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Oracle Sales Business Process Foundations Associate Rel 2 Sample Questions (Q11-Q16):

NEW QUESTION # 11
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?

A. Catherine
B. Charles
C. Carlos
D. Carole
E. Clarice

Answer: B,D

Explanation:
Analyzing customer onboarding calls falls to sales roles directly involved with the account. "Charles" (A), the Sales Representative, handles day-to-day interactions and gathers insights from calls. "Carole" (C), the Sales Manager, oversees the process and ensures alignment with sales goals. "Catherine" (D), "Carlos" (E), and "Clarice" (B) are higher-level or marketing roles, less involved in operational analysis. The corrected answer (Ans: 1, 3) fits Oracle's sales team responsibilities.

NEW QUESTION # 12
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?

A. Partner Sales Representative
B. Channel Sales Manager
C. Channel Account Manager
D. Partner Account Manager
E. Sales Manager

Answer: A

Explanation:
The "Partner Sales Representative" (D) is tasked with reviewing and accepting opportunities assigned by the vendor (via the Channel Account Manager) and driving them to closure by engaging resources. This role is partner-side and operational, unlike "Partner Account Manager" (A) or "Channel Account Manager" (E), which are more strategic. "Sales Manager" (B) and "Channel Sales Manager" (C) oversee broader teams, not individual opportunity management. The answer (Ans: 4 from Page 3) reflects partner-side responsibility.

NEW QUESTION # 13
Which three data points can be used to evaluate lead ranking rules?

A. Contact Profile Data
B. Customer Profile Data
C. Opportunity Revenue Data
D. Lead Data

Answer: A,B,D

Explanation:
In Oracle CX Sales, lead ranking rules prioritize leads based on relevant data. "Contact Profile Data" (A) includes individual details (e.g., role, engagement), critical for ranking. "Lead Data" (B) encompasses lead-specific attributes (e.g., score, source), the foundation of ranking. "Customer Profile Data" (D) provides account-level insights (e.g., size, industry), enhancing prioritization. "Opportunity Revenue Data" (C) applies post-conversion, not to lead ranking. The answer (Ads: 1, 2, 4) aligns with Oracle's lead management framework.

NEW QUESTION # 14
Which two statements are true about the lead conversion process?

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

Answer: A,C

Explanation:
In Oracle CX Sales, "Sales account, product, and revenue information are passed on" (A) is true, as these details populate the opportunity. "Status changed to Converted" (C) is also true, marking the lead's transition. "Automatically converted through qualification" (B) can occur with rules, but isn't universally true without configuration. "Status changed to Closed" (D) is false; "Converted" is distinct from "Closed" (e.g., Retired). The answer (Ans: 1, 3) aligns with Oracle's lead lifecycle.

NEW QUESTION # 15
Which statement about quote generation is incorrect?

A. The quoting application may add products and services vital for a successful solution.
B. Discounts may be applied to the quote during the quote generation process.
C. Quotes are created based on the product details in the opportunity.
D. Once a quote is complete, it is immediately sent to the customer for approval.

Answer: D

Explanation:
In Oracle CX Sales, quote generation follows a structured process. "Discounts may be applied" (B) is correct, as discounts are configurable during quoting. "Quotes are created based on opportunity product details" (C) is accurate, linking quotes to opportunities. "Adding vital products/services" (D) is possible to ensure a complete solution. However, "immediately sent to the customer" (A) is incorrect because quotes typically require internal review or approval (e.g., for out-of-policy discounts) before being sent, making this the incorrect statement (RDS: 1).

NEW QUESTION # 16
......

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Ian Lewis Ian Lewis

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