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SMB practice questions

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Question 1Salesforce Fundamentals for Small Business

A small business owner wants a single place to track customers, deals, and related activity in Salesforce. Which standard object stores the companies and people the business sells to?

  1. Campaign
  2. Account Correct answer.
  3. Contract
  4. Asset

Explanation

Accounts are the standard object that represents companies and organizations a business sells to, and contacts, opportunities, and activities link back to them. Campaigns track marketing efforts, assets track products in use, and contracts capture agreements.

Question 2Salesforce Fundamentals for Small Business

A sales rep needs to record a potential sale with an amount and a close date so the pipeline can be forecast. Which standard object is designed for this?

  1. Case
  2. Opportunity Correct answer.
  3. Lead
  4. Task

Explanation

Opportunities represent potential sales and carry amount, stage, and close date fields used for pipeline and forecasting. Leads are unqualified prospects, cases are support requests, and tasks are activities.

Question 3Salesforce Fundamentals for Small Business

What is the purpose of a profile in a Salesforce org?

  1. It stores the record-level sharing rules for a role.
  2. It groups users who share queue routing rules.
  3. It controls which page layouts a record type uses.
  4. It defines a user's baseline permissions and settings. Correct answer.

Explanation

A profile is assigned one-to-one with each user and sets baseline object permissions, field-level access, and system settings. Roles and sharing rules handle record access, while record types and page layouts control layout assignment.

Question 4Salesforce Fundamentals for Small Business

Which feature lets a small business automatically assign a new lead to the right sales rep based on criteria such as state or lead source?

  1. Assignment rule Correct answer.
  2. Escalation rule
  3. Sharing rule
  4. Validation rule

Explanation

Lead assignment rules evaluate criteria and route new leads to users or queues automatically. Validation rules block bad data, escalation rules act on aging cases, and sharing rules extend record access.

Question 5Salesforce Fundamentals for Small Business

A business wants to see how many leads came from a trade show and how many of those converted. Which standard object should the leads be associated with to track the source campaign?

  1. Campaign Correct answer.
  2. Product
  3. Price Book
  4. Solution

Explanation

Campaigns track marketing efforts, and leads and contacts can be added as campaign members so conversion can be measured. Products and price books support quoting, and solutions are legacy knowledge articles.

Question 6Salesforce Fundamentals for Small Business

Which Salesforce feature provides a real-time feed of updates on records a user follows, such as a key account?

  1. Reports
  2. Dashboards
  3. Chatter Correct answer.
  4. Workflow

Explanation

Chatter is the collaboration layer where users follow records and people and see posts and field updates in a feed. Reports and dashboards summarize data, and workflow automates field updates and alerts.

Question 7Salesforce Fundamentals for Small Business

A small business wants each sales rep to see only the accounts they own, while managers see all accounts. Which setting establishes the most restrictive baseline for record access?

  1. Field-level security
  2. Login IP ranges
  3. Password policies
  4. Organization-wide defaults Correct answer.

Explanation

Organization-wide defaults set the baseline record access for each object, and roles, sharing rules, and manual sharing can open access beyond that baseline. Field-level security controls fields, and the other options control authentication.

Question 8Salesforce Fundamentals for Small Business

What does converting a lead in Salesforce create by default?

  1. An opportunity, a quote, and a contract
  2. A campaign, a contact, and a task
  3. An account, a contact, and an opportunity Correct answer.
  4. A case, a contact, and a solution

Explanation

Lead conversion maps lead fields into a new or existing account, a new contact, and optionally a new opportunity. Support, quoting, and campaign objects are not part of the default conversion.

Question 9Salesforce Fundamentals for Small Business

A sales manager wants a visual pipeline view where reps can drag opportunities between stages. Which feature should be enabled?

  1. A permission set
  2. Kanban view on the Opportunity list Correct answer.
  3. A validation rule on Stage
  4. A joined report

Explanation

Kanban views on a list view let users see records grouped by a picklist field such as Stage and move them between columns. Reports, validation rules, and permission sets do not provide a drag-and-drop pipeline board.

