Salesforce CRM Interview Questions check how well you set up Sales Cloud, the app that sales teams use every day to manage leads, accounts, deals and forecasts. This is Part 4 of our 25-part series.
In Part 3, we covered the data model. Most admin jobs support a sales team, so expect several of these questions. For real situations, also see our Sales and Service scenario questions.
How to Use These Salesforce CRM Interview Questions
First, follow the customer: lead, account, contact, opportunity, quote and forecast. Next, learn which setup screen controls each step. Then practise the scenarios aloud and name the exact feature you would use. Finally, tie every answer to a business result, such as faster follow-up or a better forecast.
Salesforce CRM Interview Questions on Leads
Study with Lead Management.
- What is a lead?
- What are lead statuses?
- Define Web-to-Lead.
- What is the daily limit for Web-to-Lead?
- What are lead assignment rules?
- How many lead assignment rules can be active at once?
- What is a lead queue?
- What is lead auto-response?
- How do you stop spam from a Web-to-Lead form?
- What are lead duplicate rules?
- What is lead source, and why does it matter?
- Define a lead score.
- How do you mass update lead status?
- What is the difference between a lead and a contact?
- Can a lead be owned by a queue?
- What is a lead process?
- What are web-to-lead hidden fields?
- How do you capture UTM source on leads?
- Scenario: website leads from Pune must go to the Pune sales team. How do you route them?
- Scenario: leads sit untouched for days. How do you alert the team?
Lead Conversion Questions
Study with Lead Conversion.
- What happens when you convert a lead?
- Can you convert a lead without an opportunity?
- What is lead field mapping?
- Can you map custom fields?
- Can you map a formula field?
- What happens to a lead after conversion?
- Can you undo a lead conversion?
- What is the converted lead status?
- What is the Convert button permission?
- How do you require a field before conversion?
- What happens to lead activities after conversion?
- What happens to campaign history after conversion?
- Scenario: a custom field on Lead must carry over to the opportunity. What do you do?
- Scenario: the lead company already exists as an account. What happens on conversion?
Salesforce CRM Interview Questions on Campaigns
Study with Campaigns.
- What is a campaign?
- What are campaign members?
- Describe campaign member statuses.
- What is a campaign hierarchy?
- What is campaign influence?
- How do you add many contacts to a campaign?
- Which fields show campaign results?
- Who can create campaigns?
- What is a campaign type?
- How do you report on campaign ROI?
- What is the Marketing User checkbox?
- Can a lead and a contact be in the same campaign?
- Scenario: marketing wants to know which campaign brought each won deal. What do you set up?
- Scenario: event attendees must be marked as “Attended”. How do you do it quickly?
Accounts and Contacts Questions
Study with Accounts and Contacts.
- What is the difference between an account and a contact?
- What is a person account?
- Can you turn off person accounts?
- What is an account hierarchy?
- What are account teams?
- Describe contact roles.
- Can one contact relate to many accounts?
- What is a private contact?
- What is account ownership, and why does it matter?
- How do you merge duplicate accounts?
- What is the Account Name field type on a contact?
- What is a parent account field?
- Define account ownership transfer.
- What happens to contacts when an account is deleted?
- What are account record types used for?
- Scenario: a school group has 40 branches. How do you show them?
- Scenario: a teacher works for two schools. How do you record it?
Salesforce CRM Interview Questions on Opportunities and Sales Process
Study with Opportunities.
- What is an opportunity?
- What are opportunity stages?
- Define a sales process.
- How does a sales process link to a record type?
- What is Path, and what is guidance for success?
- What are forecast categories?
- Define the probability field.
- What are opportunity teams?
- What are opportunity splits?
- Define opportunity field history.
- What is Big Deal Alert?
- How do you stop reps from skipping stages?
- What is the Amount field, and how is it calculated with products?
- What is the Close Date used for?
- Define opportunity history.
- What is a closed won stage?
- Can you reopen a closed opportunity?
- What is an opportunity contact role?
- What is a stage history report?
- Define opportunity product schedule revenue.
- What is a pipeline inspection view?
- What is a sales path key field?
- Scenario: two reps share credit for one big deal. What do you enable?
- Scenario: managers want to see why deals are lost. What do you add?
Products, Price Books and Quotes Questions
Study with Products and Price Books.
- What is a product?
- What is a price book?
- Define the standard price book.
- What is a price book entry?
- Can an opportunity use two price books?
- What are opportunity products?
- What is a quote?
- Briefly, what does quote sync do?
- How do you create a quote PDF?
- What are product schedules?
- What is list price vs sales price?
- Define a product family.
- Can a product be inactive?
- How do you add products to many price books?
- What is a quote line item?
- Can you email a quote from Salesforce?
- What is a quote template?
- Can you sync more than one quote at a time?
- What happens to products when you change the price book?
- Scenario: schools get a 15% discount on every product. How do you set prices?
- Scenario: a deal is paid in 12 monthly installments. How do you show the revenue?
Salesforce CRM Interview Questions on Contracts and Orders
Study with Contracts and Orders.
- What is a contract?
- What are contract statuses?
- Define an order.
- How is an order different from an opportunity?
- Can an order exist without a contract?
- What is order activation?
- What is the contract end date used for?
- Define an order product.
- Can you reduce an order after activation?
- Scenario: finance wants an alert 60 days before a contract ends. What do you build?
- Scenario: sales wants orders to be locked once activated. How does Salesforce handle it?
Forecasting and Territories Questions
Study with Forecasting and Territory Management.
- What is collaborative forecasting?
- What is a forecast type?
- How do quotas work?
- Can managers adjust forecasts?
- What is a forecast hierarchy?
- What is Enterprise Territory Management?
- How is a territory hierarchy different from a role hierarchy?
- What are territory assignment rules?
- What is a territory model?
- Define a forecast adjustment.
- What is cumulative forecast rollup?
- Who can see forecasts?
- What is a territory type?
- Can one account be in many territories?
- What is a forecast date type?
- What is a quota upload?
- How do territories affect sharing?
- Scenario: leadership wants forecasts by product family. What do you set up?
- Scenario: accounts must go to reps by city and industry. Which feature do you use?
Salesforce CRM Interview Questions on Activities and Email
Study with Activities and Email Templates.
- What is the difference between a task and an event?
- What are WhoId and WhatId on a task?
- Describe recurring tasks.
- How do you log a call?
- What types of email templates can you create?
- How do you connect Gmail or Outlook to Salesforce?
- What is Einstein Activity Capture?
- What is the difference between Files and Attachments?
- Define Chatter used for in sales teams.
- What is a shared activity?
- What is an activity timeline?
- How do you report on activities?
- What are activity reminders?
- What is email relay, at a high level?
- Describe email logs.
- What is the bounce management setting?
- Scenario: managers want to see every email a rep sends to a customer. What do you set up?
- Scenario: reps want to log a call in two clicks from an opportunity. What do you build?
Salesforce CRM Interview Questions FAQ
What if the company does not use Sales Cloud?
Study it anyway at a basic level. Leads, accounts and opportunities exist in almost every org.
Do interviewers ask about CPQ?
Sometimes, for senior roles. Know that Salesforce CPQ and Revenue Cloud handle complex pricing, then focus on core quotes here.
Official Resources
Quick Recap
- These Salesforce CRM Interview Questions cover leads, campaigns, accounts, opportunities, quotes, forecasts and activities.
- Follow the customer from lead to forecast.
- Name the exact feature in every answer.
- Each section ends with two scenario questions.
- Part 5 covers security and access.
What’s Next?
Continue with the next part. Read Salesforce Security Interview Questions for Admins (Part 5).
