Introduction to AIA Foundation Pack for Partners
(Answer all questions in this section)
1. Complete the following statement, Oracle's BPA suite allows Business Users or
Analyst to ______________ Business Processes.
Mark for Review
(1) Points
D
Model, Validate, and Redesign
Structure and Validate
Design, Model, Simulate, and Optimize
Design, Validate and Optimize (*)
Incorrect. Design, Validate and Optimize Model, Validate, and Redesign
Structure and Validate
2. Application Integration Architecture (AIA) consists of 3 Key Products. Please select
all three
Mark for Review
(1) Points
Foundation Packs
A, C, D
Process Integration Packs
Fusion Middleware
Best Practices Process (*)
Incorrect. Fusion Middleware. AIA is powered by Fusion Middleware
Partner Ordering For Oracle Partners
(Answer all questions in this section)
3. How should you engage the Quote to Order Team for questions?
Mark for Review
(1) Points
Contact Oracle Support
Contact the Global Process Owner of the Quote to Order team.
Contact the Order Administration team directly.
Contact your Channel Manager/Sales Rep or the OPN IC to engage the Quote
to Order team internally. (*)
Incorrect: Contact your Channel Manager/Sales Rep or the OPN IC to engage
the Quote to Order team internally. See the 'Partner Ordering For Oracle
Partners' course for more information.
Oracle E-Business Suite Release 12.1 Highlights
(Answer all questions in this section)
4. In R12.1, Oracle Sourcing on Demand allows organization to optimize their strategic
sourcing programs by providing:
Mark for Review
(1) Points
(Choose all correct answers)
a way for organizations to save money
Pre-configuration and end-user training to accelerate time to value (*)
an environment that eliminates technology inhibitors (*)
More effective and efficient negotiation (*)
Incorrect. Oracle Sourcing on Demand provides for (1) More effective and
efficient negotiation, (2) Pre-configuration and end-user training to accelerate
time to value, and (3) An environment that eliminates technology inhibitors
5. Which are the modules that can be deployed in a standalone manner in EBS R12.1?
Mark for Review
(1) Points
(Choose all correct answers)
Site Hub (*)
Warehouse Management (*)
General Ledger
Learning Management (*)
Incorrect. (1) Learning Management, (2) Warehouse Management and (3) Site
Hub can be deployed in a standalone manner in R12.1.
Oracle E-Business Suite Release 12.1 Highlights
(Answer all questions in this section)
6. User Productivity Kit (UPK) is useful for new implementations only.
Mark for Review
(1) Points
True
False (*)
Incorrect. UPK is useful for all aspects of the software lifecycle and is
applicable for implementations, upgrades, and rollouts of new functionality.
7. In Release 12, we took best practice user experience techniques from acquisitions
like PeopleSoft and redesigned key existing transactions to reduce keystrokes and
clicks.
Mark for Review
(1) Points
True (*)
False
Correct. In Release 12, we took best practice user experience techniques
from acquisitions like PeopleSoft and redesigned key existing transactions to
reduce keystrokes and clicks.
R12.1 Readiness: Position and Demo Financials
(Answer all questions in this section)
8. What is the current state of more Accounts Payable Invoice Processing?
Mark for Review
(1) Points
(Choose all correct answers)
Lost Prompt Pay Discounts (*)
High Transaction Costs (*)
High Volumes of Low Dollar Invoices (*)
Underutilized ERP Systems (*)
Incorrect. The current state of most Accounts Payable Invoice Processing are
(1) high transaction costs, (2) lost prompt pay discounts, (3) high volumes of
low dollar invoices, and (4) underutilized ERP systems
9. Why are 77% of the global CEOs saying the level of complexity in their
organizations have increased?
Mark for Review
(1) Points
(Choose all correct answers)
Expansion into New Territories (*)
Localization
Growth from new product development (*)
More M&A activities (*)
Incorrect. According to CEOs, doing business globally is more complex,
driven by the expansion into new territories, M&A activity, and growth from
new product development.
10. What does Shared Service Centres do?
Mark for Review
(1) Points
Hire more people
Companies can consolidate non-revenue generating administrative tasks. (*)
Buy new ERP system
Set up Call Centre
Correct. In an effort to focus business units on their core competencies,
increase efficiencies company-wide, and better manage and access
information, companies can consolidate non-revenue generating,
administrative tasks in Shared Service Centers.
Oracle E-Business Suite Release 12 & 12.1: Technology Highlights
(Answer all questions in this section)
11. Oracle Business Intelligence Publisher creates a more productive environment for
business users by
Mark for Review
(1) Points
(Choose all correct answers)
Enables users to produce professional looking reports in pdf format (*)
Empowers the end users to produce their own reports on what they need (*)
Enable users to create their own reports (*)
Empowers the end users to produce their own reports when they need to (*)
Incorrect. The BI Publisher creates a much more productive environment for
business users to create their own reports, which means empowering the
end user to produce their own reports when and what needed.
