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Industry Knowledge: 7%

• Describe the common marketing processes and key implementation considerations.
• Describe common sales processes and key implementation considerations.
• Explain the factors that influence sales metrics, KPIs, and business challenges.

Implementation Strategies: 12%

• Given a scenario, measure the success of a Sales Cloud implementation project.
• Given a scenario, determine appropriate sales deployment considerations.
• Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather requirements, design, build, test, deploy and document).

Sales Cloud Solution Design: 21%

• Given a scenario, identify an appropriate approach when designing the lead conversion process.
• Explain the capabilities, use cases, and design considerations of the Salesforce Mobile app pertinent to the sales process.
• Describe the implementation considerations when designing a sales process. (validation rules,automation, record types, page layouts, and triggers).
• Given a scenario, analyze customer requirements to determine an appropriate solution design - considering capabilities, limitations, and design trade-offs.
• Given a set of requirements, design an end-to-end sales process from Lead to Opportunity to Quote to Close to Order.
• Explain the capabilities, use cases, and design considerations when implementing Orders.
• Given a scenario, determine when it is appropriate to include custom application development or - third-party applications.
• Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles, visibility, access, and reporting.
• Explain the capabilities, use cases, and design considerations for Enterprise Territory Management.
• Explain the capabilities and use cases for Sales Cloud Einstein as it relates to the sales process.

Marketing and Leads: 8%

• Describe the best practices for using lead automation tools and campaign management.
• Given a scenaio, recommend appropriate methods for lead scoring and criteria for lead qualification.
• Explain the best practices for managing lead data quality.
• Explain how marketing capabilities support the sales process.

Account and Contact Management: 13%

• Given a scenario, explain how the ownership of Account and Contact records drive visibility of related sales information such as Opportunities, Activities, etc.
• Given a scenario, explain when to use third-party data enrichment tools.
• Given a scenario, explain the impact of having an account hierarchy (visibility, maintainability, - reporting).
• Given a scenario, explain the use cases and implications for implementing person accounts.
• Explain the various methods for establishing relationships between Accounts and Contacts.

Opportunity Management: 13%

• Given a set of requirements, determine how to support different sales process scenarios for an - Opportunity.
• Describe the implementation considerations of multi-currency and advanced currency management on - Opportunities.
• Given a scenario, determine the relationships between sales stages, forecast, and pipeline.
• Given a scenario, determine the relationships between Opportunities, Products, Product Schedules, - Price, Books, Quotes, and Contracts.
• Given a set of requirements, determine the appropriate forecasting solution.

Sales Productivity: 9%

• Identify use cases and considerations for using email and productivity tools.
• Describe the use cases and best practices for using Chatter.
• Given a scenario, determine the key features that help to enable and measure sales productivity and adoption.
• Given a scenario, identify the appropriate mobile solution to improve sales productivity.

Sales Cloud Analytics: 9%

• Describe the implementation considerations of multi-currency and advanced currency management on - reports and dashboards.
• Given a set of desired metrics, determine the appropriate report, dashboard, or reporting snapshot solution.
• Given a scenario, determine permissions and access to Reports and Dashboards.

Integration and Data Management: 8%

• Explain the use cases and considerations for data migration in Sales Cloud.
• Given a scenario, analyze the implications and design considerations of large data and transaction volumes.
• Explain how integration facilitates the exchange of data between Salesforce organizations.
• Explain the use cases and considerations for common Sales Cloud integrations.

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Reference: https://trailheadacademy.salesforce.com/certificate/exam-sales-consultant---Sales-Con-201

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