Salesforce Certified Sales Cloud Consultant Practice Tests

​Chapter 1: About the Salesforce certified Sales Cloud Consultant Program

The Salesforce Certified Sales Cloud Consultant program is designed for consultants who have experience implementing Salesforce Sales Cloud solutions in a customer-facing role. The audience has proven experience with the administration and configuration of a Salesforce application, as demonstrated through successful completion of the Salesforce Certified Administrator exam. The Salesforce Certified Sales Cloud Consultant is able to successfully design and implement maintainable and scalable Sales Cloud solutions that meet customer business requirements, and contribute to long-term customer success.

​1.1 Purpose of this Book

This exam guidebook is designed to help you evaluate your readiness to successfully complete the Certified Sales Cloud Consultant exam. It also provides information about the target audience for the certification program, realistic CSCC questions and answers that mimic the original exam, and a complete list of exam objectives—all with the intent of helping you achieve a passing score. Salesforce highly recommends a combination of on-the-job experience and self-study to maximize your chances of passing the exam.

​1.2 Candidates Description

A Salesforce Certified Sales Cloud Consultant designs and deploys solutions that support customer business processes and requirements using Salesforce applications. The consultant has experience designing solutions that optimize the Sales Cloud functionality and can lead the implementation of these solutions within a customer organization. The consultant has experience working with sales and marketing organizations and has expertise in Salesforce applications, including the knowledge needed to implement multiple applications in common customer scenarios.

Salesforce Certified Sales Cloud Consultants are interested in demonstrating their expertise as cloud computing implementation consultants; with a specialty in Salesforce automation. The Salesforce Certified Consultant has 2–5 years of experience as a senior business analyst and has developed the skills outlined below:

●  Structured skill set for the consulting practice

●  Experience with the full project lifecycle of Sales Cloud implementations

●  Strong analytical and problem solving skills

●  Deep knowledge of the Salesforce product lines

●  Solid understanding of Internet technologies and cloud computing

●  Solid understanding of data management and database concepts

●  Familiarity with software development life cycle

●  Ability to:

○  Design and implement successful solutions

○  Anticipate and mitigate risk

○  Meet and manage customer expectations

○  Increase customer confidence

○  Consistently deliver effective business solutions

○  Manage solution delivery and any issues that arise

○  Build solutions that are scalable and maintainable

○  Set up change management practices to ensure long-term solution success

○  Troubleshoot and resolve issues

○  Prioritize and escalate customer issues

​Chapter 2: About the Exam

The Salesforce Certified Sales Cloud Consultant exam has the following characteristics:

●  Content: 60 multiple-choice/multiple-select questions

●  Time allotted to complete the exam: 105 minutes

●  Passing score: 68%

●  Registration fee: USD 200, plus applicable taxes as required per local law

●  Retake fee: USD 100, plus applicable taxes as required per local law

●  References: No hard-copy or online materials may be referenced during the exam.

●  Delivery options: Proctored exam delivered onsite at a testing center or in an online proctored environment.

●  Prerequisite: Salesforce Certified Administrator credential

●  Please note: When evaluating questions and answers, please consider all currently available features including those available in either Lightning Experience or Salesforce Classic.

​2.1 Exam Outline

The Salesforce Certified Sales Cloud Consultant exam measures a candidate’s knowledge

and skills related to the following objectives. A candidate should have hands-on experience

implementing Sales Cloud solutions and have demonstrated the application of each of the

features/functions below.

​2.1.1 Industry Knowledge

●  Explain the factors that influence sales metrics, KPIs and business challenges.

●  Explain common sales processes and key considerations.

​2.1.2 Implementation Strategies

●  Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather requirements, design, build, test, and document).

●  Given a scenario, determine appropriate sales deployment considerations.

●  Given a scenario, measure the success of a Sales Cloud implementation project.

​2.1.3 Sales Cloud Solution Design

●  Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order.

●  Given a scenario, analyze customer requirements to determine an appropriate solution design considering capabilities, limitations, and design trade-offs.

●  Given a scenario, identify an appropriate approach when designing the lead conversion process.

