Objection Handling and Competition (Sales

Objection Handling and Competition (Sales)
(Responder todas las preguntas de esta seccin)
1. Choose two situations to avoid for Oracle VM for x86 opportunities.

Marcar para Revisin
(1) Puntos
(Seleccione todas las respuestas correctas)
Customer only wants a free virtualization solution to run open-source

software. (*)
Customer has lots of Linux instances and Oracle workloads to virtualize.
Customer is using VMWare feature list to create a RFP. (*)
Customer need a single vendor virtualization solution.
Correct.
2. What are the advantages of Oracle VM while competing with VMware vSphere
Marcar para Revisin
(1) Puntos
Lower Cost (*)

Rapid application deployment with Templates and Assemblies (*)
Certified for Oracle Software (*)
Single-vendor integrated solution from hardware to application (*)
More Scalable (*)
Correct.
3. What are the advantages of Oracle VM while competing with Microsoft Hyper-V
Marcar para Revisin
(1) Puntos

More Scalable (*)
Correct.
4. Which three of the following statements help you respond to the FUD towards
Oracle VM : "Oracle VM is not mature and not widely used". Marcar para Revisin
(1) Puntos
Oracle VM is built upon reliable, proven components in the market. (*)

Xen hypervisor has been developed and used for many years including in
mission critical solutions like Amazon EC2. (*)
Oracle VM has more features than other virtualization solutions.
Oracle VM is used in Oracle Engineered Systems for extreme performance
and reliability. (*)
Correct.
5. Which features of Oracle VM help customers reducing

against VMware vSphere Marcar para Revisin
(1) Puntos
Support hard partitioning for Oracle workloads (*)

Can bundle with other Oracle products with lower TCO. (*)
Free license and affordable support (*)
Simple pricing model (*)
Correct.
Requirements Gathering and Discovery (Sales)

6. Which of the following questions you should ask customers who already have a
virtualization solution deployed to identity the potential opportunity of Oracle VM. Marcar para Revisin
(1) Puntos
Which platform are those workloads running on in their virtualized platform.

(*)
Would they consider migrating or trying other virtualization solutions in the
future. (*)
Do they feel any burdens on the cost of their deployed virtualization
solution. (*)
What kinds of workloads are running on their virtualized platform. (*)
Do they feel any headache on management or support of their deployed
virtualization solution, do they hear any complaints on application
deployment or redeployment. (*)
Incorrect. Please refer to the OVM 3 Sales Specialist Guided Learning Path
(OPN CC).
7. If you know an enterprise customer wants to build a new x86 virtualization

platform running Oracle workloads as part of their private cloud infrastructure. Marcar para Revisin
What is your correct strategy to sell Oracle VM to this customer. (1) Puntos
Demo Oracle Enterprise Manager full-stack, full-lifecycle management

capabilities to customers. (*)
Let customer know Oracle VM is engineered for Oracle workloads and is the
only tested and certified virtualization solution for Oracle workloads. (*)
Show Oracle TCO advantage by applying bundle model and TCO analysis
tools. (*)
Demo ease and speed of deploying Oracle Software through Templates and
Assemblies. (*)
Start with individual feature comparisions against other solutions.
(OPN CC).
Solution/Product Overview (Sales)

8. Choose from the following reasons why customers would choose Oracle VM.
Marcar para Revisin
(1) Puntos
Application-Driven Virtualization (*)

Cost-effective virtualization solution (*)
Full-stack management (*)
Only certified virtualization solution for Oracle workloads (*)
More scalable, better performance (*)
Correct.
9. Which three of the following products are in Oracle's server virtualization

portfolio. Marcar para Revisin
(1) Puntos
ESXi Server
Dynamic Domain (*)
LPAR
OVM (*)
Solaris Container (*)
Correct.
10. From the following enterprise virtualization technologies, choose three which
Oracle has complete solutions and product offerings. Marcar para Revisin
(1) Puntos
Storage Virtualization (*)