Question 10Salesforce Fundamentals for Small Business

A business wants an email sent automatically to a customer when a case is created with Priority set to High. Which automation tool is the most appropriate native choice for this simple record-triggered action?

  1. A roll-up summary field
  2. A formula field
  3. A record-triggered flow Correct answer.
  4. A validation rule

Explanation

Record-triggered flows run when a record is created or updated and can send emails or create records based on conditions. Formula and roll-up fields compute values, and validation rules only block saves.

Question 11Salesforce Fundamentals for Small Business

A small business needs to ensure every opportunity has an Amount greater than zero before it can be saved. Which tool enforces this?

  1. A sharing rule
  2. A validation rule Correct answer.
  3. A dashboard filter
  4. A workflow time trigger

Explanation

Validation rules evaluate a formula on save and display an error message when the condition fails, preventing the record from being saved. Sharing rules, time triggers, and dashboard filters do not enforce data entry rules.

Question 12Salesforce Fundamentals for Small Business

A company wants its support team to see cases only in a shared queue and claim them as they work. Which two features work together to accomplish this? (Choose the best answer.)

  1. Roles and profiles
  2. Reports and dashboards
  3. Queues and case assignment rules Correct answer.
  4. Record types and page layouts

Explanation

Queues hold unowned work items that members can claim, and case assignment rules route incoming cases into those queues. Roles and profiles control access, while reports, record types, and layouts do not route or claim work.

Question 13Salesforce Fundamentals for Small Business

What is the primary function of a permission set?

  1. To replace a user's profile entirely
  2. To control which records a user owns
  3. To grant additional permissions to specific users Correct answer.
  4. To define the role hierarchy for sharing

Explanation

Permission sets grant extra object, field, and system permissions to users without changing their profile, and a user can hold multiple permission sets. They do not replace profiles, define roles, or determine record ownership.

Question 14Salesforce Fundamentals for Small Business

A business wants to display different fields on an account page for wholesale versus retail customers. Which feature supports this?

  1. A cross-object formula
  2. Organization-wide defaults
  3. Record types with page layout assignments Correct answer.
  4. A roll-up summary field

Explanation

Record types let you offer different picklist values and business processes, and page layout assignments control which layout each record type uses. Sharing defaults, roll-ups, and formulas do not tailor the page layout.

Question 15Salesforce Fundamentals for Small Business

A sales rep wants to see the total value of all open opportunities for each account on the account record. Which field type provides this without custom code?

  1. A roll-up summary field on the account Correct answer.
  2. A validation rule on the account
  3. A text field updated by a user
  4. A formula field on the opportunity

Explanation

A roll-up summary field on the master account can count, sum, or aggregate child opportunity records that meet filter criteria. Formula fields on the child cannot see sibling records, validation rules do not compute values, and manual text fields are not automatic.

Question 16Salesforce Fundamentals for Small Business

A company wants to track which products a customer has purchased and when their warranty expires. Which standard object is intended for this?

  1. Campaign
  2. Asset Correct answer.
  3. Opportunity
  4. Lead

Explanation

Assets represent products or services a customer has purchased and can hold serial numbers, install dates, and warranty information. Opportunities are potential sales, leads are prospects, and campaigns are marketing efforts.

Question 17Salesforce Fundamentals for Small Business

A small business wants a report showing opportunities grouped by stage with a count and total amount for each stage. Which report format is the best fit?

  1. Tabular
  2. Historical trend
  3. Joined
  4. Summary Correct answer.

Explanation

Summary reports group rows by one or more fields and provide subtotals such as count and sum per group. Tabular reports are flat lists, joined reports combine multiple blocks, and historical trending tracks changes over time snapshots.

Question 18Salesforce Fundamentals for Small Business

What does a dashboard component display?

