oracle fusion customer relationship management 11g presales specialist assessment
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Oracle Fusion Customer Relationship Management 11g PreSales Specialist AssessmentTRANSCRIPT
1. Performance issues for one customer, in the Oracle cloud, ________.
Mark for Review (1) Points
Do not have any impact on other customers (*)
Do impact other customers
Only impact customer hosted at the same data center
Incorrect, Performance issues for one customer do not impace any others.
2. Moore's Law says - the power of computers doubles every ____ years. Mark for Review
(1) Points
2 (*)
5
3
1
Incorrect, Moore's Law says that the power of computers doubles every 2 years.
3. What are three types of flexible, Fusion integration? Mark for Review
(1) Points
(Choose all correct answers)
User Interface (*)
Bulk data management (*)
Social Engagement model
Workflow (*)
Incorrect, Workflow, bulk data management and user interface are types of flexible, Fusion integration.
4. Performance and productivity gains are realized with the arbitration of resources pulled out of the Fusion application logic and pushed down to the ______.
Mark for Review (1) Points
Metadata
Middleware
Hardware (*)
Incorrect, Pulling the arbitration of resources out of the Fusion application logic and pushing it down to the hardware, increases performance and productivity.
5. Analytics, prior to Fusion, provided insight but did not make it easy to perform the necessary ______. Mark for Review
(1) Points
Action (*)
Link to Opportunities
Reporting
Incorrect, Fusion analytics is the first to provide both insight, and the ease to perform the necessary action.
6. Solutions have no
inherent value. They derive value from which two of the following?
Mark for Review (1) Points
(Choose all correct answers)
The problems they solve (*)
An increase in revenue
The results they produce (*)
The inefficiencies they uncover
Incorrect, The value of a solution is derived from the problems it solves and the results it produces.
7. What are two important steps when structuring a discovery conversation? Mark for Review
(1) Points
(Choose all correct answers)
Discuss pricing
Elicit proof (*)
Prioritize (*)
Provide demo
Incorrect, Eliciting proof and prioritizing are two important steps when structuring a discovery conversation.
Fusion CRM Extensibility Overview (Answer all questions in this section)
8. Process Composer is used primarily for configuring _________. Mark for Review
(1) Points
Approvals (*)
Sales Predictor Templates
Business process flows
Incorrect, Process Composer is used primarily for configuring approvals.
9. What functionality would you use to point to a record from another object? Mark for Review
(1) Points
Default values
Constrain properties
Static validation
Dynamic choicelist (*)
Incorrect, a Dynamic choicelist would be used when you want to point to a record from another object.
10. Extensibility that allows integration to external systems is ___________. Mark for Review
(1) Points
Web Services (*)
Access Control
Admin Configuration
Correct, the extensibility component that allows integration to external systems is Web Services.
11. Oracle
(page) Composer leverages UIs created by which other composer?
Mark for Review (1) Points
BI Reports
Process Composer
CRM Composer (*)
Incorrect, Oracle Composer leverages UIs created by CRM Composer.
12. Each object is limited to ______ fields. Mark for Review
(1) Points
700
500
350
625 (*)
Incorrect, each object is limited to 625 fields.
Fusion CRM Solution Overview & Cloud Strategy (Answer all questions in this section)
13. The biggest difference between previous CRM offerings (e.g. Siebel, CRM OD) and the Fusion cloud offering is what type of integration? Mark for Review
(1) Points
Territory Management (*)
Business Intelligence
Social
Mobile
Incorrect, the Territory Management integration is the biggest difference between previous and Fusion cloud CRM.
14. Oracle's cloud includes all of the following components except __________. Mark for Review
(1) Points
Exalogic Services (*)
Platform Services
Common Infrastructure Services
Social Services
Application Services
Incorrect, Oracle's cloud consists of the following services: Infrastructure, Platform, Application and Social
15. Fusion Applications are a full suite of products with what two of the following attributes? Mark for Review
(1) Points
(Choose all correct answers)
Unique data model
Built from the ground up (*)
Common platform (*)
Strong firewall security
Correct, Fusion Applications are a suite of products built from the ground up on common platform and data models with shared services.