Network Virtualization
Desktop Virtualization (*)
Server Virtualization (*)
(OPN CC).
Cross-Sell/Up-Sell/Solution Selling (Sales)

11. If customers want to build scalable, on-demand database service in their

datacenter and charge for its usage, which Oracle product can be used Marcar para Revisin
accompanied with Oracle VM to meet customers' requirement. (1) Puntos
Oracle ExaData Database Machine

Oracle Big Data Appliance
Oracle Enterprise Manager 12c (*)
Oracle Database Appliance
Correct.
12. Choose the reasons why you should bundle Oracle Hardware in Oracle VM deals.
Marcar para Revisin
(1) Puntos
Customer buys new hardware in a server virtualization deal. (*)

Bundle model makes Oracle Solution more cost-effective. (*)
Oracle VM for x86 is certified on Oracle Systems. (*)
Bundled solutions from Oracle have many advantages over other
competitors, such as easy to integrate, easy to manage, easy to support. (*)
Bundle model will bring higher hardware margin and more service revenue
to partners. (*)
Correct.
13. When customers buy system support for Oracle x86 servers, which three
following options do they get without additional charge. Marcar para Revisin
(1) Puntos
Oracle Software Media Pack

Premier support for Oracle VM for x86 (*)
Oracle Enterprise Manager OpsCenter (*)
Premier support for Oracle Linux and Oracle Solaris OS (*)
Correct.
14. If customers want to build virtualized desktop services within their enterprise,
which Oracle product they can leverage to dynamically provision virtual desktops Marcar para Revisin
to end users using different kinds of devices. (1) Puntos
Oracle Sun Ray Server Software

Oracle VirtualBox
Oracle VDI (*)
Oracle Secure Global Desktop
(OPN CC).
15. If customers need management capabilities for not only the virtualization layer,
but for the entire datacenter infrastructure including server, storage, network and Marcar para Revisin
OS. Which of the following tools can be used to achieve this goal. (1) Puntos

Oracle Integrated Light-Out Management
Sun Management Console
Oracle VM Manager
Correct.
Pricing and Packaging

16. What is the maximum period of Oracle VM for x86 support can a customer buy in
a single contract. Marcar para Revisin
(1) Puntos
7-Year
6-Year
3-Year
5-Year (*)
(OPN CC).
17. Which of the following statements about Oracle VM for x86 support are TRUE.
Marcar para Revisin
(1) Puntos
Customers can buy multi-year support from Oracle (*)

It has three support levels : Network, Basic and Premier.
Limited support option is for physical machines with 2 or less CPU sockets.
(*)
There are two options based on number of CPU sockets on the physical
machine. (*)
(OPN CC).
18. A customer wants to buy three year Oracle Linux support for 2 4-socket server
running Oracle VM Manager. Which of the following Oracle Linux support options Marcar para Revisin
can the customer purchase. (1) Puntos
2 3-Year Premier Limited Support

2 3-Year Premier Support (*)
Correct.
19. When customers want to deploy virtualization solutions on Oracle VM for x86,
which of the following they should purchase for their solutions. Marcar para Revisin
(1) Puntos
License for Oracle VM Server

Any License and Support required for the OS and Applications running on
Guest VMs (*)
Support for Oracle VM Server (*)
License for Oracle VM Manager
License for WebLogic and Oracle DB with Oracle VM Manager.
Correct.
Market Definition and Trends (Sales)

20. Which kind of virtualization products does Oracle VM for x86 belong to.
Marcar para Revisin
(1) Puntos

Desktop Virtualization
Storage Virtualization
Correct.

