Cloud Kicks has a multi-phase selling process where every sales stage corresponds with a phase in the process. The first phase is preliminary qualification, where Opportunities should not contribute to Cloud Kicks' forecast. Which two actions should be taken to ensure that Opportunities do not contribute to Cloud Kicks' forecast during the first stage? Choose 2 answers

• A.Require sales staff to enter for the Opportunity probability.
• B.Require sales staff to enter $0 for the Opportunity amount
• C.Override the forecast to be $0 for first stage Opportunities
• D.Configure the first stage with the omitted forecast category.
• E.Assign probability to the first sales stage.

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CORRECT TEXT
What are several ways you can improve Sales Rep productivity?

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Historically, UC has sold to shipping department contacts within its customer and prospect accounts. It recently launched a new product line that will appeal to operations department contacts. What data enrichment can Data.com provide UC to expand its sales network? Choose 2 answers

• A.Add operations leads and opportunities
• B.Append qualification scores to operations leads
• C.Add new operations prospect accounts

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Northern Trail Outfitters (NTO) has recently started using forecasting in collaboration with sales stages to better understand pipeline. All sales reps have submitted their forecasting numbers for approval. The VP pf sales is reviewing the forecast and sees that the open opportunity pipeline report contains a total of $25,000. The VP of sales then notices that there is $15,000 that is not included in the pipeline forecast summary. What should a consultant suggest as a possible reason for exclusion?

• A.The $15,000 is business that is in the Best case category, which is excluded from the pipeline forecast summary
• B.The $15,000 is business that is too new and has been assigned to the Omitted forecast category
• C.The $15,000 is business that had already been lost and, therefore, is excluded from the pipeline forecast summary
• D.The $15,000 is business that is in the commit category, which is excluded from the pipeline forecast summary*

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CORRECT TEXT
If a lead that has been campaigned to decides to proceed with an opportunity, how is this information tracked through the sales life-cycle?

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