Oracle BigMachines CPQ Cloud Service 2015 Sales Specialist Examen
-
Upload
zimri-zamora -
Category
Documents
-
view
68 -
download
6
description
Transcript of Oracle BigMachines CPQ Cloud Service 2015 Sales Specialist Examen
1. For the following characteristic category, choose the two options that describes the ideal customer profile: Technology Structure
(1) Puntos
(Seleccione todas las respuestas correctas)
Salesforce.com install base (*)
On-premise ERP
On-premise CRM
Cloud offerings (*)
Correct!
2. Which three of the following are common rule types you will find for pricing?
(1) Puntos
(Seleccione todas las respuestas correctas)
Promotions (*)
Bartering
Manufacturer recommended pricing
Quantity Breaks (*)
Tiered pricing (*)
Correct!
3. What LOB most feels the pain of inaccurate/slow quotes? (1) Puntos
Human Resources
Legal
Recruiting
Sales and Sales Ops (*)
Correct!
4. What are two major investments in CPQ that Oracle has made since the acquisition?
(1) Puntos
(Seleccione todas las respuestas correctas)
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]
(1) Puntos
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
Correct!
6. For the following characteristic category, choose the option that describes the ideal customer profile: Major Business Activity
(1) Puntos
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
Correct!
7. Which three of the following are common configuration types you will find for products and services?
(1) Puntos
(Seleccione todas las respuestas correctas)
Self-service
Options (*)
Ready-to-Use
License Terms (*)
Requirements (*)
Correct!
8. Identify two key business or market drivers for an established company: (1) Puntos
(Seleccione todas las respuestas correctas)
Renewal of existing services (*)
New sales team members
Install Base (*)
Net new sale
Correct!
9. Name two types of governmental regulations you have to consider. (1) Puntos
(Seleccione todas las respuestas correctas)
Data center residency rules (*)
Sarbanes-Oxley (*)
Personal information
Labor regulations
Correct!
10. Identify two metrics that impact operation costs (1) Puntos
(Seleccione todas las respuestas correctas)
Discounts
Inventory/Stock (*)
Extended Warranties
Resourcing (*)
Correct!
11. Name two metrics associated with volume
(1) Puntos
(Seleccione todas las respuestas correctas)
Number of Orders (*)
Number of Products
Number of Accounts
Number of Quotes (*)
Correct!
12. Which three of these is an industry or market in which Oracle's CPQ Cloud has a presence?
(1) Puntos
(Seleccione todas las respuestas correctas)
Retail
Government (*)
Telecom
Healthcare (*)
Education (*)
Correct!
13. Identify two key business or market drivers for a growing company: (1) Puntos
(Seleccione todas las respuestas correctas)
Renewal of existing services
Install Base
Net new sale (*)
New sales team members (*)
Correct!
14. Name two methods to increase financial stability (1) Puntos
(Seleccione todas las respuestas correctas)
Adding new products
Forecasting discounts
Aligning contract dates (*)
Merging new products into a contract (*)
Correct!
15. Which two of the following options is the common major activity that define companies benefiting from CPQ Cloud?
(1) Puntos
(Seleccione todas las respuestas correctas)
Manufacturer recommended pricing only
Pricing rules (*)
Sales per Unit
Sale of configurable products or services (*)
Off-the-shelf products or services
Correct!
16. Identify a key business or market driver for the following industry: [Manufacturing]
(1) Puntos
Regulatory Changes
Global Commodity Pricing Changes (*)
M&A Activity
Global Political Climate Changes
All of the Above
Correct!
17. Identify a key business or market driver for the following industry: [Software]
(1) Puntos
Cost of Sale
Consumer Demand (*)
Global Commodity Pricing Changes
Global Political Climate Changes
All of the Above
Correct!
18. Which of the following IS NOT a customer requirement in this market [Manufacturing]
(1) Puntos
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
Correct!