  1. The results of a source report in a visual format Correct answer.
  2. Raw records that can be edited inline
  3. The sharing settings for an object
  4. The audit history of a single record

Explanation

Dashboard components visualize data from a source report, such as charts, gauges, and metrics. They are read-only summaries and do not edit records, show record audit history, or expose sharing settings.

Question 19Salesforce Fundamentals for Small Business

A business wants customers to submit and track their own support cases without logging into the internal Salesforce org. Which feature provides this?

  1. A permission set group
  2. Experience Cloud site Correct answer.
  3. A validation rule
  4. Salesforce Authenticator

Explanation

An Experience Cloud site exposes selected Salesforce objects and features to external users such as customers. Authenticator is for multi-factor authentication, permission set groups bundle permissions, and validation rules enforce data quality.

Question 20Salesforce Fundamentals for Small Business

A company wants new users to be able to log in only from the office network during onboarding. Which security setting should be configured?

  1. Login IP ranges on the profile Correct answer.
  2. A sharing rule
  3. A record type
  4. Field-level security

Explanation

Login IP ranges on a profile restrict the IP addresses from which users can authenticate. Field-level security controls field visibility, sharing rules control record access, and record types control layout and picklist options.

Question 21Salesforce Fundamentals for Small Business

A sales manager wants a daily email listing all opportunities closing this week. Which capability delivers this?

  1. A scheduled dashboard refresh
  2. A report subscription Correct answer.
  3. A permission set
  4. A validation rule

Explanation

Subscribing to a report sends scheduled email deliveries of the report results to recipients. Dashboards can be scheduled for refresh, but report subscriptions deliver the underlying data as an email.

Question 22Salesforce Fundamentals for Small Business

A small business has three regions with different discount approval thresholds. Which feature lets the same approval process branch to different approvers based on the region?

  1. A validation rule on the opportunity
  2. A single-step approval process with one approver
  3. A sharing rule on the account
  4. Approval process with conditional entry criteria and steps Correct answer.

Explanation

Approval processes can use entry criteria and multiple steps with approver routing so different records follow different paths. A single approver cannot branch by region, and validation and sharing rules do not route approvals.

Question 23Salesforce Fundamentals for Small Business

A company wants to capture a customer's consent to receive marketing email and ensure the consent is respected across sends. Which Salesforce capability is designed for this?

  1. Email templates
  2. A roll-up summary on the account
  3. A validation rule on the contact
  4. Consent management with data use purpose records Correct answer.

Explanation

Consent management stores consent status against data use purposes and individual records so marketing sends can honor preferences. Email templates format messages, validation rules enforce data entry, and roll-ups aggregate child records.

Question 24Salesforce Fundamentals for Small Business

A business wants a flow to run only when an opportunity's Stage changes to Closed Won and to avoid firing on every save. Which configuration achieves this?

  1. A record-triggered flow with a condition that checks the prior value of Stage Correct answer.
  2. A screen flow launched by users
  3. A scheduled flow that runs hourly
  4. A validation rule on Stage

Explanation

Record-triggered flows can evaluate whether a field changed by comparing prior and current values, so the flow runs only on the relevant transition. Scheduled flows run on a timer, screen flows require user launch, and validation rules do not run automation.

Question 25Salesforce Fundamentals for Small Business

A manager needs reps to see opportunities owned by their subordinates but not opportunities owned by peers in other regions. Which combination of features accomplishes this?

  1. Validation rules on the opportunity owner
  2. Profiles with field-level security only
  3. Organization-wide defaults set to Public Read/Write with no roles
  4. Organization-wide defaults set to Private plus a role hierarchy Correct answer.

Explanation

Setting the opportunity organization-wide default to Private restricts baseline access, and the role hierarchy grants managers access to records owned by users below them. Public Read/Write would expose all records, field-level security only hides fields, and validation rules do not control access.

Question 26Salesforce Fundamentals for Small Business

Which Salesforce object stores information about individual people who may be interested in a company's products but have not yet been qualified as opportunities?

