EXAMINATION OFFICE

IU.ORG

ORAL PROJECT REPORT

Task for Course: DLMSFCS02 – Salesforce Sales Cloud
Consultant

CONTENT
1. Tasks ......................................................................................................................................... 2
1.1 Task 1: University of Applied Sciences ....................................................................................................... 2
1.2 Task 2: Wind turbine manufacturer............................................................................................................ 3
1.3 Task 3: Automobile manufacturer .............................................................................................................. 4
2. Additional information for the evaluation of the oral project report ................................................ 6
3. Tutorial Support ......................................................................................................................... 6

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1. TASKS
For the oral project report, you can choose from the following tasks. Please choose one of them that you would
like to work on in your oral project report.

Note on copyright:
Please take note that IU Internationale Hochschule GmbH holds the copyright to the examination tasks. We
expressly object to the publication of tasks on third-party platforms. In the event of a violation, IU Internationale
Hochschule is entitled to injunctive relief.

1.1 Task 1: University of Applied Sciences

Background: As the new head of sales at a private distance learning university, you are responsible for the
acquisition of new students. Since students leave the university after their successful graduation, it is important
to take care of the acquisition of new students on an ongoing basis. Recently, Salesforce was implemented as a
new CRM system. Since you have already worked with Salesforce, it is your task to adapt the Salesforce platform
so that the sales activities in your department are optimally supported. In your first presentation you have to
present the following points to the management:
Task:
1. To get started, setup a Salesforce Sales Cloud, create a lead and different opportunity stages for your sales
process in Salesforce Lightning Experience having your company and industry in mind. Furthermore, explain
the motivation behind these stages, the data model and created objects.
2. Explain and present how to set up performance goals for your sales team having your company and industry
in mind. Take key performance Indicators (KPIs) into account and justify selected activity and score metrics.
3. Present how to create a price book for three self-created products (having your company and industry in
mind) and how to add one of these products to an opportunity. Later, activate the quote feature and present
how to create a quote in an opportunity.
4. Explain collaborative forecasts and present an initial configuration of this feature to forecast new students
for the next two years.
5. Explain Salesforce pipeline inspection and present an initial configuration of this feature based on a self-
selected example having your company and industry in mind.
6. Explain and present Salesforce order management. To do so, guide through the management console based
on a self-selected example having your company and industry in mind.
Hint: Use a separate Playground to work on the task (take a look at the trailmix “IU International University of
Applied Sciences: CRM Fundamentals: https://trailhead.salesforce.com/de/users/guenther78/trailmixes/iubh-
crm-fundamentals” for further details about Playgrounds). Do the exercises in Trailhead in other Playgrounds so
that you don't accidentally change anything. Always keep the task from this guideline in mind and implement
relevant content in a timely manner - so you create the solutions for the tasks while working through the learning
units in Trailhead.

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1.2 Task 2: Wind turbine manufacturer

Background: As the new sales manager USA at a global acting wind turbine manufacturer, you are responsible
for the acquisition of new customers in the USA. Since a typical sales process takes two years to define a whole
project (including several wind turbines at one site) ending in a win or fail scenario for the opportunity, it is
important to take care of the acquisition of new customers on an ongoing basis. Recently, Salesforce was
implemented as a new CRM system. Since you have already worked with Salesforce, it is your task to adapt the
Salesforce platform so that the sales activities in your department are optimally supported. In your first
presentation you have to present the following points to the management:
Task:
1. To get started, setup a Salesforce Sales Cloud, create a lead and different opportunity stages for your sales
process in Salesforce Lightning Experience having your company and industry in mind. Furthermore, explain
the motivation behind these stages, the data model and created objects.
2. Explain and present how to set up performance goals for your sales team having your company and industry
in mind. Take key performance Indicators (KPIs) into account and justify selected activity and score metrics.
3. Present how to create a price book for three self-created products (having your company and industry in
mind) and how to add one of these products to an opportunity. Later, activate the quote feature and present
how to create a quote in an opportunity.
4. Explain collaborative forecasts and present an initial configuration of this feature to forecast new deals (one
opportunity as a project with several wind turbines as products) for the next two years.
5. Explain Salesforce pipeline inspection and present an initial configuration of this feature based on a self-
selected example having your company and industry in mind.
6. Explain and present Salesforce order management. To do so, guide through the management console based
on a self-selected example having your company and industry in mind.
Hint: Use a separate Playground to work on the task (take a look at the trailmix “IU International University of
Applied Sciences: CRM Fundamentals: https://trailhead.salesforce.com/de/users/guenther78/trailmixes/iubh-
crm-fundamentals” for further details about Playgrounds). Do the exercises in Trailhead in other Playgrounds so
that you don't accidentally change anything. Always keep the task from this guideline in mind and implement
relevant content in a timely manner - so you create the solutions for the tasks while working through the learning
units in Trailhead.

