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Oracle Fusion Customer Relationship Management 11g Sales Essentials

Question No: 11

You are asked to define lookup that provides the ability to define a reference set of values based on a lookup code. Select the lookup type that you should choose for this scenario.

  1. Standard lookup

  2. Value Set

  3. Set-Enabled lookup

  4. Common lookup

  5. Value-Enabled lookup

Answer: C

Explanation: The available kinds of lookups are as follows.

  • Standard

    Lists the available codes and translated meanings

  • Set enabled

    Additionally associates a reference data set with the lookup codes

  • Common Legacy lookups

    Reference; Oracle Fusion Applications Compensation Management, Incentive Compensation Guide Standard, Common, and Set-Enabled Lookups

    Question No: 12

    After adding a new product to a catalog, the product does not appear within the catalog. Identity the three actions you would take to resolve the problem.

    1. Verify the product#39;s life-cycle phase and see if the start and end dates are correct.

    2. Check that the product is listed in the correct catalog.

    3. Verify that the catalog is set as a Rollup Catalog.

    4. Verify that the catalog is not a Template Catalog.

    5. Verify that the catalog edits have been published.

    6. Verify that the catalog contains at least one promotion template for the new product.

    Answer: A,B,E

    Explanation: A: Why did some of the products in my published catalog disappear? Products in your catalog are active for a specified period. Once the period expires, the product becomes inactive and does not appear as part of the published catalog. Activate the products from the Products tab of the Product Group Administration page.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Common CRM Configuration: Define Sales Catalogs

    Question No: 13

    Identify the metric that provides the sum of all weighted revenue values for all forecast items in the forecast period.

    1. Quota metric

    2. Expected Forecast metric

    3. Estimated Adjustment metric

    4. Pipeline metric

    5. Closed Revenue metric

    Answer: B

    Explanation: The expected forecast metric is the sum of all weighted revenue values for all forecast items in the forecast period. Weighted revenue is the revenue amount multiplied by the probability of the deal closing.

    Reference: Oracle Fusion Applications Sales Implementation Guide, What#39;s an expected forecast?

    Question No: 14

    A sales representative has closed revenue of amount X for a territory for the year 2011, and amount Y for the same territory for the year 2009. Amount X is 122% of amount Y. The market potential for the territory for the year 2012 is an additional 10%.

    Select the best rule to identify the appropriate quota amount (110% of amount X) for the same sales rep for the territory for 2012.

    1. percentage change in a measure over three name time periods

    2. X% growth of a measure over three year exponential moving average

    3. weighted average of a measure over the past three years

    4. Scale a measure from a past period by X%.

    5. percentage change in a measure value over two named periods

    Answer: E

    Explanation: Percentage change in a measure value over 2 named time periods (current and past).

    Subtract the total amounts for a selected measure for a selected year from the total amounts for the current year. Divide the difference by the total of the earlier year to determine the percentage of change. Calculate the percentage of the total value of the current year and add the result to the year#39;s total.

    For example, closed bookings for 2010 minus closed bookings for 2007 divided by 2007 total gives the rate of change as 7 percent. Calculated quotas are 107 percent of the 2007 closed bookings.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Predefined Formulas

    Question No: 15

    A company is, interested in assigning experienced and skilled sales representatives to their key customers. Which two dimensions must be used for achieving this?

    1. Geography

    2. Account

    3. Customer Size

    4. Organization Type

    5. Product

    Answer: A,B

    Question No: 16

    Comprehensive reference and Competitor management helps a sales organization to increase sales velocity and sales productivity. Which is true regarding Oracle Fusion reference and competitor management?

    1. Enables a sales organization to track and manage activity threshold for a competitor.

    2. Enables a sales organization to track revenue won to date, while using reference

    3. Enables a sales organization to develop an end-to-end customer reference program from reference program development, enrolling, and managing reference.

    4. Enables sales organization to develop a comprehensive SWOT analysis of a competitor.

    5. Enables sales organization to develop a comprehensive SWOT analysis of a reference.

    Answer: D

    Explanation: Apart from the above basic details, the following make up a competitor#39;s profile.

  • SWOT Analysis

  • A method for examining the strength, weakness, opportunity, and threat (SWOT) value for

    a competitor. This enables you to understand, plan, and craft an effective competitive strategy when facing a competitive threat on a deal.



    Reference customers are a valuable asset to any organization. Often, a review process is involved in enrolling satisfied customers into a reference program.

    Note 2:

    You can store various details regarding the competitors in your sales domain. As a salesperson, you can use these details when you want specific information regarding a competitor during a sales bid.

    Some of the details that you can record for a competitor include:

    • Stock symbol

    • Company URL

    • Industry

    • Geography

    • Threat level

      The application records the following details automatically based on your sales:

    • Your company#39;s win rate against a competitor

    • Revenue that your company has lost to date while competing against a competitor

      Reference: Oracle Fusion Applications Sales Implementation Guide,Define References and Competitors

      Question No: 17

      An organization is implementing close opportunity management functionality. Select three profile options available to configure the close opportunity management process in Oracle Fusion Sales.

      1. Close Opportunity How Enabled

      2. Close Opportunity Reference Enabled

      3. Close Opportunity Win/Loss Enabled

      4. Close Opportunity Competitor Enabled

      5. Close Opportunity Status Enabled

      Answer: C,D,E

      Explanation: C: If the profile option, Close Opportunity Win/ Reason Requirement, is enabled, require win/

      reason on opportunity and revenue line.