  1. Account
  2. Lead Correct answer.
  3. Contact
  4. Opportunity

Explanation

Leads are used to track unqualified prospects before they are converted into accounts, contacts, and opportunities. Contacts are associated with accounts and represent qualified individuals. Accounts represent companies or organizations, and opportunities track potential sales.

Question 27Salesforce Fundamentals for Small Business

What is the primary purpose of a profile in Salesforce?

  1. To group users for reporting purposes
  2. To control which records a user can see based on ownership
  3. To grant additional permissions beyond a user's profile
  4. To define a user's base permissions and settings Correct answer.

Explanation

A profile defines the baseline permissions and settings for a user, including object and field-level access. Permission sets can grant additional permissions. Record access is controlled by sharing settings, not profiles alone. Groups are used for reporting and sharing, not for defining base permissions.

Question 28Salesforce Fundamentals for Small Business

Which feature allows a small business to automatically assign a new lead to the correct sales rep based on the lead's state?

  1. Lead assignment rules Correct answer.
  2. Validation rules
  3. Workflow rules
  4. Escalation rules

Explanation

Lead assignment rules automatically assign leads to users or queues based on criteria such as state. Validation rules enforce data quality by preventing saves that do not meet conditions. Workflow rules trigger actions like field updates and email alerts but do not assign leads. Escalation rules are used for cases, not leads.

Question 29Salesforce Fundamentals for Small Business

What is the purpose of a lookup relationship field in Salesforce?

  1. To store sensitive data with encryption
  2. To create a many-to-many relationship between two objects
  3. To create a parent-child relationship between two objects Correct answer.
  4. To validate that a field value is unique across records

Explanation

A lookup relationship links two objects and allows a child record to reference a parent record, but it does not create a tight dependency. Many-to-many relationships require a junction object with two master-detail relationships. Encryption is handled by platform encryption, and uniqueness is enforced by a unique field attribute.

Question 30Salesforce Fundamentals for Small Business

A sales rep wants to see a list of all open cases related to an account directly on the account record page. Which feature should be used?

  1. Dashboard component
  2. List view
  3. Related lists Correct answer.
  4. Custom report

Explanation

Related lists display records of a child object that are related to a parent record, such as cases related to an account. Custom reports and dashboards are separate analytics tools. List views show records of a single object and are not embedded on a record page.

Question 31Salesforce Fundamentals for Small Business

A small business wants to ensure that when an opportunity is marked 'Closed Won', a task is automatically created for the account owner to send a thank-you note. Which automation tool is best suited for this?

  1. Escalation Rule
  2. Workflow Rule
  3. Validation Rule
  4. Process Builder Correct answer.

Explanation

Process Builder can evaluate criteria and perform actions such as creating tasks, and it supports more complex logic than Workflow Rule. Workflow Rules can also create tasks but are limited to certain action types and are being retired. Validation Rules prevent saves and do not create tasks. Escalation Rules are for cases.

Question 32Salesforce Fundamentals for Small Business

A business wants to show different picklist values for a custom field depending on the record type. Which feature should be configured?

  1. Record types and picklist value sets Correct answer.
  2. Sharing rules
  3. Page layout assignments
  4. Field-level security

Explanation

Record types allow different picklist values to be presented for the same field on different record types. Field-level security controls field visibility and editability, not picklist values. Page layouts control field placement, and sharing rules control record access.

Question 33Salesforce Fundamentals for Small Business

What does a summary formula field on a report allow a user to do?

  1. Calculate a value on each detail row of a report
  2. Define a validation rule for data entry
  3. Create a formula field on a Salesforce object
  4. Perform calculations across grouped rows in a report Correct answer.

Explanation

Summary formula fields are used in reports to calculate values across grouped data, such as sums or averages. Row-level formulas are used for calculations on each detail row. Formula fields on objects and validation rules are configured in Object Manager, not in reports.

Question 34Salesforce Fundamentals for Small Business

A company wants its customers to be able to log in to a self-service portal to view their cases and knowledge articles. Which Salesforce feature should be enabled?

