?

A. Create and subscribe to a custom report of active users by role.
B. Analyze the Setup Audit Trail to determine the number of logins per day.
C. Install the Salesforce Adoption Dashboard from AppExchange.

Answer: C

NEW QUESTION # 119
During end-to-end testing, users report that a key business process is missing a step.
What should a consultant do first to resolve the issue?

A. Change the solution to meet the needs of the users and update the training materials.
B. Revise the test scripts and ask users to repeat the testing.
C. Work with key stakeholders to determine if a change to the requirements is necessary to go-live.

Answer: C

Explanation:
When a key business process is found to be missing a step during end-to-end testing, the first step a consultant should take is to collaborate with key stakeholders. This collaboration aims to determine if the missing step is critical enough to require a change in the requirements before proceeding to go-live. Engaging stakeholders ensures that all impacts and dependencies are considered, and a collective decision is made on how to address the issue. According to Salesforce best practices, stakeholder involvement is crucial in the decision-making process for changes that affect project scope and deliverables.

NEW QUESTION # 120
The sales team at Cloud Kicks has been late meeting deadlines on a specific project and has missed multiple project meetings.
What should the consultant recommend to the project manager?

A. Revisit the communication plan and set up more frequent check-ins.

Answer: A

NEW QUESTION # 121
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