12. What is Oracle Integration Repository?
Mark for Review
(1) Points
It is a business process flow
It is a compilation of information about numerous service endpoints exposed
by the EBS Applications (*)
It monitors business activity
It routes messages
Incorrect. The Oracle Integration Repository is a compilation of information
about the numerous service endpoints exposed by the Oracle E-Business
Suite of applications.
13. Which are the Value Propositions from the Application Technology perspective?
Mark for Review
(1) Points
(Choose all correct answers)
Drive Greater End User Productivity (*)
Lower Integration Costs (*)
Reduce Cost of Ownership (TCO) (*)
Increase Agility (*)
Incorrect. All are the Apps Tech value Propositions.
14. Oracle Secure Enterprise Search (SES) allows users search and find what they are
looking for in the EBS R12.1 without knowing the location.
Mark for Review
(1) Points
True (*)
False
Correct. Oracle Secure Enterprise Search (SES) allows users search and find
what they are looking for in the EBS R12.1 without knowing the location.
Overcome Selling Obstacles using Payment Solutions
(Answer all questions in this section)
15. A payment plan is not only a tactical tool for overcoming a customer obstacle, but
can also be used proactively to remove the large upfront commitment and the
budgetary effects of your offer, create a path to the financial buyer, and mitigate a
reseller's credit and collections risk.
Mark for Review
(1) Points
True (*)
False
Incorrect. True. See the 'Overcome Selling Obstacles using Payment
Solutions' course for more information.
Overcome Selling Obstacles using Payment Solutions
(Answer all questions in this section)
16. Oracle Partners have access to the same payment plan offerings that Oracle sales
teams use and can offer payments not only on Oracle resell but also on their own
products and services?
Mark for Review
(1) Points
True (*)
False
Incorrect. True. See the 'Overcome Selling Obstacles using Payment
Solutions' course for more information.
Oracle E-Business Suite Financials Release 12.1 Highlights
(Answer all questions in this section)
17. How does Oracle Financials support the Global Shared Service Operations?
Mark for Review
(1) Points
(Choose all correct answers)
Centralized Bank Account Model (*)
Centralized Global Tax Processing (*)
Multi-Org Access Control (*)
Centralized Payments Engine (*)
Incorrect. Oracle Financials provides the (1) centralized global tax
processing, (2) multi-org access control, (3) centralized bank account model,
and (4) Centralized Payment Engine.
18. What are the major initiatives in the R12 improved Financials Architecture
Mark for Review
(1) Points
(Choose all correct answers)
Ledger Architecture (*)
Centralized Banking & Payments (*)
Centralized & Flexible Rule-based Accounting Engine (*)
Centralized Global Tax Processing (*)
Incorrect. The major initiatives in R12 Financials are (1) Ledger Architecture,
(2) Centralized & Flexible Rule-based Accounting Engine, (3) Centralized
Banking & Payments and (4) Centralized Global Tax Processing
19. Which statement is correct?
Mark for Review
(1) Points
(Choose all correct answers)
Oracle Payables can seamlessly integrated with an 11i10 General Ledger.
Oracle GRC Solutions allow you to consolidate multiple requirements and
address these with a single platform, automate risk and compliance activities,
and embed preventive controls in the context of business operations. (*)
Oracle Receivables can seamlessly integrated with an 11i10 General Ledger.
Oracle Business Intelligence (Financial Analytics) can seamlessly integrated
with an EBS 11i10 environment (*)
Incorrect. Oracle GRC and Financial Analytics can be standalone solutions
with an EBS 11i10 environment
20. Oracle Receivables improves the Cash Flow and Increase Efficiency by
Mark for Review
(1) Points
(Choose all correct answers)
Line level cash application (*)
Cash application work queue (*)
Support for high volume receivables processing (*)
Synchronize Cost of Goods sold with Revenue (*)
Incorrect. One of the key business processes in Receivables is to apply
customer receipts to transactions to reflect the correct outstanding balance.
Unapplied customer receipts are assigned to the cash application owners for
processing. The cash applica
Applications Pricing Presentation
(Answer all questions in this section)
21. Which of Oracle’s applications pricing models provides end users the ability to
create custom bundles based on their specific user needs?
Mark for Review
(1) Points
Component
Custom Applications Suite (*)
Enterprise
None of the above?
Incorrect. Custom Applications Suite; See the 'Applications Pricing
Presentation' course for more information.
22. Which of Oracle’s applications pricing models allows end-users to license the
desired products for their entire organization without having to keep track of
specific user licenses, servers or deployment locations?
Mark for Review
(1) Points
Component
Custom Applications Suite
Enterprise (*)
None of the above?
Incorrect. Enterprise; See the 'Applications Pricing Presentation' course for
more information.
23. Which of Oracle’s applications pricing models is its traditional a la carte model and
is positioned as the cost effective model for end users who are implementing a
limited number of Oracle products for a limited number of use?
