Oracle Sales Business Process Foundations Associate Rel 2

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1. Which three key parameters will a Sales Manager use to evaluate and prioritize opportunities?

1. Sales Stage
2. Close Date
3. Product
4. Win Probability
5. Revenue

Ans: 1-2-4

2. Based on which four factors can the quoting application apply discounts on the quote?

1. Customer identity
2. Total revenue of quote
3. Customer location
4. Product specified
5. Quantity of product (volume discount)

Ans: 1-2-4-5

3. Which statement about quote generation is incorrect?

1. Once a quote is complete, it is immediately sent to the customer for approval.

2. Discounts may be applied to the quote during the quote generation process.
3. Quotes are created based on the product details in the opportunity.
4. The quoting application may add products and services vital for a successful solution.

Ans: 1

4. To which sales channel are opportunities assigned after being converted from leads?

1. Indirect
2. Direct
3. Partner
4. Associate

Ans: 3

5. In the Vendor Lead to Channel Opportunity process, which job role is responsible for assigning an
opportunity (generated by converting a lead) to the appropriate partner?

1. Channel Sales Manager

2. Channel Account Manager
3. Partner Sales Representative
4. Partner Sales Manager

Ans: 2 (Corrected)

6. In the Vendor Lead to Channel Opportunity process, which job role is responsible for reviewing
the assigned opportunity details, accepting the opportunity, and engaging the appropriate resources
to manage the opportunity to a successful conclusion?

1. Partner Account Manager

2. Sales Manager
3. Channel Sales Manager
 4. Partner Sales Representative
5. Channel Account Manager

Ans: 4

7. As part of the Research and Engage Prospects stage, which option best defines social listening?

1. Monitoring websites for unfavourable opinions of a company's products

2. Responding to customer complaints through direct responses on social media websites
3. Generating product hype by paying influencers on social media sites
4. Monitoring social media for buyer digital body language, buying cues, and requests for
recommendations

Ans: 4

8. Which is an input for the Develop Initial Dialog process?

1. A social media site administrator posts a link to a white paper site explaining the benefits of
the company's products.
2. A prospect shows purchase intent and posts a query on product/service features or pricing
on social media.
3. The Sales Representative starts a one-on-one conversation with the prospect and captures
contact information to create a lead.
4. An analytics service analyses the clicking patterns of website visitors.

Ans: 2

9. Charles is the Sales Representative for key account Ajax Inc. Carole is the Sales Manager,
Catherine is the Sales Director, Carlos is the Marketing Director, and Clarice is the Marketing Vice
President. Which two people are primarily responsible for analyzing customer onboarding calls?

1. Charles
2. Clarice
3. Carole
4. Catherine
5. Carlos

Ans: 1, 3 (Corrected)

10. Beth is the Key Account Executive for Brands Inc. Bertha is the Sales Representative, Bobbie is
the Marketing Analyst, and Bernice is the Marketing Director. Who is responsible for generating and
analyzing campaign responses?

1. Bobbie
2. Beth
 3. Bertha
4. Bernice

Ans: 3 (Corrected)

11. Jeff is the Key Account Executive for Cleaner Company. John is the Sales Representative, Jerry is
the Sales Vice President, Jonah is the Marketing Analyst, and Josiah is the Sales Manager (John's
manager). Who is primarily responsible for creating the leads generated from campaign responses?

1. Josiah
2. Jerry
3. Jeff
4. John
5. Jonah

Ans: 4

12. In the Sales Play to Key Account process, which four key account values can be used to segment
key accounts?

1. Account age
2. Global reach
3. Goal alignment
4. Growth potential
5. Profitability
6. Commitment
7. Frequent business

Ans: 3-4-6-7

13. In the Sales Play to Key Account process, organizations analyze buyers' needs based on prospect
insights to customize a personalized offering.

Which role is responsible for this analysis?

1. Marketing Analyst
2. Sales Manager
3. Sales Representative
4. Key Account Executive
5. Sales Analyst

Ans: 3

14. Which two statements are true about the lead qualification process?

1. Lead qualification templates are the only method available to qualify a lead.
2. Lead qualification templates are a series of questions and responses that generate a lead
score.
3. Leads are analyzed by lead qualification templates.
4. The lead rank determines the lead score.

Ans: 2, 3

15. Which job role is responsible for qualifying channel leads?

 1. Channel Sales Manager
2. Channel Account Manager
3. Sales Manager
4. Partner Sales Representative
5. Sales Director

Ans: 4

16. In the Channel Lead to Vendor Opportunity process, Ben, a partner sales representative, has
accepted a lead and conducted promising conversations with the customer, leading him to qualify
the lead.

Once the lead is qualified, what is the next action Ben will take?

1. Retire the lead.

2. Escalate the lead.
3. Reject the lead.
4. Convert the lead.
5. Transfer the lead.

Ans: 4

17. Gina has accepted a lead and conducted a series of interviews with the customer. Based on the
interviews, she has concluded that this lead is not worth pursuing. Which action will Gina take now?

1. Transfer the lead.

2. Reject the lead.
3. Escalate the lead.
4. Retire the lead.
5. Convert the lead.

Ans: 4

18. In an organization, Anita is the Channel Account Manager, Bob is the Partner Sales Manager,
Chris is the Service Representative, Danielle is the Partner Sales Representative, and Edward is the
Channel Sales Manager. Once a lead is converted into an opportunity, who will become the owner of
the opportunity?

1. Edward
2. Anita
3. Chris
4. Bob
5. Danielle

Ans: 5

19. Johanna has qualified and converted her lead to an opportunity. What should be the new status
of her lead?

1. Converted
2. Rejected
3. Qualified
4. Unqualified
5. Escalated
Ans: 1

20. Which four are steps in the Final Forecast Submission process?

1. A Sales Representative submits the initial forecast to the Sales Manager.

2. The Sales Representative can bypass the Sales Manager and directly submit a forecast.
3. The Sales Manager can perform adjustments in the forecast and resubmit it.
4. The Sales Manager reviews the forecast and decides whether to accept or reject it.
5. If the Sales Manager is not satisfied with the forecast, then they can reject it with rejection
notes.

Ans: 1, 3, 4, 5

21. Which are factors in the Opportunity to Forecast process?

1. Lead Rank, Win Probability, Include in Forecast

2. Include in Forecast, Lead Score, Lead Rank
3. Sales Stages, Win Probability, Include in Forecast
4. Win Probability, Lead Source, Sales Stages

Ans: 3

22. Which are the three initial factors to be considered for forecasting output?

1. Estimated Commission
2. Win Probability
3. Sales Stages
4. Close Date

Ans: 2-3-4

23. Which three job roles are involved in the Converting Life Cycle?

1. Sales Manager
2. Quote Developer
3. Order Management Specialist
4. Channel Manager
5. Sales Representative

Ans: 1-4-5

24. Which four job roles participate in the Acquiring Life Cycle?

1. Marketing Vice President

2. Channel Manager
3. Sales Manager
4. Sales Representative
5. Marketing Manager
6. Lead Specialist

Ans: 2, 3, 4, 6 (Corrected)

25. Which two life cycles are part of the Oracle CX Sales Business Process?

1. Creating
 2. Acquiring
3. Developing
4. Managing Leads
5. Converting

Ans: 1-5

26. In the Vendor Lead to Channel Opportunity process, which process is performed by vendors?

select one correct option from the following, with reason

1. Qualify Leads
2. Convert Leads
3. Assign Leads
4. Accept Leads

Ans: 3 (Corrected)

27. Select the correct statement regarding lead score and lead rank.

1. Lead score is based on lead rank.

2. Lead score is always based on allocation of budget.
3. Lead rank and score are independently determined.
4. Lead rank is based on lead score.

Ans: 4

28. Which job role is responsible for accepting leads, qualifying leads, and converting leads to
opportunities?

1. Sales Director
2. Channel Sales Manager
3. Partner Sales Manager
4. Sales Manager

Ans: 4

29. In the Vendor Lead to Channel Opportunity process, which job role is responsible for accepting
or rejecting leads?

1. Channel Sales Manager

2. Partner Sales Manager
3. Vendor Sales Manager
4. Channel Sales Representative
5. Vendor Sales Representative

Ans: 1 (Corrected)

30. Which two statements concerning lead score are correct?

1. Lead score is a score assigned to a lead that can help in its qualification for further stages.
2. The data points/input that form the overall score must come from the lead source data.
3. Lead score can be used as a criterion for lead ranking rules.
4. Lead scoring rules can only be run once per week.
Ans: 1, 3

31. Which three data points can be used to evaluate lead ranking rules?

1. Contact profile data

2. Lead data
3. Opportunity revenue data
4. Customer profile data

Ans: 1-2-4

32. Which three are used for creating leads in the CX Sales application?

1. A Sales Administrator can initiate a built-in lead generation process tool.

2. A Sales Administrator can use the Import Management process.
3. Leads can be created through integration with a marketing application, such as Oracle
Eloqua.
4. A salesperson can manually create new leads in the UI.

Ans: 2-3-4

33. Which two job roles are involved in the Convert Lead to Opportunity process?

1. Partner Sales Representative

2. Channel Account Manager
3. Sales Manager
4. Sales Representative
5. Channel Sales Manager

Ans: 3, 4 (Corrected)

34. Which two statements are true about the lead conversion process?

1. Sales account, product, and revenue information are passed on to the new opportunity.
2. A lead can be automatically converted to an opportunity through the qualification process.
3. When a lead is converted, the status of the lead is changed to Converted.
4. When a lead is converted, the status of the lead is changed to Closed.

Ans: 1, 2

35. Quotes may have one of four statuses. During which status might a Sales Manager be required to
approve an out-of-policy discount?

1. Pending Customer Approval

2. Created
3. Pending Review
4. Approved

Ans: 3

36. Which four key factors are used for service provision?

1. Opportunity Close Date

2. Warranty Start Date
3. Subscription Activation Date
 4. Quote Close Date
5. Product Installation Date
6. Product Shipment Date
7. Subscription Cancellation Date

Ans: 2-3-5-6

37. In the Channel Lead to Vendor Opportunity process, in your organization, Sam is a Partner Sales
Representative, Tina is a Partner Sales Manager, Victoria is a Channel Account Manager, and Walter
is the Channel Vice President.

Who has the responsibility of assigning an opportunity to Sam?

1. Victoria
2. Walter
3. Tina
4. Sam himself

Ans: 1

38. Opportunities can be categorized based on different product groups, service lines, geographies,
industries, and more. What is the term for this categorization?

1. Sales group
2. Sales pipeline
3. Revenue collection
4. Sales forecast
5. Opportunity grouping

Ans: 5

39. Sales groups help the business team to analyze opportunities of a similar type and track their
progression in the sales pipeline. On which three criteria can sales groups be based?

1. Service
2. Product
3. Sales Manager
4. Contracts
5. Business Lines

Ans: 1, 2, 5

40.Which two are lead generation objectives?

1. Reduce submitted service requests from customers.

2. Convert prospects into customers.
3. Increase brand awareness on social media sites.
4. Boost sales.
Ans: 2-4