Salesforce Certified Sales Cloud Consultant Practice Test Questions, Exam Dumps

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Certified Sales Cloud Consultant Salesforce Practice Test Questions and Exam Dumps

Question 1

The sales management team at Northern Trail Outfitters (NTO) is interested in monitoring how their sales funnel evolves during the month. To do this, they need to retain weekly records of all open opportunities. Additionally, they generate sales forecasts and finalize deals on a monthly basis.
Which solution should be recommended to meet their data tracking and reporting needs?

A. Schedule a custom forecast report to execute weekly and save the output in a designated report folder.
B. Configure a reporting snapshot to run weekly and store the data in a custom object.
C. Configure a reporting snapshot to run daily and store the data in a custom object.
D. Schedule a custom forecast report to execute daily and save the output in a designated report folder.

Correct Answer:
B. Configure a reporting snapshot to run weekly and store the data in a custom object.

Explanation:

Northern Trail Outfitters wants to analyze how open opportunities (sales pipeline) evolve weekly during the month. Reports alone are not enough because Salesforce reports show current data, not historical snapshots unless explicitly stored.

Reporting Snapshots in Salesforce allow users to capture and store data at scheduled intervals by saving it to a custom object. This is exactly what NTO needs—to preserve opportunity data on a weekly basis to track historical trends in the sales funnel.
Option A and D refer to scheduling forecast reports. While scheduling may automate delivery, these reports are still static and do not store historical data in a retrievable format that can be queried or displayed like a custom object.
Option C suggests running the snapshot daily, which is unnecessary and would increase storage and processing overhead. Since the team wants weekly tracking, weekly scheduling is sufficient.

Thus, Option B is the best approach—it provides a structured, scalable solution for capturing and analyzing opportunity changes over time.

Question 2

Universal Containers needs to collect information about the business sector of a lead. Once the lead is converted, this business sector information should automatically appear on both the Account and Contact records created during the conversion.
What is the best way to implement this requirement?

A. Add a custom field on the Lead and Account objects, configure field mapping during lead conversion, and use a formula field on the Account to retrieve the value from the Contact.
B. Add a custom field on the Lead and Account objects, and then use a formula field on the Contact to pull the value from the Account.
C. Add a custom field on the Lead, Account, and Contact objects; configure lead field mapping; and use a trigger to copy the value from Account to Contact.
D. Add a custom field on the Lead and Account objects, configure field mapping for lead conversion, and use a formula field on the Contact to reference the value from the Account.

Correct Answer:
D. Add a custom field on the Lead and Account objects, configure field mapping for lead conversion, and use a formula field on the Contact to reference the value from the Account.

Explanation:

When converting a Lead in Salesforce, you can map Lead fields to fields on the resulting Account, Contact, and Opportunity objects. Universal Containers wants the Business Sector value to be captured at the Lead stage and then visible on both Account and Contact after conversion.

Field Mapping allows values from custom fields on Leads to be transferred to Accounts, Contacts, or Opportunities automatically during conversion.
The formula field on the Contact can be used to dynamically pull the Business Sector from the Account, assuming both Account and Contact are created during the same conversion.
Option A is incorrect because it incorrectly references the Contact as the source for a formula on the Account.
Option B omits mapping the custom field during conversion from Lead to Contact.
Option C involves writing a trigger, which is unnecessary when this can be achieved declaratively through field mapping and formulas.
Option D provides the most efficient and declarative solution—using standard field mapping and formula fields without any custom code.

Therefore, Option D is the best and most scalable approach.

Question 3

Universal Containers is preparing to roll out a new global Sales Cloud solution. In the past, the organization faced challenges with low user adoption when launching previous sales automation tools.
To improve the chances of successful adoption, which three factors should be prioritized during the Sales Cloud deployment? (Choose three)

A. The schedule for releasing system maintenance updates
B. Internal management-led communication efforts about the system
C. Establishing and tracking sales representatives' quota goals
D. The structure and method of training provided to users
E. Delivering training sessions in the user's native language

Correct Answers:
B. Internal management-led communication efforts
D. The structure and method of training provided to users
E. Delivering training sessions in the user's native language

Explanation:

When rolling out a new CRM platform like Sales Cloud, user adoption is critical to success. Technical setup alone isn’t enough—people, process, and training play vital roles.

