3. What LOB most feels the pain of inaccurate/slow quotes? (1) Puntos

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1 1. For the following characteris tic category, choose the two options that describes the ideal customer profile: Technology Structure Salesforce.com install base (*) On-premise ERP On-premise CRM Cloud offerings (*) 2. Which three of the following are common rule types you will find for pricing? Promotions (*) Bartering Manufacturer recommended pricing Quantity Breaks (*) Tiered pricing (*) 3. What LOB most feels the pain of inaccurate/slow quotes? Human Resources Legal Recruiting Sales and Sales Ops (*)

2 4. What are two major investments in CPQ that Oracle has made since the acquisition? Integrate with HCM products Build connectors to existing Oracle products (*) Develop a platform to accommodate CPQ requirements Doubled the size of the development team (*) Incorrect. Oracle has doubled the size of the development team and is building connectors to existing Oracle products. 5. Which of the following options correctly states Oracle's strategy for addressing the market [Software] Lowering the price of our product Subscription to PC Magazine Making Cloud an Option Developing Enhancements that sync to a broader set of Tools (*) Attending User Conferences 6. For the following characteris tic category, choose the option that describes the ideal customer profile: Major Business Activity Has projected a flat to less than flat growth rate Has recently acquired several small companies (*) Has recently gone through a major merger Has recently gone through a budgetary freeze Has concerns about moving business to Cloud

3 7. Which three of the following are common configuration types you will find for products and services? Self-service Options (*) Ready-to-Use License Terms (*) Requirements (*) 8. Identify two key business or market drivers for an established company: Renewal of existing services (*) New sales team members Install Base (*) Net new sale 9. Name two types of governmental regulations you have to consider. Data center residency rules (*) Sarbanes-Oxley (*) Personal information Labor regulations 10. Identify two metrics that impact operation costs Discounts Inventory/Stock (*) Extended Warranties

4 Resourcing (*) 11. Name two metrics associat ed with volume Number of Orders (*) Number of Products Number of Accounts Number of Quotes (*) 12. Which three of these is an industry or market in which Oracle's CPQ Cloud has a presence? Retail Government (*) Telecom Healthcare (*) Education (*) 13. Identify two key business or market drivers for a growing company: Renewal of existing services Install Base Net new sale (*) New sales team members (*) 14. Name two methods to increase financial stability

5 Adding new products Forecasting discounts Aligning contract dates (*) Merging new products into a contract (*) 15. Which two of the following options is the common major activity that define companies benefiting from CPQ Cloud? Manufacturer recommended pricing only Pricing rules (*) Sales per Unit Sale of configurable products or services (*) Off-the-shelf products or services 16. Identify a key business or market driver for the following industry: [Manufacturin g] Regulatory Changes Global Commodity Pricing Changes (*) M&A Activity Global Political Climate Changes All of the Above 17. Identify a key business or market driver for the following industry: [Software] Cost of Sale Consumer Demand (*) Global Commodity Pricing Changes

6 Global Political Climate Changes All of the Above 18. Which of the following IS NOT a customer requirement in this market [Manufacturing] Sync up with a Design Tool Real-time pricing for Products (*) Ability to manage complex product configurations Ability to guide customers to product choices Contract or Purchase Order workflow 19. Which of the following options are market trends or specific business dynamics driving customer requirements? Select two answers. Decrease in Product Offerings Decrease in Product Complexity Increase in Product Offerings (*) Purchase of CRM Tool (*) Company Merger with Competitor 20. Identify a key business or market driver for the following industry: [Telecommunications] M&A Activity Global Commodity Pricing Changes Changes in Product Technology (*) Global Political Climate Changes All of the Above What 21. is the main ROI bene fit of CPQ?