16. Which of the following is not a Fusion CRM, Sales Productivity component?
Mark for Review (1) Points
Mobile Sales
Territory Management (*)
Opportunity Management
Customer Center
Incorrect, Territory Management is not part of Sales Productivity, it is part of Sales Planning.
17. There are over _____ products in the Fusion Application suite. Mark for Review
(1) Points
100 (*)
250
50
Incorrect, There are 100+ products in the Fusion Application suite.
Fusion CRM Market Definitions & Trends (Answer all questions in this section)
18. Fusion applications are meant to do which of the following? Mark for Review
(1) Points
Add acquired technology to existing applications
Replace existing Oracle applications
Be adopted alongside applications unlimited products (*)
Incorrect, Fusion applications are intended to be adopted alongside applications unlimited products.
19. What driving force inflection points were instrumental in building of Fusion Applications? Mark for Review
(1) Points
User Adoption, Business Process Improvement, Strategic Analysis
User experience, innovation, deployment (*)
Standardization, Simplification, Socialization
Globalization, Governance, Insight
Correct, User experience, innovation and deployment are the three inflection points around Fusion applications.
20. Fusion is the only application that can be deployed on premise or SaaS with the same ________. Mark for Review
(1) Points
Infrastructure
Code line (*)
Reporting base
Scripting language
Incorrect, Fusion is the only application that can be deployed on premise or SaaS with the same code line.
21. The current Oracle Fusion SaaS release schedule is _____ times per
year?
Mark for Review (1) Points
4
3 (*)
5
2
Incorrect, The Fusion SaaS release schedule is 3/year.
22. Sales Execution functionality, as part of Sales & Marketing, includes what three components? Mark for Review
(1) Points
(Choose all correct answers)
Leads & Opportunities (*)
Territories
Quotas & Commissions (*)
Sales Prediction
Partners (*)
Incorrect, Quota & Commissions, Leads & Opportunities and Partners are all part of Sales Execution.
Fusion CRM Positioning the Solution (Answer all questions in this section)
23. What are the two sides of the Customer Lifecycle infinity loop? Mark for Review
(1) Points
(Choose all correct answers)
Market & Support
Sales & Service (*)
Buy & Own (*)
Incorrect, buy and own are the two sides of the
Customer Lifecycle infinity loop.
24. According to recent cloud surveys, what is the top customer concern? Mark for Review
(1) Points
Security & data privacy (*)
Cloud silos
Loss of visibility & control
Incorrect, The top customer cloud concern is security & data privacy.
25. The value proposition for sales executives includes all of the following except _______. Mark for Review
(1) Points
Grow revenue
Know more
Clean data (*)
Boost productivity
Correct, Clean data is a value proposition for a CIO.
26. With a shift
in sales force automation selling strategy, Oracle's target economic buyer has moved from the CIO/IT executive to _______.
Mark for Review (1) Points
Chief Technology Officer
Chief Financial Officer
Sales executive (*)
Incorrect, The target economic buyer for sales force automation has shifted from CIO to Sales executive.
Fusion CRM Product Area Features & Functions - Technical (Answer all questions in this section)
27. What are two ways Oracle has satisfied IT requirements with Fusion mobile applications? Mark for Review
(1) Points
(Choose all correct answers)
Zero code to customize (*)
Data cleansing integration
Metadata leveraged from the enterprise application (*)
Saved passwords on device
Incorrect, zero code to customize and metadata leveraged from the enterprise application both satisfy IT requirements.
28. Fusion Tap combines which two product modules? Mark for Review
(1) Points
(Choose all correct answers)
IC
ERP
CRM (*)
HCM (*)
Incorrect, Fusion Tap combines CRM and HCM functionality.
29. What are three things you can find about a customer in the Fusion CRM Customer Center? Mark for Review
(1) Points
(Choose all correct answers)
Contracts (*)
Profile information (*)
Territory mapping
One Source details (*)
Incorrect, From the Customer Center you can view customer profile, contracts and One Source information.
30. Which of the following is not a currently supported mobile device for Fusion applications? Mark for Review
(1) Points
Blackberry
Android (*)
iPhone
iPad
Correct, the Android device is not currently supported.
31. Smartphones are typically used for which two of the following in the
context of
Mark for Review (1) Points
Sales Force Automation?
(Choose all correct answers)
Social networking
Location services
Data reference (*)
Low volume transactions (*)
Incorrect, Low volume transactions and data reference are two typical uses for smartphones as related to SFA.