21. Compared to other vendors, what are the advantages of Oracle Virtualization to
enterprise customers. Marcar para Revisin
(1) Puntos
Oracle virtualization is trusted, full-stack integrated solution (*)

Oracle virtualization is engineered for Oracle products (*)
Oracle virtualization is more cost-effective (*)
Oracle is a leader in the enterprise application market. (*)
(OPN CC).
22. Which of the following benefits could Server Virtualization bring to customers
Marcar para Revisin
(1) Puntos
Increase business agility (*)

Increase server utilization (*)
Lower Cost (*)
Easy management and support (*)
(OPN CC).
Product Area Features & Functions - for non-Tech People (Sales)

23. Oracle VM can support a Guest VM scale up to

Marcar para Revisin
(1) Puntos
64 vCPU, 512GB Memory

32 vCPU, 256GB Memory
160 vCPU, 2TB Memory
128 vCPU, 1TB Memory (*)
Correct.
24. What are the two key software components in Oracle VM for x86
Marcar para Revisin
(1) Puntos
Oracle Virtual Assembly Builder

Oracle VM Manager (*)
Oracle Enterprise Manager
Oracle VM Server (*)
Correct.
25. Which three of the following Oracle VM features will help customers increase their
business agility. Marcar para Revisin
(1) Puntos
Rapid application deployment with Templates and Virtual Assembly (*)

Support Guest VM up to 128 vCPU
Full-stack, full-lifecycle management through Oracle Enterprise Managerr (*)
Policy-based service automation (*)
(OPN CC).

26. Which three of the following Oracle VM features will help customers simplify
management. Marcar para Revisin
(1) Puntos
Full-stack, full-lifecycle management through Oracle Enterprise Manager (*)

Storage Integration with Storage Connect plugin framework (*)
Centralized OVM Server discovery, resource configuration and server pool
management (*)
PV Driver for Windows Guest OS
(OPN CC).
27. Oracle VM can better integrate with Oracle and 3rd-party storage devices through
the plugin framework called Marcar para Revisin
(1) Puntos
Storage Link
vStorage API for Array Integration
Open Storage
Storage Connect (*)
Correct.
28. Where are the Guest VM images stored in an Oracle VM deployment

Marcar para Revisin
(1) Puntos
Oracle VM Server
Oracle VM Repository (*)
Oracle DB
Oracle VM Manager
Correct.
Positioning the Solution (Sales)

29. Which two of the following statements are the key messages of Oracle VM 3 for
x86 compared to VMware vSphere Marcar para Revisin
(1) Puntos
4x Less Footprint
4x More Scalable (*)
4x Less Expensive (*)
4x More Guest OS Support
(OPN CC).
30. What are benefits for customers running Oracle workloads on Oracle VM
Marcar para Revisin
(1) Puntos

Only certified virtualization solution for Oracle workload (*)
Correct.
Solution/Product Overview (Sales)

1. From the following enterprise virtualization technologies, choose three which
Oracle has complete solutions and product offerings. Marcar para Revisin
(1) Puntos
Storage Virtualization (*)

Desktop Virtualization (*)
Correct.
2. Which vendor can provide complete server virtualization products and solution for
both x86 and RISC architecture. Marcar para Revisin
(1) Puntos
VMWare
Oracle (*)
Microsoft
IBM
Correct.
3. Choose from the following reasons why customers would choose Oracle VM.
Marcar para Revisin
(1) Puntos

Only certified virtualization solution for Oracle workloads (*)
Correct.

4. Which of the following statements will help you drive Oracle Software opportunities
in Oracle VM deals. Marcar para Revisin
(1) Puntos
Oracle Enterprise Manager can manage and monitor both Oracle VM and
Oracle Software (*)
Hard partitioning for Oracle Software can help customers save budget if using
Oracle Software. (*)
Oracle VM Templates and Assemblies can help customers deploy Oracle
Software solutions rapidly. (*)
Oracle Software is certified and supported on Oracle VM, lowering customer
risk. (*)
Correct.
5. Choose the reasons why you should bundle Oracle Hardware in Oracle VM deals.
Marcar para Revisin
(1) Puntos
Bundled solutions from Oracle have many advantages over other competitors,
such as easy to integrate, easy to manage, easy to support. (*)
Bundle model makes Oracle Solution more cost-effective. (*)
Bundle model will bring higher hardware margin and more service revenue to
partners. (*)
Oracle VM for x86 is certified on Oracle Systems. (*)
Customer buys new hardware in a server virtualization deal. (*)
Correct.