●  Describe the implementation considerations when designing a sales process. (validation rules, process builder, automation, record types, page layouts, workflow, Visualflow and triggers).

●  Given a scenario, determine when it is appropriate to include custom application development or a third-party application.

●  Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles, visibility, access, and reporting.

●  Explain the capabilities and use cases for Enterprise territory management.

●  Explain the capabilities, use cases and design considerations when implementing Orders.

●  Explain the capabilities, use cases and design considerations of Salesforce mobile applications pertinent to the sales process.

​2.1.4 Marketing and Leads

●  Explain how marketing capabilities support the sales process.

●  Given a scenario, recommend appropriate methods for lead scoring and criteria for lead qualification.

●  Explain the best practices for managing lead data quality.

​2.1.5 Account and Contact Management

●  Identify use cases and design considerations for social accounts and contacts.

●  Explain how the ownership of account and contact records drive visibility of related sales information such as opportunities, activities, etc.

●  Explain the various methods for establishing relationships between accounts and contacts.

●  Explain the impact of having an account hierarchy.

●  Explain the methods for populating and maintaining account and contact data using data enrichment tools.

●  Explain the use cases and implications for implementing person accounts.

​2.1.6 Opportunity Management

●  Given a set of requirements, determine how to support different sales process scenarios.

●  Given a scenario, determine the relationships between sales stages, forecast and pipeline.

●  Describe the relationships between opportunities to assets, product line items and schedules, price books, quotes, contracts, campaigns, etc.

●  Given a set of requirements, determine the appropriate forecasting solution.

●  Describe the impact of multi-currency on opportunities.

​2.1.7 Sales Productivity

●  Given a scenario, determine the key features that help to enable and measure sales productivity and adoption.

●  Identify use cases and considerations for using email and productivity tools.

●  Given a scenario, identify the appropriate mobile solution to improve sales productivity.

●  Describe how Chatter enables collaboration in the sales process.

●  Explain the use cases and best practices for using Content vs. Salesforce Files in the sales process.

​2.1.8 Communities and Site Management

●  Explain the use cases for Communities and sites in the sales process. (Customer, Partner, Ideas, Force.com Sites, etc.).

●  Identify the impact of enabling Communities.

​2.1.9 Sales Cloud Analytics

●  Given a set of desired metrics, determine the appropriate report, dashboard or reporting snapshot solution.

●  Describe the implementation considerations of multi-currency on reports and dashboards.

​2.1.10 Integration and Data Management

●  Explain the use cases and considerations for integrations common to Sales Cloud implementations.

●  Explain the use cases and considerations for data migration in Sales Cloud.

●  Given a scenario, analyze the implications and design considerations of large data and transaction volumes.

​Chapter 3.0 : Sales Cloud Practice Exam 1

Sales Cloud Practice Exam 1

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Question:1

A sales manager wants a report created that shows the quota details of the sales team and its individual members. When creating the custom report type for this report, which primary object should be selected?

Choose 1 answer.

Forecasting Quotas

Quotas 

Opportunities 

Forecasts 

Answer: A.

Explanation:

A report that shows an individual's and a team's quotas can be created using a custom report type that has 'Forecasting Quotas' as the primary object. This custom report type can include fields such as the quota owner's name and territory. The report can then be filtered to see the quotas that the user created including their related accounts, owners, and territories.

Question:2

A sales rep of Cosmic Solutions is using the Salesforce mobile app to manage records on the go. The sales rep would like to allow a group of four partner users to view and edit a particular opportunity. What could the sales rep do to grant access to the partner users?

Choose 1 answer.

Create a sharing rule that grants access to the opportunity record

Add the partner users to an opportunity team from the 'Opportunity Team' related list

Use a quick action to quickly share the opportunity record

Manually share the record with the partner users using the 'Sharing' button

Answer: B.

