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Oracle Sales Business Process Foundations Associate Rel 2 Sample Questions (Q19-Q24):

NEW QUESTION # 19
Which job role is responsible for accepting leads, qualifying leads, and converting leads to opportunities?

A. Sales Director
B. Sales Manager
C. Partner Sales Manager
D. Channel Sales Manager

Answer: B

Explanation:
The "Sales Manager" (D) in Oracle CX Sales oversees the full lead process-accepting, qualifying, and converting-especially in direct sales contexts, ensuring team execution. The "Sales Director" (A) is too senior, focusing on strategy. The "Channel Sales Manager" (B) and "Partner Sales Manager" (C) manage channel or partner activities, not direct lead handling. The answer (Ans: 4) fits Oracle's sales management scope.

NEW QUESTION # 20
Quotes may have one of four statuses. During which status might a Sales Manager be required to approve an out-of-policy discount?

A. Created
B. Approved
C. Pending Review
D. Pending Customer Approval

Answer: C

Explanation:
In Oracle CX Sales, quote statuses include Created, Pending Review, Pending Customer Approval, and Approved. "Pending Review" (C) is when a Sales Manager might approve an out-of-policy discount, as it's the internal review stage before finalization. "Pending Customer Approval" (A) is post-internal approval, for customer sign-off. "Created" (B) is too early, pre-review. "Approved" (D) is post-approval, completed. The answer (Ads: 3) fits Oracle's quote approval process.

NEW QUESTION # 21
In the Vendor Lead to Channel Opportunity process, which job role is responsible for reviewing the assigned opportunity details, accepting the opportunity, and engaging the appropriate resources to manage the opportunity to a successful conclusion?

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

Answer: D

Explanation:
The "Partner Sales Representative" (D) is tasked with reviewing and accepting opportunities assigned by the vendor (via the Channel Account Manager) and driving them to closure by engaging resources. This role is partner-side and operational, unlike "Partner Account Manager" (A) or "Channel Account Manager" (E), which are more strategic. "Sales Manager" (B) and "Channel Sales Manager" (C) oversee broader teams, not individual opportunity management. The answer (Ans: 4 from Page 3) reflects partner-side responsibility.

NEW QUESTION # 22
Which three key parameters will a Sales Manager use to evaluate and prioritize opportunities?

A. Revenue
B. Win Probability
C. Close Date
D. Product
E. Sales Stage

Answer: B,C,E

Explanation:
A Sales Manager evaluates and prioritizes opportunities based on key parameters that indicate the likelihood of success and the urgency of the deal. "Sales Stage" (A) reflects the current progress of the opportunity in the sales pipeline, helping the manager assess how close it is to closing. "Close Date" (B) indicates the timeline, allowing prioritization of opportunities that are nearing their deadline. "Win Probability" (D) is a critical metric in Oracle CX Sales, providing a percentage likelihood of winning the deal, which helps in focusing efforts on high-potential opportunities. While "Product" (C) and "Revenue" (E) are important details, they are typically secondary to the core prioritization metrics of stage, timing, and probability. The corrected answer (RDS: 1-2-4) aligns with Oracle's emphasis on pipeline management and forecasting.

NEW QUESTION # 23
Johanna has qualified and converted her lead to an opportunity. What should be the new status of her lead?

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

Answer: E

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 # 24
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