Component (*)
Custom Applications Suite
Enterprise
None of the above?
Correct. Component
Mark for Review
(1) Points
Oracle Pricing Calculator Call
(Answer all questions in this section)
24. What are some of the key features of the Oracle Partner Pricing Calculator?
Mark for Review
(1) Points
(Choose all correct answers)
Does not generate formal quotes or ordering documents (*)
Available via OPN (*)
Intended to be a pricing tool (*)
Does not include partner discounts
Incorrect: Some the key features of the Oracle Partner Pricing Calculator
include: Intended to be a pricing tool, Does not generate formal quotes or
ordering documents and Available via OPN. See the ‘Oracle Pricing
Calculator’ ilearning replay.
25. When using the Oracle Pricing Calculator partners should always first check to see
if there is a newer price list available to leverage from the tool?
Mark for Review
(1) Points
True (*)
False
Correct: TRUE, when using the Oracle Pricing Calculator partners should
always first check to see if there is a newer price list available to leverage
from the tool
Oracle E-Business Suite Release 12.1 Overview: Delivering Value in Uncertain
Times
(Answer all questions in this section)
26. The Global Financial Architecture in R12 includes to following new features____?
Mark for Review
(1) Points
(Choose all correct answers)
Decentralized Payments
Rules-Based Accounting Engine (*)
Unified Bank Account Model (*)
Global Intercompany Systems (*)
Incorrect: The Global Financial Architecture in R12 includes new features
such as: Rules-Based Accounting Engine, Unified Bank Account Model and
Global Intercompany Systems. See the 'Oracle E-Business Suite Release 12.1
Overview: Delivering Value in Uncertain Times' course for more information.
27. Benefits derived from the new Global Financial Architecture in R12 include(s)___?
Mark for Review
(1) Points
(Choose all correct answers)
Foresee Regulatory Changes
Streamline intercompany trading and reconciliation (*)
Faster, simpler period end processing (*)
Adapt quickly to Regulatory Changes (*)
Incorrect: Benefits derived from the new Global Financial Architecture in R12
include(s):Faster, simpler period end processing, Adapt quickly to Regulatory
Changes and Streamline intercompany trading and reconciliation. See the
'Oracle E-Business Suite Release 12.1 Overview: Delivering Value in
Uncertain Times' course for more information.
Distributing Full Use Licenses for Application programs
(Answer all questions in this section)
28. Which of the following statements are true?
Mark for Review
(1) Points
(Choose all correct answers)
The Oracle E-Business Discount for partners should be used to determine the
fees to Oracle. (*)
The fees are determined on a deal by deal basis and cannot be aggregated to
gain a higher discount. (*)
Fees payable to Oracle are non-cancellable and non-refundable. (*)
Partners do not need to keep their membership in the Oracle PartnerNetwork
current.
Incorrect: The Oracle E-Business Discount for partners should be used to
determine the fees to Oracle, The fees are determined on a deal by deal
basis and cannot be aggregated to gain a higher discount and Fees payable
to Oracle are non-cancellable and non-refundable. See the 'Distributing Full
Use Licenses for Application programs' course for more information.
29. Please choose the most accurate statement from the following regarding the
distribution of technical support by a partner.
Mark for Review
(1) Points
End users may purchase Software Update License and Support. (*)
Partners may distribute more than one year of Oracle support with the initial
license transaction.
Partners may renew support directly with the end user.
End users may purchase product support only.
Incorrect: End users may purchase Software Update License and Support.
See the 'Distributing Full Use Licenses for Application programs' course for
more information.
30. Please choose the most accurate statement regarding the Full Use Program
Distribution Agreement from the following:
Mark for Review
(1) Points
The term of the distribution agreement is two years. (*)
The term of the distribution agreement is perpetual.
The term of the distribution agreement is three years.
The term of the distribution agreement is four years.
Incorrect: The term of the distribution agreement is two years. See the
'Distributing Full Use Licenses for Application programs' course for more
information.
Oracle's Open Market Model (OMM) Overview
(Answer all questions in this section)
31. A net-new opportunity is defined as an opportunity at the_____?
Mark for Review
(1) Points
Product Level (i.e.,Applications, Technology, On Demand, etc)
None of the above?
Product Brand Level (i.e., Siebel, JD Edwards, Hyperion, etc)
Product Family Level (i.e., CRM*, Financials, Human Resources, Supply Chain
Planning, etc) (*)
Correct. Product Family Level (i.e., CRM*, Financials, Human Resources,
Supply Chain Planning, etc)
32. For an OMM Resale opportunity registered by an authorized Reseller and accepted
by Oracle, in situations where customer requests a quote from Oracle, the Oracle
field sales can?
Only quote the customer directly after securing in-region written Tier 1
approval (*)
Engage with the customer before they even request a quote
Only quote the customer directly after securing written approval from their
Manager and the Partner Manager
Quote the customer directly
Incorrect. Only quote the customer directly after securing in-region written
Tier 1 approval. See the 'Oracle's Open Market Model (OMM) Overview'
course for more information.
