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Oracle Fusion Customer Relationship Management 11g Sales Essentials

Question No: 41

A company has to assign sales representatives to leads opportunities based on the size and location of the customer and the skills of the sales representative. Which three dimensions must be enabled while configuring territories?

  1. Customer Size

  2. Organization Type

  3. Product

  4. Account type

  5. Geography

Answer: A,D,E Explanation: D:

Note: you might want to assign a resource such as a sales representative to a business object like opportunity based on the product skill of the sales representative. In this case, when you create the opportunity work object and the sales representative candidate object, you will select the attributes of opportunity and sales representative that correspond with product skill. Selecting these attributes makes them available for mappings and for conditions on your rules, so ensure that you select the attributes that reflect the criteria that you want to use for matching business objects to work objects.

E: Location of the customer.

Note: Assignment mappings drives territory-based assignment. These mappings identify the dimensions, attributes, and territory filtering used in territory-based assignment processing. A default set of mappings are seeded. This seeding assumes that opportunities, leads, and sales accounts use the same territory hierarchy

Reference: Oracle Fusion Applications Sales Implementation Guide, Define and Maintain Opportunities

Question No: 42

Identify the three true statements about the Cube in territory Management.

  1. It is a product of enabled dimensions.

  2. It is a product of dimension members defined for territories.

  3. It never enables the metrics information for territories.

  4. It enables the metrics information for territories.

  5. It is not a product of dimension members defined for territories.

Answer: A,B,D Explanation:

When you do not use data warehouse, dimension and transaction data are populated directly from Fusion Applications into territory dimension members and the Oracle Essbase cube. Thestructure of the cube reflects the enabled dimensions in Territory Management

(A) and their members (B, not E). The cube provides metrics information for defined territories.

Territory Management generates the cube based on the enabled dimensions and their members (A, B, not E). Territory Management loads the cube with dimension members and metrics directly from the data warehouse, in the case of the data warehouse option, or from Fusion Applications, in the case of the non-data warehouse option. The cube provides metrics information for defined territories. (D, not C)

Reference: Oracle Fusion Applications Sales Implementation Guide, Define Territory Management Configuration, Cube

Question No: 43

Identify the lookup type used for reference data sharing.

  1. Standard

  2. Set-Enabled

  3. Common

  4. User-Defined

  5. Admin

Answer: A,B,C

Explanation: The available kinds of lookups are as follows.

  • Standard

    Lists the available codes and translated meanings

  • Set enabled

    Additionally associates a reference data set with the lookup codes

  • Common Legacy lookups

    Reference; Oracle Fusion Applications Compensation Management, Incentive Compensation Guide Standard, Common, and Set-Enabled Lookups

    Question No: 44

    You are the administrator in charge of Oracle Fusion CRM configuration for your company. While configuring products, you identify a gap where Fusion doesn#39;t provide a default method of capturing company#39;s custom account code.

    Select the two possible methods used to customize the application and capture the data.

    1. Run a SQL command to alter the database and add a column for the account code.

    2. Use a Descriptive flexfield.

    3. Use an Extensible flexfield.

    4. Use a Key flexfield.

    5. Use Oracle Pane Composer to modify the product page.

    Answer: B,C Explanation:

    Note: A flexfield is a set of placeholder fields (segments) that are associated with a business

    object. There are three types of flexfields – descriptive, extensible, and key.

    Descriptive and extensible flexfields enable you to configure your applications to capture additional attributes without having to perform custom development. For example, you can modify an application to capture additional company-specific product information, such as voltage for electronic equipment, or size and color for clothing.

    Reference; Oracle Fusion Applications, Extensibility Guide, About Using Flexfields

    Question No: 45

    A company has introduced a new product that requires a new object in the Oracle Fusion

    Sales application. What is the process to extend this new object in Oracle Fusion Sales?

    1. The administrator uses Oracle Composer to customize a new object and content

    2. The sales manager uses Oracle Composer to customize a new object and content

    3. The administrator uses CRM Application Composer to customize a new object and content.

    4. The sales manager uses Oracle Composer to customize a new object and content.

    5. The sales manager uses Oracle Object Composer to customize a new object and content.

      Answer: C

      Explanation: Access the Application Composer from a CRM application at runtime by using the Navigator menu. The first view of the Application Composer is the main Overview page, which is the entry point into all your customization options. On the main Overview page, the regional pane at left displays the object tree, which lets you browse an application#39;s existing object configuration in a tree format. The object tree reflects the latest configuration of the application: both standard objects as well as custom objects.

      To use the object tree:

      1. Select Application Composer from the Navigator menu, under the Tools category.

      2. On the main Overview page, select an application from the Application choice list.

      3. For each object node, whether standard or custom, expand it further to view and edit object details, such as an object#39;s fields and Enterprise pages where the object is exposed.

        For both standard and custom objects, you can view and edit the following details:

  • Fields

    Add new fields to an object.

  • Pages

    Modify the pages on which an object appears.

  • Server scripts

    Write application logic that controls the behavior of an object#39;s records.

  • Buttons and links

    Add buttons or links to Enterprise pages.

  • Saved searches

  • Define saved searches for an object.

    Reference; Oracle Fusion Applications CRM Extensibility Guide, CRM Application

    Composer#39;s Object Tree

    Question No: 46

    You are implementing Oracle Fusion CRM for your company. Currently you are configuring the Assignment Manager. Your company wants to assign territories to a sales load where the Territory Program ID is the same as the Sales Lead Program ID.

    Select the mapping that you will configure to meet this requirement.