B. Management communications
Executive sponsorship and active communication from leadership foster trust, demonstrate importance, and align organizational goals. Clear messaging from management reinforces the reasons for change and encourages adoption across departments.
D. Type of training delivered
The training approach should suit the user's roles and learning preferences. Whether via hands-on sessions, interactive e-learning, or quick reference guides, effective training boosts confidence and engagement.
E. Training in local language
For global deployments, localization is essential. Delivering content in a user's native language reduces misunderstandings, enhances comprehension, and shows cultural sensitivity—leading to better learning outcomes and system usage.

Why other options are less suitable:

A. Maintenance release schedule
While important for system stability, it doesn’t directly influence user adoption unless it affects availability or usability.
C. Sales rep quota targets
Setting targets is more about performance management than system adoption. Quotas may motivate sales activity but don’t necessarily drive CRM usage unless integrated with reward systems.

In conclusion, strong communication, role-based and localized training are essential deployment strategies to boost user engagement and long-term adoption of Sales Cloud.

Question 4

Sales leaders at Universal Containers want product managers to actively participate in sales opportunities that stall in the negotiation phase. Product managers must review the details of these deals and directly address customer concerns related to product features or future development plans.
Which two solutions should a consultant recommend to support collaboration between product managers and the sales team? (Choose two)

A. Use Process Builder to automatically generate a Chatter post when an opportunity reaches a delay point
B. Use an assignment rule to notify product managers about updates to stalled opportunities
C. Add product managers and customers to Salesforce Libraries containing key deal documents
D. Create a Chatter group that includes sales, product managers, and customers for sharing updates and product discussions

Correct Answers:
A. Use Process Builder to automatically generate a Chatter post
D. Create a Chatter group for collaboration among stakeholders

Explanation:

Effective cross-functional collaboration is key to resolving bottlenecks in the sales cycle—particularly during negotiation, where customers often seek clarity on product functionality or roadmaps.

A. Use Process Builder to create a Chatter post
Automating a Chatter post ensures product managers are alerted in real time when an opportunity meets a specific condition—such as being stuck in negotiation for X days. This reduces reliance on manual updates and ensures timely involvement.
D. Create a Chatter group for sales and product collaboration
A Chatter group enables ongoing dialogue among product managers, sales reps, and even customers if needed. It serves as a central hub for sharing files, updates, and expert insights—boosting transparency and responsiveness.

Why other options are less ideal:

B. Use an assignment rule
Assignment rules are designed for routing leads or cases—not opportunities. They are not suitable for triggering notifications based on opportunity stage changes.
C. Adding users to Libraries
While useful for file sharing, Libraries alone don’t offer real-time collaboration. They lack the dynamic interaction needed for active deal support.

For real-time awareness and open communication during stalled deals, automation (Chatter posts) and collaborative tools (Chatter groups) offer the best engagement method between sales and product teams.

Question 5

Universal Containers is planning to launch a new product and wants to create a public-facing website to support this initiative. The website should:

Be accessible to the general public
Allow visitors to submit requests for more information
Be easily managed and updated by the marketing team, which does not have technical skills

Which solution should the consultant recommend to meet these requirements?

A. Customer Community – A self-service portal that allows external users to engage with your business
B. Lightning Platform – A platform-as-a-service offering for building complex apps with code
C. Lightning Components – Reusable building blocks used to create custom applications
D. Salesforce Mobile Sites – A legacy tool for creating mobile-optimized web content

Correct Answer: A. Customer Community

Explanation:

Universal Containers needs a scalable, public-facing portal that supports user engagement and is simple enough for non-developers (like the marketing team) to manage.

Customer Community (Experience Cloud) is the ideal solution. It enables Salesforce users to build branded websites that are accessible to external audiences, including customers and prospects. It supports forms, custom branding, and content management—all with limited or no need for coding.
The Experience Cloud builder has a drag-and-drop interface, which is ideal for marketing teams to manage content easily.