19. Which of the following options are market trends or specific business dynamics driving customer requirements? Select two answers.
(1) Puntos
(Seleccione todas las respuestas correctas)
Decrease in Product Offerings
Decrease in Product Complexity
Increase in Product Offerings (*)
Purchase of CRM Tool (*)
Company Merger with Competitor
Correct!
20. Identify a key business or market driver for the following industry: [Telecommunications]
(1) Puntos
M&A Activity
Global Commodity Pricing Changes
Changes in Product Technology (*)
Global Political Climate Changes
All of the Above
Correct!
21. What is the main ROI benefit of CPQ?
(1) Puntos
Increased Consumer Demand
Higher Volume of Sales Orders (*)
Decreased cost of Warranty
Lowering the price of our product
Correct!
Discovery Questioning
(Responder todas las preguntas de esta sección)
22. Choose the definition that best describes the following term: Directional Questioning
(1) Puntos
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
Correct!
23. Which direction do the Sandler Pain Funnel questions tend to move? (1) Puntos
Down (*)
Right
Up
Left
Correct!
24. Choose the definition that best describes the following term: Chunk Up (1) Puntos
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
Correct!
25. Choose the correct direction for the following question: What specifically do you mean?
(1) Puntos
Left
Right
Up
Down (*)
Correct!
26. Choose the correct direction for the following question: For what purpose?
(1) Puntos
Down
Left
Up (*)
Right
Correct!
27. Choose the correct direction for the following question: If you are not successful, what else is affected?
(1) Puntos
Up
Down
Left (*)
Right
Correct!
28. Choose the definition that best describes the following term: Chunk Down (1) Puntos
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
Correct!
29. Name two reasons why Discovery is valuable (1) Puntos
(Seleccione todas las respuestas correctas)
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.
Correct!
30. Directional Questioning is versatile because the topic is determined by (1) Puntos
Whatever statement the customer makes (*)
The product you are trying to sell
Your field rep
The call plan you have established
Correct!
31. Choose the definition that best describes the following term: Discovery
(1) Puntos
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
Correct!
32. Directional Questioning allows you to ask questions in how many different directions?
(1) Puntos
2
1
4 (*)
3
Correct!
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?
(1) Puntos
Hosted Software
Need an Internet Connection
Available on tablet
Available 24 hrs on all business days. (*)
Correct!
34. How many ERP systems has CPQ Cloud been integrated so far? (1) Puntos
5
20+ (*)
3
10
Correct!
35. What CPQ Cloud offering matches the penetration of Salesforce.com? (1) Puntos
BigMachines Enterprise
BigMachines for the Cloud
BigMachines CPQ Cloud
CPQ Enterprise Cloud
BigMachines Express (*)
Correct!
36. Which two controls can you use to finalize your quote?
(1) Puntos
(Seleccione todas las respuestas correctas)
Discounting (*)
Product add
Renewals
Approvals (*)
Correct!
37. What are three most frequent sales scenarios for CPQ? (1) Puntos
(Seleccione todas las respuestas correctas)
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?
(1) Puntos
(Seleccione todas las respuestas correctas)
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.
Correct!
39. What is the ultimate purpose of CPQ? (1) Puntos
Convert a leads into a customer.
Converts a Quote to a Proposal.
Convert a product list into a price lists.
Convert an opportunity into an order. (*)
Correct!
40. Which two following options correctly state an aspect of Oracle's strategy for the Cloud?
(1) Puntos
(Seleccione todas las respuestas correctas)
One solution fits all
Greater IT involvement
Lower total cost of ownership (*)
Centralized cloud data center
Solutions to fit changing business environment (*)
Correct!
41. Choose the option that correctly states the core value message for Oracle CPQ Cloud.
(1) Puntos
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 (*)
Correct!
42. Where can you start the process of quoting? (1) Puntos
From an opportunity in your CRM system (*)
From an account in your CRM system.
