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1.

For the
following
characteris
tic
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?

Human Resources
Legal
Recruiting
Sales and Sales Ops (*)
Correct!

(1)
Puntos

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
characteris
tic
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

(Seleccione todas las respuestas correctas)


Discounts
Inventory/Stock (*)
Extended Warranties

(1)
Puntos

Resourcing (*)
Correct!
11. Name
two
metrics
associat
ed 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:
[Manufacturin
g]

(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]
Cost of Sale
Consumer Demand (*)
Global Commodity Pricing Changes

(1)
Puntos

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!
What
21. is the
main
ROI
bene
fit 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
directio
n for
the
followin
g
questio
n: 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

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!

(1)
Puntos

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!

Choose
31. the
definitio
n that
best
describe
s the
followin
g term:
Discove
ry

(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?
2

(1)
Puntos

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
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
control

(1) Puntos

s can
you
use to
finaliz
e your
quote?
(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?

Convert a leads into a customer.


Converts a Quote to a Proposal.

(1)
Puntos

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
correctl
y
states
the
core
value
messag
e 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?

From an opportunity in your CRM system (*)


From an account in your CRM system.
From a product in your CRM system.

(1)
Puntos

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

(1) Puntos

Applicati
on
Cloud?
(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?
BigMachines CPQ Cloud (*)
BigMachines Enterprise
CPQ Enterprise Cloud

(1)
Puntos

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
executive
s
understa
nd their
sales
processes
and their
sales
challenge
s?

(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?

(Seleccione todas las respuestas correctas)


BigMachines Enterprise
CPQ Enterprise Cloud

(1)
Puntos

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 seccin)
55. Which two of the following options is a way to build your knowledge to
create strong credentials?
(Seleccione todas las respuestas correctas)
user groups (*)
attending training (*)
hosting an event
building a demo site
Correct!

(1)
Puntos

Choose
56. the option
that IS
NOT a
way of
establishi
ng your
credential
s around
operation
al 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 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
Correct!
59. Choose the option that IS NOT one of the three dimensions of
credentialing.
Operating Issues
Industry Themes
Oracle's Market Position (*)

(1)
Puntos

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

(1)
Puntos

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