Mark for Review
(1) Points
Objection Handling I
(Answer all questions in this section)
33. What are three key best practices in handling prospect or customer objections?
Mark for Review
(1) Points
(Choose all correct answers)
Isolate the specific objection(s) (*)
Ensure you have customer references (*)
Confirm that you fully understand what customer is asking (*)
Customer objections should not be considered or addressed
Incorrect. Isolate the specific objection(s), Confirm that you fully understand
what customer is asking, Ensure you have customer references.
34. Prospects or customers will be able to move to Oracle Fusion from their Oracle
Applications Unlimited application offering when they feel the timing is right?
Mark for Review
(1) Points
True (*)
False
Correct. The answer is True: Prospects or customers will be able to move to
Oracle Fusion from their Applications Unlimited application offering when
they feel the timing is right. Applications unlimited will continue to offer
support for them no matter
1. What
information
are
partners
required to
include on
their order
with the
end user?
Mark for Review
(1) Points
(Choose all correct answers)
Oracle programs, license quantities and metrics (*)
End user license agreement under which the Oracle programs are
licensed (*)
OPN agreement number
Annual Software Update License and Support fees communicated to
the end user for the 2nd year support fees (*)
Incorrect: End user license agreement under
which the Oracle programs are licensed, Oracle
programs, license quantities and metrics and
Annual Software Update License and Support
fees communicated to the end user for the 2nd
year support fees See the 'Distributing Full Use
Licenses for Application programs' course for
more information.
2. Which two statements are true if the partner does not license their end
users pursuant to a license agreement?
Mark for Review
(1) Points
(Choose all correct answers)
The partner may be at risk of losing its OPN membership and
distribution rights. (*)
Oracle will not recognize that the Partner's End-User has a valid Oracle
program license and will not be able to obtain support from Oracle (*)
he Partner’s end user will still receive support.
There are no risks.
Correct: The partner may be at risk of losing its
OPN membership and distribution rights and
Oracle will not recognize that the Partner's EndUser has a valid Oracle program license and will
not be able to obtain support from Oracle
3. Please choose the most accurate statement from the following regarding the
distribution of technical support by a partner.
Mark for Review
(1) Points
End users may purchase product support only.
Partners may distribute more than one year of Oracle support with the
initial license transaction.
Partners may renew support directly with the end user.
End users may purchase Software Update License and Support. (*)
Correct: End users may purchase Software
Update License and Support.
Partner Ordering For Oracle Partners
(Answer all questions in this section)
4. How should you engage the Quote to Order Team for questions?
Mark for Review
(1) Points
Contact Oracle Support
Contact your Channel Manager/Sales Rep or the OPN IC to engage the
Quote to Order team internally. (*)
Contact the Global Process Owner of the Quote to Order team.
Contact the Order Administration team directly.
Correct: Contact your Channel Manager/Sales
Rep or the OPN IC to engage the Quote to Order
team internally.
Oracle E-Business Suite Release 12 & 12.1: Technology Highlights
(Answer all questions in this section)
5. What did we change aesthetically to improve better user experience.
Mark for Review
(1) Points
(Choose all correct answers)
Reduce the number of steps to complete key tasks (*)
Re-designed and streamlined entire workflows (*)
Moved from yellow to blue screen to improve the overall look & feel
and visual style (*)
Reduced pop-ups and duplicate screens (*)
Incorrect. Not only we moved from yellow to
blue user interface, we took best practice user
experience techniques from acquisitions like
PeopleSoft and redesigned key existing
transactions to reduce keystrokes and clicks, we
reduced pop-ups and minimized
6. What is
Oracle
Integration
Repository?
Mark for Review
(1) Points
It is a compilation of information about numerous service endpoints
exposed by the EBS Applications (*)
It monitors business activity
It routes messages
It is a business process flow
Correct. The Oracle Integration Repository is a
compilation of information about the numerous
service endpoints exposed by the Oracle EBusiness Suite of applications.
7. How can the BI applications be deployed
Mark for Review
(1) Points
(Choose all correct answers)
Embedded with the e-Biz navigator screen (*)
Part of Fusion Applications
Standalone Interactive Dashboard (*)
BI Portlets on the enterprise portal (*)
Correct. the BI applications maybe deployed
either as a standalone interactive dashboard, OR
as BI Portlets on the enterprise portal OR
embedded with the E-Biz navigator screen as
shown in this slide.
8. Oracle Business Intelligence Publisher creates a more productive
environment for business users by
Mark for Review
(1) Points
(Choose all correct answers)
Empowers the end users to produce their own reports on what they
need (*)
Empowers the end users to produce their own reports when they need
to (*)
Enable users to create their own reports (*)
Enables users to produce professional looking reports in pdf format (*)
Correct. The BI Publisher creates a much more
productive environment for business users to
create their own reports, which means
empowering the end user to produce their own
reports when and what needed.
