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.com.

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.com。

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 the existing one一旦激活，您不能添加新的产品，但您仍然可以编辑现有的一个).

    

Requirement Analysis and Solution Design

需求分析与解决方案设计

• Requirement Elicitation 需求获取
  • Customer's pain points are identified and requirements are gathered in requirement workshops.
  • 在需求研讨会上识别客户的痛点并收集需求。
  • Early and frequent communication 早期和频繁的沟通 is essential to gain buy-in from the customer and ensure success of the project. 是获得客户支持和确保项目成功的关键
• Gap Analysis 差距分析
  • Gap between existing and desired business processes is identified while analyzing requirements.
  • 在分析需求时，可以识别现有的和期望的业务流程之间的差距。
  • "As-Is 现状" and " ”及”To-Be 未来" business processes may be analyzed in order to define requirements accurately 可以分析业务流程，以便准确地定义需求
    • "As-Is 现状" business process defines the 业务流程定义了current state 当前状态 of the system 系统的
    • "To-Be 未来" business process defines the 业务流程定义了desired state 期望状态 of the system 系统的
• Requirement Prioritization, Categorization and Scope 需求优先级、分类和范围
  • Requirement Prioritization - 需求优先级 -prioritized 按优先顺序排列 according to 根据level of urgency 紧急程度 (high, medium and low) (高，中，低)
  • Requirement Categorization - 需求分类 -classified 机密的 based on 以... 为基础system capability 系统能力 (data, security, business process, reporting and etc.) (数据、安全、业务流程、报告等)
  • Requirement Scope - work that is needed to be performed (in-scope or out-of-scope)
  • 需求范围-需要执行的工作(范围内或范围外)
• Solution Design 解决方案设计
  • Solution Design Document 解决方案设计文档 outlines system specifications, based on which solutions are built 概述了系统规范，根据这些规范建立了解决方案
  • Solutions are developed both declaratively or programmatically.
  • 解决方案是以声明方式或编程方式开发的。

Lead Conversion

铅转换

Lead Conversion Process

铅转换过程

• Create Leads to identify potential customer or business.
• 创建潜在客户或业务的线索。
• Set Lead to Qualified if they meet the criteria based on company's business process.
• 根据公司的业务流程，如果他们符合标准，设置为合格。
• Convert Lead into Account, Contact and Opportunity and continue work on Opportunity to close the deal.
• 将领导转化为客户、联系人和机会，并继续为机会工作以完成交易。

Lead Conversion Options

铅转换选项

• Create Opportunity during Lead Conversion is optional.
• 在铅转换期间创造机会是可选的。
• Choose Existing Contact or Account record if it already exists.
• 如果已经存在，则选择现有联系人或帐户记录。
• Duplicate Rules can also set up in Duplicate Management to prevent duplicate accounts and contacts from being created when lead is converted.
• 重复的规则也可以设置在重复的管理，以防止重复的帐户和联系人被创建时，铅转换。
• NOTE: during lead conversion, if existing accounts and contacts share the name specified on the lead, one can choose to update the existing accounts and contacts (only the empty field will be updated automatically, the current field values are not overwritten)
• 注意: 在导线转换期间，如果现有帐户和联系人共享导线上指定的名称，可以选择更新现有帐户和联系人(只有空字段将自动更新，当前字段值不会被覆盖)
• It is possible to associate Contact that is not directly associated to the Account if 可以将与帐户没有直接关联的联系人Contacts to Multiple Accounts 联系多个帐户 is enabled (find in 启用(查找Setup > Account Settings).

  

• Specify new owner for the new converted records.
• 为新转换的记录指定新所有者。

Lead Conversion Miscellaneous

转换引线杂项

• If Person Account is enabled and the company field on Lead has value, then a Business Account, Contact and Opportunity are created when converting Lead.

  如果启用了个人账户，并且公司领先字段具有价值，那么在转换领先时将创建一个业务账户、联系人和机会。

• If Person Account is enabled and the company field on Lead is empty, then a Person Account and Opportunity are created when converting Lead.

  如果启用了个人帐户，并且公司领导领域是空的，那么个人帐户和机会创建时转换领导。

• Data in standard Lead fields are automatically mapped to Account, Contact and Opportunity fields.