32. Which application is currently supported by CRM Desktop? Mark for Review
(1) Points
Gmail
Lotus Notes
Outlook (*)
Incorrect, Outlook is currently the only supported application for CRM Desktop.
33. What functionality is available with Fusion Smartphone and not for Tablet? Mark for Review
(1) Points
Sales Team
Around Me (*)
Attachments
Incorrect, Around me is only available with Fusion Smartphone.
Fusion CRM Objection Handling (Answer all questions in this section)
34. A typical SFDC presentation against Oracle will include all of the following except __________. Mark for Review
(1) Points
SFDC is social
SFDC has the most advanced cloud network (*)
Oracle has significant functionality gaps
Oracle has a negligible cloud installed base
Correct, SFDC has not claimed to have the most advanced cloud network.
35. What is the only thing shared in an advanced virtual tenancy setup? Mark for Review
(1) Points
Upgrade schedule
Support
Underlying hardware (*)
Security
Incorrect, The only thing shared in an advanced virtual tenancy setup is the underlying hardware.
36. Enterprise software is inherently complex. Fusion applications are designed to remove complexity by providing applications built on __________.
Mark for Review (1) Points
100% open standards (*)
SoA Architecture framework
Oracle technology stack
Incorrect, Fusion applications are designed to remove complexity by building on 100% open standards.
37. In the quote from ZD Net - "Oracle doesn't innovate" - what does the article go on to say Oracle does instead? Mark for Review
(1) Points
Steal
Follow
Lead
Acquire (*)
Incorrect, ZD Net said, "Oracle doesn't innovate", they acquire.
38. Premier support guarantees full maintenance and support for ___ years from the General Availability date. Mark for Review
(1) Points
10
2
5 (*)
Incorrect, Premier support guarantees full maintenance & support for 5 years from G.A..
39. The ___________ progam is a comprehensive business strategy development program created to identify critical objectives and challenges for unique business needs and understand how technology can address them.
Mark for Review (1) Points
Insight (*)
Key Accounts
Service Delivery Management
Correct, The Oracle Insight program is a comprehensive business strategy development program created to identify critical objectives and challenges for unique business needs and understand how technology can address them.
40. Advanced virtual tenancy can be considered __________. Mark for Review
(1) Points
Cloud 2.5
Current cloud strategy
Cloud 3.0 (*)
Incorrect, Advanced virtual tenancy can be considered Cloud 3.0.
1. What is
the best browser to use with Fusion CRM?
Mark for Review (1) Points
Safari
Internet Explorer
Chrome
Firefox (*)
Incorrect, Fusion CRM works best using a Firefox browser.
2. CRM Desktop for Outlook can be used ______. Mark for Review
(1) Points
Online only
Disconnected and then synced
Both online and disconnected (*)
Correct, CRM desktop can be used on or offline and synced.
3. How is the product catalog displayed in Fusion Tap? Mark for Review
(1) Points
Tree
Wheel (*)
Search
Correct, In Fusion Tap, the product catalog is displayed graphically as a wheel.
4. What functionality is available with Fusion Smartphone and not for Tablet? Mark for Review
(1) Points
Around Me (*)
Attachments
Sales Team
Incorrect, Around me is only available with Fusion Smartphone.
5. Which of the following is a good example of an industry that has heavy adoption of tablet technology? Mark for Review
(1) Points
Pharma (*)
Higher Ed
Industrial Manufacturing
High Tech
Incorrect, the Pharma industry has been the biggest adopter of tablet technology to date.
6. What are
two ways quotas can be distributed in Fusion?
Mark for Review (1) Points
(Choose all correct answers)
Adhoc
Open pipeline ration
Equally (*)
Unadjusted forecast ratio (*)
Incorrect, Quotas can be distributed equally or using an unadjusted forecast ratio.
7. Which cloud application functionality is not yet available? Mark for Review
(1) Points
Tablet
Smartphone
Mobile web (*)
Incorrect, Mobile web functionality is not yet available but is expected soon.
Fusion CRM Required System Architecture (Answer all questions in this section)
8. Performance issues for one customer, in the Oracle cloud, ________. Mark for Review
(1) Points
Do not have any impact on other customers (*)
Do impact other customers
Only impact customer hosted at the same data center
Incorrect, Performance issues for one customer do not impace any others.