Oracle Pricing Calculator Call
(Answer all questions in this section)
9. When using the Oracle Pricing Calculator partners should always first check
to see if there is a newer price list available to leverage from the tool?
Mark for Review
(1) Points
True (*)
False
Correct: TRUE, when using the Oracle Pricing
Calculator partners should always first check to
see if there is a newer price list available to
leverage from the tool
10. What are some of the key features of the Oracle Partner Pricing Calculator?
Mark for Review
(1) Points
(Choose all correct answers)
Intended to be a pricing tool (*)
Available via OPN (*)
Does not include partner discounts
Does not generate formal quotes or ordering documents (*)
Correct: Some the key features of the Oracle
Partner Pricing Calculator include: Intended to be
a pricing tool, Does not generate formal quotes
or ordering documents and Available via OPN
11. Application
Integration
Architecture
(AIA)
consists of
3 Key
Products.
Please
select all
three
Mark for Review
(1) Points
Best Practices Process (*)
Process Integration Packs
Fusion Middleware
Foundation Packs
A, C, D
Correct. Best Practices Process, Process
Integration Packs, Foundation Packs
12. Application Integration Architecture (AIA) Foundation Pack includes the
following core infrastructure tools. Select all the tools.
Mark for Review
(1) Points
Error and Diagnostic Framework
A, C, D
Business Service Repository (BSR)
Testing and Validation System
Foundation Services (*)
Incorrect. Foundation Services
Objection Handling I
(Answer all questions in this section)
13. What are the two best ways for to handle a prospect or customer’s
concern or objection that ‘Oracle is too big, too large and too complex for
midsized customers’?
Mark for Review
(1) Points
(Choose all correct answers)
Ignore the objection and move on to next concern.
Let prospect or customer know that Oracle does not have software
that supports midsized customers
Ensure you have good midsize customer references in same or
similar industry as prospect (*)
Have good customer references running specific Oracle software in
same general location as prospect. (*)
Correct. Ensure you have good midsize
customer references in same or similar industry
as prospect and have good customer
references running specific Oracle software in
same general location as prospect.
14. What are three key best practices in handling prospect or customer
objections?
Mark for Review
(1) Points
(Choose all correct answers)
Ensure you have customer references (*)
Customer objections should not be considered or addressed
Isolate the specific objection(s) (*)
Confirm that you fully understand what customer is asking (*)
Correct. Isolate the specific objection(s),
Confirm that you fully understand what
customer is asking, Ensure you have customer
references.
Overcome Selling Obstacles using Payment Solutions
(Answer all questions in this section)
15. As discussed a payment plan can be used as a reactionary or tactical tool
to remove obstacles in your sales cycle. What are the signals from your
customer or prospect that show a payment plan may be needed?
A, B, & C
B&C
Due to the economic environment, we have little or no capital budget
left for software purchases
We like the deal but can only make a purchase for our immediate
needs (*)
We need board approval for all software transactions
Mark for Review
(1) Points
Incorrect. Due to the economic environment,
we have little or no capital budget left for
software purchases and We like the deal but
can only make a purchase for our immediate
needs. See the 'Overcome Selling Obstacles
using Payment Solutions' course for more
information.
11. Application
Integration
Architecture
(AIA)
consists of
3 Key
Products.
Please
select all
three
Mark for Review
(1) Points
Best Practices Process (*)
Process Integration Packs
Fusion Middleware
Foundation Packs
A, C, D
Correct. Best Practices Process, Process
Integration Packs, Foundation Packs
12. Application Integration Architecture (AIA) Foundation Pack includes the
following core infrastructure tools. Select all the tools.
Mark for Review
(1) Points
Error and Diagnostic Framework
A, C, D
Business Service Repository (BSR)
Testing and Validation System
Foundation Services (*)
Incorrect. Foundation Services
Objection Handling I
(Answer all questions in this section)
13. What are the two best ways for to handle a prospect or customer’s
concern or objection that ‘Oracle is too big, too large and too complex for
midsized customers’?
Mark for Review
(1) Points
(Choose all correct answers)
Ignore the objection and move on to next concern.
Let prospect or customer know that Oracle does not have software
that supports midsized customers
Ensure you have good midsize customer references in same or
similar industry as prospect (*)
Have good customer references running specific Oracle software in
same general location as prospect. (*)
Correct. Ensure you have good midsize
customer references in same or similar industry
as prospect and have good customer
references running specific Oracle software in
same general location as prospect.
14. What are three key best practices in handling prospect or customer
objections?
Mark for Review
(1) Points
(Choose all correct answers)
Ensure you have customer references (*)
Customer objections should not be considered or addressed
Isolate the specific objection(s) (*)
Confirm that you fully understand what customer is asking (*)
Correct. Isolate the specific objection(s),
Confirm that you fully understand what
customer is asking, Ensure you have customer
references.
