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


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


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


Self-service

Options (*)

Ready-to-Use

License Terms (*)

Requirements (*)

Correct!

8. Identify two key business or market drivers for an established company: (1) Puntos


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


Data center residency rules (*)

Sarbanes-Oxley (*)

Personal information

Labor regulations

Correct!

10. Identify two metrics that impact operation costs (1) Puntos


Discounts

Inventory/Stock (*)

Extended Warranties

Resourcing (*)

Correct!

11. Name two metrics associated with volume

(1) Puntos


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


Retail

Government (*)

Telecom

Healthcare (*)

Education (*)

Correct!

13. Identify two key business or market drivers for a growing company: (1) Puntos


Renewal of existing services

Install Base

Net new sale (*)

New sales team members (*)

Correct!

14. Name two methods to increase financial stability (1) Puntos


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


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


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


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 (*)


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


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


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


Discounting (*)

Product add

Renewals

Approvals (*)

Correct!

37. What are three most frequent sales scenarios for CPQ? (1) Puntos


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


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


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




BigMachines CPQ Cloud


Correct!

44. Which two types of interfaces does CPQ Cloud uses in its administration layer?

(1) Puntos


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


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


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


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 Express


Correct!

50. What are two objectives on the roadmap related to accelerating implementation?

(1) Puntos


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






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


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


55. Which two of the following options is a way to build your knowledge to create strong credentials?

(1) Puntos


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!

Documents

Oracle BigMachines CPQ Cloud Service 2015 Sales Specialist Examen