  标准铅字段中的数据自动映射到帐户、联系人和机会字段。

• Standard Lead Conversion field mapping can be found here.

  标准铅转换领域的映射可以在这里找到。

• Custom Lead fields can be mapped to custom fields on Account, Contact and Opportunity as well.

  自定义铅字段可以映射到自定义字段的帐户，联系人和机会以及。

  • Navigate to 导航到Setup > Object Manager > Lead > Fields & Relationships > Map Lead Fields

    

• If Existing Account or Contact is chosen, the mapped data field will not be overwritten when converting Leads.

  如果选择现有帐户或联系人，映射的数据字段将不会被覆盖时转换导致。

• If fiscal year in Salesforce is Standard, the Close Date for Opportunity is assigned to the last day of current fiscal quarter.

  

  如果 Salesforce 的会计年度为标准年度，则机会期限被指定为当前会计季度的最后一天。

• If it is Custom, the Close Date will be assigned to last day of current fiscal period.

  

  如果是自定义的，结束日期将被指定为当前财政期的最后一天。

• Lead conversion process cannot be reverted.

  引线转换过程无法恢复。

• Once Lead is converted, it can no longer be viewed or edited unless the user has "View and Edit Converted Leads" permission.

  一旦铅转换，它不能再被查看或编辑，除非用户有“查看和编辑转换铅”的权限。

  • NOTE: Even if you have this permission, you still cannot filter it in the Lead List View. If will only appear in Recently Viewed List View.
  • 注意: 即使你有这个权限，你仍然不能在铅列表视图中过滤它。If 只会出现在最近浏览的列表视图中。
  • NOTE: Even if you modify the Lead to other status, the Lead is still Converted.
  • 注意: 即使你修改了铅的其他状态，铅仍然是转换。

• However, Converted Lead can be viewed in Leads with converted lead information report.

  然而，转换的铅可以在转换的铅信息报告中查看。

• After Lead is converted:

  铅转换后:

  • the Campaign Members are moved to the new contact
  • 宣传运动会员已迁往新联络处
  • all open and closed Activities will be attached to converted Account, Contact and Opportunity所有开放和关闭的活动将附加到转换帐户，联系人和机会, but only open activities are assigned to the new owner ，但只有公开活动分配给新业主

• Lead cannot be converted if it has pending Workflow Action or Active Approval Process.

  铅不能转换，如果它有挂起的工作流动动作或活动审批过程。

• Lead Conversion Settings:

  导线转换设置:

  • Require Validation for Converted Leads - Validation Rules, Workflow Actions, and Apex Triggers can be enforced
  • 需要验证转换引线-验证规则，工作流动作，和顶点触发器可以强制执行
  • Preserve Lead Status - prevent lead status from being changed
  • 保持铅状态-防止铅状态被改变
  • Enable Conversions for Salesforce Mobile 为 Salesforce Mobile 启用转换
  • Hide Opportunity Section of Convert Lead Window
  • 转换引线窗口隐藏机会段
  • Select "Don't create an opportunity" by Default in Convert Lead Window
  • 在转换铅窗口中默认选择“不要创造机会”
  • Create a Task During Lead Conversion when Subject is Blank在主题为空白的导线转换过程中创建任务

    

• When a lead is converted, the most recent campaign it was a member of is saved in the Primary Campaign Source field in Opportunity.

  当一个领导被转换，最近的战役它是一个成员是保存在主战役源领域的机会。

  • NOTE: this may not be accurate as the primary campaign source may have been an earlier campaign.
  • 注意: 这可能不准确，因为主要的活动来源可能是一个更早的活动。
  • If the contact is added to the lead but was not created on conversion, the primary campaign source can take the most recent campaign from the contact.
  • 如果联系人被添加到领导，但没有在转换时创建，主要的活动来源可以从联系人那里获取最近的活动。
  • If an opportunity is manually created, the primary campaign source field is not populated and must be selected by the user.
  • 如果有机会手动创建，则不填充主要的运动源字段，并且必须由用户选择。

• When a lead is converted, the Account, Contact and Opportunity will automatically followed by Chatter post (but only if new record is created, choose existing won't see the post).

