C_C4H47I_34 SAP Certified Application Associate - SAP Sales Cloud Version 2 Question and Answers

 Digital Sales Engagement for Business Users is a capability that combines several new features that can provide great benefits to Sales Representatives, Distributor Sales Representatives and Sales Managers. These features include:

• Pipeline Manager: This feature allows you to check the overall health of your pipeline, and uncover opportunities in need of immediate attention1.
• Digital Selling Workspace: This feature allows you to set up an optimal user-centric workspace to access to all your tasks and sales tools2.

The other options are not part of this capability. Leads nurturing, Sales Activities and Email Templates are features of Digital Sales Engagement for Marketing Users3. Forecast Tracker is a feature of Pipeline Management and Forecasting4. References = 1: SAP Sales Cloud Version 2 Features | SAP Help Portal 2: Engage Your Prospects and Improve Lead Conversion with Digital Sales Engagement in SAP Sales Cloud Version 2 - Webcast 3: SAP Sales Cloud Version 2 - Deep Dive Part 2 - SAP Learning 4: SAP Sales Cloud Version 2 | SAP Help Portal

Customer Insights for Accounts is a feature that allows you to view and analyze the interactions and activities of your customers across different channels and systems. As an Administrator, you can configure the interaction filters that display as part of Customer Insights for Accounts. The available interaction filters are: Chats, Phone Calls, Emails, Surveys, and Tickets. Sales Quotes and Opportunities are not interaction filters, but they are part of the Account Metrics that show the sales performance of your customers. References = SAP Service Cloud Version 2 | SAP Help Portal, In Version 2, Configure Customer Insights by defining personalized key … - SAP Community

• Embedding custom modules created in SAP Build App is a correct answer because SAP Build App (formerly known as SAP AppGyver) is a no-code development environment that allows users to build business applications without the need for pro-code development knowledge1. SAP Build App is part of the SAP Extension Suite, which enables side-by-side extensibility for SAP Sales Cloud Version 22.
• Extending standard delivered applications, Adding custom fields on existing entities, and Enhancing the code baseline without modifying the standard are not correct answers because they are examples of in-app extensibility, not side-by-side extensibility. In-app extensibility allows users to customize and adapt the standard functionality of SAP Sales Cloud Version 2 within the same system, using tools such as fields, layouts, mash-ups, and key user tools3.

References = 1: Design and Develop Extensions on SAP Service and Sales Cloud Version 2 Using SAP AppGyver 2: Getting Familiar with SAP Sales Cloud Version 2 - SAP Learning 3: SAP Help Portal - SAP Online Help

To display a warning message based on a certain condition, you need to create an action and a validation rule in SAP Sales Cloud Version 2. An action is a user-defined function that can be triggered by a button, a workflow, or a script. A validation rule is a custom logic that can check the data entered by the user and display an error or a warning message if the data does not meet the specified criteria. For example, you can create an action called “Check Revenue” that calls a validation rule to check if the expected revenue of an opportunity is greater than 500,000 US dollars. If the condition is true, the validation rule can display a warning message that an approval process must be applied for that opportunity. You can also configure the action to be executed automatically when the opportunity is saved or submitted. References = Create Actions, Create Validation Rules

Playbooks are a set of activities and actions that guide sales representatives through the sales process. Playbooks can be created for Leads and Opportunities, and they can be grouped by Sales Phases or Status. Sales Phases are the stages of the sales cycle, such as Qualification, Proposal, or Negotiation. Status is the current state of the Lead or Opportunity, such as Open, In Progress, or Won. Playbooks can be grouped by Sales Phases for Opportunities, as each phase may require different actions and tasks. Playbooks can also be grouped by Status for Leads, as each status may indicate the level of interest and readiness of the Lead. Playbooks cannot be grouped by Status for Opportunities or by Sales Phases for Leads, as these are not relevant or meaningful criteria for grouping. References = Introducing SAP Sales Cloud Version 2, 2:00-2:40. Playbooks in SAP Sales Cloud Version 2, 0:20-1:10. Set Up Guide for SAP Service Cloud Version 2, page 28-29.