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1.3 Task 3: Automobile manufacturer

Background: As the new head of sales at a global acting automobile producer, you are responsible for the
acquisition of new customers in the EU. Since the number of cars to configure and offer are up to 200,000 cars per
year, it is important to take care of the acquisition of new customers on an ongoing basis. Recently, Salesforce
was implemented as a new CRM system. Since you have already worked with Salesforce, it is your task to adapt
the Salesforce platform so that the sales activities in your department are optimally supported. In your first
presentation you have to present the following points to the management:
Task:
1. To get started, setup a Salesforce Sales Cloud, create a lead and different opportunity stages for your sales
process in Salesforce Lightning Experience having your company and industry in mind. Furthermore, explain
the motivation behind these stages, the data model and created objects.
2. Explain and present how to set up performance goals for your sales team having your company and industry
in mind. Take key performance Indicators (KPIs) into account and justify selected activity and score metrics.
3. Present how to create a price book for three self-created products (having your company and industry in
mind) and how to add one of these products to an opportunity. Later, activate the quote feature and present
how to create a quote in an opportunity.
4. Explain collaborative forecasts and present an initial configuration of this feature to forecast potential sales
volume of cars in the EU for the next two years.
5. Explain Salesforce pipeline inspection and present an initial configuration of this feature based on a self-
selected example having your company and industry in mind.
6. Explain and present Salesforce order management. To do so, guide through the management console based
on a self-selected example having your company and industry in mind.
Hint: Use a separate Playground to work on the task (take a look at the trailmix “IU International University of
Applied Sciences: CRM Fundamentals: https://trailhead.salesforce.com/de/users/guenther78/trailmixes/iubh-
crm-fundamentals” for further details about Playgrounds). Do the exercises in Trailhead in other Playgrounds so
that you don't accidentally change anything. Always keep the task from this guideline in mind and implement
relevant content in a timely manner - so you create the solutions for the tasks while working through the learning
units in Trailhead.

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Trailhead Links (relevant for task 1 – 3):

▪ Fundamentals
• Salesforce CRM Foundation
Salesforce CRM Foundation Trailmix
https://trailhead.salesforce.com/en/users/jimsharp/trailmixes/salesforce-foundation
▪ Sales Cloud Consultant
• Sales Cloud Consultant Certification Preparation
o Sales Cloud Information
https://trailhead.salesforce.com/credentials/salescloudconsultant
o Sales Cloud Certification Exam Guide
https://trailhead.salesforce.com/help?article=Salesforce-Certified-Sales-Cloud-Consultant-Exam-
Guide
o Sales Cloud Certification Prep Trailmix
https://trailhead.salesforce.com/users/strailhead/trailmixes/prepare-for-your-salesforce-sales-
cloud-consultant-credential
• Sales Cloud Consultant Certification Preparation Superbadges
o Business Administration Specialist (included in Administrator Certification Prep Trailmix and Sales
Cloud Certification Prep Trailmix)
https://trailhead.salesforce.com/en/content/learn/superbadges/superbadge_business_specialist
o Process Automation Specialist (included in Sales Cloud Certification Prep Trailmix)
https://trailhead.salesforce.com/en/content/learn/superbadges/superbadge_process_automatio
n
o Selling with Sales Cloud Specialist
https://trailhead.salesforce.com/en/content/learn/superbadges/superbadge_selling_sales_cloud
_specialist
• Sales Cloud Consultant Certification Preparation Webinar (optional)
Register for a free, half-day webinar to revisit the most important certification topics
https://trailhead.salesforce.com/credentials/cert-days#consultant

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2. ADDITIONAL INFORMATION FOR THE EVALUATION OF THE ORAL PROJECT

REPORT
When conceptualizing the oral project report, the evaluation criteria and explanations given in the writing
guidelines should be considered.

3. TUTORIAL SUPPORT
Several options are available for support with presentations. The student is responsible for making use of these
resources. Tutors are available for subject consultation on the choice of topic as well as for specific and general
questions on academic work. There is no provision for the tutor to confirm acceptable outlines, parts of the
content, or presentation drafts, since independent preparation is part of the examination. However, hints may be
given on rough drafts to facilitate the creation of academic work. The tutor is not required for technical
consultations.

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