7 Increased Consumer Demand Higher Volume of Sales Orders (*) Decreased cost of Warranty Lowering the price of our product Discovery Questioning (Responder todas las preguntas de esta sección) 22. Choose the definition that best describes the following term: Directional Questioning a prescriptive technique with pre-determined questions a conversational technique that puts you in control of the discussion so you can control the outcome (*) a conversational technique that has no strategy; just go with the flow a conversational technique with a pre-determined set of questions 23. Which direction do the Sandler Pain Funnel questions tend to move? Down (*) Right Up Left 24. Choose the definition that best describes the following term: Chunk Up Asking questions designed to identify other pains Asking questions that elevate a topic (*) Asking questions that get into more detail about a topic Asking questions designed to identify other opportunities 25. Choose the correct direction for the following question: What specifically do you mean?

8 Left Right Up Down (*) 26. Choose the correct directio n for the followin g questio n: For what purpose? Down Left Up (*) Right 27. Choose the correct direction for the following question: If you are not successful, what else is affected? Up Down Left (*) Right 28. Choose the definition that best describes the following term: Chunk Down Asking questions that get into more detail about a topic (*) Asking questions designed to identify other pains Asking questions designed to identify other opportunities Asking questions that elevate a topic

9 29. Name two reasons why Discovery is valuable It qualifies the leads. It helps to uncover specific business pains and needs. (*) It expands the possible future value of an Oracle solution (*) It is product centric. 30. Directional Questioning is versatile because the topic is determined by Whatever statement the customer makes (*) The product you are trying to sell Your field rep The call plan you have established Choose 31. the definitio n that best describe s the followin g term: Discove ry a conversational technique that has no strategy; just go with the flow the process of engaging a customer in order to identify the customer's business pains, goals, and values (*) a prescriptive technique with pre-determined questions the process of navigating gatekeepers and key stakeholders within an organization 32. Directional Questioning allows you to ask questions in how many different directions? 2

10 1 4 (*) 3 CPQ Cloud Product (Responder todas las preguntas de esta sección) 33. Which of the following options IS NOT a key aspects of the minimum environment required for Oracle CPQ Cloud? Hosted Software Need an Internet Connection Available on tablet Available 24 hrs on all business days. (*) 34. How many ERP systems has CPQ Cloud been integrated so far? (*) What CPQ Cloud offering matches the penetration of Salesforce.com? BigMachines Enterprise BigMachines for the Cloud BigMachines CPQ Cloud CPQ Enterprise Cloud BigMachines Express (*) 36. Which two control

11 s can you use to finaliz e your quote? Discounting (*) Product add Renewals Approvals (*) 37. What are three most frequent sales scenarios for CPQ? B2B direct sales channels (*) B2B indirect sales channels B2B indirect sales channels (*) B2B Partner sales channels (*) B2B direct sales channels Incorrect. They are the three B2B scenarios. 38. What are the two objectives on the roadmap related to selling with other Oracle cloud products? Providing pre-integration to Sales Cloud, product hubs and ERP billing and fulfillment (*) Support sales order capture to complete a lead-to-cash solution on the Oracle applications stack. (*) Providing one dedicated data center for CPQ. Allowing to use CPQ Cloud with Oracle 12g Database. 39. What is the ultimate purpose of CPQ? Convert a leads into a customer. Converts a Quote to a Proposal.

12 Convert a product list into a price lists. Convert an opportunity into an order. (*) 40. Which two following options correctly state an aspect of Oracle's strategy for the Cloud? One solution fits all Greater IT involvement Lower total cost of ownership (*) Centralized cloud data center Solutions to fit changing business environment (*) 41. Choose the option that correctl y states the core value messag e for Oracle CPQ Cloud. Helps you manage Sales Reps more closely Great tool just for Sales Helps to Reduce your Sales Organization Good way to get show your customers you are in the Cloud Allow you to sell more efficiently to your customers (*) 42. Where can you start the process of quoting? From an opportunity in your CRM system (*) From an account in your CRM system. From a product in your CRM system.