 To configure and use Relationship Intelligence with Office 365 mail server, you need to create a new server connection in the Microsoft Azure Portal. The parameters that must be registered in the Microsoft Azure Portal are:

• Server Tenant ID: This is the unique identifier of your Microsoft 365 tenant. You can find it in the Azure Active Directory admin center under Properties.
• Certificate File: This is the public key certificate that you generate and upload to the Azure Active Directory admin center to authenticate your Dynamics 365 Sales app with Microsoft 365.
• Certificate Key: This is the private key that corresponds to the certificate file. You need to enter it in the Sales Insights settings under Relationship insights > Analytics and Health.

These parameters are required to enable the exchange integration for relationship analytics, which allows Dynamics 365 Sales to collect and analyze email and meeting data from Microsoft 365. References = Configure relationship analytics and health, Overview of Relationship intelligence, Dynamics 365 Sales - Relationship intelligence

 According to the SAP Service Cloud Version 2 User Guide1, Kanban view is a visual representation of the sales pipeline that shows the Opportunities grouped by sales phases. You can use the drag-n-drop feature to move Opportunities from one sales phase to another, as long as the Opportunity has a blue check mark beside it. This indicates that the Opportunity meets the minimum criteria for the target sales phase. If the Opportunity has a green check mark, it means that it exceeds the minimum criteria. If the Opportunity has a yellow check mark, it means that it is missing some mandatory fields. If the Opportunity has a red check mark, it means that it does not meet the minimum criteria. Therefore, the correct answer is B. References = SAP Service Cloud Version 2 User Guide, page 67.

The Insight section of Lead Overview provides you with valuable information about the Lead, such as:

• Calculated Key Factors: These are the factors that influence the Lead score, such as Lead Source, Industry, Revenue, etc. You can configure these factors in the Customer Insights settings1.
• Lead Conversion Trend: This shows you the historical trend of the Lead conversion rate, based on the number of Leads that were converted to Opportunities over time. You can use this to compare the performance of different Leads and identify the best practices for conversion2.
• Score Trend: This shows you the historical trend of the Lead score, based on the calculated key factors and the dynamic key factors. You can use this to monitor the progress and potential of the Lead over time2.
• Dynamic Key Factors: These are the factors that are updated automatically based on the interactions with the Lead, such as Email Opens, Clicks, Website Visits, etc. You can view these factors in the Engagement section of Lead Overview, not in the Insight section2.
• Static Key Factors: These are the factors that are fixed and do not change over time, such as Lead ID, Name, Status, etc. You can view these factors in the Details section of Lead Overview, not in the Insight section2. References = 1: In Version 2, Configure Customer Insights by defining personalized Key Metrics, section “Create a New Key Metric”2: Introducing SAP Sales Cloud Version 2, section “Lead engagement and insights”.

A reason for status is a configuration that allows administrators to define a list of possible reasons for changing the status of a sales quote. For example, a reason for status could be “Competitor Price”, “Customer Budget”, or “Delivery Time”. By configuring a reason for status, administrators can enable sales representatives to select a reason when they update the status of a sales quote to either won or lost. This way, Best Run Bikes can maintain a reason for all the sales quotes that are either won or lost, and use this information for reporting and analysis purposes. References = SAP Service Cloud Version 2 | SAP Help Portal (page 17), Configuring Sales Quotes - SAP Learning (page 3)

 To assign a Playbook to Leads based on a specific attribute, such as Lead Source, you need to create a rule for that attribute in the Playbook configuration. In this case, you want to assign the Playbook with Lead Qualification Survey to all the Leads that have Cyclo Clothing as their Lead Source, which indicates that they are potential customers of the newly acquired company. Therefore, you need to create a rule for Lead Source as Cyclo Clothing in the Playbook settings. References = Using Guided Selling to Work with Opportunities, section “Rules for Playbook Assignment”.