Explanation:

Partner users can be included in account and opportunity teams using the Salesforce mobile app. In this case, the sales rep can navigate to the 'Opportunity Team' related list and add the partner users to the opportunity team while giving them 'Read/Write' access to the opportunity.  The 'Sharing' button is unavailable in the Salesforce mobile app. A quick action cannot be used to share a record. A sharing rule is not used to grant access to a single record; it is typically used to share multiple records based on criteria or ownership. Also, sales reps are usually not given the ability to create sharing rules.

Question:3

Cosmic Clothing recently set up a sales console in Lightning Experience. The company would like it configured in order to improve the work efficiency of its sales representatives and help them navigate faster. Which of the following are possible to achieve this goal?

Choose 3 answers.

The Highlights Panel component can be set up

Case Hovers can be customized

The To Do List in the Utility Bar can be used to see, sort, and organize tasks

The utility bar supports Lightning Components, Lightning Web Components, and other productivity tools such as 'Macros' and 'To Do List' to be added

Navigation rules can also be set up for records

Answer: C,D,E.

Explanation:

Although the Highlights Panel component can be set up for a sales console in Lightning Experience, it wouldn't increase the work efficiency of sales reps or help them navigate faster in the console.

Lightning Components and Lightning Web Components can be added to the utility bar. Also, the 'Macros' widget can be included in the utility bar of a console app by configuring it in 'Utility Items (Desktop Only)' within the App Manager. 'Macros' allows the automation of repetitive tasks performed by users, increasing their work efficiency. In addition, the 'To Do List' component lists down all the tasks assigned to them in one component. Users can apply labels to tasks in the To Do List to organize and prioritize them.

Navigation rules can also be set up to determine whether records should be opened as a workspace tab or subtab of a related record. For example, related contact records can be opened as subtabs of account records, making it easier and quicker to navigate to them.

Case Hovers can be customized in Lightning Experience and can save valuable time for users who work with cases all day, but sales representatives usually work with records such as accounts, contacts, leads, and opportunities, so this feature would not be very helpful to them. 

Question:4

A Salesforce Administrator for a logistics company is preparing to load data in a production org. Which of the following are valid considerations that would help determine whether to use Data Import Wizard or Data Loader?

Choose 2 answers.

If validation rules need to be disabled during the data import

If the tool is capable of importing the required number of records

If the object to load the records into is supported by the tool

If the import file needs to be compressed to speed up data import 

Answer: B,C.

Explanation:

The Data Import Wizard can import up to 50,000 records only, while Data Loader can process up to 5,000,000 records. Although the Data Import Wizard supports custom objects, it does not support all standard objects. The Data Loader supports all standard and custom objects. 

File compression is not an existing feature. Validation rules will always be run regardless of the data import tool being used.

Question:5

Worldwide Containers uses Collaborative Forecasting and has Enterprise Territory Management enabled. The company conducts opportunity revenue forecasts based on territories in their active territory model. The VP of Sales often travels overseas and sometimes cannot attend the weekly forecasting call that takes place on Monday mornings. He would like a delegated member of Sales Operations to make forecast adjustments on his behalf whenever he misses the meeting. What Salesforce feature can the executive use to accomplish this?

Choose 1 answer.

Share his Salesforce credentials with the member of Sales Operations

Have the Salesforce Administrator create a sharing rule that grants the member of Sales Operations with the ability to make forecast adjustments on behalf of the executive

Use the territory forecasting sharing feature to grant the member of Sales Operations the ability to make forecast adjustments on his behalf

Use the print feature to print his forecast, which he can email to the member of Sales Operations for manual adjustments

Answer: C.

Explanation:

Sharing Salesforce credentials is not a recommended practice and should not be done. There is no print feature for Salesforce forecasts. Sharing rules cannot be created for forecasts.  Collaborative Forecasting has an option that lets users share their territory forecasts with other users, including the ability to make adjustments.

Question:6

Cosmic Travel Solutions would like to implement Sales Cloud for its sales and business development representatives. The sales director would like to give them access to opportunities and any related features that would be useful to them. Which of the following are true statements regarding the customization capabilities in Salesforce that can meet this requirement?

Choose 2 answers.

A custom sales process can be created for opportunities, and guidance for success can be displayed for each stage of