  

  当一个线索被转换，帐户，联系人和机会将自动跟随聊天帖子(但只有当新的记录被创建，选择现有的不会看到帖子)。

• If Campaign Influence is enabled, when a contact is automatically assigned, those campaigns that the contact is a member of are also included in the campaign influence list, along with any other campaigns the lead was a member of.

  如果启用了活动影响力，当一个联系人被自动分配时，那些联系人是活动影响力列表中的成员的活动也会被包括在活动影响力列表中，连同*是其成员的任何其他活动。

Account & Opportunity Teams

客户及机会小组

Find out more about Account & Opportunity Teams.

了解更多关于客户和机会团队的信息。

Enterprise Territory Management

企业版图管理

Find more about Enterprise Territory Management, Territory Forecast and Territory Sharing.

了解更多关于企业版图管理、版图预测和版图共享的信息。

Order Management

订单管理

• Order is an agreement between a customer and a customer to deliver products or provide services with a known quantity, price and date.

  订单是客户和客户之间达成的一项协议，用已知的数量、价格和日期交付产品或提供服务。

• Order must be associated with an Account, optionally with Contract.

  订单必须与帐户相关联，可以选择与合同相关联。

• Contract is usually used as a reference for an Order when a company requires the customers to commit a service for a certain period of time or product delivery.

  当公司要求客户提交某项服务一段时间或产品交付时，合同通常被用作订单的参考。

• Enable Order in Setup > Order Settings:

  在设置中启用订单 > 订单设置:

  • Enable Orders 启用订单
  • Enable Reduction Orders 启用减少订单 - allow users to process product returns, service reductions, and service cancellation - 允许用户处理产品退货、服务减少和服务取消
    • NOTE: not all features needed to reduce order is available in Salesforce Lightning.
    • 注意: Salesforce Lightning 中并非所有降低订单所需的功能都可用。
    • NOTE 注意: only activated orders can be reduced只有已激活的命令才能被减少.
  • Enable Negative Quantity - allow users to add order products with negative quantities
  • 启用负数量-允许用户添加负数量的订单产品
  • Enable Zero Quantity 启用零数量 - allow users to add order products with zero quantities - 允许用户添加订购数量为零的产品

    

• Create and Clone Order

  创建和克隆顺序

  • User can create an Order from Orders tab or Orders Related List from Account.
  • 用户可以创建一个订单从订单选项卡或订单相关列表从帐户。
  • Order by default can be 默认情况下的订单可以是associated with Account, Contact, Opportunity, Quote and Contract与客户，联系人，机会，报价和合同相关.
  • An Order can be cloned but products are not cloned in Salesforce Lightning. However in Salesforce Classic, cloning an order will also clone the products.
  • 订单可以被克隆，但产品不能在 Salesforce Lightning 中克隆。然而，在 Salesforce 经典版中，复制订单也会复制产品。
  • When an Order is Activated, it cannot be cloned as an Activated Order's status cannot be edited当订单被激活时，它不能被克隆，因为激活订单的状态不能被编辑.

    

  • When an Order with products is cloned, the new order's currency or price book cannot be changed in Salesforce Classic.
  • 如果克隆了包含产品的订单，则不能在 Salesforce Classic 中更改新订单的货币或价目表。

• Activated Order can be reduced by clicking Reduce Order button. This button will only appear if the order status is Activated.

  可以通过单击“减少订单”按钮来减少已激活的订单。这个按钮只有在订单状态被激活时才会出现。

• Reduction Order cannot be created from Reduction Order Related List in Salesforce Classic, Salesforce Lightning, however it can be created with 'Reduce Order' button.

  减少订单不能从 Salesforce 经典，Salesforce 闪电的减少订单相关列表中创建，但是它可以通过“减少订单”按钮创建。

• NOTE: create Reduction Order Product is unavailable in Salesforce Lightning.