The Guided Selling Worklist is a feature that helps you manage your opportunities in a more efficient and effective way. It allows you to view and update your opportunities in different views, filter them by various criteria, and access relevant information and actions for each opportunity. The key features of the Guided Selling Worklist are:

• Overview: This is the default view that shows you a summary of your opportunities, such as the number, value, status, and stage of each opportunity. You can also see the key metrics, such as the win rate, conversion rate, and average deal size, for your opportunities. You can use this view to get a quick overview of your pipeline and performance1.
• Kanban view: This is a view that shows you your opportunities in a board-like layout, where each column represents a stage of the sales cycle. You can drag and drop your opportunities from one column to another to update their stage. You can also see the value and count of the opportunities in each column, and the progress bar that indicates the completion percentage of each stage. You can use this view to visualize your sales process and track the progress of your opportunities1.
• Advanced filter: This is a feature that allows you to filter your opportunities by various attributes, such as account, product, territory, owner, priority, etc. You can also create custom filters and save them for future use. You can use this feature to narrow down your opportunities and focus on the ones that matter most1.
• Timeline: This is a view that shows you the history of your interactions with your opportunities, such as calls, emails, meetings, tasks, etc. You can also add new activities and notes to your opportunities from this view. You can use this view to review your past actions and plan your next steps2. This is not a key feature of the Guided Selling Worklist, but a separate feature that you can access from the Opportunity Overview page2.
• KPI cards: These are cards that show you the key performance indicators for your opportunities, such as the expected revenue, weighted revenue, probability, etc. You can also see the trend and forecast of these indicators over time. You can use these cards to monitor and evaluate your opportunities2. These are not a key feature of the Guided Selling Worklist, but a separate feature that you can access from the Opportunity Overview page2.

References = 1: How to use Guided Selling - SAP Sales Cloud, section “Guided Selling Worklist”2: Using Guided Selling to Work with Opportunities, section “Opportunity Overview”.

• A: SAP Sales Cloud Version 2 provides insights that predict the likelihood of a lead getting converted based on machine learning algorithms. These insights help sales representatives prioritize the most promising leads and take the best actions to increase the conversion rate12.
• C: SAP Sales Cloud Version 2 enables sales representatives to identify the right leads, working through the sales cycle across various phases. The solution supports the lead qualification process, where sales representatives can figure out what the prospects need and how likely they will purchase the products or services3. The solution also allows sales representatives to track the lead status, assign tasks, schedule activities, and collaborate with team members throughout the lead lifecycle12.
• E: SAP Sales Cloud Version 2 offers an optimized details page that showcases all of the relevant information about a lead in an easy to consume format. The details page includes sections such as overview, contact information, lead details, related objects, notes, attachments, and activities. The details page also provides quick actions, such as converting a lead, creating a follow-up opportunity, or sending an email12.

References = 1: SAP Sales Cloud Version 2 | SAP Help Portal 2: Exploring and Configuring SAP Sales Cloud Version 2 3: Qualifying a Lead in SAP Sales Cloud - openSAP Microlearning

Sales Representatives can access different email channels depending on the salesdocument they are working on. For example, when they are working on a Lead, they can access the Lead email channel, which is configured to send emails from a specific email address and template. However, they can also access the General email channel, which is a default channel that can be used for any sales document. The General email channel is configured to send emails from the user’s own email address and template. Sales Representatives cannot access the Opportunity email channel when working on a Lead, as this channel is only available for Opportunities. References = Configuring Email - SAP Learning, SAP Service Cloud Version 2 Communication Channels: Mail, Phone and Knowledge Base Integration - SAP Learning

Dynamic Playbook is a feature in SAP Sales Cloud Version 2 that allows sales managers todefine a set of actions and best practices for each stage of the opportunity lifecycle. It helps sales representatives to follow a consistent and effective sales process, and provides them with contextual guidance, embedded insights, and engagement-based recommendations. Dynamic Playbook also enables sales managers to monitor the progress and performance of their teams and identify strategic deals. References = Getting Familiar with SAP Sales Cloud Version 2, Introducing SAP Sales Cloud Version 2, Enhance Sales Effectiveness with Guided Selling in SAP Sales Cloud Version 2 - Webcast

 NLP Classification is a machine learning scenario that can identify the language, sentiment, and other entities of tickets created from surveys and emails. It can also automatically populate the relevant fields in the ticket based on the extracted information. NLP Classification is part of the Machine Learning in SAP Cloud for Customer feature, which requires an SAP Service Cloud enterprise license or an Agent Console Add-On license. References = Machine Learning in SAP Cloud for Customer - SAP Online Help, Ticket NLP Classification section; How to set up Machine Learning Scenarios - SAP Service Cloud Version 2 - openSAP Microlearning, video transcript.