6. If customers want to build scalable, on-demand database service in their

datacenter and charge for its usage, which Oracle product can be used Marcar para Revisin
accompanied with Oracle VM to meet customers' requirement. (1) Puntos
Oracle Database Appliance

Oracle Big Data Appliance
Oracle Enterprise Manager 12c (*)
Oracle ExaData Database Machine
Correct.
7. If customers need management capabilities for not only the virtualization layer,
but for the entire datacenter infrastructure including server, storage, network and Marcar para Revisin
OS. Which of the following tools can be used to achieve this goal. (1) Puntos
Oracle VM Manager
Oracle Integrated Light-Out Management
Sun Management Console
Correct.
8. What are stratagies you can use to upsell other Oracle products in Oracle VM
deals. Marcar para Revisin
(1) Puntos
Compete on features and price

Solution selling (*)
Request deeper discount
Create a more complete and bigger opportunity (*)
(OPN CC).

9. Which features of Oracle VM help customers reducing TCO against VMware

vSphere Marcar para Revisin
(1) Puntos
Simple pricing model (*)

Free license and affordable support (*)
Can bundle with other Oracle products with lower TCO. (*)
Support hard partitioning for Oracle workloads (*)
Correct.
10. What are the advantages of Oracle VM while competing with Citrix XenServer
Marcar para Revisin
(1) Puntos

More Guest OS Support
(OPN CC).

11. Which three of the following statements help you respond to the FUD towards
Oracle VM : "Oracle VM is not mature and not widely used". Marcar para Revisin
(1) Puntos
Oracle VM is built upon reliable, proven components in the market. (*)

Oracle VM is used in Oracle Engineered Systems for extreme performance
and reliability. (*)
Xen hypervisor has been developed and used for many years including in
mission critical solutions like Amazon EC2. (*)
Oracle VM has more features than other virtualization solutions.
Correct.
12. Choose two situations to avoid for Oracle VM for x86 opportunities.
Marcar para Revisin
(1) Puntos
Customer only wants a free virtualization solution to run open-source

software. (*)
Customer is using VMWare feature list to create a RFP. (*)
Customer need a single vendor virtualization solution.
Customer has lots of Linux instances and Oracle workloads to virtualize.
Correct.
13. Which of the following statements help you respond to the FUD: "Oracle VM is for
Oracle Software Only". Marcar para Revisin
(1) Puntos
The OPN Ready Program validates 3rd-party solutions with Oracle VM. (*)
Linux, Windows, and Solaris Guest VM's run on Oracle VM for x86. (*)
Xen hypervisor and Oracle VM Server is designed for general purpose usage.
(*)
Oracle VM is certified as a valid virtualization solution for Windows OS. (*)
Customers can build their own templates to include 3rd party applications.
(*)
Correct.

14. Which of the following are possible requirements on Server Virtualization for
service providers who want to provide public cloud service. Marcar para Revisin
(1) Puntos
Robust & Reliable (*)

Lower Cost (*)
Scalable & Performance (*)
Integrated Solution
Open & Integrable (*)
(OPN CC).
15. Which of the following benefits could Server Virtualization bring to customers
Marcar para Revisin
(1) Puntos
Increase business agility (*)

Lower Cost (*)
Increase server utilization (*)
Easy management and support (*)
Correct.

