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Sales and Marketing Applications

Manage leads, opportunities, campaigns, sales stages, and forecasting features (12% of exam).

Covers lead management processes including lead conversion and assignment rules. Includes opportunity management, sales stages, and forecasting. Also covers campaign management and tracking for marketing activities.
5 minutes 5 Questions

Sales and Marketing Applications in Salesforce represent a comprehensive suite of tools designed to streamline customer relationship management, enhance sales productivity, and optimize marketing efforts. These applications form the backbone of how organizations manage their revenue-generating acti…

Concepts covered: Lead Object and Fields, Lead Conversion Process, Lead Conversion Mapping, Lead Assignment Rules, Web-to-Lead Forms, Lead Qualification, Lead Auto-Response Rules, Opportunity Object and Fields, Opportunity Stages, Opportunity Products, Price Books, Products and Prices, Opportunity Contact Roles, Opportunity Team Members, Sales Path, Collaborative Forecasting, Forecast Categories, Forecast Types, Forecast Hierarchy, Campaign Object and Fields, Campaign Members, Campaign Hierarchy, Campaign Influence, Campaign ROI

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SF Admin - Sales and Marketing Applications Example Questions

Test your knowledge of Sales and Marketing Applications

Question 1

What is the primary function of lead scoring in Salesforce lead qualification?

Correct Answer: To assign numerical values to leads based on attributes and behaviors that indicate sales readiness

The primary function of lead scoring in Salesforce lead qualification is to assign numerical values to leads based on attributes and behaviors that indicate sales readiness. This is the correct answer because lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization.

Lead scoring works by evaluating various factors such as:
- Demographic information (job title, company size, industry)
- Behavioral data (website visits, email opens, content downloads)
- Engagement level with marketing campaigns
- Firmographic data

These factors are assigned point values, and the cumulative score helps sales teams prioritize which leads to focus on first, ensuring they spend time on the most qualified prospects.

The other answers are incorrect for the following reasons:

  • Automatically converting leads into opportunities is not the primary function of lead scoring. While a high lead score might trigger a workflow or indicate readiness for conversion, the scoring itself is about evaluation and prioritization, not automatic conversion.

  • Assigning leads to sales representatives based on geographic territory describes lead assignment rules, which is a separate functionality from lead scoring. Territory management handles distribution of leads, not qualification scoring.

  • Calculating expected revenue value describes opportunity forecasting or pipeline valuation, not lead scoring. Lead scoring focuses on sales readiness and qualification level, not on predicting specific revenue amounts.

Question 2

Scenario: Quantum Analytics Corporation has deployed Web-to-Lead forms across multiple marketing campaign landing pages. The organization uses a complex lead qualification process where leads must be scored based on multiple factors including company size, industry, and engagement level. The sales operations team has implemented a sophisticated lead scoring model using Flow Builder that calculates a composite score and updates several fields on the Lead record. Recently, the team noticed that leads submitted through Web-to-Lead are not triggering the lead scoring Flow, even though the Flow is configured as a Record-Triggered Flow set to run 'After a record is created'. When leads are manually created through the Salesforce UI, the scoring Flow executes correctly. The administrator has verified that the Flow is active and has no errors in the debug logs. The web development team confirms that leads are being created successfully through the Web-to-Lead form, and all expected field values are populated. The sales team is frustrated because they cannot prioritize web leads effectively, and they need the scoring mechanism to function for all lead sources. What is the most likely cause of this behavior, and how should the administrator troubleshoot this Web-to-Lead and Flow integration issue?

Correct Answer: The Flow may have entry conditions that evaluate field values not populated by Web-to-Lead, so the administrator should review the Flow's entry criteria and ensure the conditions match the field values present on web-submitted leads

The most likely cause of this issue is that the Record-Triggered Flow has entry conditions that evaluate field values that are either not populated or have different values when leads are submitted through Web-to-Lead compared to manual creation.

When leads are created through Web-to-Lead, only the fields mapped in the Web-to-Lead form are populated. If the Flow's entry criteria check for specific field values that aren't present on web-submitted leads (such as certain picklist values, checkbox states, or other fields that might be auto-populated in the UI but not through Web-to-Lead), the Flow will not execute because the entry conditions are not met.

The administrator should:
1. Review the Flow's entry criteria/conditions
2. Compare the field values on manually created leads versus Web-to-Lead created leads
3. Identify any discrepancies in field population
4. Adjust the entry conditions to accommodate the field values present on web-submitted leads

This explains why the Flow works for manually created leads but not for Web-to-Lead submissions - the entry conditions are met in one scenario but not the other.

The other answers are incorrect because:

  • Web-to-Lead does NOT run in a system context that bypasses all automation. Record-Triggered Flows, Workflow Rules, and other automation do fire for Web-to-Lead submissions. Creating a scheduled Flow would be an unnecessary workaround.

  • There is no 'Run Asynchronously' option that conflicts with Web-to-Lead processing in the way described. Platform Events are not needed to solve this issue.

  • Record-Triggered Flows DO execute for Web-to-Lead created records - this is not a design limitation. Additionally, Process Builder has been retired and should not be used for new automation. The premise of this answer is factually incorrect.

Question 3

Omega Industries has implemented a sophisticated lead management system with multiple validation rules, workflow rules, and process builder flows. Their administrator, Michelle, has configured lead conversion field mappings between Lead and all target objects. Sales representative Brandon attempts to convert a qualified lead named 'Marcus Thompson' from 'Sterling Innovations'. Brandon selects an existing Account, chooses to create a new Contact, and opts to create an Opportunity. The conversion completes successfully, but Brandon notices something unexpected: a workflow rule on the Contact object that should have triggered an email alert to the account team did not fire, even though the same workflow rule fires correctly when Contacts are created through the standard New Contact button. Michelle investigates and confirms the workflow rule criteria are met by the newly created Contact record. The workflow rule is configured to fire 'on create'. What explains why the workflow rule did not execute during the lead conversion process?

Correct Answer: Workflow rules configured to evaluate 'on create' do fire during lead conversion, so Michelle should verify if the workflow rule has additional filter criteria or if email deliverability settings are preventing the alert

The correct answer states that workflow rules configured to evaluate 'on create' do fire during lead conversion, so Michelle should verify additional filter criteria or email deliverability settings.

This is accurate because Salesforce documentation confirms that workflow rules DO execute during lead conversion when they are set to evaluate 'on create'. When a lead is converted and new records are created (Contact, Opportunity, or Account), workflow rules on those objects will fire if their criteria are met.

Since the workflow rule should be firing but isn't, the issue lies elsewhere. Common causes include:
- Additional filter criteria on the workflow rule that aren't being met by the converted record
- Email deliverability settings being set to 'No Access' or 'System Email Only'
- The email template being inactive
- The email alert action being deactivated
- Organization-wide email address issues

The other answers are incorrect:

  • The answer about bulk API context and deferred queues is fabricated. Lead conversion doesn't use a special bulk API context that defers workflow processing. Workflow rules execute synchronously during lead conversion.

  • The answer about requiring explicit activation through Lead Conversion Settings is false. There is no such setting in Salesforce. Workflow rules on target objects automatically evaluate during lead conversion without any special configuration.

  • The answer about workflow rules being suppressed when selecting existing Accounts is incorrect. Salesforce does not suppress workflow rules on child objects based on whether the parent Account is new or existing. The Contact creation still triggers its associated automation regardless of the Account selection.

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