Quote-To-Cash Certification-Apptus

1) What processes are included in the Quote-to-Cash umbrella?

a) Configure, Price, Quote

b) Contract Management

c) Billing and Order Management

d) All of the Above

e) Configure, Price, Quote AND Contract Management

2) What are the benefits of a streamlined quote-to-cash process?

a) Faster sales cycles and bigger deal sizes

b) More accurate forecasting

c) Higher levels of customer satisfaction and renewal

d) Reduced contractual risk

e) All of the above

3) What is NOT a step of the Quote-to-Cash process?

a) Configuration

b) Contract negotiation

c) Product design

d) Order fulfillment

e) Billing

4) Although Quote-to-Cash is an organization-wide initiative, which functional groups are MOST critical to the Quote-to-Cash process?

a) Operations, Finance, Marketing, Legal

b) Sales, Legal, Engineering, Executive-level

c) Suppliers, Sales, Legal, Finance

d) Sales, Legal, Operations, Finance

e) Marketing, Engineering, Sales, Accounting

5) Which organizational challenge is an indicator you need to fix your Quote-to-Cash process?

a) Restatements are a regular part of doing business

b) Marketing and Sales don't get along

c) Engineering creates duplicate product numbers

d) Contracts expire without anyone knowing

e) All of the above

f) Restatements are regular AND contracts expire without notice

6) When measuring the ROI of Quote-to-Cash, Sales Efficiency, Sales Effectiveness, Cost, and Risk are the primary categories you should look at.

a) True

b) False

7) A Sales executive might automate the Quote-to-Cash process to help his or her sales team improve their product knowledge when selling deals.

a) True

b) False

8) In the Gartner report, “How to Analyze Your Sales Processes on Efficiency versus Effectiveness,” which two tools rank the highest for improving sales efficiency and effectiveness?

a) Configure, price, quote, and sales incentive compensation management

b) Configure, price, quote and contract management

c) Contract management, and incentive compensation management

d) Configure, price, quote, and guided selling

e) None of the above

9) How does configure, price, quote (CPQ) support multi-channel sales?

a) CPQ increases partner visibility into product, pricing, and business rules so they know what to sell

b) CPQ provides full visibility into sales trends on a channel-specific basis

c) CPQ enables you to create channel-specific business rules for partners

d) CPQ tools offer role-based access, discount locks, and portals, so you can manage revenue share, e) exclusive discounts, or pricing and shipping fees

f) All of the above

g) CPQ enables channel-specific business rules for partners AND role-based access, discount locks, and portals

10) Warranties, manuals and third-party components can add complexity to the quoting process

a) True

b) False

11) Which is NOT a characteristic of an effective CPQ pricing tool?

a) Triggered approvals when reps sell bigger discounts than management has authorized

b) Options for creative discounts

c) Directs what approvals should kick in when reps go outside the preferred parameters

d) Control and streamlining supply chain operations with real-time visibility into inventory

e) Attribute based, usage based, and subscription pricing

12) What two drivers have to be balanced during the quoting process?

a) Opportunity and Contract

b) Speed and Control

c) Pricing and Configuration

d) Speed and Accuracy

e) Revenue and Margin

13) Pricing can be used to the modify behavior of customers and channel partners, but not sales reps

a) True

b) False

14) Pricing is the #1 lever you can pull to immediately impact revenue and margin

a) True

b) False

15) Why are contracts a critical part of Quote to Cash?

a) More than 80% of business transactions are tied to a contract

b) Insight into real revenue and costs can be found in your contract data

c) Your contracts contain data that is needed by everyone involved in the Quote-to-Cash process

d) Many businesses are moving to a subscription or services model that relies on repeat business with e) current customers

f) All of the above

16) Buy-side contracts are the primary focus for Quote-to-Cash

a) True

b) False

17) What are two challenges you need to balance for effective contract management?

a) Opportunity and Contract

b) Speed and Control

c) Pricing and Configuration

d) Speed and Accuracy

e) Revenue and Margin

18) Which is NOT a step in the contract management lifecycle?

a) Comply

b) Generate

c) Renew

d) Quote

e) Request

f) Approval

19) What role does Finance play in the contracting process?

a) Evaluates a contract’s financial impact and risks

b) Approves the commitment of resources per contract terms

c) Acts as the primary player during contract review, negotiation, and content assurance

d) Designs, creates, and maintains contract templates

e) All of the above

f) Evaluates financial impact and risk, AND approves the commitment of resources for contracts

