Salesforce Sales Cloud Consultant flashcards
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32 cards. Read the term and the definition here. The deck at the top of this page is optional.
- BANT qualification
- A sales qualification framework that evaluates Budget, Authority, Need, and Timeline to decide whether an opportunity is worth pursuing.
- Win rate formula
- Closed-won opportunities divided by the sum of closed-won and closed-lost opportunities, expressed as a percentage; open opportunities are excluded.
- Pipeline coverage
- Total open pipeline value divided by the sales quota for the same period; a common target is three to four times quota.
- Master-detail relationship
- A relationship where the child record requires a parent, inherits parent sharing, supports roll-up summaries, and is deleted when the parent is deleted.
- Lookup relationship
- A relationship that links two objects without requiring a parent, does not cascade delete by default, and can be re-parented independently.
- Permission set
- A collection of settings and permissions that grants additional access to users without changing their profile assignment.
- Sandbox Full Copy
- A sandbox type that includes all metadata and all data from production, used for load testing and final validation before deployment.
- Upsert with external ID
- A Data Loader operation that inserts new records or updates existing records by matching an external ID field.
- MoSCoW prioritization
- A requirements method that classifies items as Must have, Should have, Could have, or Won't have to guide scope decisions.
- Sales process
- A set of opportunity stages assigned to a record type that defines the steps a sales team follows for a particular business line.
- Lead conversion
- The action that turns a lead into an account and contact and optionally creates an opportunity, using configured field mappings.
- Path
- A Lightning component that shows stage-specific guidance, key fields, and success messages to help users progress through a sales process.
- Person Accounts
- A Salesforce feature that combines account and contact fields into one record for individual consumers and must be enabled by support.
- Account hierarchy
- A parent-child structure among accounts created with the Parent Account field to represent corporate ownership and reporting relationships.
- Contact roles
- Opportunity-related records that identify stakeholder roles such as decision maker, economic buyer, influencer, and evaluator.
- Lead assignment rules
- Rules that automatically route new leads to users or queues based on criteria such as geography, product interest, or lead source.
- OpportunityLineItem
- A record that stores a product selected on an opportunity, including quantity, sales price, and any applied discount.
- Collaborative Forecasts
- A forecasting feature that rolls up opportunity amounts by forecast category and period through the forecast hierarchy.
- Opportunity splits
- A feature that distributes revenue or overlay credit for one opportunity across multiple users or territories.
- Einstein Activity Capture
- A feature that syncs emails and calendar events to Salesforce and associates them with relevant records, often without creating standard activity records.
- Sales Engagement cadence
- A defined sequence of sales steps such as calls, emails, and tasks that reps work through for a target list of prospects.
- Adoption rate
- The percentage of licensed users who actively use Salesforce during a period, often measured by logins or records created.
- Summary report format
- A report format that groups rows by one or more fields and supports summary formulas and subtotals.
- Bucket field
- A report field that groups numeric or picklist values into named ranges without adding a custom field to the object.
- Reporting snapshot
- A scheduled process that copies report results into a custom object so teams can track trends over time.
- Duplicate rule
- A rule that alerts users or blocks saving when a record matches an existing record according to a matching rule.
- External ID field
- A custom field marked as an external ID that stores a unique identifier from another system and supports upsert matching.
- Ownership skew
- A data condition where one user owns a very large share of records, which can slow sharing calculations and record access.
- Bulk API
- An asynchronous Salesforce API designed for large data volumes, using batches to insert, update, upsert, or delete many records efficiently.
- Platform Events
- A publish-subscribe messaging feature that lets Salesforce and external systems communicate through event messages in near real time.
- Named Credential
- A Salesforce configuration that stores an endpoint URL and authentication details so callouts do not expose credentials in code.
- Salesforce Connect
- A feature that exposes external data as external objects in Salesforce without copying the data into the Salesforce database.