Why not the other options?

Lightning Platform is more developer-centric. It’s used for building custom apps inside Salesforce and is not ideal for non-technical users.
Lightning Components are pieces of a larger custom solution. They require development knowledge and are not suitable for building and managing entire websites by non-tech teams.
Salesforce Mobile Sites is outdated and not recommended for modern website development needs.

In summary, Customer Community (Experience Cloud) offers the perfect mix of ease of use, branding flexibility, and data collection, making it the best recommendation for Universal Containers’ new product website.

Question 6

The sales leadership team at Universal Containers has observed a noticeable delay in closing opportunities. In the past, it typically took 30 days to move opportunities to a Closed/Won status, but now it's taking 45 days.

The team wants to investigate this slowdown using Salesforce’s reporting tools.

Which two reports or dashboards can best help the team analyze the issue and identify bottlenecks? (Choose two)

A. Dashboard showing month-over-month lead conversion trends
B. Report detailing campaign return on investment (ROI)
C. Report analyzing time taken to approve discounts on quotes
D. Dashboard showing the duration of each opportunity stage

Correct Answers: C and D

Explanation:

To understand why opportunities are taking longer to close, the sales team needs to focus on bottlenecks and time-related delays in the sales process.

C. Report on discount approval time for quotes
If approvals for discounts are taking too long, they could be contributing to the delay in deal closure. This report would help identify whether the internal quote approval process is part of the problem.
D. Dashboard of opportunity stage duration
This dashboard highlights how long opportunities stay in each stage of the sales pipeline. If a specific stage—such as "Negotiation" or "Proposal"—is taking longer than usual, that insight can guide targeted action.

Why not the others?

A. Lead conversion trends measure lead quality and conversion rates, not opportunity duration.
B. Campaign ROI is focused on marketing performance, not sales cycle timing.

In conclusion, analyzing stage duration and approval process times gives actionable insights into where delays are happening, enabling the team to resolve specific issues affecting the sales cycle.

Question 7

A Salesforce consultant is recommending the Salesforce Console for Sales to Northern Trail Outfitters to improve the productivity of its inside sales team. The inside sales team needs tools that allow for faster navigation, efficient multitasking, and streamlined client communication.

Which two of the following use cases justify the adoption of Salesforce Console for Sales? (Choose two)

A. The team requires real-time customer chat through Chatter.
B. The team needs the ability to prioritize and filter search results for contacts and opportunities.
C. The team wants to view caller ID on their screen and initiate calls with a single click.
D. The team needs to quickly add notes while actively speaking with clients.

Correct Answers: C and D

Explanation:

Salesforce Console for Sales is specifically designed to increase user efficiency and reduce time spent navigating multiple records. It provides a multi-tabbed, high-productivity interface, which is especially valuable for inside sales representatives who manage multiple leads, contacts, and opportunities simultaneously.

C. Caller ID and Click-to-Call: The console supports integrated telephony systems (CTI), allowing users to see caller ID information and initiate calls with one click—key features for high-volume sales environments.
D. Quick Note-Taking: Inside sales reps often take notes during calls. The console enables them to open related records in tabs and record notes in real time without switching contexts.

Why not the others?

A. Chatter is a collaboration tool but not meant for real-time customer chat. It’s internal and doesn’t meet the use case described.
B. Prioritizing search results is a generic Salesforce feature and not specific to the console. While helpful, it doesn’t directly tie to the console’s productivity-focused UI.

The console excels in high-efficiency, multitasking sales environments, making options C and D the best matches.

Question 8

Northern Trail Outfitters has Advanced Currency Management (ACM) enabled in their Salesforce org. The team needs to run opportunity-based reports that span multiple time periods, during which currency exchange rates may have changed.

In this scenario, how is the converted currency amount determined for reporting purposes?