        1. Dimension mapping

        2. Attribute mapping

        3. Literal mapping

        4. static mapping

        5. Dynamic mapping

    Answer: B

    Explanation: Creating an Attribute Mapping

    You want to assign territories to a sales lead when the territory program ID is the same as the sales lead program ID. Create a mapping where the work object is sales lead and the candidate object is sales lead territory. Select the territory when the attribute territory program ID is equal to the sales lead attribute program ID.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Creating an Attribute Mapping

    Question No: 47

    Which module maintains the industry hierarchy for territory definition?

    1. Oracle Fusion Trading Community

    2. Oracle Fusion Territory Management

    3. Oracle Fusion Sales Quota Management

    4. Oracle Fusion Customer Center application

    5. Oracle Fusion Partner Management

    Answer: B

    Explanation: Manage Territory Management Synchronization Dimension Parameters: Explained

    Use parameters to refine the definition of each dimension so it best fits business requirements.

    Three dimensions use parameters: Industry

    Time Product

    • Industry

      Use the parameter to set the number of levels in the industry hierarchy that display in the dimension member selection screen.

    • Time

      Set the start of the time period used in calculating metrics using the Calendar Start parameter. Set the number of years prior to today#39;s date when the calendar starts for metrics.

    • Product

    Use the parameter to set the number of levels in the product hierarchy that display in the dimension member selection screen.

    Note: The industry hierarchy is from the customer classification module.

    The profile option Industry Classification Category must be set to the classification category that you want to use before you can enable the dimension. The available selections include only classification categories belonging to the Industrial Categories grouping.

    Question No: 48

    A customer has Implemented Oracle Fusion sales and the sales team in the company wants to convert the qualified lead into a sales opportunity.

    Identify the correct prerequisite to convert a lead into an opportunity.

    1. lead with sales account and primary product

    2. lead with sales account and assessment data

    3. lead with sales account and revenue lines

    4. lead with assessment data and primary product

    5. lead with sales account and sales methodology

    Answer: B

    Explanation: Normally, you convert leads to opportunities that have previously been qualified.

    If you determine that a lead has some potential for becoming an opportunity, you can qualify the lead. Normally, you select a rating for the lead according to a scale set up by your administrator.

    You must complete a Step (link an account and contact to the lead) before you convert the lead to an opportunity.

    Note: To qualify a lead 1.Select the lead.

    1. For instructions on selecting leads, see Finding Records.

      On the Lead Detail page, make sure that the lead record#39;s First Name, Last Name, Rating, Lead Owner, and Sales Person fields are filled.

      NOTE: This information helps to ensure that leads are not lost after they are qualified, and that valuable sales resources are used to full advantage to follow up leads that will evolve into a sales opportunity. In particular, if the Rating and Sales Person fields are not filled, you will not be able to set the status of the lead to Qualified.

    2. Click Mark as Qualified.

    The system verifies that the critical fields contain data. If the criteria are met, the lead Status field value changes to Qualified.

    Reference; Administering Oracle CRM On Demand, Converting Leads to Accounts, Contacts, or Opportunities

    Question No: 49

    Your company has been working with Fusion in development for some time and has decided to move to production. After configuring part of the production setup data, your supervisor decides to import the setup data from development. Because two separate teams were working on development and production, not all of the configurations match.

    1. Industry is configured in development but not in production.

    2. Tax Regime is configured in production but not in development

    3. Territories are configured in both development and production, but they were configured differently.

      Based on this scenario, identify the three things that will happen when the development setup imported to production.

      1. Industry in production will remain unchanged.

      2. Industry In production will be updated with values from development.

      3. Tax in production will remain unchanged.

      4. Tax In production will be deleted.

      5. Territory will be synchronized between development and production.

      6. Territory in production will be updated with the values from development.

      7. Territory in production will remain unchanged.

    Answer: B,C,E Explanation: Import

    In the target application instance, the setup import process will insert all new data from the source configuration package that does not already exist and update any existing data with changes from the source. Setup data that exists in the target instance but not in source will remain unchanged.

    Note: Almost all Oracle Fusion application implementations require moving functional setup data from one instance into another at various points in the lifecycle of the applications. For example, one of the typical cases in any enterprise application implementation is to first implement in a development or test application instance and then deploy to a production application instance after thorough testing.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Exporting and Importing Setup Data: Explained

    Question No: 50

    Oracle Fusion Territory management is used in an organization to assign sales accounts, leaders, and opportunities. It is also used to generate Business Intelligence reports. Identify three territorymanagement-related setup tasks that have to be performed by the territory administrator while configuring territories.

    1. Identify visible members.

    2. Enable dimensions and metrics.

    3. Quota

    4. Lookups

    5. Forecast

    Answer: A,B,C Explanation: Cube

    Territory Management generates the cube based on the enabled dimensions and their members. Territory Management loads the cube with dimension members and metrics directly from the data warehouse, in the case of the data warehouse option, or from Fusion Applications, in the case of the non-data warehouse option. The cube provides metrics information for defined territories.

    Sequence

    There are several aspects to enabling and populating dimension members, including setting profile options for certain dimensions.

    Following is the sequence for populating dimensions for use in defining territories:

    1. Change profile options for industry classification category or the classification category for auxiliary dimensions 1, 2, or 3.

    2. If you are using data warehouse, then run ETL to populate the data warehouse with the dimension members and transactional data.

    3. In Territory Management, identify the dimension members to be made visible in selection lists for defining territories. (A) Refresh the members before making visibility selections.

    4. If you are using data warehouse, then run ETL to populate the data warehouse with visibility settings.

    5. Use the stage environment in Territory Management to enable dimensions. Execute the Stage action which synchronizes the Territory Management stage environment with the data source.You can start defining territories using newly enabled and populated dimensions after you promote the stage environment to production.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Define Territory Management Configuration

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