13 From a lead in your CRM system. 43. Which Oracle CPQ Cloud product is intended for businesses with less than 500 employees? CPQ Enterprise Cloud BigMachines for the Cloud BigMachines Express (*) BigMachines CPQ Cloud BigMachines Enterprise 44. Which two types of interfaces does CPQ Cloud uses in its administration layer? Drag and Drop (*) One click zip Global search Point and click (*) 45. Which of the following IS NOT a key functionality of Oracle CPQ Cloud products? Allows an workflow approval of contracts It has limits on the complexity of products it can configure It has an option called "Guided Selling" It's completely in the Cloud and started out that way Can be accessed and used on mainframe. (*) 46. Which two following options correctly state an aspect of Oracle's strategy for

14 Applicati on Cloud? Provide the best CRM suite for the Enterprise. A full CX suite comprising six integrated pillars. (*) Integration with a variety of on-premise products From customer acquisition through ensuring good customer service. (*) 47. Which of the following options correctly states how Oracle CPQ Cloud products fit into the Oracle strategy? Gives customers a choice between CRM and CPQ Oracle made the acquisition prior to determining the strategy Oracle wants to balance its list of On-Prem & Cloud Products CPQ is a natural bolt-on to CRM (*) Completes the End-to-End Sales Process for a customer (*) 48. Which of the following options correctly identifies two key differentiators between CPQ Cloud and competitors? CPQ Cloud has fewer Fortune 500 customers CPQ Cloud has many more referenceable customers (*) CPQ Cloud works with multiple CRM Systems (*) CPQ Cloud competitors spend more on Development CPQ Cloud has very few referenceable customers 49. Which Oracle CPQ Cloud product can be integrated with Oracle Siebel and Oracle EBS? BigMachines CPQ Cloud (*) BigMachines Enterprise CPQ Enterprise Cloud

15 BigMachines Express BigMachines for the Cloud 50. What are two objectives on the roadmap related to accelerating implementation? Removing complex monitoring tools Faster deployment with less training and services (*) Simplify administration (*) Providing one dedicated data center for CPQ. 51. What is the tool used to help executive s understa nd their sales processes and their sales challenge s? Business Options Analysis BigMachines Offer Assessment BigMachines Operational Scoping Breakthrough Opportunity Analysis (*) 52. Which two following products are Oracle CPQ Cloud Products? BigMachines Enterprise CPQ Enterprise Cloud

16 BigMachines Express (*) BigMachines for the Cloud BigMachines CPQ Cloud (*) 53. What is the main function of Guided Selling? Provides lists of products and MSRP pricing. Provides selection steps of pre-approved configurations (*) Presents the sales stages of the opportunity. Opens a new window to calculate pricing. 54. What are two objectives on the roadmap related to expanding market and driving revenue? Establish as leader in the B2C segment. Broader Language Support (*) Support the most complex products and pricing system configuration (*) Make CPQ Cloud available on all browsers Creating Your Credentials (Responder todas las preguntas de esta sección) 55. Which two of the following options is a way to build your knowledge to create strong credentials? user groups (*) attending training (*) hosting an event building a demo site

17 Choose 56. the option that IS NOT a way of establishi ng your credential s around operation al issues. relating to top metrics used in the industry Speaking to business initiatives Speaking to the challenges in the industry (*) relating to people and processes 57. Choose the option that IS NOT a way of validating your credibility using industry themes. Speaking to the challenges in the industry Identifying their business pain (*) Relating to their business challenges Relating to trends and opportunities in the industry 58. Choose the statement that best defines what it means to credential: Showing your ID badge and providing your employee ID to the security desk Showing evidence of your expertise by providing detailed descriptions of Oracle's products and services Establishing trust and confidence with the customer through the sharing of your credentials and what you are going to do for them around industry, operational and knowledge themes. (*) Building a relationship with the customer by finding common ground personally and professionally 59. Choose the option that IS NOT one of the three dimensions of credentialing. Operating Issues Industry Themes Oracle's Market Position (*)

18 Our Knowledge 60. Choose the option that IS NOT a way of establishing your credentials in the knowledge area. Relate Oracle s Story Validating industry expertise by referencing customer stories Sharing your experience in the industry Relating detailed product knowledge (*)