  1. Chatter
  2. Salesforce Mobile App
  3. Experience Cloud Correct answer.
  4. Service Console

Explanation

Experience Cloud (formerly Community Cloud) enables businesses to create branded portals where customers can log in to access cases and knowledge articles. The Salesforce Mobile App and Service Console are internal tools. Chatter is a collaboration tool for internal users.

Question 35Salesforce Fundamentals for Small Business

A sales manager wants to compare this quarter's revenue to the same quarter last year in a single chart. Which dashboard component type is most appropriate?

  1. Gauge
  2. Metric
  3. Line chart Correct answer.
  4. Pie chart

Explanation

Line charts are ideal for showing trends over time and comparing multiple time periods, such as this quarter versus the same quarter last year. Pie charts show proportions, gauges show progress toward a goal, and metrics display a single value.

Question 36Salesforce Fundamentals for Small Business

Which sharing setting allows all users to see and edit all records regardless of ownership?

  1. Public Read Only
  2. Public Read/Write Correct answer.
  3. Public Read/Write/Transfer
  4. Private

Explanation

The organization-wide default sharing setting of Public Read/Write grants all users the ability to view and edit all records. Public Read Only allows viewing but not editing. Private restricts access to owners and those above them in the role hierarchy. Public Read/Write/Transfer is used for leads and cases to allow transfer of ownership.

Question 37Salesforce Fundamentals for Small Business

A business wants to track the quantity and total price of products on an opportunity. Which object is used to store these line items?

  1. OpportunityLineItem Correct answer.
  2. PricebookEntry
  3. Opportunity
  4. Product2

Explanation

OpportunityLineItem is the junction object that stores the products, quantities, and prices associated with an opportunity. PricebookEntry links products to price books, Product2 represents the product itself, and Opportunity stores the overall deal.

Question 38Salesforce Fundamentals for Small Business

A small business wants to ensure that a custom field 'Customer ID' is unique across all account records. Which field attribute should be enabled?

  1. Unique Correct answer.
  2. Required
  3. Encrypted
  4. External ID

Explanation

The Unique attribute ensures that no two records can have the same value in that field. Required ensures a value is entered but does not enforce uniqueness. External ID is used for integration purposes and does not enforce uniqueness by itself. Encrypted stores data securely but does not enforce uniqueness.

Question 39Salesforce Fundamentals for Small Business

A company wants to automatically send a follow-up email to a customer three days after a case is closed. Which automation tool should be used?

  1. Escalation Rule
  2. Workflow Rule with a time-dependent action
  3. Process Builder with immediate actions
  4. Flow with a scheduled path Correct answer.

Explanation

Flow with a scheduled path allows actions to be executed at a specified time after a record meets the entry criteria, such as three days after a case is closed. Workflow Rules with time-dependent actions can also schedule actions, but they are being retired. Process Builder with immediate actions executes immediately, not after a delay. Escalation Rules are for escalating cases, not for sending follow-up emails.

Question 40Salesforce Fundamentals for Small Business

A sales manager wants to see the total amount of all opportunities for each account in a report, but only for opportunities that are in the 'Prospecting' or 'Negotiation' stages. Which report feature should be used to filter the opportunities included in the total?

  1. Report filters Correct answer.
  2. Cross filters
  3. Summary formulas
  4. Bucket fields

Explanation

Report filters restrict the records included in a report based on field values, such as stage. Cross filters filter by related records, bucket fields group values, and summary formulas perform calculations. Only report filters directly limit the opportunities included in the total based on stage.

Question 41Sales Cloud for Small Business

A small business wants every new lead to be assigned automatically to the sales rep who owns the matching industry. Which Salesforce feature should be configured?

  1. Field-level security
  2. Validation rules
  3. Lead assignment rules Correct answer.
  4. Web-to-Lead forms

Explanation

Lead assignment rules determine which user or queue receives a newly created lead based on criteria such as industry. Validation rules enforce data quality, field-level security controls visibility, and Web-to-Lead captures form submissions.

