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

NEW QUESTION # 12
To which sales channel are opportunities assigned after being converted from leads?

A. Direct
B. Partner
C. Indirect
D. Associate

Answer: B

Explanation:
In Oracle CX Sales, when leads are converted to opportunities, the sales channel reflects the context of the lead source. The corrected term "Partner" (C) replaces the typo "Parthes" from the original document. Opportunities from leads in a channel context (e.g., Vendor Lead to Channel Opportunity process) are typically assigned to the "Partner" channel, as partners manage these opportunities post-conversion. "Indirect" (A) and "Direct" (B) refer to broader sales strategies, while "Associate" (D) isn't a standard channel term. Answer (RDS: 3) aligns with channel processes.

NEW QUESTION # 13
Which two statements are true about the lead conversion process?

A. Sales account, product, and revenue information are passed on to the new opportunity.
B. A lead can be automatically converted to an opportunity through the qualification process.
C. When a lead is converted, the status of the lead is changed to Converted.
D. When a lead is converted, the status of the lead is changed to Closed.

Answer: A,C

Explanation:
In Oracle CX Sales, "Sales account, product, and revenue information are passed on" (A) is true, as these details populate the opportunity. "Status changed to Converted" (C) is also true, marking the lead's transition. "Automatically converted through qualification" (B) can occur with rules, but isn't universally true without configuration. "Status changed to Closed" (D) is false; "Converted" is distinct from "Closed" (e.g., Retired). The answer (Ans: 1, 3) aligns with Oracle's lead lifecycle.

NEW QUESTION # 14
Which three job roles are involved in the Converting Life Cycle?

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

Answer: A,D,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 # 15
Johanna has qualified and converted her lead to an opportunity. What should be the new status of her lead?

A. Converted
B. Qualified
C. Escalated
D. Rejected
E. Unqualified

Answer: A

Explanation:
In Oracle CX Sales, a lead's status changes to "Converted" (A) after being qualified and turned into an opportunity, marking the transition from lead to sales pipeline. "Rejected" (B) or "Unqualified" (D) applies to leads not pursued. "Qualified" (C) is an interim status before conversion. "Escalated" (E) indicates review, not conversion. The answer (Ans: 1) follows Oracle's lead lifecycle.

NEW QUESTION # 16
In the Sales Play to Key Account process, which four key account values can be used to segment key accounts?

A. Account Age
B. Global Reach
C. Profitability
D. Growth Potential
E. Frequent Business
F. Commitment
G. Goal Alignment

Answer: D,E,F,G

Explanation:
The Sales Play to Key Account process in Oracle CX Sales involves segmenting key accounts based on strategic value. "Goal Alignment" (C) assesses how well the account's objectives match the vendor's offerings. "Growth Potential" (D) evaluates future revenue opportunities. "Commitment" (F) measures the account's loyalty or partnership strength. "Frequent Business" (G) indicates transaction consistency, a key metric for prioritization. "Account Age" (A), "Global Reach" (B), and "Profitability" (E) are relevant but less emphasized in Oracle's key account segmentation compared to these four, which focus on relationship and potential. The answer (Ans: 3-4-6-7) reflects Oracle's account planning focus.

NEW QUESTION # 17
......

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Andy Bell Andy Bell

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