Quick Reference Study Notes for Salesforce Classic Fundamentals

Salesforce Classic Fundamentals

Salesforce is your customer success platform, designed to help you sell, service, market, analyze, and connect with your customers.

Salesforce has everything you need to run your business from anywhere. Using standard products and features, you can manage relationships with prospects and customers, collaborate and engage with employees and partners, and store your data securely in the cloud.

But standard products and features are only the beginning. Our platform allows you to customize and personalize the experience for your customers, partners, and employees and easily extend beyond out of the box functionality.

What is CRM?
CRM stands for Customer Relationship Management. This technology allows you to manage relationships with your customers and prospects and track data related to all of your interactions. It also helps teams collaborate, both internally and externally, gather insights from social media, track important metrics, and communicate via email, phone, social, and other channels.

In Salesforce, all of this information is stored securely in the cloud.

How Salesforce organize your data

Salesforce organizes your data into objects and records.

Think of an object as a tab on a spreadsheet, and a record like a single row of data.



But unlike a traditional spreadsheet, the data is stored in our trusted, secure cloud. Our easy-to-use interface lets you access it from your desktop and mobile device. You can easily import your data into Salesforce using point-and-click tools.

Salesforce comes with standard objects already set up and ready for use.

Here are some of the core standard objects, and a description of how each one is used. We’ll dive into these objects in greater detail as you work toward your badge for this module.





Companies you’re doing business with. You can also do business with individual people, like solo contractors, using Person Accounts. More on that later.


People who work at a company you’re doing business with (Accounts).


Potential prospects who are not yet ready to buy or you haven't determined what product they need.

You don't have to use Leads, but they can be helpful if you have team selling, or if you have different sales processes for prospects and qualified buyers.


Qualified leads that you’ve converted. When you convert a lead, you create an Account and Contact along with the Opportunity.


The Salesforce CRM allows you to manage and access your data in sophisticated ways that you could never do with a simple spreadsheet. Your records can be linked together to show how your data is related, so that you can see the whole picture.

Navigate Salesforce

Move Between Areas and Features

At the top of each Salesforce pages are tabs and links for navigating to major features.

  1. Use the tabs to switch between objects and features. You can customize this list to suit your needs (more on this in a bit).

  2. Search to find any type of record.

  3. Access user-specific customizations from the drop-down next to your name.

  4. Use the Setup menu to customize Salesforce for your whole org. (You must have administrative privileges.)

  5. Access help resources and training.

  6. A list of apps, each of which contains different features and tabs.


*NOTE : "This study material is collected from multiple sources to make a quick refresh course available to students."

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