Sales and Marketing Applications in Salesforce

Welcome back to the Salesforce Admin Certification workshop on Day 4. In this session/post, we will cover Sales and Marketing Applications in Salesforce, which covers 12% of Salesforce Admin Certification. The following are the main topics covered in this section.

  • Typical Sales Cycle
  • How Salesforce Supports Sales Cycle (Key  Object)
  • Lead Process
  • Sales Process
  • Lead Assignment Rule
  • Productive Features
YouTube video

Typical Sales Cycle

Typical Sales Cycle in Salesforce

How Salesforce Supports Sales Cycle

How Salesforce Support Sales Cycle
  • Lead Process: The lead process controls the picklist values for Lead Status.
  • Sales Process: The sales process controls the picklist values available for the Opportunity Stage.

Lead Assignment Rule

Automatically assign leads to users or queues based on pre-defined criteria. Multiple assignment rules can be created, but only one can be activated.

Lead Assignment Rule in Salesforce

Lead Auto Response Rule

We can create as many Auto Response rules as needed. But only one can be activated at a time. Users can see the email in the activity history. We can add up to 25 filter criteria, up to 255 characters each.

Lead Auto Response Rule

Workflow Rule VS Auto Response Rule

WorkflowAuto Response
Designed ForNotification to interested parties.Initial response
Runs WhenWhen a record is created.When record is created.
Target AudienceAnyone you choose.Person Submitted lead

Productive tools

Einstein Lead Scoring

  • Einstein Lead Scoring add a Lead score field to Leads.
  • Einstein reanalyzes your lead data every 10 days and refreshes your scores

Einstein Opportunity Scoring

  • It shows us how many chances for winning the opportunity.
  • Einstein Opportunity Scoring: add the Opportunity score field to Opportunity.
  • We can also add an Opportunity score field to any list view.
  • Einstein Opportunity Scoring shows Negative and positive for Opportunity.

Twist Your Mind

  • Apex Hours is configuring the lead conversion process. Which two factors should Admin consider before setting up the process?
  • Which object can be added as a campaign member?

I hope this Sales and Marketing Applications in Salesforce session helped you.

Amit Chaudhary
Amit Chaudhary

Amit Chaudhary is Salesforce Application & System Architect and working on Salesforce Platform since 2010. He is Salesforce MVP since 2017 and have 17 Salesforce Certificates.

He is a active blogger and founder of Apex Hours.

Articles: 466


  1. Thanks Arpit and Amit – Apex hours team for wonderful session about sales & marketing process ,
    Sales/Lead process.

  2. Hi Amit,
    Thank you very much for “FREE Salesforce Admin Certification Training”. I completed “Day 4: Sales and Marketing Applications” Session. It is really very helpful for new members who are willing to build their career in Salesforce like me. I am preparing for the Salesforce Admin certification exam under your guidance from Apexhours blog and YouTube channel.

  3. Session Completed.
    Thanks for the session which is really good. I came to know some new topics in Lead conversion.

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