  注意: 创建减少订单产品是不可用的 Salesforce 闪电。

• Steps to create Reduction Order in Salesforce Classic:

  在 Salesforce Classic 中创建减少订单的步骤:

  1. Click 点击Reduce Order 减少订单 button on Order page to create Reduction Order 按钮，以创建减少订单页

     

  2. Click 点击Select Products to Reduce 选择要减少的产品 from Order Products Related List: 来自订单产品相关列表:

     

     • NOTE: you will get an error if you specify the quantity to be positive or smaller than the negative of the order item's quantity. You are also not allowed to modify the product price as it is inherited from the original order product. Account name also cannot be changed on Reduction Order.
     • 注意: 如果您指定的数量是正数或小于负数的订单项目的数量，您将得到一个错误。您也不允许修改产品价格，因为它是从原始订单产品继承而来的。帐户名称也不能更改在减少命令。
     • NOTE: this item screen is very smart to know if you have any product that is available for reduction (if you have multiple Reduction Order).
     • 注意: 这个项目屏幕是非常聪明的，知道如果你有任何产品，可以减少(如果你有多个减少订单)。
  3. Find out reduction on the Order Products and activate the Reduction Order: 找出订单产品的缩减并激活缩减订单:

     

• Some Order Management Considerations:

  订单管理的一些注意事项:

  • Account field on the Order cannot be changed if: 下列情况下，订单上的帐户栏位不能更改:
    • the Order is Activated 命令已被激活
    • the Order is Reduction Order 订单是减价订单
    • the Order has associated with Reduction Order
    • 该命令与削减命令相关联
  • Price book cannot be changed or removed once it is assigned
  • 价目表一旦被分配，就不能被更改或删除
  • Order End Date cannot be earlier than Start Date
  • 订单结束日期不能早于开始日期
  • Order End Date cannot be edited when it is associated with Reduction Order, unless the user has 'Edit Activated Order' permission
  • “订单结束日期”与“减少订单”关联时不能进行编辑，除非用户具有“编辑激活订单”权限
  • 'Edit Activated Order' permission also allows edit on Order products of an Activated Order or Reduction Order, and also access to 'Deactivate' button to change order status from Activated to Draft.
  • “编辑激活订单”权限还允许编辑激活订单或减少订单的订单产品，并且还可以访问“停用”按钮，将订单状态从激活改为草案。
  • You can't deactivate the order until you delete its Reduction Orders
  • 您不能停用订单，直到您删除它的减少订单
  • If Order is associated with Contract: 如订单与合约有关:
    • Contract must be Activated in order to activate the Order
    • 为了激活订单，合同必须被激活
    • Order End Date can't be earlier than the Contract's Start Date订单结束日期不能早于合同开始日期
    • Order End Date can't be later than its Contract's End Date
    • 订单结束日期不能晚于合同结束日期
    • Order Start Date can't be earlier than the Contract's Start Date
    • 订单开始日期不能早于合同的开始日期
    • Order Start Date can't be later than its Contract's End Date
    • 订单开始日期不能晚于合同结束日期
  • The status field on Order or Reduction Order is not editable in Salesforce Classic. When user click 'Activate' button, the status field is changed from Draft to Activated.
  • 在 Salesforce 经典中，“订单”或“减少订单”上的状态字段是不可编辑的。当用户点击“激活”按钮时，状态字段将从 Draft 更改为 Activated。
  • The status must always require 'Draft' and 'Activated' picklist values, the administrator can add additional values into status picklist.
  • 状态必须始终需要“草稿”和“激活”选择列表值，管理员可以添加额外的值到状态选择列表。

Salesforce Mobile App

手机应用程序

• Setup > Notification Delivery Settings can be utilized to ensure certain type of Chatter notifications appears on the Salesforce App: 可以用来确保 Salesforce App 上出现某种类型的聊天通知:

  

• Push Notification Settings can also be set on the native mobile app (Android or IOS): 推送通知设置也可以在本地移动应用程序(Android 或 IOS)上设置:

  

• For the email notification, the user can set it on their personal user profile: 对于电子邮件通知，用户可以将其设置为个人用户配置文件:

  

Sales Cloud Einstein

销售云爱因斯坦

• Sales Cloud Einstein is a new Salesforce product that is available for an extra cost in Enterprise and Unlimited editions.
• Sales Cloud Einstein 是 Salesforce 的新产品，在企业版和无限版中可以额外支付费用。

