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Oracle Sales Business Process Foundations Associate Rel 2 Sample Questions (Q30-Q35):

NEW QUESTION # 30
In the Sales Play to Key Account process, organizations analyze buyers' needs based on prospect insights to customize a personalized offering. Which role is responsible for this analysis?

A. Sales Analyst
B. Sales Manager
C. Marketing Analyst
D. Sales Representative
E. Key Account Executive

Answer: E

Explanation:
In Oracle CX Sales, the "Key Account Executive" (D) is responsible for analyzing buyer needs and customizing offerings for key accounts. This role combines strategic insight with direct account interaction, leveraging prospect data to tailor solutions. The "Marketing Analyst" (A) provides data but doesn't customize offerings. The "Sales Manager" (B) oversees teams, not individual analysis. The "Sales Representative" (C) executes sales, while the "Sales Analyst" (E) focuses on broader analytics, not personalization. The answer (Ans: 4) aligns with Oracle's emphasis on the Key Account Executive's strategic role.

NEW QUESTION # 31
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. Reject the lead
B. Convert the lead
C. Transfer the lead
D. Escalate the lead
E. Retire the lead

Answer: E

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 # 32
Which three data points can be used to evaluate lead ranking rules?

A. Contact Profile Data
B. Opportunity Revenue Data
C. Customer Profile Data
D. Lead Data

Answer: A,C,D

Explanation:
In Oracle CX Sales, lead ranking rules prioritize leads based on relevant data. "Contact Profile Data" (A) includes individual details (e.g., role, engagement), critical for ranking. "Lead Data" (B) encompasses lead-specific attributes (e.g., score, source), the foundation of ranking. "Customer Profile Data" (D) provides account-level insights (e.g., size, industry), enhancing prioritization. "Opportunity Revenue Data" (C) applies post-conversion, not to lead ranking. The answer (Ads: 1, 2, 4) aligns with Oracle's lead management framework.

NEW QUESTION # 33
Which job role is responsible for accepting leads, qualifying leads, and converting leads to opportunities?

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

Answer: D

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 # 34
Which two statements are true about the lead conversion process?

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

Answer: A,B

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 # 35
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