From a product in your CRM system.
From a lead in your CRM system.
Correct!
43. Which Oracle CPQ Cloud product is intended for businesses with less than 500 employees?
(1) Puntos
CPQ Enterprise Cloud
BigMachines for the Cloud
BigMachines Express (*)
BigMachines CPQ Cloud
BigMachines Enterprise
Correct!
44. Which two types of interfaces does CPQ Cloud uses in its administration layer?
(1) Puntos
(Seleccione todas las respuestas correctas)
Drag and Drop (*)
One click zip
Global search
Point and click (*)
Correct!
45. Which of the following IS NOT a key functionality of Oracle CPQ Cloud products?
(1) Puntos
Allows an email 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. (*)
Correct!
46. Which two following options correctly state an aspect of Oracle's strategy for Application Cloud?
(1) Puntos
(Seleccione todas las respuestas correctas)
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. (*)
Correct!
47. Which of the following options correctly states how Oracle CPQ Cloud products fit into the Oracle strategy?
(1) Puntos
(Seleccione todas las respuestas correctas)
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 (*)
Correct!
48. Which of the following options correctly identifies two key differentiators between CPQ Cloud and competitors?
(1) Puntos
(Seleccione todas las respuestas correctas)
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
Correct!
49. Which Oracle CPQ Cloud product can be integrated with Oracle Siebel and Oracle EBS?
(1) Puntos
BigMachines CPQ Cloud (*)
BigMachines Enterprise
CPQ Enterprise Cloud
BigMachines Express
BigMachines for the Cloud
Correct!
50. What are two objectives on the roadmap related to accelerating implementation?
(1) Puntos
(Seleccione todas las respuestas correctas)
Removing complex monitoring tools
Faster deployment with less training and services (*)
Simplify administration (*)
Providing one dedicated data center for CPQ.
Correct!
51. What is the tool used to help executives understand their sales processes and their sales challenges?
(1) Puntos
Business Options Analysis
BigMachines Offer Assessment
BigMachines Operational Scoping
Breakthrough Opportunity Analysis (*)
Correct!
52. Which two following products are Oracle CPQ Cloud Products? (1) Puntos
(Seleccione todas las respuestas correctas)
BigMachines Enterprise
CPQ Enterprise Cloud
BigMachines Express (*)
BigMachines for the Cloud
BigMachines CPQ Cloud (*)
Correct!
53. What is the main function of Guided Selling? (1) Puntos
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.
Correct!
54. What are two objectives on the roadmap related to expanding market and driving revenue?
(1) Puntos
(Seleccione todas las respuestas correctas)
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
Correct!
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?
(1) Puntos
(Seleccione todas las respuestas correctas)
user groups (*)
attending training (*)
hosting an event
building a demo site
Correct!
56. Choose the option that IS NOT a way of establishing your credentials around operational issues.
(1) Puntos
relating to top metrics used in the industry
Speaking to business initiatives
Speaking to the challenges in the industry (*)
relating to people and processes
Correct!
57. Choose the option that IS NOT a way of validating your credibility using industry themes.
(1) Puntos
Speaking to the challenges in the industry
Identifying their business pain (*)
Relating to their business challenges
Relating to trends and opportunities in the industry
Correct!
58. Choose the statement that best defines what it means to credential: (1) Puntos
Showing your ID badge and providing your employee ID to the security deskShowing evidence of your expertise by providing detailed descriptions of Oracle's products and servicesEstablishing 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
Correct!
59. Choose the option that IS NOT one of the three dimensions of credentialing.
(1) Puntos
Operating Issues
Industry Themes
Oracle's Market Position (*)
Our Knowledge
Correct!
60. Choose the option that IS NOT a way of establishing your credentials in the knowledge area.
(1) Puntos
Relate Oracle’s Story
Validating industry expertise by referencing customer stories
Sharing your experience in the industry
Relating detailed product knowledge (*)
Correct!