Oracle Fusion Customer Relationship Management 11g PreSales Specialist Assessment

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


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


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

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


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


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

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


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

23. What are the two sides of the Customer Lifecycle infinity loop?
Mark for Review
(1) Points


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

27. What are two ways Oracle has satisfied IT requirements with Fusion mobile
applications?
Mark for Review
(1) Points


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


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


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?


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

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


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

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


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?


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

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


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

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


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

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

27. What are two ways Fusion CRM addresses 'VISIBILITY'?
Mark for Review
(1) Points


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


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


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

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


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


Knowledge Management (*)

Sales & Marketing (*)

Customer Hub (*)

Data & Insight

Social network

Incorrect, Fusion CRM includes Sales & Marketing,
Customer Hub and Knowledge Management.

Oracle Fusion Customer Relationship Management 11g PreSales Specialist Assessment

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