Overcome Selling Obstacles using Payment Solutions
(Answer all questions in this section)
15. As discussed a payment plan can be used as a reactionary or tactical tool
to remove obstacles in your sales cycle. What are the signals from your
customer or prospect that show a payment plan may be needed?
A, B, & C
B&C
Due to the economic environment, we have little or no capital budget
left for software purchases
We like the deal but can only make a purchase for our immediate
needs (*)
We need board approval for all software transactions
Incorrect. Due to the economic environment,
we have little or no capital budget left for
software purchases and We like the deal but
can only make a purchase for our immediate
Mark for Review
(1) Points
needs. See the 'Overcome Selling Obstacles
using Payment Solutions' course for more
information.
16. What is
the
Strategic
Value of
Selling
with
payments?
Mark for Review
(1) Points
Tried everything else to close and payment plans have worked in the
past
Offering another option to a Net 30 or cash deal
The transaction is a large dollar amount so the customer may not be
able to pay Net 30
Proactively addresses obstacles which shorten your sales cycle and
maintain your margin in the deal (*)
Correct. Proactively addresses obstacles which
shorten your sales cycle and maintain your
margin in the deal
Oracle E-Business Suite Release 12.1 Overview: Delivering Value in Uncertain Times
(Answer all questions in this section)
17. The following modules may exist as Standalone Solutions that leverage of
11i10 E-Business Suite
Mark for Review
(1) Points
(Choose all correct answers)
Oracle MES for Discrete and Process Manufacturing (*)
Procurement and Spend Analytics (*)
Oracle Sourcing On-Demand (*)
Oracle Sourcing (*)
Incorrect: Standalone Solutions that leverage of
11i10 E-Business Suite include: Procurement
and Spend Analytic, Oracle Sourcing, Oracle
Sourcing On-Demand and Oracle MES for
Discrete and Process Manufacturing. See the
'Oracle E-Business Suite Release 12.1 Overview:
Delivering Value in Uncertain Times' course for
more information.
18. E-Business Suite R12 focused mainly on___?
Mark for Review
(1) Points
(Choose all correct answers)
The Financial Modules (*)
The Architectural Improvements in Financials (*)
Integration of Financial Modules to 3rd Party Software
Setting the Stage to leverage the Architectural Improvements for
R12.1 (*)
Incorrect: E-Business Suite R12 focused mainly
on The Financial Modules, The Architectural
Improvements in Financials and Setting the
Stage to leverage the Architectural
Improvements for R12.1. See the 'Oracle EBusiness Suite Release 12.1 Overview:
Delivering Value in Uncertain Times' course for
more information.
Oracle E-Business Suite Financials Release 12.1 Highlights
(Answer all questions in this section)
19. In General Ledger, we have focused on simplifying maintenance and
streamlining processing
Mark for Review
(1) Points
We provide the ability to integrate non Oracle source systems with the
centralized accounting engine (SLA) and efficiently create accounting
from multiple, heterogeneous systems
Accounting setup has gone from multiple pages and tabs to single
page with the Accounting Setup Manager. (*)
We’ve Integrated Assets with Oracle Subledger Accounting which
means that you can take full advantage of flexible accounting rules
definitions, enabling you to account for your asset transactions
according to best business practice.
Incorrect. Accounting setup has gone from
multiple pages and tabs to single page with the
Accounting Setup Manager.
20. In Release 12.1 we support payments made to other parties on behalf of
the suppliers which is referred to as Third Party Payments.
Mark for Review
(1) Points
True (*)
False
Correct. In Release 12.1 we support payments
made to other parties on behalf of the suppliers
which is referred to as Third Party Payments.
21. What is
key
agenda
for
Finance?
Mark for Review
(1) Points
(Choose all correct answers)
Centralization (*)
Optimization
Consolidation (*)
Standardization (*)
Incorrect. Most organizations desire to or have
been on a mission to get “back to the basics”, and
as a result organizations are driving towards
consolidation, centralization and standardization
across their systems, which will result in
simplification.
22. How does Oracle Financials support the Global Shared Service Operations?
Mark for Review
(1) Points
(Choose all correct answers)
Multi-Org Access Control (*)
Centralized Global Tax Processing (*)
Centralized Bank Account Model (*)
Centralized Payments Engine (*)
Correct. Oracle Financials provides the (1)
centralized global tax processing, (2) multi-org
access control, (3) centralized bank account
model, and (4) Centralized Payment Engine.