Einstein Activity Capture

爱因斯坦活动捕获

• Einstein Activity Capture 爱因斯坦活动捕获 allows sales reps to 允许销售代表keep their email and calendar applications in sync让他们的邮件和日程表应用程序保持同步 with Salesforce. 与 Salesforce 合作
• Einstein Activity Capture 爱因斯坦活动捕获captures emails and events from Microsoft or Google account and add them to the activity timeline捕获来自微软或谷歌账户的电子邮件和事件，并将其添加到活动时间表中 of related Salesforce records, such as Account, Contact, Lead, Opportunity, Quote and etc. 相关的销售队伍记录，如客户，联系人，领导，机会，报价等
• It can also capture and sync Contact and Event between Google/Microsoft accounts and Salesforce.
• 它还可以捕获并同步 Google/Microsoft 帐户和 Salesforce 之间的 Contact 和 Event。
• 'Sales Cloud' License or 'Standard Einstein Activity Capture' Permission is needed to use Einstein Activity Capture feature.
• “销售云”许可证或“标准爱因斯坦活动捕获”许可证需要使用“爱因斯坦活动捕获”功能。
• Email Capture can be disabled for the user's configuration.
• 可以为用户的配置禁用电子邮件捕获。

Einstein Insights

爱因斯坦洞察力

• Einstein Insights 爱因斯坦洞察力 provides relevant updates and follow-up reminders提供相关的最新消息和跟进提醒 to sales reps, helping them to 销售代表，帮助他们win opportunities and nurture relationships 赢得机会，培养人际关系 with accounts. 有帐户的
• Einstein Account Insights 爱因斯坦帐户洞察力:
  • display news-related insights, such as whether the account is expanding or changing its company leadership (display up to 3 news articles that come from English news sources)
  • 显示与新闻相关的见解，例如该账户是否正在扩张或改变其公司领导层(显示多达3篇来自英文新闻来源的新闻文章)
  • on account record page, insights are 在账户记录页面上based on account's key fields基于账户的关键字段, such as Account Name, Website and etc. ，例如帐户名称、网站等
  • on home page, insights are 在首页，深刻的见解based on the accounts owned by current user, the accounts they follow, and the accounts they are on account team member of基于当前用户拥有的帐户，他们跟随的帐户，以及他们在帐户团队成员的帐户.
  • insights can be emailed and shared with others from the home page
  • 你可以通过电子邮件发送自己的见解，也可以在主页上与他人分享
• Einstein Opportunity Insights 爱因斯坦机会洞察力:
  • displays 显示deal predictions, follow-up reminders, and key moments处理预测，后续提醒，以及关键时刻 related to opportunities 与机会有关
    • deal predictions are based on recent activity and existing opportunity data
    • 交易预测是基于最近的交易活动和现有的机会数据
    • follow-up reminders are shown when a contact hasn't responded or there hasn't been any communication in a while
    • 当联系人没有回复或者有一段时间没有任何交流时，会显示后续提醒
  • on opportunity record page, insights are based on the opportunity detail
  • 在机会记录页面上，洞察力基于机会细节
  • on home page, insights are based on opportunities owned by current user
  • 在主页上，洞察力基于当前用户拥有的机会

Einstein Automated Contacts

爱因斯坦自动联系人

• Einstein Automated Contacts 爱因斯坦自动联系人 suggests new contacts and opportunity contact roles建议新的联系人和机会联系人的角色 or add them automatically by 或者自动添加analyzing email and event activity 分析电子邮件和事件活动.
• Example of suggestions: 建议例子:
  • display suggestions for new contacts on home page or Account page
  • 在主页或帐户页面显示新联系人的建议
  • display suggestions for new opportunity contact roles on home page or Opportunity page
  • 在主页或机会页面上显示新的机会联系角色的建议
• 'Added By Einstein' contact list view shows the contacts there were added by Einstein automatically.
• “由爱因斯坦添加”联系人列表视图显示了爱因斯坦自动添加的联系人。

