MCQs on Lead Management Basics | Salesforce Sales Cloud
Introduction to Salesforce Sales Cloud Lead Management Basics
Master Salesforce Sales Cloud with these output-based MCQs focusing on the lead lifecycle, Web-to-Lead forms, lead assignment rules, and lead conversion essentials for effective lead management.
Understanding the Lead Lifecycle
- A lead is created with the following details:
Name: John Doe
Company: Tech Solutions
Status: New
What will happen if the lead remains in the “New” status for 30 days?
a) The lead is automatically archived.
b) The lead remains in the “New” status.
c) The lead is automatically converted.
d) The lead is deleted. - After a lead is updated to “Working,” what must be the next status before conversion?
a) New
b) Converted
c) Qualified
d) Closed - What happens to a lead when it is marked as “Unqualified”?
a) It is moved to the recycle bin.
b) It is archived automatically.
c) It is no longer visible in lead reports.
d) It can be reactivated later. - A user edits a lead record and changes the “Rating” field to “Hot.” What should the user expect in the next stage of the lead lifecycle?
a) Automatic conversion
b) Immediate reassignment to a sales rep
c) A task is created for follow-up
d) No automatic actions - The lead status “Converted” is selected. What objects are created upon lead conversion?
a) Account and Contact only
b) Account, Contact, and Opportunity
c) Contact and Case
d) Account and Case
Capturing Leads via Web-to-Lead Forms
- A Web-to-Lead form captures the following data:
- Name: Jane Smith
- Email: jane@abc.com
- Company: ABC Corp
What will be the default status of this lead in Salesforce?
a) New
b) Working
c) Open – Not Contacted
d) Unqualified
- A customer submits a Web-to-Lead form, but no lead is created in Salesforce. What is the most likely reason?
a) The form does not have a valid CAPTCHA.
b) Web-to-Lead is disabled in Salesforce.
c) The form does not capture a valid email address.
d) The Salesforce instance does not support Web-to-Lead. - A Web-to-Lead form includes a custom field for “Lead Source.” The lead source is left blank on submission. What value is assigned to the “Lead Source” field in Salesforce?
a) Defaulted to “Web”
b) Null
c) “Unknown”
d) “Not Specified” - A Web-to-Lead form captures a phone number but fails to save it in Salesforce. Why might this occur?
a) The phone field is not mapped in Salesforce.
b) Web-to-Lead does not support phone numbers.
c) The form does not capture phone numbers.
d) The phone number is incorrectly formatted. - After submitting a Web-to-Lead form, the customer is redirected to a custom thank-you page. What happens to the lead data in Salesforce?
a) It is saved but requires manual approval.
b) It is saved immediately.
c) It is saved only if the email address is unique.
d) It is saved after email verification.
Manual and Automated Lead Assignment Rules
- A lead is created without a specified owner. What happens if no lead assignment rule is active?
a) The lead is assigned to the default lead owner.
b) The lead remains unassigned.
c) The lead is archived.
d) The lead triggers an error message. - A lead assignment rule is triggered with criteria:
- Industry: Technology
- Rating: Hot
Where will the lead be assigned if it meets the criteria?
a) To the default lead owner
b) To the user specified in the rule
c) To a queue for manual assignment
d) To the admin by default
- What happens to a lead when the assignment rule criteria are not met?
a) The lead is assigned to the default lead owner.
b) The lead remains unassigned.
c) The lead is deleted.
d) The lead is converted. - A lead is updated and reassigned via a new assignment rule. What happens to the previous owner?
a) They retain visibility of the lead.
b) They lose all access to the lead.
c) They are notified via email.
d) They are assigned a task. - A sales rep manually reassigns a lead, bypassing assignment rules. What should the rep expect?
a) The lead is re-evaluated by assignment rules.
b) The lead’s status is reset to “New.”
c) No further automated actions occur.
d) The lead triggers a validation error.
Basics of Lead Conversion
- A lead is converted, and an Opportunity is created. What happens to the lead record?
a) It is deleted.
b) It is archived.
c) It becomes read-only.
d) It remains editable. - What happens to custom lead fields when a lead is converted?
a) They are deleted.
b) They are automatically mapped to Account and Contact fields.
c) They are archived.
d) They are not transferred unless explicitly mapped. - During lead conversion, the user sees a validation error. What is the likely cause?
a) The lead status is “Unqualified.”
b) Required fields on the Account or Contact are not filled.
c) The lead has already been converted.
d) The user does not have permission to convert leads. - A user converts a lead without creating an Opportunity. What must they do to bypass Opportunity creation?
a) Check the “Do Not Create Opportunity” box.
b) Change the lead status to “Closed.”
c) Select an existing Opportunity.
d) Disable Opportunity creation for their profile. - What happens if duplicate records exist during lead conversion?
a) Salesforce automatically merges the duplicates.
b) The user is prompted to resolve duplicates manually.
c) The duplicate is flagged but not merged.
d) The lead conversion fails.
Troubleshooting Lead Management Issues
- A user cannot see a newly created lead in the Lead List View. What is the likely cause?
a) The lead is not assigned to the user.
b) The lead is archived.
c) The user’s profile lacks read access to leads.
d) The lead is marked as “Unqualified.” - A Web-to-Lead form submission fails with an error. What might cause this?
a) The Salesforce org has reached its Web-to-Lead daily limit.
b) The form does not include a CAPTCHA.
c) The org does not support Web-to-Lead.
d) The form’s URL is invalid. - A sales rep notices that their leads are not being reassigned. What could be the issue?
a) Assignment rules are disabled.
b) The leads are marked as “Closed.”
c) The rep’s profile does not allow reassignment.
d) The leads are in a private queue. - A user converts a lead but cannot find the Opportunity created. What might be the issue?
a) The Opportunity was not created during conversion.
b) The Opportunity was assigned to a different owner.
c) The Opportunity is archived.
d) The lead was already converted. - What happens to a lead if it does not meet any active assignment rule criteria?
a) It is assigned to the default owner.
b) It remains unassigned.
c) It is flagged for manual assignment.
d) It is converted automatically.
Answer Key
| Qno | Answer |
|---|---|
| 1 | b) The lead remains in the “New” status. |
| 2 | c) Qualified |
| 3 | d) It can be reactivated later. |
| 4 | b) Immediate reassignment to a sales rep |
| 5 | b) Account, Contact, and Opportunity |
| 6 | a) New |
| 7 | b) Web-to-Lead is disabled in Salesforce |
| 8 | b) Null |
| 9 | a) The phone field is not mapped in Salesforce |
| 10 | b) It is saved immediately. |
| 11 | a) The lead is assigned to the default lead owner. |
| 12 | b) To the user specified in the rule |
| 13 | a) The lead is assigned to the default lead owner. |
| 14 | a) They retain visibility of the lead. |
| 15 | c) No further automated actions occur. |
| 16 | c) It becomes read-only. |
| 17 | d) They are not transferred unless explicitly mapped. |
| 18 | b) Required fields on the Account or Contact are not filled. |
| 19 | a) Check the “Do Not Create Opportunity” box. |
| 20 | b) The user is prompted to resolve duplicates manually. |
| 21 | a) The lead is not assigned to the user. |
| 22 | a) The Salesforce org has reached its Web-to-Lead daily limit. |
| 23 | a) Assignment rules are disabled. |
| 24 | b) The Opportunity was assigned to a different owner. |
| 25 | a) It is assigned to the default owner. |