Most Up-to-date CRT-251 Cram 2021

NEW QUESTION 1
Universal Containers sells three unique products and each product has its own sales process. The company qualifies prospects for the three products in a consistent manner; however, once the customer has shown interest, the sales representatives must follow the relevant product’s sales process.
Which two solutions should a consultant recommend to meet these requirements? Choose two answers.

• A. Configure opportunity record types for each sales process.
• B. Create sales stages that align with opportunity record types.
• C. Define sales processes to map to each opportunity record type.
• D. Define the default opportunity teams for each opportunity record type.

Answer: BC

NEW QUESTION 2
Universal Containers is moving from a legacy customer relationship management (CRM) system to Salesforce Sales Cloud. What should a consultant recommend to ensure a successful implementation?

• A. Review the current system with all levels of users to understand their requirements.
• B. Review the current system with executive management to understand their requirements.
• C. Review the current system with IT management to understand their requirements.
• D. Review the current system and configure Sales Cloud to work in the same way.

Answer: A

NEW QUESTION 3
Universal Containers’ management wants to see forecast numbers by all sales representatives and by multiple product groups.
Which two actions should a consultant recommend to meet these requirements? (Choose two.)

• A. Implement Collaborative Forecasting with product family.
• B. Build a custom forecast report showing product groups.
• C. Build a forecast list view by product family group.
• D. Implement Collaborative Forecasting with quota attainment.

Answer: AD

NEW QUESTION 4
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 5
Universal Containers has a public sharing model for accounts and uses the parent account field to create a multi-level account hierarchy. When viewing a parent account, the company wants to see the total value of open opportunities for all accounts in the hierarchy. Which solution should a consultant recommend to meet this requirement?

• A. Use Apex to update a custom field on the parent account with the total value of open opportunities form the child accounts.
• B. Create a roll-up summary field on the parent account showing the total value of open opportunities from the child accounts.
• C. Define a workflow rule to update the custom field on the parent account with the total value of open opportunities from the child accounts.
• D. Create a link on the account that opens a report showing the total value of open opportunities for all accounts in the hierarchy.

Answer: A

NEW QUESTION 6
A lead sharing rule has been defined so that leads owned by the record owner are shared with the public group called “Sales Team.”
Who will have access to these records, assuming that a private sharing model is in place on these objects and there are no sharing rules defined for those objects, when the lead is converted to an account, contact, and opportunity?

• A. The record owner will be the only person who is able to access the account, contact, and opportunity records.
• B. The record owner, all members of the public group, and a group called “Sales team” will be able to access the three records.
• C. The record owner and anyone above the record owner in the role hierarchy will be able to access the three records.
• D. The record owner, all members of the public group, and a group called “Sales team”, and anyone above any group member in the role hierarchy will be able to access the three records.

Answer: C

NEW QUESTION 7
Universal Containers wants to implement a website for a new product launch. The site should be publicly available, allow visitors to submit requests for information, and be managed by the non-technical marketing team.
Which solution should the consultant recommend?

• A. Lightning Platform
• B. Salesforce Mobile Sites
• C. Lightning Components
• D. Customer Community

Answer: D

NEW QUESTION 8
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 9
Universal Containers wants to measure revenue based on when individual Products are sold. What should a Consultant implement to meet this requirement?

• A. Forecasting by Order Amount
• B. Forecasting by Opportunity Amount
• C. Forecasting by Product Dates
• D. Forecasting by Schedule Date

Answer: B

NEW QUESTION 10
Which three considerations should be addressed when implementing Advanced Currency Management? (Choose three.)

• A. Currency roll-up summary fields from opportunities to an account use the static conversion rate.
• B. Currency roll-up summary fields from opportunity products to an opportunity use the dated exchange rate.
• C. The converted amount of an opportunity uses dated exchange rates based on the close date of the opportunity.
• D. Advanced Currency Management can be enabled or disabled in the organization under the company profile, if needed.
• E. Advanced Currency Management dated exchange rate are automatically updates in a monthly basis.

Answer: BCD

NEW QUESTION 11
Universal Containers needs to show a dashboard with forecast by product family with quotas. Which solution should a consultant recommend?

• A. Build a joined report with closed opportunities, forecasting items, and quotas.
• B. Customize quotas with product report, and add necessary fields.
• C. Build a custom report type with forecasting quotas and forecasting items.
• D. Create an analytic snapshot to capture the opportunity forecast.

Answer: D

NEW QUESTION 12
Universal Containers is planning to hire more sales representatives in response to three consecutive quarters of rapid growth. To optimize their sales impact, the sales management team wants to develop a better sales territory structure. Which two data points should the sales management team consider when developing the new sales territories? Choose two answers.

• A. Attributes needed to segment and categorize customers.
• B. Distance between customer headquarters and their sales representatives
• C. Average number of customers managed by a sales representative.
• D. Number of currencies needed to support each sales territory.

Answer: AD

NEW QUESTION 13
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 14
Universal Containers uses Products in Salesforce and has a private security model. The product management employees do NOT have access to all opportunities but wants to track the performance of a new product after it is launched. What should a consultant recommend to allow the product management employees to track the performance of the product?

• A. Create a trigger to add the product management team to the sales team of relevant opportunities.
• B. Create a criteria-based sharing rule to add the product management team to relevant opportunities.
• C. Create a trigger to set the product manager as owner for opportunities on the new product.
• D. Create a new product and add it to the price book with the product manager as an owner.

Answer: B

NEW QUESTION 15
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 16
Universal Containers has a customer base that includes both individual consumers and businesses. The company has implemented Person Accounts in Salesforce and has a custom object for “Policies” that needs to relate to both Person Accounts and business accounts.
What is the minimum configuration on the policy custom object needed to meet this requirement?

• A. Create a contact lookup field and an account lookup field.
• B. Create a master-detail account relationship.
• C. Create a custom contact lookup field.
• D. Create a master-detail contact relationship.

Answer: B

NEW QUESTION 17
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 18
What is the recommended approach to relate a Person Account to another Account?

• A. Add the Person Account to the Contact Roles.
• B. Add the Person Account to the Account owner’s default team.
• C. Add the Person Account to the Partners Related List.
• D. Add the Person Account to the Account Team.

Answer: C

NEW QUESTION 19
Universal Containers has a private sharing model for accounts and opportunities. Each sales representative is assigned to work with a desiccated sales engineer. The sales engineer will need access to their assigned sales representatives’ accounts and opportunities.
What should a consultant recommend to meet this requirement?

• A. Have the sales representatives manually share the accounts and opportunities with their assigned sales engineers.
• B. Create criteria-based sharing rules to share the accounts and opportunities with sales engineer.
• C. Enable account teams selling and have each sales representative configure their default teams.
• D. Create a trigger to add the sales engineers to their sales representatives’ account and opportunity teams.

Answer: C

NEW QUESTION 20
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 21
Universal Containers acquires sales leads each year through trade shows. Occasionally, duplicate leads are generated when the marketing team imports leads that already exist in the system. What should a consultant recommend to prevent duplicate leads in the system?

• A. Upload the leads to Data.com to remove the duplicates and select the option to have them automatically imported.
• B. Upload the leads and click the “Find Duplicates” button for each of the leads to identify potential duplicate lead records.
• C. Upload the leads using Data Loader and enable the “Find Duplicates” setting to prevent duplicate records.
• D. Upload the leads using Data Import Wizard and select the appropriate field to match duplicates against existing records.

Answer: D

NEW QUESTION 22
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 23
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 24
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