A. Based on the oldest exchange rate entry available in the system
B. Based on the exchange rate manually entered on the opportunity
C. Based on the most recent exchange rate entry
D. Based on the historical exchange rate tied to the opportunity’s close date

Correct Answer: D. Based on the historical exchange rate tied to the opportunity’s close date

Explanation:

Advanced Currency Management (ACM) in Salesforce allows organizations to track and report financial data in multiple currencies while reflecting changes in exchange rates over time. This is particularly useful for global businesses that deal with multiple regions and shifting economic conditions.

When ACM is enabled, Salesforce uses historical exchange rates that are associated with specific dates—most notably, the Close Date of the Opportunity. This ensures that financial reports are accurate and reflect the real value of deals at the time they were closed, regardless of any subsequent changes in exchange rates.

So, if you're generating a report that includes opportunities from several months or years, each opportunity’s amount is converted using the exchange rate that was active on its Close Date.

Why not the others?

A and C: Relying solely on the oldest or most recent rate would skew financial accuracy.
B: While it's possible to enter rates manually on some fields, this is not the standard mechanism used by ACM for reporting.

In summary, option D is correct because Salesforce automatically applies the correct historical exchange rate for reporting when ACM is used, ensuring accurate and time-relevant financial analysis.

Question 9

Scenario:
Northern Trail Outfitters uses a third-party, web-based credit rating application. This application needs to be launched directly from a customer’s Account record in Salesforce. The external application requires a credit ID, which is stored on the Account object.

What is the best method to achieve this functionality within Salesforce?

A. Create a workflow rule that launches the external credit application and passes the credit ID.
B. Develop a custom button that triggers an Apex method to launch the credit application and pass the credit ID.
C. Define a custom credit ID field on the Account object as an external ID to initiate the credit application.
D. Build a formula field that uses the HYPERLINK function to generate a clickable link to the credit application, including the credit ID as a parameter.

Correct Answer: D. Build a formula field that uses the HYPERLINK function to generate a clickable link to the credit application, including the credit ID as a parameter.

Explanation:

In this scenario, the goal is to allow users to launch an external web-based application directly from a Salesforce Account record, passing a parameter (credit ID) in the process.

D. Formula field with HYPERLINK: This is the most straightforward and code-free solution. Using a formula field, you can construct a dynamic URL that embeds the credit ID from the Account record into the URL of the third-party application. For example:

This creates a clickable link directly on the Account record.

Why not the others?

A. Workflow Rule: Workflow rules cannot launch external web applications or pass parameters in this way.
B. Apex Trigger/Button: Overkill for a simple task. Apex is not required to open external URLs.
C. External ID: External ID fields are used for data integration, not URL launching or user interaction.

The formula field approach is the simplest, most efficient, and user-friendly method.

Question 10

Scenario:
Universal Containers is rolling out Salesforce Sales Cloud for its professional services division. The sales team wants to have easy visibility into customer purchasing activity when viewing Account, Contact, or Contract records.

What is the best recommendation to meet this need within the Salesforce platform?

Options:

A. Enable the Salesforce Console for Sales to view purchasing activity.
B. Build a custom object linked to Accounts, Contacts, and Contracts for purchase tracking.
C. Enable the standard Orders object in Salesforce to capture customer purchase details.
D. Create a global publisher action to surface customer purchase activity.

Correct Answer: C. Enable the standard Orders object in Salesforce to capture customer purchase details.

Explanation:

Salesforce provides a standard "Orders" object specifically designed for tracking purchase activity, such as products or services bought by customers.

C. Enable Orders object: This is the most appropriate solution because:

The Orders object is designed for purchase tracking.
It can be linked to Accounts and Contracts, providing a clear view of historical purchasing behavior.
Orders can include line items and be integrated with Products, Price Books, and Opportunities for a complete purchasing picture.

Why not the others?

A. Console for Sales: While helpful for improving productivity, the console alone does not display purchasing data unless that data exists in an object like Orders.
B. Custom Object: Not necessary unless the standard Orders object doesn’t meet specific needs, which isn’t stated here.
D. Global Publisher Action: Useful for initiating actions, not for displaying historical purchase information.

Thus, enabling the Orders object is the most logical and native Salesforce approach to satisfy this requirement with minimal customization.