R12.1 Readiness: Position and Demo Financials
(Answer all questions in this section)
23. What are the features in Oracle Financials that support IFRS?
Mark for Review
(1) Points
(Choose all correct answers)
Intercompany reconciliations (*)
Segment Reporting (*)
Inventory management (*)
Specialized Currency (*)
Incorrect. All of the above supports IFRS
24. What is the current state of more Accounts Payable Invoice Processing?
Mark for Review
(1) Points
(Choose all correct answers)
High Volumes of Low Dollar Invoices (*)
Lost Prompt Pay Discounts (*)
Underutilized ERP Systems (*)
High Transaction Costs (*)
Correct. The current state of most Accounts
Payable Invoice Processing are (1) high
transaction costs, (2) lost prompt pay discounts,
(3) high volumes of low dollar invoices, and (4)
underutilized ERP systems
25. How can we minimize our overall cost of receivables financing costs?
Mark for Review
(1) Points
(Choose all correct answers)
Hire more collection agents
Make the collections process more efficient (*)
Reduce total amount of outstanding receivables (*)
Outsource the collection department to the professionals
Correct. By reducing the total amount outstanding
receivables, and by making the collections process
more efficient, we can make great headway in
minimizing our overall cost of financial processing.
26. In Release
12, we took
best
practice
user
experience
techniques
from
acquisitions
like
PeopleSoft
and
redesigned
key existing
transactions
to reduce
keystrokes
and clicks.
Mark for Review
(1) Points
True (*)
False
Correct. In Release 12, we took best practice
user experience techniques from acquisitions
like PeopleSoft and redesigned key existing
transactions to reduce keystrokes and clicks.
27. Which are the modules that can be deployed in a standalone manner in
EBS R12.1?
Mark for Review
(1) Points
(Choose all correct answers)
General Ledger
Site Hub (*)
Learning Management (*)
Warehouse Management (*)
Correct. (1) Learning Management, (2)
Warehouse Management and (3) Site Hub can
be deployed in a standalone manner in R12.1.
28. We have streamlined the sourcing and On Boarding of Talent by
introducing the following:
Mark for Review
(1) Points
(Choose all correct answers)
Incentive Compensation
Recruiter Dashboard (*)
Manager Dashboard (*)
Interview Management (*)
Incorrect. Interview Management and
Recruiter and Manager Dashboards help to
streamline sourcing and on boarding of talents.
29. Which application/module can help retailers or anyone with many
branches (e.g. banks) to have a single source of truth for location
information?
GIS
Inventory
ERP
Site Hub (*)
Mark for Review
(1) Points
Correct. Oracle Site Hub enables organizations
to centralize site and location specific
information from heterogeneous systems,
creating a single view of site information that
can be leveraged across all functional
departments and systems.
Oracle's Open Market Model (OMM) Overview
(Answer all questions in this section)
30. A net-new opportunity is defined as an opportunity at the_____?
Mark for Review
(1) Points
Product Level (i.e.,Applications, Technology, On Demand, etc)
None of the above?
Product Family Level (i.e., CRM*, Financials, Human Resources,
Supply Chain Planning, etc) (*)
Product Brand Level (i.e., Siebel, JD Edwards, Hyperion, etc)
Correct. Product Family Level (i.e., CRM*,
Financials, Human Resources, Supply Chain
Planning, etc)
31. For an
OMM
Resale
opportunity
registered
by an
authorized
Reseller
and
accepted
by Oracle,
in
situations
where
customer
requests a
quote from
Oracle, the
Oracle field
sales can?
Mark for Review
(1) Points
Quote the customer directly
Engage with the customer before they even request a quote
Only quote the customer directly after securing written approval from
their Manager and the Partner Manager
Only quote the customer directly after securing in-region written Tier
1 approval (*)
Correct. Only quote the customer directly after
securing in-region written Tier 1 approval
Applications Pricing Presentation
(Answer all questions in this section)
32. The Oracle E-Business Discount for partners distributing Oracle
Applications to midsize end users is_____?
Mark for Review
(1) Points
30%
35%
50% (*)
60%
Correct. 50%
33. Which of Oracle’s applications pricing models allows end-users to license
the desired products for their entire organization without having to keep
track of specific user licenses, servers or deployment locations?
Mark for Review
(1) Points
Component
Custom Applications Suite
Enterprise (*)
None of the above?
Correct. Enterprise
34. Which of Oracle’s applications pricing models provides end users the ability
to create custom bundles based on their specific user needs?
Mark for Review
(1) Points
Component
Custom Applications Suite (*)
Enterprise
None of the above?
Correct. Custom Applications Suite
1. Oracle
Receivables
improves
the Cash
Flow and
Increase
Efficiency
by
Mark for Review
(1) Points
(Choose all correct answers)
Synchronize Cost of Goods sold with Revenue (*)
Line level cash application (*)
Cash application work queue (*)
Support for high volume receivables processing (*)
Correct. One of the key business processes in
Receivables is to apply customer receipts to
transactions to reflect the correct outstanding
balance. Unapplied customer receipts are
assigned to the cash application owners for
processing. The cash applicati
2. How does Oracle Financials support the Global Shared Service Operations?
Mark for Review
(1) Points
(Choose all correct answers)
Centralized Global Tax Processing (*)
Centralized Bank Account Model (*)
Centralized Payments Engine (*)
Multi-Org Access Control (*)
Correct. Oracle Financials provides the (1)
centralized global tax processing, (2) multi-org
access control, (3) centralized bank account
model, and (4) Centralized Payment Engine.
