Sales Cloud & CRM Features Flashcards

What happens to a Lead record when it is converted in Salesforce?

Answer: It is converted into an Account, Contact, and optionally an Opportunity

Converting a Lead creates an Account, Contact, and optionally an Opportunity, linking the new records together.

Which Lead field is used to track the source of a prospective customer's interest?

Answer: Lead Source

Lead Source is the standard Salesforce picklist field that tracks where a lead originated, such as Web, Phone Inquiry, or Trade Show.

What is the primary purpose of the Opportunity Stage field?

Answer: To track the probability of closing a deal and where it is in the sales process

The Opportunity Stage field tracks the current position in the sales pipeline and is typically mapped to a close probability percentage.

Which of the following best describes the relationship between Accounts and Contacts in Salesforce?

Answer: An Account can have many Contacts, but a Contact belongs to only one primary Account

By default, a Contact has a primary Account lookup, but an Account can have many Contacts associated with it (one-to-many).

What is the function of Opportunity Products (Opportunity Line Items) in Salesforce?

Answer: They track individual products or services included in an opportunity along with quantity and pricing

Opportunity Products (Line Items) allow sales reps to add specific products from a price book to an opportunity, capturing quantity and negotiated price.

Which Salesforce feature allows you to automate the assignment of Leads to the correct sales representatives based on predefined criteria?

Answer: Lead Assignment Rules

Lead Assignment Rules automatically route incoming leads to the appropriate queue or user based on criteria such as geography, industry, or lead source.

What does the 'Close Date' field on an Opportunity represent?

Answer: The expected or actual date the deal will be or was closed

The Close Date is a required field indicating when the opportunity is expected to close (won or lost), which is used in forecasting reports.