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Solution Design is the largest portion of this Salesforce Sales Cloud Consultant certification exam,  which constitutes 21% of total score in entire exam. The topics include designing sales process, lead conversion, implementation considerations, Enterprise Territory Management, Sales Cloud Einstein and etc. There's a lot to cover, so let's get into it!

解决方案设计是 Salesforce 销售云顾问认证考试的最大部分，占整个考试总分的21% 。课程包括销售流程设计、领导转换、实施注意事项、企业区域管理、销售云爱因斯坦等。有很多事情要做，所以让我们开始吧！

NOTE: This post is written in April 2020 and content might be changed/updated overtime. The content is inspired by focusonforce.

注意: 这篇文章写于2020年4月，内容可能会随着时间的推移而改变或更新，其灵感来自 focusonforce。

Guideline for Solution Design

解决方案设计指南

  • Given a set of requirements, 给定一组要求,design an end-to-end sales process设计一个端到端的销售流程 from lead to opportunity to quote to close to order. 从线索到机会，从报价到接近订单
  • Given a scenario, analyze customer requirements to determine an appropriate 给定一个场景，分析客户需求以确定合适的solution design considering capabilities, limitations, and design trade-offs考虑功能、限制和设计折衷的解决方案设计.
  • Given a scenario, identify an appropriate approach when designing the 给定一个场景，在设计lead conversion process 铅转化法.
  • Describe the 描述implementation considerations 执行方面的考虑 when designing a sales process. (validation rules, automation, record types, page layouts, and triggers). 在设计销售流程时(验证规则、自动化、记录类型、页面布局和触发器)
  • Given a scenario, determine when it is appropriate to include 给定一个场景，确定何时包含custom application development or a third-party application定制应用程序开发或第三方应用程序.
  • Describe the appropriate 描述适当的use cases for Account and Opportunity Teams客户及机会小组的用例 and the 及effect on sales roles, visibility, access, and reporting对销售角色、可见性、访问和报告的影响.
  • Explain the capabilities and use cases for 解释功能和用例Enterprise Territory Management 企业版图管理.
  • Explain the capabilities, use cases, and design considerations when 解释功能、用例和设计考虑事项implementing Orders 执行命令.
  • Explain the capabilities, use cases, and design considerations of 解释功能、用例和设计考虑事项Salesforce mobile applications Salesforce 移动应用程序 pertinent to the sales process. 和销售过程有关
  • Explain the capabilities and use cases for 解释功能和用例Sales Cloud Einstein 销售云爱因斯坦 as it relates to the sales process. 因为这关系到销售过程

End-to-End Sales Process

端到端销售流程

  • Lead Management 领导管理
    • Lead generation through marketing campaigns 通过市场营销活动引导新一代
    • convert Lead to Account, Contact and Opportunity
    • 转换导致帐户，联系和机会
  • Account Management 客户管理
    • use Account to store information about customers and individuals
    • 使用帐户存储有关客户和个人的信息
    • use Business Account to store information about companies, use Person Account to store information about individual customers
    • 使用业务帐户存储公司信息，使用个人帐户存储个人客户信息
    • add or update with 3rd party data using Lightning Data
    • 使用 Lightning Data 添加或更新第三方数据
    • create opportunity from Account Standard button or Related List
    • 创造机会，从帐户标准按钮或相关列表
  • Contact Management 联系人管理
    • use contact to store information about the person associated with the account
    • 使用联系人存储与帐户相关联的人的信息
    • use 使用Contact Roles 联系角色 (picklist) to specify the role of contact in an Account (Classic only), Opportunity, Contract or Case 指定联系人在账户、机会、合同或案例中的角色

    • create Contact from Account Related List
    • 从帐户相关列表中创建联系人
  • Opportunity Management 机会管理
    • create opportunity from existing Account or converting a qualified Lead
    • 创造机会从现有的帐户或转换一个合格的铅
    • use Opportunity Stage to keep track of progress and set Probability for each stage
    • 使用机会阶段跟踪进度，并为每个阶段设置概率
    • create new Sales Process in 创建新的销售流程Setup > Sales Processes:

    • Sales Process can be set for each record type of Opportunity 销售过程可以为每个记录类型的机会设置

  • Product and Price Book Management 产品及价格图书管理
    • create Products associated with Price Books and set List Price
    • 创建与价目表相关的产品并设置价目表
    • Price Book and Products and be selected in Opportunity Related List
    • 价格书和产品，并被选入机会相关列表
    • a Product must have a standard active price added to the Price Book
    • 产品必须有一个标准的活动价格添加到价格簿
  • Quote Management 报价管理
    • create Quote from Opportunity and sync the items with Opportunity
    • 创建机会报价，并与机会同步项目
    • a Quote that is synced with Opportunity causes any change to line items in the Quote to sync with the products on the Opportunity, and vice versa.
    • 与机会同步的报价将导致报价中的行项目的任何更改与机会上的产品同步，反之亦然。
    • create Quote PDF and email to customers
    • 创建引用 PDF 和电子邮件给客户
    • use Quote Template to customize the Quote PDF
    • 使用报价模板自定义报价 PDF
    • use Salesforce CPQ for more advanced Quote and Order management.
    • 使用 Salesforce CPQ 进行更高级的报价和订单管理。
  • Contract Management 合约管理
    • Contract is written agreements between a company and its customers
    • 合同是公司和客户之间的书面协议
    • use Contract to establish and document contracts with accounts
    • 使用合同建立并记录有帐目的合同
    • set Contract status to Activated to indicate that it is in effect
    • 将契约状态设置为激活，以表明契约状态生效
    • Contract can be created for an Account or Order
    • 可以为帐户或订单创建合同
  • Order Management 订单管理
    • Order is an agreement between a company and a customer to provide services or deliver products with a 订单是一个公司和一个客户之间提供服务或交付产品的协议known quantity, price and date 已知数量、价格和日期
    • place an Order once an opportunity is set to Closed Won
    • 一旦机会设置为封闭元，下订单
    • an order must be associated with an Account and Contract but contract can be made optional or remove altogether in Order Page Layout
    • 订单必须与帐户和合同相关联，但合同可以作出选择或删除在订单页布局
    • create Order from Contract or Account Related List
    • 根据合同或账户相关清单创建订单
    • Order Product can be added to an Order prior order activation ( 订单产品可以添加到订单优先订单激活(once activated, you cannot add new Product but you can still edit

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