9. What are three types of flexible, Fusion integration? Mark for Review
(1) Points
(Choose all correct answers)
Bulk data management (*)
Social Engagement model
User Interface (*)
Workflow (*)
Incorrect, Workflow, bulk data management and user interface are types of flexible, Fusion integration.
10. Moore's Law says - the power of computers doubles every ____ years. Mark for Review
(1) Points
1
5
2 (*)
3
Incorrect, Moore's Law says that the power of computers doubles every 2 years.
11. Which two of the following are security measures in place to allow Fusion customers
Mark for Review (1) Points
to feel their data is safe in the Oracle cloud?
(Choose all correct answers)
Strong Identity Management (*)
Sophisticated data encryption
Data is not comingled (*)
Incorrect, The following security measures are in place to allow customers to feel their data is safe
in the Oracle cloud: Data is not comingled, Strong Identity Management and Firewalls at all layers.
12. The Essbase functionality used in Fusion territory management came from which acquisition? Mark for Review
(1) Points
Hyperion (*)
BEA
Peoplesoft
Siebel
Incorrect, Essbase functionality came from the Hyperion acqusition.
Fusion CRM Objection Handling (Answer all questions in this section)
13. Premier support guarantees full maintenance and support for ___ years from the General Availability date. Mark for Review
(1) Points
10
2
5 (*)
Incorrect, Premier support guarantees full maintenance & support for 5 years from G.A..
14. Which Oracle policy ensures continued releases, co-existence solutions and aligned technology adoption? Mark for Review
(1) Points
Oracle Partner Network
Lifetime support
Applications unlimited (*)
Incorrect, The applications unlimited policy ensures continued releases, co-existence solutions and aligned technology adoption
15. The largest Fusion CRM deployment is at __________. Mark for Review
(1) Points
CRM iT
Pikotek
Oracle (*)
Bimba
Correct, The largest Fusion CRM deployment is at Oracle.
16. SFDC's
CRM scope does not include which two of the following?
Mark for Review (1) Points
(Choose all correct answers)
Lead management
Territory management (*)
Customer master (*)
Quota management
Incorrect, SFDC's CRM scope does not include territory management or customer master.
17. What is the most common customer objection? Mark for Review
(1) Points
Support
Cost (*)
Features
Technology
Correct, Cost is the most common customer objection.
18. F.U.D. is an acronym for __________. Mark for Review
(1) Points
Focus, Unlimited & Determination
Facts, Understanding & Data
Fear, Uncertainty & Doubt (*)
Incorrect, F.U.D. stands for fear, uncertainty & doubt.
19. The ___________ progam is a comprehensive business strategy development
program created to identify critical objectives and challenges for unique Mark for Review
business needs and understand how technology can address them. (1) Points
Key Accounts
Service Delivery Management
Insight (*)
Incorrect, The Oracle Insight program is a comprehensive business strategy development program created to identify critical objectives and challenges for unique business needs and understand how technology can address them.
Fusion CRM Market Requirements Elicitation (Answer all questions in this section)
20. What tool is recommended to help translate soft evidence into hard evidence? Mark for Review
(1) Points
Revegy
Fusion CRM
Excel
Insight (*)
Incorrect, Oracle Insight can help translate soft evidence into hard.
21. Solutions
have no inherent value. They derive value from which two of the following?
Mark for Review (1) Points
(Choose all correct answers)
An increase in revenue
The inefficiencies they uncover
The results they produce (*)
The problems they solve (*)
Incorrect, The value of a solution is derived from the problems it solves and the results it produces.
Fusion CRM Extensibility Overview (Answer all questions in this section)
22. What functionality would you use to point to a record from another object? Mark for Review
(1) Points
Dynamic choicelist (*)
Default values
Static validation
Constrain properties
Incorrect, a Dynamic choicelist would be used when you want to point to a record from another object.
23. Which of the following allows either an URL or a script to be invoked? Mark for Review
(1) Points
Button (*)
Link
Correct, A button can invoke either an URL or a script; a link can only invoke an external URL.
24. In which composer will most time will be spent? Mark for Review
(1) Points
CRM Composer (*)
Process Composer
Oracle Composer
BI Reports
Correct, Most time will be spent in CRM Composer as this is the primary, functional editor.