Einstein Scoring

爱因斯坦得分

• Einstein Scoring 爱因斯坦得分 allows sales reps to 允许销售代表prioritize leads and opportunities by scoring通过得分区分领先优先和机会优先, helping them to prioritize their work. 帮助他们优先安排工作
• Einstein Lead Scoring 爱因斯坦领先得分:
  • use data science and machine learning to score leads based on the company's successful conversion patterns
  • 利用数据科学和机器学习，根据公司成功的转换模式，为潜在客户打分
  • a 'Lead Score' field is added on Lead
  • “铅得分”字段添加在“铅”上
  • all the fields of the past leads are analyzed to determine which current leads have the most in common with leads that have previously converted
  • 分析过去引线的所有领域，以确定哪些电流引线与先前转换的引线有最多的共同点
  • scores are refreshed based on the reanalysis of lead data every 10 days
  • 分数每10天根据铅数据的重新分析刷新一次
• Einstein Opportunity Scoring 爱因斯坦机会得分:
  • gives each opportunity a score from 1 to 99
  • 给每个机会打1到99分
  • a 'Opportunity Score' field is added on Opportunity
  • 机遇号上增加了一个“机遇得分”字段
  • score is calculated based on the information about the opportunity's owner (such as win rates), record details, history and related activities of the opportunity and related account
  • 得分是根据机会所有者的信息(例如获胜率)、记录的详细资料、机会的历史和相关活动及相关账户计算的
  • positive and negative factors that contribute to the score are displayed
  • 积极和消极的因素，有助于评分显示

Einstein Forecasting

爱因斯坦的预测

• Einstein Forecasting improves forecasting accuracy, obtain forecast predictions, and track sales performance.

  爱因斯坦预测改善预测准确性，获得预测预报，并跟踪销售业绩。

• User can switch from table view to graph view to view prediction trend graph with key performance indicators and filters.

  用户可以从表格视图切换到图表视图，以查看具有关键性能指标和过滤器的预测趋势图。

• Prediction Column

  预测专栏

  • Prediction column shows predictions based on opportunities within the Best case and Commit forecast categories.
  • “预测”列显示了基于“最佳案例”和“提交预测”类别中的机会的预测。
  • It can be added to the forecast page, which shows the 可以将其添加到预测页面，该页面显示median predicted amount 中位预计量 for each team and team member 每个队和队员based on opportunities within Best Case and Commit forecast categories基于最佳案例和提交预测类别中的机会.
  • One can click a value in the prediction column to view details about the prediction.
  • 可以单击“预测”列中的某个值以查看有关预测的详细信息。

• Prediction Details

  预测细节

  • A value in the prediction column can be clicked to view details about the prediction.
  • 可以单击预测列中的值来查看有关预测的详细信息。
  • Range, breakdown, and top factors are displayed when one clicks a value in the prediction columns
  • 当单击预测列中的某个值时，将显示范围、分解和顶部因子
  • Breakdown values include: 细分值包括:
    • wins from existing deals 从现有交易中获利
    • wins from new deals 从新交易中获胜
    • pulled in opportunities 抓住机会

• Prediction Trend Graph - a visualization of the predicted closing opportunities within a forecast period.

  预测趋势图-一个可视化的预测结束的机会在预测期间。

• Prediction Summary Graph - a simplified version of the Prediction Trend Graph that provides quick summary of the prediction trend graph, it is displayed on the Home page and in the Einstein Analytics Mobile App.

  预测趋势图-一个简化版本的预测趋势图，提供了预测趋势图的快速摘要，它显示在首页和爱因斯坦分析移动应用程序。

Einstein Analytics

爱因斯坦分析

• Einstein Analytics 爱因斯坦分析 provides access to more 提供更多advanced analytics dashboards 高级分析仪表盘.
• Sales Analytics app can be used to get deeper insights into sales data.
• 销售分析应用程序可以用来深入了解销售数据。
• The prebuilt dashboards, lenses, and datasets can be utilized for data exploration.
• 可以利用预先构建的仪表板、镜头和数据集进行数据探索。
• Sales users can access to Sales Analytics Home dashboard to see summarized information such as latest wins, win rate, average deal amount and etc.
• 销售用户可以访问销售分析主页仪表板，以查看总结信息，如最新的胜利，赢得率，平均交易金额等。
• The leader dashboard shows KPIs and specifics about quota, changes in pipeline, team trending, average sales cycle and etc.
• 领导者指示板显示关于配额、管道变化、团队趋势、平均销售周期等的 kpi 和细节。
• Sales rep can view their quota attainment, bookings, and pipe activities for a specific period.
• 销售代表可以查看他们在特定时期的配额获得、预订和管道活动。
• User can also view performance trends by geography, source and customer.
• 用户还可以查看性能趋势的地理，来源和客户。