Oracle Fusion Customer Relationship Management 11g Sales Essentials
Question No: 81
Identify two true statements regarding territory freeze date of a forecast.
A current submitted forecast gets automatically unsubmitted when you modify the territory freeze date of the forecast.
A submitted forecast automatically adjusts its forecast parameters and takes the now freeze date into account.
A sales admin will have to wait till a new territory freeze date to resubmit forecasts.
A sales admin can resubmit forecasts any time after the territory freeze date has changed.
Territory freeze date cannot be modified after submitting the forecast.
Explanation: A: Freeze Date Changes
If the forecast is frozen and the administrator extends the freeze date, then all submitted forecasts are unsubmitted and all the forecasts are no longer frozen.
C: Forecast Submissions
Salespeople can submit their forecasts only after the territory freeze date and before the forecast due date.
Note:The territory freeze date is the date after which forecasting stops accepting territory hierarchy changes in the forecast period for the scheduled forecast. Any territory hierarchy changes that occur between the territory freeze date and the forecast due date are ignored in forecasting rollups from subterritories to parent territories. When the territory freeze date is reached, forecasting activities can begin.
Reference: Fusion Applications Help,Territory Freeze Date: Explained
Question No: 82
Identify the three business entities that can be auto-assigned by territory definition.
Explanation: Territory definitions are used to assign territories to work objects such as leads,
opportunity revenue items, and accounts. Changes defined and activated as part of proposals usually cause reassignment of these work objects based on the new definitions.
Reference: Oracle Fusion Applications Sales Guide, Territory Proposals: Explained
Question No: 83
Identify the three tasks that can be completed through Oracle Page Composer.
Create Object Model extensions.
Create custom pages.
Show, hide, or move page components.
Edit the font, color, or size of a page component#39;s text.
Create custom fields on predefined pages.
Make a field read-only or required.
Explanation: B: You can make a page customizable so that users can modify it at runtime, after your application has been deployed.
C:WebCenter applications provide several ways to move content around on a page. In most cases, the easiest way is to drag and drop. You can do this in Oracle Composer (customization) and in page view mode (personalization).
D:Style and Content Style properties provide an opportunity to fine-tune your application
look-and-feel at the component level.
Style and Content Style properties provide an opportunity to fine-tune your application look- and-feel at the component level.
Note: Use Oracle Composer to change a page layout and to add task flows, portlets, documents, layout components, and other objects to a page. You can also use Oracle Composer to provide values for the properties associated with pages and the objects they contain and to wire pages, task flows, and portlets to each other.
Question No: 84
A company#39;s territory administrator has created territories in Oracle Fusion Sales to assign sales representatives to leads and opportunities, identify two options that would make these territories effective.
Proposal validation returns no errors.
Proposal validation returns errors.
Answer: A,D Explanation:
Actions one can take with territory proposals include:
(A) Validate proposed territories to check for invalid dimension members, gaps, and overlaps.
(D) Create the proposal and set an activation date.
Reference; Oracle Fusion Applications Sales Guide, 11g, Territory Proposals: Explained
Question No: 85
Your company has purchased Oracle Fusion Sales. You have been tasked with setting up security in the Fusion Sales application. To follow proper security guidelines, identify two important tasks to perform after the Initial setup for security administration.
Assign a dedicated IT security user with the IT Security Manager role.
Assign the Super User account with the IT Security Manager role.
Assign all implementation users with the Super User role.
Revoke job Roles form users with the Implementation role.
Revoke the IT Security Manager role from users with the implementation role.
Explanation: As a security guideline, provision a dedicated security professional with the IT Security Manager role as soon as possible after initial security setup (A) and revoke that role from users provisioned with the Application Implementation Consultant role (E).
Reference: Oracle Fusion Applications Order Orchestration Implementation Guide, Set Up the IT Security Manager Job Role
Question No: 86
The design team would like to add a new custom field on a Partner Management page, which only Marketing Partner users can see. What customizations should be applied to effect this change?
Use CRM Application Composer to extend the new field and apply Partners layer from the Customize Customer pages.
Use CRM Application Composer to extend the new field and apply External Layer from the Customize Customer pages.
Use Oracle composer to extend the new field and apply the Marketing Partner job role from the Customize Customer pages.
Use Oracle composer to extend the new field and apply External Layer from the Customize Customer pages.
Use CRM Application Composer to extend the new field and apply Site Layer from the Customize Customer pages.
Explanation: Task: Select the MDS layer where you want to author customizations, such as at the site layer or job role layer.
Available in Oracle Composer? Yes.
Available in Oracle Fusion CRM Application Composer? No (not A, B, E)
The customizations that you make to the Sales dashboard are applied based on your layer selection:
Your customizations are visible to all users.