20) Your business has a problem if more than 20% of contracts expire without notice

a) True

b) False

21) What are the four stages of contract maturity?

a) Hunting and gathering, grouping, committing, executing

b) Task automation, authoring, maximizing, performance enhancement

c) Consolidation, task automation, process efficiencies, contract performance

d) Co-termination, task automation, process efficiencies, performance

e) None of the above

22) What is the Billing Schedule?

a) A method of revenue recognition allowed by GAAP

b) A plan for recognizing revenue from an accounting perspective

c) A method of accounting which uses an accrual methodology

d) A plan for invoicing customers for products and services

23) What type of accounting is more complex

a) Cash accounting

b) Accrual accounting

c) They are equally complex

24) What is GAAP revenue?

a) Generally Accepted Automatic Payments

b) The revenue reported annually by GAP Inc to its shareholders

c) Revenue which is recognized in accordance with the standard accounting practices defined under GAAP

d) International Financial Reporting Standards

25) CDEF, the criteria that determine how revenue can be recognized, stands for:

a) Customer has accepted, Dollars are documented, Exchange is complete, Final payment secured

b) Cash on the table, Deliver the products, Expedite shipping, Fiscal impact

c) Collection is probable, Delivery is complete, Evidence of an arrangement, Fixed or determinable price

d) Contract acceptance rated, Deal documentation, Elevated price, Financial followup

26) Who is the Revenue team

a) The group of executive managers, including your CEO, CFO, and EVP of Sales, who are responsible to owners and shareholders for meeting the business’s financial objectives

b) The group of managers responsible for counting the cash at the end of each quarter

c) The partners responsible for conducting sales with your customers

d) The customers and prospects that bring revenue to your business

e) None of the above

27) Which is NOT a characteristic of effective Revenue Management?

a) Adopting cash based accounting

b) Automate and streamline the process with contract integration

c) Increase your executive management's team's visibility to revenue risks

d) Increase collaboration and eliminate bottlenecks across departments

e) Actively manage partner performance

28) Integrated contract management is an important characteristic of revenue management

a) True

b) False

29) The entire Quote-to-Cash process--including ecommerce capabilities and analytics, can be managed on Salesforce1

a) True

b) False

30) How do Apttus, Jitterbit, Adobe, and Xactly work together to streamline Quote-to-Cash

a) Apttus provides enterprise resource management on Salesforce1, Xactly offers CPQ, Jitterbit provides full revenue management and accounting software, and Adobe helps you bring all your agreements to the cloud.

b) Apttus provides full CPQ, contract management, and revenue management on Salesforce1, Jitterbit integrates your Quote-to-Cash with ERP, Xactly aligns your sales compensation with the behaviors that bring more dollars to your business, and Adobe speeds approvals for proposals and quotes with e-signature.

c) Apttus provides full CPQ, contract management, and revenue management on Salesforce1, Adobe allows you to make pdfs of sales agreements, Xactly helps you import your old contracts into Salesforce, and Jitterbit offers guided selling.

d) Xactly provides full CPQ, contract management, and revenue management on Salesforce1, Jitterbit integrates your Quote-to-Cash with ERP, Adobe aligns your sales compensation with the behaviors that bring more dollars to your business, and Apttus speeds approvals for proposals and quotes with e-signature.

Summer 15 Salesforce Admin 201 Maintenance Exam

1 of 5 What is the Capability of Chatter Files?
Choose 2 answers
A) Files can be synced from Chatter to a folder in a local directory. 
B) Private content may only be shared in private Chatter groups.
C) Users can use @mentions to share files in content libraries
D) All content files from content libraries can be synced in Chatter



2 of 5 What is the capability of Chatter feed post editing? 
Choose 2 answers
A) Users can edit the text of their own Chatter posts.
B) Record owners can see previous versions of an edited post.
C) Record owners can edit other users' posts on records they own. 
D) Group owners can edit system-generated posts in Chatter groups



3 of 5 What can a service representative do using macros? 
Choose 2 answers
A) Automatically post responses to social networks such as Twitter and Facebook. 
B) Automatically attach relevant articles to a case based on a keyword search
C) Automatically create a report to track customer support issues by type
D) Automatically run bulk macros on records from more than one object list view at a time



4 of 5 What is a true statement about report charts in the Salesforce Console for Service?
Choose 2 answers
A) Report charts can be added to a standard or custom object in the console.
B) Report charts must be added to the page layout to show up in the console. 
C) Report charts from joined and tabular reports can be added to the console. 
D) Report charts in the sidebar are visible to anyone with access to the console. 



