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Oracle Fusion Customer Relationship Management 11g Sales Essentials

Question No: 61

In the Oracle Fusion Territory Management application, dimension parameters are used to refine the definition of each dimension so that it meets business requirements. Which two dimensions use parameters to control the number of visible levels in the Dimensional Hierarchy?

  1. Product

  2. Time

  3. Industry

  4. Account Type

  5. Customer Size

Answer: A,B Explanation: A:

Note: The grain of the Product dimension is at the Master level. Therefore, the category set chosen as a value for the Product Dimension parameter (PROD_CAT_SET_ID) must be a Category Set controlled at a Master level but not at the Org level.

Question No: 62

A company is implementing the Oracle Fusion territory Management application. Identify three duty roles related to territory management, which have to be assigned to administrators and users to access the application.

  1. Territory Management Enterprise Administration duty role

  2. Territory Management Enterprise duty role

  3. Territory Management Administration duty role

  4. Territory Management Setup duty role

  5. Territory Management User duty role

Answer: B,C,E

Question No: 63

A sales representative receives 50% revenue credit for an opportunity, and he or she should be protected from being removed from the revenue line when territory re alignment happens, for a specific period of time.

Select the solution to enable this scenario.

  1. Enable lock alignment for the sales representative.

  2. Enable resource protection for the sales representative and specify the Resource Protection Period.

  3. Enable deal protection for the sales representative and specify the Resource Deal Protection Period.

  4. Enable resource protection for the sales representative.

  5. Enable edit access for the sales representative.

Answer: C

Explanation: With the deal protection feature, sales representatives are automatically protected from being removed from a revenue line for which they are receiving sales credit, or from the opportunity team, when territory realignment happens. Deal protection applies to sales resources that get automatically assigned to revenue items as credit recipients or to the opportunity team by the territory-based assignment feature of the assignment manager. The profile option, Resource Deal Protection Period, specifies the default number of days for which sales representatives are protected. An opportunity team member with Full access level can override the dates for which the protection is active.

Reference: Fusion Applications Help, What#39;s deal protection?

Question No: 64

You are the administrator in charge of Oracle Fusion CRM configuration. When your company decides to expand their market to other countries, you are asked to create a new role in the application: VP of Foreign Marketing.

Identify the two tasks that must be performed when you create the role.

  1. Assign the role directly to the resource.

  2. Assign the role to the employee#39;s team.

  3. Set the manager flag to true.

  4. Set the member flag to true.

  5. Assign the new user to the partner resource role type.

Answer: A,E Explanation: Note:Adding New Roles

As a security guideline, copy an existing role and make changes to the copy as a way to modify an existing role to better fit your enterprise, or create a new role for your enterprise.

Modifications include the following actions

Changing a predefined enterprise role or creating a new enterprise role modeled on the existing one, and applying modifications to the new role

Adding a data role by using a predefined data role template

The IT Security Manager and IT Security Administrator roles are authorized to add new roles.

To change a predefined enterprise role by making a copy and modifying the copy use the Authorization Policy Manager.

->Create a new job role, which creates a new group in the Lightweight Directory Access Protocol (LDAP) store.

->Map the duties to the new job role in the role hierarchy.

->Define data security policies referencing the new job role.

New job roles or copies of seeded job roles modified to fit your enterprise should be distinct by including new data security policies.

As a security guideline, if the new role is a data role, generate the data role using the predefined data role templates or Human Capital Management (HCM) data role management. To add a data role by using a predefined data role templates, use the Authorization Policy Manager.

Creating a new data role template to accommodate the data needs of your enterprise is a custom activity.

Reference: Adding New Roles, Oracle Fusion Applications Security Guide

Question No: 65

Select two criteria that must be met for salespeople to submit their forecasts.

  1. forecast past territory freeze date

  2. forecast past forecast due date

  3. forecast before forecast due date

  4. forecast before territory freeze date

  5. territory freeze date past forecast due date

Answer: A,C

Explanation: Salespeople can submit their forecasts only after the territory freeze date and before the forecast due date.

Reference: Oracle Fusion Applications Sales Implementation Guide, Forecast Submissions

Question No: 66

Oracle Fusion Sales supports automatic synchronization of in-sync interrelated attributes between Opportunity and Revenue Line. A sales manager updates the opportunity status attribute to quot;Wonquot;.

Which two automatic in sync updates to Revenue Line attributes will occur?

  1. In-sync Revenue Line Win Probability is unchanged.

  2. In-sync Revenue Line Win Probability is set to 100.

  3. In-sync Revenue Line Close Date is changed to current date.

  4. In-sync Revenue Line status is set to Won.

  5. In-sync Revenue Line status is unchanged.

Answer: B,D

Explanation: Synchronized Opportunity and Revenue Line Attribute Updates

One type of specialized interrelated behavior of common opportunity and revenue line attributes is the propagation of opportunity attribute updates to in-sync revenue line attributes. A common opportunity and revenue line attribute is said to be in-sync if its opportunity and revenue line values are the same, and if the revenue line is in the same status category as its opportunity. The revenue line is said to be in-sync with its opportunity with respect to the attribute.