      D: If the profile option, Close Opportunity Competitor Requirement, is enabled, require competitor on opportunity and revenue line.

      E: Revenue line status must be valid for opportunity status.

      Reference; Oracle Fusion Applications Sales Guide, 11g, Summary of Mass Update Opportunities Business Logic

      Question No: 18

      A company has implemented Oracle Fusion Lead Management. The sales manager in the company has asked the sales team to qualify leads for further follow ups with customers/prospects.

      What are the three parameters that determine lead qualification?

      1. approved budget

      2. lead owner assigned

      3. definite purchase timeline

      4. Identified decision maker

      5. ratings

      Answer: A,C,E

      Explanation: In some companies, the basic lead qualification data, including customer budget

      status (A) and time frame (C), gathered by lead qualifiers is considered in the scheduled automated process that determines the lead qualification status value based on


      E: Marketing departments help with the lead qualification process to ensure that only qualified leads are handed over to sales. Leads are typically ranked as

      Hot, Warm, or Cool. Leads are further qualified by the use of company specific standard questions to score a lead. Lead scores are numeric values typically ranging from 1 to 100, where a high score represents high quality.

      Note: The lead lifecycle is captured in the following topics:

      • Lead Generation

      • Lead Qualification

      • Lead Distribution

      • Lead Assessment

      • Lead Conversion

        Note 2: A lead follows a path which ends either with converting the lead to an opportunity, or retiring the lead when no possibility exists of converting the

        lead to a sales opportunity. The lead lifecycle includes an automated process to first capture the leads, then prioritize the leads for sales engagement through

        a scoring and ranking process. Leads are then distributed to appropriate sales resources for further lead qualification, follow-up and conversion.

        Reference; Oracle Fusion Applications Sales Guide, 11g, Lead Qualification: Explained

        Question No: 19

        You are configuring the Sales Assignment Manager based on resource candidates and credit allocation candidates. In your company, resources change frequently but credit allocation is more stable. You a currently deciding how to set the Fusion cache values.

        Select the true statement based on this scenario.

        1. Oracle Fusion cache refresh is set at the Owner Object level because resources change frequently; the Sales cache should be updated daily.

        2. Oracle Fusion cache refresh is set at the Candidate Object level, but must be the same across all levels; because resources change frequently, the cache should be updated daily.

        3. Oracle Fusion cache refresh is set on individual candidate objects; Resource should be set to dally but Credit Allocation might be set to weekly.

        4. This scenario can#39;t be accomplished because it is not possible to have multiple candidate objects for one owner object.

        5. Oracle Fusion Objects are not cached; therefore no cache configuration is necessary.

        Answer: C Explanation:

        When you add or edit a work or candidate object there are several key pieces of information that are required in the definition. For example:

    • Refresh Interval: the number of minutes between refreshes of candidate object data. The default setting is 0 minutes. Valid for top level Candidate objects except Classification Candidate objects.

    • Initial Caches: The initial size of the cache when processing an object. This value will be used the first time the engine processes objects or following a server bounce. The default value is 2, and the maximum value is 20. Only valid for top level Candidate objects except Classification Candidate objects.

    • Maximum Caches: The maximum size of the pool/cache when processing the object. The default value is 5, and the maximum value is 25. Only valid for top level Candidate objects.

    Note: A candidate object is a business object such as a resource or a territory that is associated with one or more work objects for eventual assignment. Creating a candidate object involves entering its application information and selecting its attributes to use in rules or mappings. A special type of candidate object is a classification object. This type of candidate object does not represent a business object that gets assigned to a work object. It is used only with classification rules and is used primarly to rank or qualify leads.

    Note 1:

    As candidate objects are created, they become available as candidates that can be associated with one or more work objects as part of the work object creation process.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Adding an Assignment Object

    Question No: 20

    The sales manager in a company conducts product demos for customers frequently as part of lead management. As part of his activity, the sales manager has two coordinate with different departments in the company through emails to conduct the product demos effectively. Coordination with other departments by emails is a time-consuming activity and requires multiple follow ups.

    Choose the correct solution to automate these coordination activities.

    1. Use Assessment Templates.

    2. Use Sales Methods.

    3. Use Task Templates.

    4. Use Resources Groups.

    5. Use Assessment Templates and Task Template.

    Answer: E

    Explanation: * Task Template

    A task template is an instruction to generate a group of related activities. You

    can associate task templates with an assessment template in order to recommend tasks that should be performed after an assessment has been done for a business object. When you associate task templates with an assessment template, you

    can indicate a score range for each task template, and based on the total score of any assessment that uses your template, one or more task templates will

    be recommended as follow-up activities. In order for a task template to be available to associate with an assessment template, it must be assigned to the same business object type as that assigned to the assessment template, and it must have a subtype of Assessment. Ensure that you have set up task templates correctly before attempting to associate them to assessment templates.

    • Assessment template

      Define Lead Assessments Templates

      Assessment templates can be defined with assessment questions representing industry best practices, sales methodologies, or a combination of both. As

      you enter the different responses to the questions, an assessment progress bar provides immediate rating and feedback based on the assessment definition. You can also use assessment templates to standardize lead follow-up procedures.

      Lead Assessment Templates enable consistent and predictable assessment for all leads in the business unit.


      Lead Assessment

      The salesperson must evaluate the quality of information they have received for the lead. They determine if the details are sufficient to reach out to the customer and assess whether a lead is worth pursuing with the help of preconfigured assessment templates. Assessment templates can further qualify the lead by: