Sales Foundations Advanced Practice Exam: Hard Questions 2025

A global sales org uses Leads with Assignment Rules to route inbound inquiries. Reps complain that some leads are assigned correctly at creation but then get reassigned unexpectedly after an integration updates the Lead Owner and certain fields. The integration uses an API user and performs upserts. The business requirement is: assignment rules should run only for net-new web leads; integration updates must never trigger reassignment. Which design best meets the requirement with the least risk?

A company uses Opportunities with Products and wants to standardize discounting. They need the following behavior: sales reps can enter a discount at the line-item level, but if the total discount across all line items exceeds an approval threshold, the opportunity should be locked from further edits until an approver reviews it. The approver should be able to unlock and send it back for changes without changing record ownership. Which approach best fits Salesforce capabilities and governance best practices?

A sales ops team wants pipeline stages standardized across regions, but one region has a legally required step that must appear only for opportunities in a specific record type. They also need accurate stage-based forecasting and historical reporting even if the sales process is later modified. Which solution best balances flexibility, reporting accuracy, and maintainability?

A company sells to both direct customers and through partners. Direct reps should see only their direct deals. Channel managers should see partner-sourced opportunities for all partners in their territory, but partner users should only see their own opportunities. The org uses Enterprise Territory Management (ETM). The sales leadership also requires accurate roll-up reporting by territory and by partner account. Which sharing design best satisfies these requirements with minimal manual maintenance?

Sales leadership wants to reduce 'stale pipeline' by automatically flagging opportunities that have had no meaningful activity for 14 days. The definition of meaningful activity includes completed tasks, logged calls, emails sent, and meetings, but NOT field edits by automation or stage changes made by integrations. The flagged opportunities should appear in a dashboard and trigger a notification to the owner. Which approach is most robust and aligns with platform capabilities?

A data migration loads Accounts, Contacts, Opportunities, and Activities from multiple legacy systems. After load, sales reps report duplicate Contacts under the same Account and some Activities appear under the wrong Contact. The migration used External IDs on legacy contact IDs but did not use a consistent key for Contacts that appear in multiple systems. What is the best remediation plan that minimizes disruption and prevents recurrence?

A VP of Sales needs a dashboard showing pipeline by fiscal quarter, split by product family and region. The company uses multi-currency and wants the dashboard to show both: (1) corporate currency totals for global leadership and (2) local currency totals for regional managers, using the same underlying reports when possible. What is the best reporting design?

An organization wants to report on sales cycle time from first sales touch to Closed Won. They log calls/emails as Activities and sometimes convert Leads into Contacts after significant activity. They need cycle time to include pre-conversion activity and to remain accurate even if the opportunity is reopened and closed again later. What solution best supports this requirement with strong reporting integrity?

Sales reps use Salesforce mobile and desktop. Management wants reps to consistently log meeting notes and next steps immediately after customer visits, and they want those notes visible in the opportunity timeline. Reps currently create free-form Tasks, leading to inconsistent data and poor reporting. Which solution best improves data quality while minimizing user friction?

A sales team uses Einstein Activity Capture (EAC) and notices that some captured emails appear in users’ activity timelines but are missing from standard reports and cannot be used in automation that relies on Task records. Leadership wants analytics on email volume by opportunity and wants to trigger alerts when no emails have been sent for a key deal in 10 days. What is the best way to meet both analytics and automation needs while preserving the benefits of EAC?