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CRT-251 Exam Outline:
- Explain the factors that influence sales metrics, KPIs, and business challenges.
- Explain common sales processes and key considerations.
- Given a scenario, determine how to facilitate a successful consulting
- engagement (plan, gather requirements, design, build, test, and document).
- Given a scenario, determine appropriate sales deployment considerations.
- Given a scenario, measure the success of a Sales Cloud implementation
SALES CLOUD SOLUTION DESIGN
- Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order.
- Given a scenario, analyze customer requirements to determine an appropriate solution design considering capabilities, limitations, and design trade-offs.
- Given a scenario, identify an appropriate approach when designing the lead conversion process.
- Describe the implementation considerations when designing a sales process. (validation rules, process builder, automation, record types, page layouts, workflow, Visualflow, and triggers).
- Given a scenario, determine when it is appropriate to include custom application development or a third-party application.
- Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles, visibility, access, and reporting.
- Explain the capabilities and use cases for Enterprise territory management
- Explain the capabilities, use cases, and design considerations when implementing Orders.
- Explain the capabilities, use cases, and design considerations of Salesforce mobile applications pertinent to the sales process.
MARKETING AND LEADS
- Explain how marketing capabilities support the sales process.
- Given a scenario, recommend appropriate methods for lead scoring and criteria for lead qualification.
- Explain the best practices for managing lead data quality
ACCOUNT AND CONTACT MANAGEMENT
- Identify use cases and design considerations for social accounts and contacts.
- Explain how the ownership of account and contact records drives the visibility of related sales information such as opportunities, activities, etc.
- Explain the various methods for establishing relationships between accounts and contacts.
- Explain the impact of having an account hierarchy.
- Explain the methods for populating and maintaining account and contact data using data enrichment tools.
- Explain the use cases and implications for implementing personal accounts.
- Given a set of requirements, determine how to support different sales process scenarios.
- Given a scenario, determine the relationships between sales stages, forecast, and pipeline.
- Describe the relationships between opportunities to assets, product line items, schedules, price books, quotes, contracts, campaigns, etc.
- Given a set of requirements, determine the appropriate forecasting solution.
- Describe the impact of multi-currency on opportunities.
- Given a scenario, determine the key features that help to enable and measure sales productivity and adoption.
- Identify use cases and considerations for using email and productivity tools.
- Given a scenario, identify the appropriate mobile solution to improve sales productivity.
- Describe how Chatter enables collaboration in the sales process
CRT-251 Exam Details:
Content: 60 multiple-choice/multiple-select questions
Time allotted to complete the exam: 105 minutes
Passing score: 68%
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