External or Internal
Depending on your selection, your customizations are visible to either external or internal users.
External users could be your partners or anonymous users. Internal users could be your employees.
Your customizations are visible to users who have the selected job role.
Note:Oracle Composer lets you make user interface changes at run time, such as hide or show fields and regions, across all Oracle Fusion applications. You can also customize a page by adding new content from the Resource Catalog.
Reference: Customizing Oracle Fusion Sales Pages Using Oracle Composer: Explained
Question No: 87
The territory administrator has defined a territory in the following manner:
Account Type = Named
Customer size = Medium
Geography = US West
Identify the valid entity based on the preceding territory definition.
Any customer who is defined as a Named Account in Fusion Customer Center.
Any customer who is a Named Account of a medium size organization in the US West zone
Any customer with a medium size organization in the US West zone
Any customer who is named, or whose customer size is medium, or is in the US West zone
Any prospect who is named, or whose customer size Is medium, or is in the US West zone
Explanation: All dimension values combine to define the territory boundaries. For example, if Geography = United States and Product = Green Servers, then the territory boundaries are United States AND Green Servers.
Note: You want to assign major sales accounts to Named accounts territories. A named account territory can have child territories identified by other criteria, such as geography. You also have territories with the account type of Not Named that include no major named sales accounts in the hierarchy.
Note 1: Dimensions are attributes that define jurisdiction boundaries of territories. For example, the geography dimension can be used to define territories by country or postal code. Territory dimensions are used to assign sales accounts, leads, and opportunities to the correct territories.
Each territory dimension is matched to an attribute of the object being assigned. Product and Sales Channel are matched to lead and opportunity attributes directly. The rest of the dimensions are matched to sales account attributes either when assigning sales accounts to territories, or when assigning leads and opportunities to territories, in which case the sales account for the transaction is used.
Note 2 :The dimensions available for defining territories are:
->Account type: Named or Not Named
->Customer size: from the Organization Size lookup
->Product: A hierarchy from the Sales Catalog
->Auxiliary 1, 2, 3
Reference: Oracle Fusion Applications Sales Implementation Guide, Define Territory Management Dimensions
Question No: 88
Identity the attributes that need to be defined while configuring sales stage in a sales methodology.
Phase, Order, Duration mid Stalled Deal Limit.
Phase, Order, Duration and Opportunity Status
Phase, Win probability Range, Opportunity Status
Phase, Order, Win Probability Range, Duration and Stalled Deal Limit
Status, Order, Win Probability Range\ Duration and Stalled Deal
Explanation: Sales Stage Attributes
When setting up the sales stage, sales administrators typically define the following attributes:
Phase: Indicates the phase of the sales stage in the sales cycle and provides a way to define groups of sales stages. For example, the first phase of an opportunity sales method might be the Discovery phase, where the salesperson researches the customer#39;s needs and begins to formulate a plan for what to sell the customer.
Order: Specifies the sequential ordering of stages within a sales method. For example, the first phase of a sales stage might be the Discovery phase, while the last might be the Conclusion phase.
Duration: Estimated average days an opportunity will remain in a sales stage.
Stalled Deal Limit: Number of days that an opportunity is allowed to remain in a particular sales stage. If the opportunity exceeds this limit, the opportunity is considered stalled.
Administrators can use the supplied sales stages or create new sales stages unique to their businesses. Administrators also have the option of adding a sales coach that defines the process steps and recommends resources that can guide the salespeople through each sales stage.
Reference: Oracle Fusion Applications Sales Implementation Guide, Sales Stage Attributes
Question No: 89
Identify the relationship between sales methods and sales stages.
many to one
Explanation: Sales methods and sales stages have a one-to-many relationship. In a typical implementation, a single sales method has several sales stages. Each stage within a sales method delineates the progress of an opportunity.
Reference: Oracle Fusion Applications Sales Implementation Guide, Sales Methods and Sales Stages: How They Fit Together
Question No: 90
Which statement is true if a user has not configured the Close Window field in the sales methodology?
Opportunity close date is defaulted with the value of the Opportunity effective End Date profile option.
Opportunity close date is defaulted with sysdate.
Opportunity close date is defaulted with the value of the Opportunity Close Date Default profile option.
Opportunity close date is defaulted with sysdate plus 30.
Opportunity close date is defaulted with the value of the Opportunity freeze Date Default profile option.
Explanation: If the Close Window attribute of the sales method has not been set, the application retrieves the default close window from the Opportunity Close Date Default profile option.
Reference: Oracle Fusion Applications Sales Implementation Guide. Sales Method Setup