An update to an opportunity attribute will result in propagation of the same attribute update to all of the opportunity revenue lines where the revenue line is in-sync with respect to the attribute.

Note on B: Opportunity Status Change:To won

Set sales stage to last stage of sales method. Set win probability to 100 percent.

Reference: Oracle Fusion Applications Sales Implementation Guide, Synchronized Opportunity and Revenue Line Attribute Updates

Question No: 67

You are the administrator in charge of configuring your company#39;s Oracle Fusion CRM Resource Organization information.

Select the two components that must be included when creating Sales, Marketing, and Partner organizations.

  1. Name

  2. Business Unit

  3. Industry

  4. Territory

  5. Organization Expiration Date

Answer: A,B

Explanation: *Creating an Organization from an Existing Department

You need to create an organization with sales usage from an existing department if the concerned department needs to be reused as a sales organization.

  1. You can either search for the organization whose usage you wish to modify or click the Create button, select the Create from Existing Department option and specify the name of the organization in the Create Organizationscreen.

  2. Specify the Business Unit to which the organization needs to belong and add Sales Organization under the Organization Usages section of the screen.

*Creating a New Organization with Sales Usage

  1. Select the Create New Organization option in the Create Organization screen and click Next.

  2. Specify the name and business unit of the new organization and select Sales Organization as its usage.

  3. Click Finish to save the new organization with sales usage.

    Reference: Oracle Fusion Applications Marketing Implementation Guide, Creating an Organization from an Existing Department

    Question No: 68

    A sales manager has been assigned to develop a reference program for his organization, with the primary objective of helping the sales organization to identify and position relevant references to prospects and increase sales productivity.

    Select the activity that the sales manager would be able to perform in Oracle fusion Reference Management functionality.

    1. Develop a reference program that includes reference incentives for wins.

    2. Develop a reference program that includes reference registration.

    3. Identity and manage the reference presence in industries.

    4. Build a comprehensive reference SWOT analysis.

    5. Develop and manage reference activity thresholds and threats levels.

Answer: A

Explanation: How can I see the win/loss reason distribution between competitors? Use the competitor analysis graphs to see the distribution of either won or lost reasons for closed opportunities. You can get an insight into the reasons behind your organization#39;s win-loss trends. You can further analyze the reasons for

losing or winning against specific competitors. As a sales manager, you can use this analysis to improve your overall deal success rates and revenues.

Reference:Oracle Fusion Applications Sales Guide, How can I see the win/loss reason distribution between competitors?

Question No: 69

Identify three rule set components used to define rule-based assignment for work objects in Assignment Manager.

  1. Rule Set Type

  2. Filter Settings

  3. Work Object

  4. Rule Action

  5. Candidate Object

Answer: A,B,D

Explanation: The rule set type, filter settings, and rule action are rule set components that work together to tell the assignment manager engine how to process rule-based assignments for work objects.

Note 1: A rule set type is set at the rule set level; and two of the rule set types, Matching Candidate with Scoring and Matching Candidate, require additional filter settings. At the rule level within a rule set, an action setting is entered that determines the action that is performed when a rule is evaluated as true. The rule action works in conjunction with the rule set type.

Note 2:Assignment Manager is a tool that is integrated with other applications for selecting or designating qualified resources for a document or a task. It supports all resource categories defined in the Resource Manager module and cannot be used as a stand alone application. You can use Assignment Manager to assign resources or ownership to a task or a document.

Reference: Oracle Fusion Applications Help, Rule Set Components How They Work Together

Question No: 70

A sales representative has Full access to an opportunity, and would like to change the opportunity#39;s original owner manually. What type of access to the opportunity will the on owner have after the change?

  1. The previous owner will have full access to the opportunity.

  2. The previous owner slays as one of the opportunity owners, along with the newly assigned owner unless manually removed from the team.

  3. The previous owner stays as a non primary team member, unless manually removed from the team.

  4. The previous owner stays as one of the opportunity owners, along with the newly assigned owner, and cannot be manually removed from the team.

  5. The previous owner stays as a non-primary team member and cannot be manually removed from the team.

Answer: C

Explanation: Users with full access to an opportunity can manually assign or re-assign sales team members, including the opportunity owner. If an opportunity is re-assigned to a new owner manually, the original owner stays on the sales team as a non-primary team member, unless he is manually removed from the team.

Reference: Oracle Fusion Applications Sales Implementation Guide, Configure Opportunity Assignment

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