Opportunity Management in Salesforce Coursera Quiz Answers

All Weeks Opportunity Management in Salesforce Coursera Quiz Answers

The third course in the Salesforce Sales Operations Professional Certificate, Opportunity Management in Salesforce, is for anyone who is curious about entry-level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage opportunities and close sales deals in a real-world business setting.

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Opportunity Management in Salesforce Week 01 Quiz Answers

Quiz : Responsibilities of an Account Executive

Q1. What are the responsibilities of an account executive? Select all that apply.

  • Leading product demonstrations, sales pitches, handling objections, and negotiations, which are all ultimately part of the effort to close deals.
  • Presenting the product or service in a way that solves an issue or challenge that the customer is facing in order to effectively compel them with their offering.
  • Organizing and converting leads.
  • In the closing stage, determining whether a prospect will be moving forward with the sale or not.
  • Managing a sales relationship with clients.

Q2. In what ways can a sales operations specialist empower AEs to do their jobs better? Select all that apply.

  • Help the sales teams figure out when the SDR to AE handoff should occur, and then operationalize these handoffs through Salesforce.
  • Optimize the closing stages of the sales process.
  • Be the main point of contact for the prospect.

Q3. An SDR is typically responsible for the Qualifying stage of the sales process, and they then hand the qualified lead to the account executive to complete the sales process. Why does this handoff between the SDR and the AE happen?

Q4. What is the optimal way for an SDR to hand off a converted (i.e., qualified) lead to an AE?

  • Via a CRM tool like Salesforce Chatter
  • In a meetings
  • Via email

Q5. Which of the following statements is true about an SDR handing off a converted lead to an AE?

  • It varies company to company.
  • The handoff should always happen at the end of the week.

Quiz : Salesforce for Account Executives

Q1. Fill in the blank: Salesforce’s free collaboration and communication tool is called _______.

  • Messnger
  • Zoom
  • SalesChat
  • Chatter

Q2. How can sales teams use Chatter to improve communication? Select all that apply.

  • Chat with each other in the break room.
  • Have discussions across teams within your Salesforce instance.
  • Engage with your team through posts, polls, questions, and file sharing directly integrated in your profile page.
  • Follow people, groups, and records so you always have the latest updates.
  • Create groups for a collaboration space with a personalized feed.

Q3. Which of the following best describes what opportunity stages are?

  • They are more detailed steps to the sales process that reflect some of the more nuanced and specific parts that are important to sales teams and account executives specifically.
  • They are more generalized steps to the sales process that help automate the account executive’s job.

Q4. What’s the benefit of having detailed opportunity stages? Select all that apply.

  • They allow an AE to better manage and predict sales.
  • They allow an AE to better understand how far along any given opportunity is in the sales pipeline.
  • They allow an AE to understand the perfect time to hand off prospects to SDRs.

Q5. Fill in the blank: An overview of opportunities and the progress an account executive or sales team is making toward closing deals in Salesforce is called a __________. It shows what opportunities are currently being worked on and the value attached to each stage of the opportunity.

  • Money Funnel
  • Sales Pipeline
  • Sales Wizard

Q6. How and why would an account executive use Salesforce?

Opportunity Management in Salesforce Week 02 Quiz Answers

Quiz : Creating Opportunities and Tracking Deals

Q1. How can a sales ops specialist help make sure that selling is not a random process for a sales team?

  • By suggesting the team have one single opportunity stage
  • By tracking all opportunities themselves
  • By ensuring that there are clearly defined opportunity stages

Q2. Fill in the blank: Qualifying a lead indicates that an SDR believes ________________ and ________________________.

  • the lead has a use for and interest in your products.
  • that a sale is a possibility.
  • the deal has been closed – won.

Q3. Which of the following are true statements about opportunities. Select all that apply.

  • In Salesforce, you cannot create opportunities for existing accounts.
  • Opportunities are deals in progress.
  • In Salesforce, an opportunity moves through a series of stages linked to the types of tasks being performed, and the likelihood of completing the sale.

Q4. How can an AE update the stage that an opportunity is in using Salesforce? Select all that apply.

  • By handing the opportunity data off to the customer success manager.
  • Using Kanban
  • Using the Path tool

Q5. Imagine you’re an account executive who is in the process of working multiple opportunities. You’d like a simple, visual way to view all your in progress opportunities as well as the dollar amounts in your pipeline. What Salesforce tool could you use?

  • Path
  • Kanban
  • Chatter
  • All of the above

Quiz : Updating and Progressing Opportunities

Q1. The sales process you are familiar with in this course is as follows: Prospecting, Qualifying, Presenting, Closing, and Customer Success. Which of these stages does Salesforce break down further to reflect the out-of-the-box opportunity stages?

  • Qualifying and Presenting
  • Prospecting and Qualifying
  • Closing and Customer Success
  • Presenting and Closing

Q2. Fill in the blank: In the __________ opportunity stage, the AE asks questions to identify needs and unknowns with the potential client.

  • Needs Analysis
  • Value Proposition
  • Perception Analysis

Q3. After identifying the prospect’s needs and challenges, the AE presents the reasons their company can support the prospect’s needs in which stage?

  • Value Proposition
  • Perception Analysis
  • Needs Analysis

Q4. When an AE is checking that they have identified all the necessary decision makers that need to be in agreement before closing the deal, what opportunity stage are they at?

  • ID Decision Makers
  • ID Key Contacts
  • Perception Analysis

Q5. Imagine that you are a sales ops specialist supporting an account executive for a party supply company. Your company supplies party materials for large functions like parties, galas, and weddings, and they sell to both consumers and businesses. The AE is in the process of selling a large order of party supplies to a well-known tech company for their upcoming product release party. The AE asks their contact if there are any other decision makers that need to be on board for the deal to close. The contact tells the AE about 2 other people that are key decision makers. Which action would you advise the AE to take next?

  • Stick with the current contact as the decision maker in the Salesforce opportunity.
  • Update the opportunity to include all 3 decision makers.
  • Determine which of the 3 decision makers they think will be the easiest to work with and update the Salesforce opportunity with the one they’ve decided on.

Q6. Imagine the AE on your team sent over a quote to the opportunity contact, and then the contact sent an email back asking for a large order discount. Which opportunity stage should the AE move this deal to on the opportunity Kanban board?

  • Needs Analysis
  • Closed-Won
  • Negotiation/Review
  • Proposal/Price Quote

Q7. The probability measure on Salesforce tells you how likely you are to:

  • Meet your quarterly sales quota
  • Convert a Lead
  • Progress an Opportunity to the next Opportunity Stage
  • Win an in-progress Opportunity

Q8. Sales opportunities always progress through the Opportunity Stages in a linear way.

  • True
  • False

Quiz : Salesforce Opportunities for the Sales Operations Specialist

Q1. How can a sales ops specialist help make sure that selling is not a random process?

  • By having one single opportunity stage
  • By tracking all opportunities themselves
  • By creating clearly defined opportunity stages

Q2. Which of the following is a key responsibility of an AE?

  • Creating defined opportunity stages
  • Converting leads
  • Generating leads
  • Progressing opportunities through the opportunity stages

Q3. True or False: An AE should never skip opportunity stages.

  • True
  • False

Q4. In the Guided Project, you pretended to be the AE for a generator company and wanted to know what opportunities were in your pipeline. How did you do this?

  • By collecting the list of opportunities from the AE via email.
  • By using the Opportunities tab then selecting All Opportunities.
  • By using the Leads tab and filtering down to only see the opportunities.

Q5. What information can an AE visualize from the Kanban board? Select all that apply.

  • Expected revenue for each opportunity.
  • Opportunity stages
  • Probability of closing each deal.
  • Opportunities in each opportunity stage
  • Values in each stage

Q6. What would an AE do in Salesforce once they learned that the deal was made?

  • Click through the Opportunity Path to the Closed stage and mark it as a ‘Closed Won’ opportunity.
  • Add a task to the opportunity for the Customer Support team to negotiate the terms of the deal.
  • Remove the opportunity from Salesforce

Q7. How can an AE create an opportunity in Salesforce? Select all that apply.

  • By converting a lead
  • By opening a new opportunity for an existing account
  • By closing a lead, an opportunity is automatically created

Q8. Why is it important to mark a deal as closed lost if an AE can’t make a sale?

  • To let the prospect know the AE will no longer be in contact with them.
  • To clearly communicate to the team the prospect is no longer worth pursuing.
  • To let customer support know to reach out to the prospect to try to close the deal.

Q9. Imagine you are still working with the AE, Amy from the Independent Project, and you both were handed a third prospect: Barbara Flowers from 1600-petals.com. Amy has a call with Barbara, learns that she is one of two team members and they have equal decision making power. Amy is still unclear about what their needs are so she sets up a follow up call for a week from today. Which of the following would need to be logged in the opportunity record? Select all that apply.

  • Update contact roles
  • Create an event
  • Update Opportunity Amount
  • Log a call
  • Update Opportunity Stage to “Needs Analysis”

Q10. Imagine, as the sales ops specialist, you want visibility into the AEs progress on the current opportunities in their pipeline. What single Salesforce view would give you the best understanding of which stage each of the AE’s in-progress deals are in, as well as the estimated amount on each of the deals?

  • Campaign overview
  • Table view of all opportunities
  • Opportunity Kanban

Opportunity Management in Salesforce Week 03 Quiz Answers

Quiz : Salesforce Tools for Account Executives

Q1. Which of the following objects is customer-facing and is used to send a proposed price for a product or service to a prospect?

  • Contract
  • Order
  • Price Book
  • Product
  • Quote

Q2. Which object(s) help Salesforce users associate specific products and prices with an opportunity while the opportunity is still in progress? Select all that apply.

  • Orders
  • Products
  • Contracts
  • Price Books
  • Quotes

Q3. As a sales ops specialist, how can you leverage Salesforce objects like products, price books, quotes, contracts, and orders to support account executives and help them progress deals?

Quiz : Products and Price Books

Q1. True or False? Multiple products can be related to and exist in multiple price books.

  • True
  • False

Q2. How are products and price books used in the sales process?

Q3. When creating products and price books in Salesforce, which step needs to be taken first?

  • Create the product
  • Create the price book
  • The product and the price book are actually the same thing, so they’ll be created at the same time.

Q4. In Salesforce, how do you link products and price books?

Quiz : Products, Price Books, and Opportunities

Q1. How do products and price books relate to opportunities?

Q2. True or False? After speaking with an opportunity contact, it is important that the account executive evaluate the opportunity so that they can translate the prospect’s request and turn it into a product that accurately reflects the client’s needs.=

  • True
  • False

Q3. Describe the steps needed to create an opportunity product in Salesforce.

Quiz : Using Quotes

Q1. Which of the following are true about quotes in Salesforce? Select all that apply.

  • Quotes are an official bill for clients to pay.
  • Quotes go through various stages that help sales team members keep track of their progress.
  • Sales people can give multiple quotes to an opportunity in order to help them choose a combination of products and prices that works best for them, though only one quote at a time can be synced to the opportunity.
  • Quotes are a way to combine products, quoting and prices.

Q2. In Salesforce, what is the difference between Internal Quote Statuses and External Quote Statuses?

Q3. An account executive has created a quote for an opportunity. The manager has approved the quote, and the AE is ready to send it to the opportunity. As a sales ops specialist, what steps should you advise the AE take to send the quote to the prospect through Salesforce?

Quiz : Using Products, Price Books, and Quotes in the Sales Process

Q1. Which of the following is true about the product object in Salesforce?

  • It can be a specific version of an item that a company offers.
  • It represents the specific products or services that a company sells.
  • It can be a subscription to some kind of service that the company offers.

Q2. In Salesforce, a hierarchical relationship in which one object holds the information for other objects is known as a(n):

  • Account-Contact relationship
  • Conversion
  • Parent-to-Child relationship
  • Many-to-Many relationship

Q3. Which of the following Salesforce tools does an account executive typically use during the sales process? Select all that apply.

  • Quotes
  • Leads
  • Price books
  • Products

Q4. True or False? When a product is created in Salesforce, a price book is automatically created to go with it.

  • True
  • False

Q5. True or False? A single product can only be associated with one price book in Salesforce.

  • True
  • False

Q6. True or False? Associating a price book with an opportunity controls which products can or cannot be sold to that opportunity.

  • True
  • False

Q7. True or False? An account executive has a new opportunity and has recently spoken with her contact. She has learned that the company is fairly large, with more than 100 employees, and they’re interested in purchasing three different products for their business. As the AE is ready to start associating products and price with this opportunity, her first step in Salesforce should be to select the appropriate price book to associate with this opportunity.

  • True
  • False

Q8. Which of the following statements are true about quotes in Salesforce? Select all that apply.

  • Multiple quotes can be sent to an opportunity with different combinations of prices and products so that the customer can choose which option would best meet their needs, though only one quote at a time can be synced to the opportunity.
  • Quotes include proposed prices for products or services.
  • Quotes are a way to present an offer of a product or service to an opportunity.
  • Quotes are an official bill for clients to pay.

Q9. In Salesforce, which of the following statements are true about quotes? Select all that apply.

  • Quotes have a status bar that will change as the quote moves through the various stages in Salesforce.
  • Quotes can be saved as a Word document.
  • Tasks related to a quote can be created.
  • Once a quote has been saved, it cannot be edited.

Q10. True or False? Once a quote has been approved by a manager, an account executive can simply click “Save and Email Quote” in order to save the quote as a PDF and send it as an email attachment to the prospect.

