Oracle BigMachines CPQ Cloud Service 2015 Sales Specialist Examen

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Oracle BigMachines CPQ Cloud Service 2015 Sales Specialist

Text 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 seccin)

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 seccin)

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

Av