In SAP Sales Cloud Version 2, an Administrator would enable Revenue Splitting under the Pipeline Management and Forecasting settings. This feature allows the revenue from a sale to be divided among multiple entities, such as sales team members or departments, based on predefined rules. This can be particularly useful in complex sales scenarios where multiple parties contribute to a sale and need to be credited accordingly

The administrator feature that involves tracking and reviewing email communications is Email Analyzer. Email Analyzer is a tool that allows administrators to monitor and analyze the email traffic between the system and external email servers. It helps to identify and troubleshoot issues related to email processing, such as failed deliveries, bounced emails, or incorrect routing. Email Analyzer also provides statistics and charts to visualize the email performance and trends. References = Email Analyzer, SAP Sales Cloud Version 2 Features

 Surveys are the feature that can be used to create scripts for Call Lists in SAP Sales Cloud Version 2. Surveys are predefined questions that can be associated with a Call List to capture required data when conversing with participants. Surveys can be created and managed in the Surveys work center, and then added to a Call List by the sales manager. Sales reps can access the surveys in the Live Activity Center during phone calls and submit the results. The results can be viewed in the participant’s timeline view. References = Use Call Scripts in Call Lists - SAP Online Help, Solution Guide for SAP Sales Cloud Version 2 | SAP Help Portal

The Business Configuration is the tool that allows you to adapt the SAP Sales Cloud Version 2 solution to your business needs. It consists of two main working areas: Scoping and Fine Tuning. Scoping is where you activate and deactivate features, and Fine Tuning is where you control how the activated features behave in detail. The Business Configuration is accessed from the Administration Console, which is the central entry point for alladministrative tasks in SAP Sales Cloud Version 2. References = SAP Sales Cloud Version 2 | SAP Help Portal, Set Up Guide for SAP Sales Cloud Version 2 - SAP Online Help, Understanding the Business Configuration Concept - SAP Learning

 A Playbook is a set of best practices that guide sales representatives through the sales process. A Playbook consists of Actions and Activities that are triggered by certain conditions, such as sales phase, lead source, or product category. Actions are tasks that sales representatives must perform, such as updating a field, sending an email, or creating a quote. Activities are events that sales representatives can schedule, such as calls, meetings, or demos.

To require the sales representatives to update the Revenue End Date when Opportunities are in the “Close” sales phase, the best approach is to configure a Playbook with a mandatory Action to update the field. This way, the sales representatives will see a notification on the Opportunity header that reminds them to complete the Action before they can change the sales phase. The Action will also appear in the Playbook pane, where the sales representatives can mark it as done after updating the field.

References = Playbooks, Configuring Playbooks, Viewing and Completing Playbook Actions and Activities

MS Teams integration in SAP Sales Cloud Version 2 enables the following use cases:

• Share Workspaces and Deal Rooms: You can create and share Teams and Channels to collaborate with your colleagues and customers on sales opportunities and deals. You can also access the SAP Sales Cloud context information from the Teams app.
• Create Appointments with MS Teams collaboration: You can create SAP Sales Cloud appointments and visits with MS Teams as a collaboration channel. You can also access the SAP Sales Cloud application and reference objects from the side panel during the Teams meeting.
• Make outbound calls: You can set MS Teams as the default channel for outbound calls from SAP Sales Cloud. You can also see the call details and outcomes in the SAP Sales Cloud activity timeline. References = Microsoft Teams Integration in SAP Cloud for Customer, Scope and Configure section; SAP Sales and Service Cloud V2 – Integration with Microsoft Teams, Integration Features section; Improve SAP seller productivity with Microsoft Teams and Power Platform, Enable Teams for SAP Sales Cloud section.