16. What are the major pains in customers' datacenter before they choose Server
Virtualization. Marcar para Revisin
(1) Puntos
Longer application deployment / redeployment time (*)

Server sprawls and under-utilized (*)
High Cost on maintenance, space and cooling (*)
Hard to manage, multiple calls for support (*)
(OPN CC).
Requirements Gathering and Discovery (Sales)

17. If you know an enterprise customer wants to build a new x86 virtualization
platform running Oracle workloads as part of their private cloud infrastructure. Marcar para Revisin
What is your correct strategy to sell Oracle VM to this customer. (1) Puntos
Demo Oracle Enterprise Manager full-stack, full-lifecycle management

capabilities to customers. (*)
Let customer know Oracle VM is engineered for Oracle workloads and is the
only tested and certified virtualization solution for Oracle workloads. (*)
Start with individual feature comparisions against other solutions.
Show Oracle TCO advantage by applying bundle model and TCO analysis
tools. (*)
Demo ease and speed of deploying Oracle Software through Templates and
Assemblies. (*)
Correct.
18. If you know a customer cares about business agility when deploying the
virtualization solution, which of the following features of Oracle VM solution can Marcar para Revisin
help you win the deal. (1) Puntos

More Scalable, Better Performance
Multiple Guest OS support
Full-stack, full-lifecycle management with Oracle Enterprise Manager (*)
Rapid application deployment and redeployment through Templates and
Assemblies (*)
(OPN CC).

19. Which two of the following OVM Manager features will help you quickly setup a
OVM infrastructure. Marcar para Revisin
(1) Puntos
Discover OVM Servers in OVM Manager (*)

VM Automatic Failover
Manage Network and Storage Centrally (*)
Policy-based service automation
Correct.
20. Which three of the following Oracle VM features will help customers increase their
business agility. Marcar para Revisin
(1) Puntos

Rapid application deployment with Templates and Virtual Assembly (*)
Support Guest VM up to 128 vCPU
Full-stack, full-lifecycle management through Oracle Enterprise Managerr (*)
Correct.
21. Oracle VM can better integrate with Oracle and 3rd-party storage devices through
the plugin framework called Marcar para Revisin
(1) Puntos
Storage Link
vStorage API for Array Integration
Open Storage
Storage Connect (*)
Correct.
22. What are the two key software components in Oracle VM for x86
Marcar para Revisin
(1) Puntos
Oracle Virtual Assembly Builder

Oracle Enterprise Manager
Oracle VM Manager (*)
Oracle VM Server (*)
Correct.
23. Which two of the following features are unique to Oracle VM for x86 compared to
other virtualization solution. Marcar para Revisin
(1) Puntos

Live Migration of Guest VM
Support Para-Virtualization Guest
Full-stack management from disk to applications (*)
Correct.
24. In Oracle VM for x86, which two of the following concepts are introduced by
application-driven virtualization. Marcar para Revisin
(1) Puntos

P2V Conversion
Guest VM Cloning
Oracle VM Template (*)
Oracle Virtual Assembly (*)
(OPN CC).

25. A customer wants to buy three year support for Oracle VM Server running on
their 16 2-Socket Blade Servers. Which of the following Oracle VM support Marcar para Revisin
options can the customer purchase. (1) Puntos
48 1-Year Premier Limited Support (*)

48 1-Year Premier Support
16 3-Year Premier Support
16 3-Year Premier Limited Support (*)
(OPN CC).

26. A customer wants to buy three year Oracle Linux support for 2 4-socket server
running Oracle VM Manager. Which of the following Oracle Linux support options Marcar para Revisin
can the customer purchase. (1) Puntos

(OPN CC).
27. What is the maximum period of Oracle VM for x86 support can a customer buy in
a single contract. Marcar para Revisin
(1) Puntos
3-Year
5-Year (*)
6-Year
7-Year
Correct.
28. Which option would be used if a customer wants to buy Oracle Linux support for
a 2 socket server running Oracle VM Manager. Marcar para Revisin
(1) Puntos
Premier Limited Support (*)

Basic Support
Premier Support
Basic Limited Support
(OPN CC).
Positioning the Solution (Sales)