Question 42Sales Cloud for Small Business

A rep wants a single view that shows the stages of every open opportunity in a visual pipeline. Which Sales Cloud feature provides this?

  1. Account hierarchy view
  2. Opportunity report summary
  3. Opportunity Kanban board Correct answer.
  4. Activity timeline

Explanation

The Kanban view of opportunities displays records grouped by stage in columns so reps can see and drag deals through the pipeline. Reports summarize data but do not provide a drag-and-drop pipeline.

Question 43Sales Cloud for Small Business

Which object in Sales Cloud stores the products a customer has agreed to buy on a specific deal?

  1. Opportunity Line Item Correct answer.
  2. Product
  3. Asset
  4. Price Book Entry

Explanation

Opportunity line items link a product (through a price book entry) to a specific opportunity with quantity and sales price. Price book entries store list prices, products store catalog details, and assets represent products already sold.

Question 44Sales Cloud for Small Business

A sales manager needs a report showing each rep's closed-won revenue by month. Which report type should be used?

  1. Opportunities with a date grouping Correct answer.
  2. Activities with a type filter
  3. Cases with an owner filter
  4. Leads with a status filter

Explanation

Opportunity reports contain amount and close date fields, so grouping by close date month and filtering to closed-won gives revenue by period. Leads, activities, and cases do not store won revenue.

Question 45Sales Cloud for Small Business

What does converting a lead in Sales Cloud create by default?

  1. A campaign and a price book
  2. An account, a contact, and optionally an opportunity Correct answer.
  3. A quote and an order
  4. A case and a contact

Explanation

Lead conversion maps lead fields onto a new account and contact, and can also create an opportunity when the user chooses. It does not generate cases, campaigns, quotes, or orders.

Question 46Sales Cloud for Small Business

A business wants customers to submit interest forms on its website and have records created automatically in Salesforce. Which feature should be enabled?

  1. Email-to-Case
  2. Web-to-Lead Correct answer.
  3. Lead conversion
  4. Web-to-Case

Explanation

Web-to-Lead generates HTML form code that posts submissions directly into Salesforce as lead records. Email-to-Case and Web-to-Case create support cases, and lead conversion happens after a lead exists.

Question 47Sales Cloud for Small Business

Which field on an opportunity typically represents the revenue amount the rep expects to close?

  1. Probability
  2. Stage
  3. Amount Correct answer.
  4. Expected Revenue

Explanation

The Amount field holds the estimated value of the deal entered by the rep. Expected Revenue is a calculated field derived from Amount and Probability, while Stage and Probability describe deal progress.

Question 48Sales Cloud for Small Business

A small business wants a shared list of prospects that multiple reps can work from before ownership is decided. Which feature fits?

  1. Queues Correct answer.
  2. Chatter groups
  3. Personal folders
  4. Individual campaigns

Explanation

Queues hold records such as leads that are not yet assigned to a specific user so team members can pick them up. Personal folders and Chatter groups do not hold assignable lead records, and campaigns group marketing efforts.

Question 49Sales Cloud for Small Business

A rep needs to log a phone call with a prospect and set a reminder to follow up next week. Which Sales Cloud feature should be used?

  1. Validation rules
  2. Price books
  3. Activities Correct answer.
  4. Opportunity stages

Explanation

Activities include tasks and events, so a logged call is an event or completed task and the follow-up reminder is a task with a due date. Stages, validation rules, and price books do not track rep actions.

Question 50Sales Cloud for Small Business

A company sells the same product at different list prices to different customer segments. What should be configured?

  1. Multiple price books Correct answer.
  2. Multiple opportunity record types
  3. Multiple currencies
  4. Multiple products

Explanation

Price books let an organization maintain separate sets of list prices, such as one per segment, and associate products with each through price book entries. Multiple products or record types do not vary pricing by segment.