5 of 5 What is the capability of Chatter Groups?
Choose 2 answers
A) Chatter group owners can delete other users' posts in groups they own.
B) Chatter group owners can write a group description of any length. 
C) Administrators can choose which custom object records can be added to groups. 
D) Administrators can assign non-unique names to any Chatter group. 

Summer 15 Salesforce Developer Maintenance Exam

1. Which component can be included in a Lightning page built using the Lightning App Builder?
Choose 2 answers
A. Third-party components from the AppExchange.
B. The Twitter Standard Component.
C. The Map Standard Component.
D. The Recent Items Standard Component.

2. What is a capability of Chatter feed post editing?
Choose 2 answers
A. Group owners can edit system-generated posts in Chatter groups.
B. Record owners can see previous versions of an edited post.
C. Users can edit the text of their own Chatter posts.
D. Record owners can edit other users’ posts on records they own.

3. What is a capability of Chatter Files?
Choose 2 answers
A. Files can be synced from Chatter to a folder in a local directory.
B. Users can use @mentions to share files in content libraries.
C. Private content may only be shared in private Chatter groups.
D. All content files from content libraries can be synced in Chatter.

4. What is a capability of Chatter groups?
Choose 2 answers
A. Administrators can assign non-unique names to any Chatter group.
B. Administrators can choose which custom object records can be added to groups.
C. Chatter group owners can edit other users’ posts in groups they own.
D. Chatter group owners can write a group description of any length.

5.The VP of Sales wants sales reps to be able to quickly create a new opportunity record automatically related to an existing account. This should only be available in the Salesforce1 mobile app.

Where would a developer place a quick action to accomplish this?

A. The Quick Actions section of the Account page layout.
B. The Salesforce1 Action Bar section of the Account page layout.
C. The Mobile Card section of the Account page layout.
D. The Salesforce1 Action Bar section of the Opportunity page layout.

Spring 15 Salesforce Admin 201 Maintenance Exam

1. What is a capability of sharing using the Manager Groups feature?

 (Choose 2 answers)

  

A.  Users can share records with the Manager Group through manual sharing.

B.  Users can share records up or down their management chain.

C.  Users with any Salesforce license type can be included in a Manager Group.

D.  Users can add Manager Groups to other groups for sharing purposes.

2. How can an administrator make the Manager Groups feature available for use?

  

A.  Add the Manager Groups permission to selected profiles.

B.  Enter a request for Salesforce to enable Manager Groups.

C.  Enable Manager Groups under Organization-Wide Defaults.

D.  Create an unlisted Chatter group for managers.

3. What type of rule determines what can be done with the duplicate records that are identified by Salesforce?

A. Matching rule
B. Workflow rule
C. Duplicate rule
D. Assignment rule

4. What is a true statement about the Analytics Cloud?

 (Choose 3 answers)

  

A.  It requires installation of a managed package.

B.  It synchronizes with Salesforce reporting.

C.  It analyzes data from Salesforce and external sources.

D.  It consumes structured, semi-structured, and unstructured data.

E.  It is accessible on iOS mobile devices.

5. What actions can a user perform on an existing Chatter post?  (Choose 2 answers)


A. Create a new opportunity
B. Create a new task
C. Add a poll
D. Add a topic

6. What is a capability of report notifications?

 (Choose 2 answers)

  

A.  Users can configure automatic report notifications for public groups.

B.  Users can schedule how often notifications are sent for each report.

C.  Users can schedule report notifications for their subordinates.

D.  Users can subscribe to reports and set the notification criteria.

7. What action types are supported with Lightning Process Builder?

 (Choose 2 answers)

  

A.  Post to Chatter

B.  Outbound Message

C.  Create a Record

D.  Create a Field

Spring 15 Salesforce Developer 401 Maintenance Exam

1. What is a capability of report notifications?

 (Choose 2 answers)

  

A.  Users can configure automatic report notifications for public groups.

B.  Users can schedule how often notifications are sent for each report.

C.  Users can schedule report notifications for their subordinates.

D.  Users can subscribe to reports and set the notification criteria.

2. What action types are supported with Lightning Process Builder?

 (Choose 2 answers)

  

