CSA Sales Cloud & CRM Features 1 — Questions and Answers
Question 1: What happens to a Lead record when it is converted in Salesforce?
- It is permanently deleted from the system
- It is converted into an Account, Contact, and optionally an Opportunity (Correct answer)
- It is moved to the Archived Leads queue
- It becomes a Campaign Member automatically
Correct 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.
Question 2: Which Lead field is used to track the source of a prospective customer's interest?
- Lead Status
- Lead Source (Correct answer)
- Lead Rating
- Lead Origin
Correct 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.
Question 3: What is the primary purpose of the Opportunity Stage field?
- To assign the opportunity to a sales territory
- To track the probability of closing a deal and where it is in the sales process (Correct answer)
- To record the date the opportunity was first created
- To define the product line associated with the deal
Correct 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.
Question 4: Which of the following best describes the relationship between Accounts and Contacts in Salesforce?
- A Contact can belong to many Accounts; an Account can have many Contacts (many-to-many)
- An Account can have many Contacts, but a Contact belongs to only one primary Account (Correct answer)
- A Contact must be created before an Account can be created
- Accounts and Contacts are independent objects with no relationship
Correct 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).
Question 5: What is the function of Opportunity Products (Opportunity Line Items) in Salesforce?
- They define the stages an opportunity must pass through
- They track individual products or services included in an opportunity along with quantity and pricing (Correct answer)
- They store the contact roles associated with the opportunity
- They link campaigns to opportunities for revenue attribution
Correct 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.
Question 6: Which Salesforce feature allows you to automate the assignment of Leads to the correct sales representatives based on predefined criteria?
- Approval Processes
- Lead Assignment Rules (Correct answer)
- Escalation Rules
- Validation Rules
Correct 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.
Question 7: What does the 'Close Date' field on an Opportunity represent?
- The date the opportunity was first created in Salesforce
- The expected or actual date the deal will be or was closed (Correct answer)
- The date the last activity was logged on the opportunity
- The date the opportunity was assigned to the current owner
Correct 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.
CSA Sales Cloud & CRM Features 1
What happens to a Lead record when it is converted in Salesforce?