  • True
  • False

Opportunity Management in Salesforce Week 04 Quiz Answers

Quiz : Closing the Deal

Q1. An opportunity contact has let the account executive know that they’re satisfied with the quote they’ve been given, and they’re ready to proceed with a purchase! As the sales operations specialist, you know that the AE’s next step in Salesforce should be to move the opportunity to which of the following statuses?

  • Opportunity Won
  • Opportunity Lost
  • Closed Won
  • Closed Lost

Q2. An opportunity contact has let the account executive know that they’ve decided that they’re not going to make a purchase with your company at this time, as they’ve recently had to downsize. As the sales operations specialist, you know that the AE’s next step in Salesforce should be to move the opportunity to which of the following statuses?

  • Opportunity Won
  • Opportunity Lost
  • Closed Won
  • Closed Lost

Q3. An opportunity contact has indicated to the account executive that your company’s product is simply too expensive for their current budget. The AE moves the opportunity status to “Closed Lost.” As the sales operations specialist, what other information will you remind the AE to log as a note on this record?

  • The products the opportunity had considered purchasing
  • The reason for the opportunity being moved to the closed lost stage
  • The name of the opportunity contact’s supervisor so that the sales team can follow up later with someone else in the company

Quiz : Contracts and Orders

Q1. A new account executive is ready to close her first opportunity; she’s won her first deal for your company! As the sales ops specialist, what steps will you direct her to take in order to close the opportunity in Salesforce?

Q2. True or False? Contracts are official agreements that outline the terms of a sale, while orders summarize the specific products and prices of the sale.

  • True
  • False

Q3. Describe the steps that an account executive will take to complete the sales process after marking an opportunity as “Closed Won.”

Quiz : Salesforce Tools for Account Executives

Q1. Your sales team is excited to start using Salesforce to track product information and send quotes and contracts to customers. Before this can happen, what is the first thing that needs to be done in Salesforce?

  • Create a product
  • Create a price book
  • Create a package

Q2. True or False? An account executive has a new opportunity and has recently spoken with her contact. She has learned that the company is fairly small, with only 15 employees, and they’re interested in purchasing three different products for their business. As the AE is ready to start associating products and price with this opportunity, her first step in Salesforce should be to select the appropriate price book to associate with this opportunity.

  • True
  • False

Q3. An account executive has created a quote in Salesforce and after receiving his manager’s approval, he is ready to send the quote to his prospect. How can he do this?

  • Since a quote cannot be sent directly from within Salesforce, he’ll need to save the quote, go to his external email service, and email the quote to the prospect from there.
  • He will save the quote as a PDF, clicking “Save and Email Quote,” which will allow him to send an email to the prospect from within Salesforce, sending the quote as an attachment.
  • He can take a screenshot of the quote record and send that image to his prospect via email.

Q4. An opportunity has agreed to make a purchase and has signed a contract! Congratulations! As the account executive, it’s time to close this opportunity. In Salesforce, which stage will this opportunity be moved to?

  • Closed Lost
  • Opportunity Won
  • Opportunity Lost
  • Closed Won

Q5. True or False? All opportunities should eventually be closed in Salesforce; they will be marked “Closed Won” if a sale was made or “Closed Lost” if the sale is not likely to happen.

  • True
  • False

Q6. In Salesforce, how does an account executive close the sales process?

  • On the contact record, choose the “Closed” contact stage, then select either “Closed Won” or “Closed Lost.”
  • On the opportunity record, choose the “Closed” opportunity stage, then select either “Closed Won” or “Closed Lost.”
  • On the account record, choose the “Closed” account stage, then select either “Closed Won” or “Closed Lost.”

Q7. In Salesforce, what is a contract?

  • A contract is an official agreement that outlines the terms and conditions between a buyer and a seller.
  • A contract is not part of the sales process in Salesforce.
  • A contract is a price proposal that can be negotiated.

Q8. A customer’s contract started earlier this month, but they’ve realized that they’d like to order one additional product. What does the account executive need to do in Salesforce to make this change?

  • Create a second contract that will allow the customer to purchase the additional product
  • The customer will need to wait until their contract expires, then add the additional product during contract renewal.
  • Create an order product that will add the product to the existing contract

Q9. Which of the following are steps that an AE will typically take when creating a new contract in Salesforce? Select all that apply.

  • Draft a contract, including price book, status, contract start date, contract term, and owner expiration.
  • Send contract to manager for approval.
  • Activate the contract

Q10. An account executive sent a quote to an opportunity contact, and they’ve decided to proceed with the purchase! Which of the following are necessary steps that the AE will take in Salesforce to complete this sales process? Select all that apply.

  • Mark the opportunity as “Closed Won”
  • Deactivate the opportunity
  • Create a contract
  • Deactivate the account
  • Create an order to add products as needed
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