25. Each object is limited to ______ fields. Mark for Review
(1) Points
500
625 (*)
700
350
Incorrect, each object is limited to 625 fields.
26. There are roughly ____ supported Fusion languages.
Mark for Review (1) Points
30
20
10 (*)
5
Incorrect, there are roughly 10 supported Fusion
languages.
Fusion CRM Solution Overview & Cloud Strategy (Answer all questions in this section)
27. What are two ways Fusion CRM addresses 'VISIBILITY'? Mark for Review
(1) Points
(Choose all correct answers)
Contextual analytics (*)
Real time forecasting (*)
Metadata integration
Customer center
Correct, Real time forecasting, contextual analytics, sales dashboards & mobile analytics all provide visibility in Fusion CRM.
28. Which of the following is not a Fusion CRM, Sales Productivity component? Mark for Review
(1) Points
Territory Management (*)
Opportunity Management
Customer Center
Mobile Sales
Incorrect, Territory Management is not part of Sales Productivity, it is part of Sales Planning.
29. Which two of the following are built-in to Fusion Applications? Mark for Review
(1) Points
(Choose all correct answers)
Customer hub data stewards
Business Intelligence (*)
email Marketing server
Social (*)
Incorrect, BI, Social and Mobile are all built-in as part of the Fusion Apps solution.
30. What was the biggest change for partners with the shift from on-premise to cloud? Mark for Review
(1) Points
Lead Management
Marketing (*)
Social
Partner Relationship Management
Incorrect, the biggest change for partners from on-premise to cloud was marketing functionality.
31. Oracle's cloud
includes all of the following components except __________.
Mark for Review (1) Points
Platform Services
Application Services
Common Infrastructure Services
Exalogic Services (*)
Social Services
Incorrect, Oracle's cloud consists of the following services: Infrastructure, Platform, Application and Social
Fusion CRM Positioning the Solution (Answer all questions in this section)
32. Which product area is not part of the CX portfolio? Mark for Review
(1) Points
Commerce
Service
Sales
Customer Data (*)
Incorrect, Customer Data is not part of the CX portfolio.
33. What are two key focus industries for Fusion? Mark for Review
(1) Points
(Choose all correct answers)
Life Sciences
Financials (*)
Industrial Manufacturing (*)
Retail
Incorrect, Financials and Industrial Manufacturing are two key focus industries for Fusion.
34. What UI should you recommend for Sales Reps and Managers who spend most of their day in Outlook? Mark for Review
(1) Points
Fuse
Web UI
CRM Desktop (*)
Incorrect, CRM Desktop is the UI for Outlook integration with Fusion CRM.
35. With a shift in sales force automation selling strategy, Oracle's target economic buyer has moved from the CIO/IT executive to _______. Mark for Review
(1) Points
Sales executive (*)
Chief Technology Officer
Chief Financial Officer
Correct, The target economic buyer for sales force automation has shifted from CIO to Sales executive.
36. Which of the following is not a component of the social construct provided in Fusion?
Mark for Review (1) Points
Data & Insight
Location services (*)
Social engagement monitoring
Social network
Incorrect, Location services is not a component of the social construct in Fusion.
37. Fusion is the only application that can be deployed on premise or SaaS with the same ________. Mark for Review
(1) Points
Scripting language
Infrastructure
Code line (*)
Reporting base
Incorrect, Fusion is the only application that can be deployed on premise or SaaS with the same code line.
38. Fusion applications are meant to do which of the following? Mark for Review
(1) Points
Be adopted alongside applications unlimited products (*)
Add acquired technology to existing applications
Replace existing Oracle applications
Incorrect, Fusion applications are intended to be adopted alongside applications unlimited products.
39. The current Oracle Fusion SaaS release schedule is _____ times per year? Mark for Review
(1) Points
3 (*)
4
5
2
Incorrect, The Fusion SaaS release schedule is 3/year.
40. Three components of Fusion CRM are _________. Mark for Review
(1) Points
(Choose all correct answers)
Knowledge Management (*)
Sales & Marketing (*)
Customer Hub (*)
Data & Insight
Social network
Incorrect, Fusion CRM includes Sales & Marketing, Customer Hub and Knowledge Management.