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Oracle Sales Business Process Foundations Associate Rel 2 Sample Questions (Q12-Q17):

NEW QUESTION # 12
In the Vendor Lead to Channel Opportunity process, which job role is responsible for assigning an opportunity (generated by converting a lead) to the appropriate partner?

  • A. Channel Sales Manager
  • B. Partner Sales Representative
  • C. Partner Sales Manager
  • D. Channel Account Manager

Answer: D

Explanation:
In the Vendor Lead to Channel Opportunity process, the "Channel Account Manager" (B) is responsible for overseeing partner relationships and assigning opportunities to the appropriate partner after lead conversion. This role ensures alignment between vendor goals and partner execution. The "Channel Sales Manager" (A) focuses on broader channel strategy, while "Partner Sales Representative" (C) and "Partner Sales Manager" (D) are partner-side roles, not typically responsible for vendor-side assignments. The corrected answer (RDS: 2) fits Oracle's channel management hierarchy.


NEW QUESTION # 13
Gina has accepted a lead and conducted a series of interviews with the customer. Based on the interviews, she has concluded that this lead is not worth pursuing. Which action will Gina take now?

  • A. Retire the lead
  • B. Reject the lead
  • C. Transfer the lead
  • D. Escalate the lead
  • E. Convert the lead

Answer: A

Explanation:
In Oracle CX Sales, a lead deemed unworthy after qualification is "Retired" (D), removing it from active pursuit while retaining it for records. "Reject the lead" (B) is less common terminology in Oracle, typically used pre-acceptance. "Transfer the lead" (A) reassigns it, not applicable here. "Escalate the lead" (C) seeks review, unnecessary for a dead-end lead. "Convert the lead" (E) is for qualified leads. The answer (Ans: 4) aligns with Oracle's lead disposition process.


NEW QUESTION # 14
Which statement about quote generation is incorrect?

  • A. The quoting application may add products and services vital for a successful solution.
  • B. Discounts may be applied to the quote during the quote generation process.
  • C. Quotes are created based on the product details in the opportunity.
  • D. Once a quote is complete, it is immediately sent to the customer for approval.

Answer: D

Explanation:
In Oracle CX Sales, quote generation follows a structured process. "Discounts may be applied" (B) is correct, as discounts are configurable during quoting. "Quotes are created based on opportunity product details" (C) is accurate, linking quotes to opportunities. "Adding vital products/services" (D) is possible to ensure a complete solution. However, "immediately sent to the customer" (A) is incorrect because quotes typically require internal review or approval (e.g., for out-of-policy discounts) before being sent, making this the incorrect statement (RDS: 1).


NEW QUESTION # 15
In the Channel Lead to Vendor Opportunity process, Ben, a Partner Sales Representative, has accepted a lead and conducted promising conversations with the customer, leading him to qualify the lead. Once the lead is qualified, what is the next action Ben will take?

  • A. Retire the lead
  • B. Convert the lead
  • C. Reject the lead
  • D. Transfer the lead
  • E. Escalate the lead

Answer: B

Explanation:
After qualifying a lead in Oracle CX Sales, the next step is to "Convert the lead" (D) into an opportunity if it meets criteria, which Ben does after promising conversations. "Retire the lead" (A) or "Reject the lead" (C) applies to unqualified leads. "Escalate the lead" (B) involves higher review, unnecessary here. "Transfer the lead" (E) shifts ownership, not applicable post-qualification. The answer (Ans: 4) follows Oracle's lead-to-opportunity conversion process.


NEW QUESTION # 16
Which three job roles are involved in the Converting Life Cycle?

  • A. Quote Developer
  • B. Channel Manager
  • C. Sales Representative
  • D. Order Management Specialist
  • E. Sales Manager

Answer: B,C,E

Explanation:
The Converting Life Cycle in Oracle CX Sales spans lead conversion to opportunity closure. The "Sales Manager" (A) oversees the process, ensuring alignment. The "Channel Manager" (D) coordinates channel opportunities, critical in partner contexts. The "Sales Representative" (E) drives lead qualification and conversion. The "Quote Developer" (B) and "Order Management Specialist" (C) focus on quoting and post-sale tasks, not the core converting lifecycle. The answer (Ans: 1, 4, 5) matches Oracle's sales lifecycle roles.


NEW QUESTION # 17
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