29. What does Application-Driven Virtualization in Oracle VM for x86 mean for
customers. Marcar para Revisin
(1) Puntos
Customers can download templates directly from Oracle Software Delivery

Cloud (E-Delivery) (*)
Oracle will release Oracle VM templates for Oracle Software Products. (*)
Oracle Virtual Assembly Tools can help customers build and deploy complex
applications on Oracle Software components rapidly. (*)
Templates from Oracle are pre-built, pre-configured and ready for
production deployment on Oracle VM with Oracle's support. (*)
Oracle is committed to certify Oracle Software Products on Oracle VM. (*)
Correct.
30. Which feature of Oracle VM is most notable for customers who want to shorten
their application deployment and redeployment time. Marcar para Revisin
(1) Puntos
Only certified virtualization solution for Oracle workload

Cost-effective virtualization solution
More scalable, better performance
Full-stack management
Correct.

Objection Handling and Competition (Sales

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Objection Handling and Competition (Sales

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Verfügbare Formate

Objection Handling and Competition (Sales)

(Responder todas las preguntas de esta seccin)

1. Choose two situations to avoid for Oracle VM for x86 opportunities.

(Seleccione todas las respuestas correctas)

Customer only wants a free virtualization solution to run open-source

(Seleccione todas las respuestas correctas)

Lower Cost (*)

(Seleccione todas las respuestas correctas)

Single-vendor integrated solution from hardware to application (*)

(Seleccione todas las respuestas correctas)

Oracle VM is built upon reliable, proven components in the market. (*)

5. Which features of Oracle VM help customers reducing

(Seleccione todas las respuestas correctas)

Support hard partitioning for Oracle workloads (*)

Requirements Gathering and Discovery (Sales)

(Seleccione todas las respuestas correctas)

Which platform are those workloads running on in their virtualized platform.

7. If you know an enterprise customer wants to build a new x86 virtualization

(Seleccione todas las respuestas correctas)

Demo Oracle Enterprise Manager full-stack, full-lifecycle management

Solution/Product Overview (Sales)

(Seleccione todas las respuestas correctas)

Application-Driven Virtualization (*)

9. Which three of the following products are in Oracle's server virtualization

(Seleccione todas las respuestas correctas)

(Seleccione todas las respuestas correctas)

Storage Virtualization (*)

Cross-Sell/Up-Sell/Solution Selling (Sales)

11. If customers want to build scalable, on-demand database service in their

Oracle ExaData Database Machine

(Seleccione todas las respuestas correctas)

Customer buys new hardware in a server virtualization deal. (*)

(Seleccione todas las respuestas correctas)

Oracle Software Media Pack

Oracle Sun Ray Server Software

Oracle Enterprise Manager OpsCenter (*)

Pricing and Packaging

(Seleccione todas las respuestas correctas)

Customers can buy multi-year support from Oracle (*)

(Seleccione todas las respuestas correctas)

2 3-Year Premier Limited Support

License for Oracle VM Server

Market Definition and Trends (Sales)

Server Virtualization (*)

Market Definition and Trends (Sales)

(Seleccione todas las respuestas correctas)

Oracle virtualization is trusted, full-stack integrated solution (*)

(Seleccione todas las respuestas correctas)

Increase business agility (*)

Product Area Features & Functions - for non-Tech People (Sales)

23. Oracle VM can support a Guest VM scale up to

64 vCPU, 512GB Memory

(Seleccione todas las respuestas correctas)

Oracle Virtual Assembly Builder

(Seleccione todas las respuestas correctas)

Rapid application deployment with Templates and Virtual Assembly (*)

Product Area Features & Functions - for non-Tech People (Sales)

(Seleccione todas las respuestas correctas)

Full-stack, full-lifecycle management through Oracle Enterprise Manager (*)

28. Where are the Guest VM images stored in an Oracle VM deployment

Positioning the Solution (Sales)

(Seleccione todas las respuestas correctas)