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1. Sector Info: 7%

  • Describe factors that influence sales metrics, KPIs, and business challenges.
  • Explain the common marketing processes and key considerations.
  • Explain the common marketing processes and important implementation considerations.


2. Implementation Strategies: 12%

  • If you have been given a status, find out how you can help a successful consultation process (planning, collecting needs, designing, building, testing and documenting).
  • If given the status, determine the appropriate consideration for the sale price. • If given the status, measure the success of the Cloud implementation project.

3. Design Cloud Solution Design: 21%

  • Given a set of requirements, build an end-to-end sales process from lead to quote to close order.
  • Given the situation, analyze customer needs to determine the design of the appropriate solution taking into account the strengths, limitations, and commercial design.
  • If you have been given a status quo, point out the correct method when designing a lead-in process.
  • Describe implementation considerations when designing a sales process. (Verification rules, automation, recording types, page layouts, and causes).
  • If given the status, decide where appropriate to install a custom application development or third-party application.
  • Explain the appropriate conditions for the use of Account and Opportunity Teams and the effect on the sales, visibility, access, and reporting roles.
  • Describe the skills and charges for using Enterprise Territory Management.
  • Explain skills, use cases, and design considerations when applying for orders.
  • Explain the capabilities, usage cases, and design considerations of Salesforce mobile applications that are relevant to the marketing process.
  • Describe the skills and operating cases of Sales Cloud Einstein as it relates to the marketing process.

4. Marketing and Leadership: 8%

  • Explain how marketing skills support the marketing process.
  • If given the status quo, recommend the appropriate scoring methods and the graduation process.
  • Describe best practices for managing lead data quality.
  • Describe the best ways to use the default leadership tools and campaign management.

5. Account Management and Communication: 13%

  • If given a status, explain how account ownership and contact records drive the visibility of relevant sales information such as opportunities, activities, etc.
  • Describe various ways to build relationships between accounts and contacts.
  • Given the status, explain the effect of having a high account.
  • If you have been given a status, describe ways to replenish and maintain account and contact data using data enrichment tools.
  • If you have been given a status, describe the usage cases and the consequences of using people’s accounts.

6. Opportunity Management: 13%

  • Given a set of requirements, decide how you can support the various sales process conditions.
  • If you are given a status, find out the relationship between sales, forecast, and pipeline.
  • If you have been given a status, explain the relationship between product opportunities, product line items and schedules, pricing books, quotes, contracts, campaigns, etc.
  • If you have been given a set of requirements, find the right forecast solution.
  • Explain the considerations for the implementation of capital management and improved financial management in Opportunities.

7. Productivity: 9%

  • If you have been given a status, find the key features that help empower and measure product sales and acceptance.
  • Identify usage cases and consider using email and production tools.
  • If you are given a status, find the right solution to improve product sales.
  • Explain usage cases and best practices for using Chatter to enable collaboration in the marketing process.

8. Cloud Analytics Sales: 9%

  • Given the set of metrics you want, determine the appropriate report, dashboard, or photo reporting solution.
  • Explain the considerations for implementing large amounts of money in reports and dashboards.
  • If granted, obtain permissions and access to Reports and Dashboards.

9. Data Integration and Management: 8%

  • Describe the cases of use and consideration of common integrations in the use of Cloud.
  • Describe cases of use and consideration of data migration in the Cloud.
  • If given the status quo, analyze the implications and considerations for the design of big data and performance data.
  • Explain how integration facilitates data exchange between Salesforce organizations.

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