Salesforce Sales Cloud Consultant Part 5: Account and Contact Management

This topic has the second-highest weighting and includes the following objectives:

• Review how the ownership of Account and Contact records drives access to related records.

• Explain the various methods for establishing access to Accounts, Person Accounts, Contacts, and Opportunities.

• Describe the impact of account hierarchy on visibility, maintainability, and reporting

Several factors drive the visibility of records associated with accounts. Account owners are able to access records of related objects such as Contact, Opportunity, and Activity, depending on the organization’s sharing settings. Record-level access can be provided through roles, sharing rules, territories, or manual sharing.

Different ways can be utilized to relate contacts to accounts and vice versa in Salesforce. Contacts are typically used to store information about persons who work for a particular company or organization. A single person may sometimes work for multiple companies, which makes it necessary to use features such as Contacts to Multiple Accounts and Account Contact Relationships.

The account hierarchy feature in Salesforce has an impact on various aspects such as person accounts and security. Salesforce allows the creation of account hierarchies to define the relationship between parent and children accounts. Many companies have one or more subsidiary companies. This feature can be used to provide a tree-view to users who would like to view how the accounts of those companies are related to one another.

Person accounts can be used to store information about individual customers. The default business accounts are used to store information about companies and other organizations in Salesforce. However, when it comes to individual consumers, business accounts are generally not applicable.