A.  Post to Chatter

B.  Outbound Message

C.  Create a Record

D.  Create a Field

3. How can an administrator make the Manager Groups feature available for use?

  

A.  Add the Manager Groups permission to selected profiles.

B.  Enter a request for Salesforce to enable Manager Groups.

C.  Enable Manager Groups under Organization-Wide Defaults.

D.  Create an unlisted Chatter group for managers.

4. How can Lightning Process Builder be used to automate business processes?

 (Choose 2 answers)

  

A.  Create an order renewal when an opportunity is won.

B.  Prevent users from deleting accounts with open opportunities.

C.  Define the steps and approvers in an approval process.

D.  Send an email when a case has been open for 30 days.

5. What is a true statement about the Analytics Cloud?

 (Choose 3 answers)

  

A.  It requires installation of a managed package.

B.  It synchronizes with Salesforce reporting.

C.  It analyzes data from Salesforce and external sources.

D.  It consumes structured, semi-structured, and unstructured data.

E.  It is accessible on iOS mobile devices.

6. What is a capability of sharing using the Manager Groups feature?

 (Choose 2 answers)

  

A.  Users can share records with the Manager Group through manual sharing.

B.  Users can share records up or down their management chain.

C.  Users with any Salesforce license type can be included in a Manager Group.

D.  Users can add Manager Groups to other groups for sharing purposes.

Administrator Winter 15 - Release 201 exam Questions

Administrator Winter 15 - Release 201 exam Questions

What can users do with Chatter Questions? (choose 2)

a) Select the best answer to a Chatter Question they posted
b) Post a Chatter Question to their followers or a group
c) Vote on the most helpful answer to any Chatter Question
d) Edit answers posted in response to a Chatter Question

Where can administrators view system status and system maintenance information? (choose 2)

a) trust.salesforce.com
b) maintenance.salesforce.com
c) Today app in Salesforce1
d) Scheduled Maintenance in SalesforceA

What can users do in a community built with Community Templates? (choose 2)

a) Send each other private messages without logging in to the community
b) Create cases without logging in to the community, using Web-to-Case
c) Start discussions without logging in to the community
d) Search knowledge articles without logging in to the community

What is a capability of Collaborative Forecasts? (choose 2)

a) Forecast on custom opportunity currency fields
b) Manually share forecast data with other users
c) Display overlay splits in the forecast
d) Forecast using custom fiscal years

What is a feature of unlisted groups in Chatter? (choose 2)

a) Users with the Modify All Data permission can access unlisted groups
b) Members of an unlisted group can view the group in list views and search results
c) Users with the Manage Unlisted Groups permission can access unlisted groups
d) Users can ask for permission to join unlisted groups

What is a capability of Advanced Setup search? (choose 2)

a) Enter search criteria using wildcards, such as an asterisk (*)
b) See which object an item is associated with in the Setup search results
c) Bookmark specific items listed in the Setup search results
d) Search for individual Setup items, such as workflow rules, by name

Winter 15 maintenance Release 401 exam Questions

Winter 15 maintenance Release 401 exam Questions

1) A tabular report can be used as the source report for which Dashboard component?

 A. Stacked Bar Chart

B. Metric

C. Table

D. Gauge

2) Universal Containers uses a custom object to track open job positions and would like to send an automatic email to the hiring manager when a position is moved to the closed stage. What can be used to accomplish this?

A. Workflow rule

B. Escalation rule

C. Cross-object formula

D. Auto-response rule

3) What is a capability of Advanced Setup Search?            Choose 2 answers

 A. See which object an item is associated with in the Setup search results.

B. Enter search criteria using wildcard characters, such as an asterisk (*).

C. Search for individual Setup items, such as workflow rules, by name.

D. Bookmark specific items listed in the Setup search results.

4) What is a feature of unlisted groups in Chatter?           Choose 2 answers

 A. Users can ask for permission to join unlisted groups.

B. Users with the Modify All Data permission can access unlisted groups.

C. Users with the Manage Unlisted Groups permission can access unlisted groups.

D. Members of an unlisted group can view the group in list views and search results.

5) Users at Universal Containers often need to update the Status and Amount of an opportunity using the Salesforce1 mobile application. How can this common update be expedited?              Choose 2 answers

 A. Create a custom action on the Opportunity object using a Visualforce page.

B. Create a global update action on the Chatter feed.

C. Create an object-specific update action on the Opportunity object.

D. Create a mobile-only page layout for the Opportunity object.