Exam Code: 1Z1-456
Exam Name: Oracle Fusion Customer Relationship Management 11g Sales Essentials
Certification Provider: Oracle
Corresponding Certification: Oracle Applications
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Oracle 1Z1-456 Exam Syllabus Topics:

SectionObjectives
Accounts and Contacts Management- Data quality and duplication management
  • 1. Data enrichment and validation
    • 2. Duplicate prevention strategies
      - Customer data management
      • 1. Contact relationship management
        • 2. Account creation and hierarchy
          Oracle Fusion CRM Fundamentals- Navigation and user interface
          • 1. Sales dashboard and workspace navigation
            • 2. Personalization and user preferences
              - CRM concepts and Oracle Fusion CRM overview
              • 1. Fusion CRM architecture overview
                • 2. Customer relationship management principles
                  Application Administration and Setup- Security and roles
                  • 1. Access control configuration
                    • 2. User roles and permissions
                      - System configuration
                      • 1. Business process configuration
                        • 2. Sales application setup
                          Sales Process Management- Opportunity management
                          • 1. Forecasting and pipeline management
                            • 2. Opportunity lifecycle and stages
                              - Lead management
                              • 1. Lead conversion processes
                                • 2. Lead creation and qualification
                                  Sales Forecasting and Reporting- Forecasting methods
                                  • 1. Pipeline forecasting
                                    • 2. Quota and target management
                                      - Reports and analytics
                                      • 1. Standard sales reports
                                        • 2. Performance dashboards

                                          Oracle Fusion Customer Relationship Management 11g Sales Essentials Sample Questions:

                                          1. A territory manager has created a proposal. When the proposal is validated, it can create active territories. Identify a condition that would result in an error during the validation process in Oracle Fusion Sales.

                                          A) Partner sales representatives were added to child territories.
                                          B) A valid product has been added as a dimension member.
                                          C) Active resources were added as dimension members.
                                          D) Parent territory covers all the dimensions of its child territories.
                                          E) Parent territory does not cover all the dimensions of its child territories.


                                          2. Identify two components of sales coach that can assist in bringing opportunities to a successful close.

                                          A) recommended documents
                                          B) opportunity status
                                          C) stalled deal limit
                                          D) process steps
                                          E) task


                                          3. What are the three possible scenarios when resource quota dates will differ from the sales quota plan start and end date?

                                          A) Quota is assigned to a future dated resource, who will join the organization in future.
                                          B) Territory resource is removed from a territory and the resource is end dated.
                                          C) Territory is re aligned.
                                          D) Territory is deleted.
                                          E) Resource is deactivated.


                                          4. Identify three functions of the Activate Sales Quota Plan process.

                                          A) sends workflow notifications to territory owners and administrators
                                          B) creates territory and resource quota records
                                          C) synchronizes territory quota changes
                                          D) activates territory quota spread formula
                                          E) sets the sales quota plan status to Active


                                          5. You are the VP of Relations for your want to provide extra support to one of your largest customers. In order to offer your customer the best talent from among your resources, you decide to create a resource team. Which three components would you include within the resource team?

                                          A) Resource Organizations
                                          B) resource team organizational restrictions
                                          C) Resource Hierarchy
                                          D) roles within the resource team
                                          E) individual resources


                                          Solutions:

                                          Question # 1
                                          Answer: E
                                          Question # 2
                                          Answer: A,D
                                          Question # 3
                                          Answer: A,B,D
                                          Question # 4
                                          Answer: B,C,E
                                          Question # 5
                                          Answer: A,D,E

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