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 Applications Pricing Presentation20173

 1. Oracle defines a midsize company as_____?

Answers
 1.A company that has no more than US $1 Billion in annual revenue or operating budget
 2.A company that has no more than US $400 Million in annual revenue or operating budget
 3.A company that has no more than US $100 Million in annual revenue or operating budget
 4.A company that has no more than US $40 Million in annual revenue or operating budget

 2. The Oracle E-Business Discount for partners distributing Oracle Applications to midsize end users
is_____?

Answers
 1.30%
 2.35%
 3.50%
 4.60%

 3. Which of Oracle’s applications pricing models allows end-users to license the desired products for
their entire organization without having to keep track of specific user licenses, servers or deployment
locations?

Answers
 1.Component
 2.Custom Applications Suite
 3.Enterprise
 4.None of the above?

2. R12.1 Readiness: Position and Demo Financials_Oct_01_2009

 1. What are the features in Oracle Financials that support IFRS?

Answers
 1.Segment Reporting
 2.Specialized Currency
 3.Intercompany reconciliations
 4.Inventory management

 2. How does Oracle Payables improve the Procure-to-Pay process?

Answers
 1.Adopt the Global Best Practice to increase competitiveness through streamlined global
operations
 2.Lower total procure-to-pay costs by gaining efficiency through streamlined processes
  3.Effective Collaboration & Improved Relationships through improved suppliers management
 4.Improved payment processing with process automation

 3. How can we minimize our overall cost of receivables financing costs?

Answers
 1.Reduce total amount of outstanding receivables
 2.Hire more collection agents
 3.Outsource the collection department to the professionals
 4.Make the collections process more efficient

3. Oracle E-Business Suite Release 12 & 12.1: Technology Highlights_Oct_01_2009_new1

 1. How can the BI applications be deployed

Answers
 1.Standalone Interactive Dashboard
 2.BI Portlets on the enterprise portal
 3.Embedded with the e-Biz navigator screen
 4.Part of Fusion Applications

 2. Application Technology (Apps Tech) is not about selling a particular product but more about what
and how technology can help driving value from the application.

Answers
 1.T
 2.F

 3. What did we change aesthetically to improve better user experience.

Answers
 1.Reduced pop-ups and duplicate screens
 2.Re-designed and streamlined entire workflows
 3.Reduce the number of steps to complete key tasks
 4.Moved from yellow to blue screen to improve the overall look & feel and visual style

 4. Oracle Business Intelligence Publisher creates a more productive environment for business users by
"Incorrect.  The BI Publisher creates a much more productive environment for business users to create
their own reports, which means empowering the end user to produce their own reports when and what
needed."

Answers
 1.Enable users to create their own reports
 2.Empowers the end users to produce their own reports when they need to
 3.Empowers the end users to produce their own reports on what they need
 4.Enables users to produce professional looking reports in pdf format

4. Overcome Selling Obstacles using Payment Solutions

 1. Oracle Partners have access to the same payment plan offerings that Oracle sales teams use and
can offer payments not only on Oracle resell but also on their own products and services?

Answers
 1.T
  2.F

 2. As discussed a payment plan can be used as a reactionary or tactical tool to remove obstacles in
your sales cycle. What are the signals from your customer or prospect that show a payment plan may be
needed?
"Incorrect. Due to the economic environment, we have little or no capital budget left for software purchases
and We like the deal but can only make a purchase for our immediate needs.  See the 'Overcome Selling
Obstacles using Payment Solutions' course for more information."

Answers
 1.We need board approval for all software transactions
 2.Due to the economic environment, we have little or no capital budget left for software
purchases
 3.We like the deal but can only make a purchase for our immediate needs
 4.B & C
 5.A, B, & C

5. Oracle E-Business Suite Financials Release 12.1 Highlights_Oct_01_2009_new

 1. How does Oracle Financials support the Global Shared Service Operations?

Answers
 1.Centralized Global Tax Processing
 2.Multi-Org Access Control
 3.Centralized Bank Account Model
 4.Centralized Payments Engine

 2. Oracle Receivables improves the Cash Flow and Increase Efficiency by

Incorrect.  One of the key business processes in Receivables is to apply customer receipts to transactions
to reflect the correct outstanding balance. Unapplied customer receipts are assigned to the cash application
owners for processing. The cash applica

Answers
 1.Cash application work queue
 2.Support for high volume receivables processing
 3.Synchronize Cost of Goods sold with Revenue
 4.Line level cash application

 3. Oracle Internet Expenses, a travel and expense management solution, is designed to ensure self
service users comply with your expense reimbursement policies, while quickly and accurately entering and
processing their expenses

