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Oracle Sales Business Process Foundations Associate Rel 2 Sample Questions (Q20-Q25):

NEW QUESTION # 20
Which are factors in the Opportunity to Forecast process?

A. Sales Stages, Win Probability, Include in Forecast
B. Win Probability, Lead Source, Sales Stages
C. Lead Rank, Win Probability, Include in Forecast
D. Include in Forecast, Lead Score, Lead Rank

Answer: A

Explanation:
In Oracle CX Sales, the Opportunity to Forecast process integrates opportunity data into forecasting. "Sales Stages" (C) indicate pipeline progress, a key forecasting factor. "Win Probability" reflects the likelihood of closing, directly impacting forecast accuracy. "Include in Forecast" is a flag determining whether an opportunity contributes to the forecast. "Lead Rank" and "Lead Score" (A, B) are lead-specific, not opportunity-focused. "Lead Source" (D) is informational but not a primary forecasting factor. The answer (Ans: 3) aligns with Oracle's opportunity-based forecasting methodology.

NEW QUESTION # 21
Which two statements concerning lead score are correct?

A. Lead score is a score assigned to a lead that can help in its qualification for further stages.
B. The data points/input that form the overall score must come from the lead source data.
C. Lead scoring rules can only be run once per week.
D. Lead score can be used as a criterion for lead ranking rules.

Answer: A,D

Explanation:
In Oracle CX Sales, "Lead score is a score assigned to a lead that can help in its qualification" (A) is true, aiding prioritization. "Lead score can be used as a criterion for lead ranking rules" (C) is also true, as scores drive rank tiers. "Must come from lead source data" (B) is false, as scores use multiple data points (e.g., behavior, profile). "Only run once per week" (D) is incorrect, as scoring can be dynamic. The answer (Ads: 1, 3) reflects Oracle's flexible scoring system.

NEW QUESTION # 22
Opportunities can be categorized based on different product groups, service lines, geographies, industries, and more. What is the term for this categorization?

A. Sales Group
B. Sales Forecast
C. Opportunity Grouping
D. Sales Pipeline
E. Revenue Collection

Answer: C

Explanation:
In Oracle CX Sales, categorizing opportunities by attributes like product groups or geographies is called "Opportunity Grouping" (E), a term for segmentation analysis. "Sales Group" (A) refers to teams. "Sales Pipeline" (B) tracks progress, not categories. "Revenue Collection" (C) is unrelated. "Sales Forecast" (D) predicts revenue, not categorization. The answer (Ans: 5) matches Oracle's terminology.

NEW QUESTION # 23
In the Channel Lead to Vendor Opportunity process, in your organization, Sam is a Partner Sales Representative, Tina is a Partner Sales Manager, Victoria is a Channel Account Manager, and Walter is the Channel Vice President. Who has the responsibility of assigning an opportunity to Sam?

A. Tina
B. Victoria
C. Walter
D. Sam himself

Answer: B

Explanation:
In the Channel Lead to Vendor Opportunity process, the "Channel Account Manager" (A), Victoria, assigns opportunities to partners like Sam, the Partner Sales Representative, ensuring alignment with vendor goals. "Walter" (B), Channel VP, is too senior. "Tina" (C), Partner Sales Manager, oversees Sam but doesn't assign from the vendor side. "Sam himself" (D) doesn't self-assign. The answer (Ans: 1, corrected from 4) reflects Oracle's channel assignment role.

NEW QUESTION # 24
Which two statements are true about the lead qualification process?

A. Leads are analyzed by lead qualification templates.
B. Lead qualification templates are a series of questions and responses that generate a lead score.
C. The lead rank determines the lead score.
D. Lead qualification templates are the only method available to qualify a lead.

Answer: A,B

Explanation:
In Oracle CX Sales, lead qualification uses structured tools. "Lead qualification templates are a series of questions and responses that generate a lead score" (B) is true, as templates assess lead quality via scored criteria. "Leads are analyzed by lead qualification templates" (C) is also true, describing how templates evaluate leads systematically. "Lead qualification templates are the only method" (A) is false, as manual qualification is also possible. "The lead rank determines the lead score" (D) is incorrect; lead score influences rank, not vice versa. The answer (Ans: 2, 3) matches Oracle's lead management framework.

NEW QUESTION # 25
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