Answers
 1.T
 2.F

 4. What are the major initiatives in the R12 improved Financials Architecture

Answers
 1.Ledger Architecture
 2.Centralized & Flexible Rule-based Accounting Engine
 3.Centralized Banking & Payments
 4.Centralized Global Tax Processing

6. Oracle's Open Market Model (OMM) Overview

  1. What is the standard referral rate a U.S. partner will be paid if a Referral regsitration for Oracle E-
Business Suite is closed as Won by Oracle's direct sales force:

Answers
 1.5%
 2.Depends on their OPN agreement
 3.7%
 4.10%

 2. A net-new opportunity is defined as an opportunity at the_____?

Answers
 1.Product Level (i.e.,Applications, Technology, On Demand, etc)
 2.Product Family Level (i.e., CRM*, Financials, Human Resources, Supply Chain Planning, etc)
 3.Product Brand Level (i.e., Siebel, JD Edwards, Hyperion, etc)
 4.None of the above?

7. Oracle E-Business Suite Release 12.1 Overview: Delivering Value in Uncertain Times
 1. E-Business Suite R12 focused mainly on___?

Answers
 1.The Financial Modules
 2.The Architectural Improvements in Financials
 3.Setting the Stage to leverage the Architectural Improvements for R12.1
 4.Integration of Financial Modules to 3rd Party Software

 2. The following modules may exist as Standalone Solutions that leverage of 11i10 E-Business Suite

Answers
 1.Procurement and Spend Analytics
 2.Oracle Sourcing
 3.Oracle Sourcing On-Demand
 4.Oracle MES for Discrete and Process Manufacturing

8. Oracle E-Business Suite Release 12.1 Highlights_Oct_01_2009

 1. What is our selling strategy for e-Business Suite in this current market of uncertainty?

Answers
 1.Focus on Opportunities to achieve rapid return today
 2.Invest only in modules that you need.
 3.Invest in Ways to Standardize and Simply with a Global Business Platform
 4.Focus on opportunities that has the least risk.

 2. In addition to the overall upgrade value proposition, Oracle built solutions in Release 12.1 in a way
that can be implemented in a stand alone or modular fashion.

Answers
 1.T
 2.F

 3. Which are the modules that can be deployed in a standalone manner in EBS R12.1?
 Answers
 1.General Ledger
 2.Learning Management
 3.Warehouse Management
 4.Site Hub

 4. Landed Cost Management enables organization to:

Answers
 1.take into account the cost of good sold and transportation costs
 2.take into account both estimated and actual costs, in addition to direct manufacturing costs of
getting goods to arrive at a specific location.
 3.take into account the cost of good manufactured and storage costs
 4.take into account the cost of goods sold and transportation and storage costs.

9. Distributing Full Use Licenses for Application programs

 1. Please choose the most accurate statement regarding the Full Use Program Distribution Agreement
from the following:

Answers
 1.The term of the distribution agreement is three years.
 2.The term of the distribution agreement is two years.
 3.The term of the distribution agreement is perpetual.
 4.The term of the distribution agreement is four years.

 2. Please choose the most accurate statement from the following regarding the distribution of technical
support by a partner.

Answers
 1.End users may purchase Software Update License and Support.
 2.End users may purchase product support only.
 3.Partners may renew support directly with the end user.
 4.Partners may distribute more than one year of Oracle support with the initial license
transaction.

 3. What information are partners required to include on their order with the end user?

Answers
 1.End user license agreement under which the Oracle programs are licensed
 2.Oracle programs, license quantities and metrics
 3.Annual Software Update License and Support fees communicated to the end user for the 2nd
year support fees
 4.OPN agreement number

10. Partner Ordering For Oracle Partners

 1. When should you engage the Quote to Order team at Oracle Corporation?

Answers
 1.When you are interested in purchasing Oracle products, and have product or pricing
questions.
 2.When you have a non standard request which requires engagement from Oracle Contracts.
 3.When you have submitted an order to Oracle and have not received confirmation that it has
 been booked.
 4.When you receive your invoice and it is incorrect.

11. Objection Handling_Oct_01_2009
 1. What are three key best practices in handling prospect or customer objections?
"Incorrect. Isolate the specific objection(s), Confirm that you fully understand what customer is asking,
Ensure you have customer references."

Answers
 1.Isolate the specific objection(s)
 2.Confirm that you fully understand what customer is asking
 3.Customer objections should not be considered or addressed
 4.Ensure you have customer references

 2. What are the two best ways for to handle a prospect or customer’s concern or objection that ‘Oracle
is too big, too large and too complex for midsized customers’?

Answers
 1.Ensure you have good midsize customer references in same or similar industry as prospect
 2.Have good customer references running specific Oracle software in same general location as
prospect.
 3.Let prospect or customer know that Oracle does not have software that supports midsized
customers
 4.Ignore the objection and move on to next concern.