3. What are the major initiatives in the R12 improved Financials Architecture
Mark for Review
(1) Points
(Choose all correct answers)
Centralized Banking & Payments (*)
Centralized & Flexible Rule-based Accounting Engine (*)
Centralized Global Tax Processing (*)
Ledger Architecture (*)
Correct. The major initiatives in R12 Financials
are (1) Ledger Architecture, (2) Centralized &
Flexible Rule-based Accounting Engine, (3)
Centralized Banking & Payments and (4)
Centralized Global Tax Processing
4. In General Ledger, we have focused on simplifying maintenance and
streamlining processing
Mark for Review
(1) Points
We’ve Integrated Assets with Oracle Subledger Accounting which
means that you can take full advantage of flexible accounting rules
definitions, enabling you to account for your asset transactions
according to best business practice.
Accounting setup has gone from multiple pages and tabs to single
page with the Accounting Setup Manager. (*)
We provide the ability to integrate non Oracle source systems with the
centralized accounting engine (SLA) and efficiently create accounting
from multiple, heterogeneous systems
Correct. Accounting setup has gone from
multiple pages and tabs to single page with the
Accounting Setup Manager.
Distributing Full Use Licenses for Application programs
(Answer all questions in this section)
5. Which of the following statements are true?
Mark for Review
(1) Points
(Choose all correct answers)
The Oracle E-Business Discount for partners should be used to
determine the fees to Oracle. (*)
The fees are determined on a deal by deal basis and cannot be
aggregated to gain a higher discount. (*)
Partners do not need to keep their membership in the Oracle
PartnerNetwork current.
Fees payable to Oracle are non-cancellable and non-refundable. (*)
Correct: The Oracle E-Business Discount for
partners should be used to determine the fees to
Oracle, The fees are determined on a deal by
deal basis and cannot be aggregated to gain a
higher discount and Fees payable to Oracle are
non-cancellable and non-refundable.
6. Please
choose the
most
accurate
statement
regarding
the Full
Use
Program
Distribution
Agreement
from the
following:
Mark for Review
(1) Points
The term of the distribution agreement is perpetual.
The term of the distribution agreement is three years.
The term of the distribution agreement is two years. (*)
The term of the distribution agreement is four years.
Correct: The term of the distribution agreement
is two years.
7. What information are partners required to include on their order with the
end user?
Mark for Review
(1) Points
(Choose all correct answers)
Oracle programs, license quantities and metrics (*)
OPN agreement number
Annual Software Update License and Support fees communicated to
the end user for the 2nd year support fees (*)
End user license agreement under which the Oracle programs are
licensed (*)
Correct: End user license agreement under which
the Oracle programs are licensed, Oracle
programs, license quantities and metrics and
Annual Software Update License and Support
fees communicated to the end user for the 2nd
year support fees
Overcome Selling Obstacles using Payment Solutions
(Answer all questions in this section)
8. Oracle Partners have access to the same payment plan offerings that Oracle
sales teams use and can offer payments not only on Oracle resell but also
on their own products and services?
Mark for Review
(1) Points
True (*)
False
Correct. True
9. What is the Strategic Value of Selling with payments?
Mark for Review
(1) Points
Proactively addresses obstacles which shorten your sales cycle and
maintain your margin in the deal (*)
The transaction is a large dollar amount so the customer may not be
able to pay Net 30
Tried everything else to close and payment plans have worked in the
past
Offering another option to a Net 30 or cash deal
Correct. Proactively addresses obstacles which
shorten your sales cycle and maintain your
margin in the deal
R12.1 Readiness: Position and Demo Financials
(Answer all questions in this section)
10. How does Oracle Payables improve the Procure-to-Pay process?
Mark for Review
(1) Points
(Choose all correct answers)
Effective Collaboration & Improved Relationships through improved
suppliers management (*)
Adopt the Global Best Practice to increase competitiveness through
streamlined global operations (*)
Improved payment processing with process automation (*)
Lower total procure-to-pay costs by gaining efficiency through
streamlined processes (*)
Incorrect. Summary of benefits are all the above.
11. What
are the
common
business
practices
to
reduce
costs?
Mark for Review
(1) Points
(Choose all correct answers)
Continuously lower the unit cost per transaction through self service (*)
Standardize business practices (*)
Automate processes (*)
Eliminate redundant processes (*)
Correct. Eliminating redundant processes,
continuously lowering the unit cost per transaction
through self-service, automating processes, and
standardizing common business practices reduces
costs.
12. What are the features in Oracle Financials that support IFRS?
Mark for Review
(1) Points
(Choose all correct answers)
Intercompany reconciliations (*)
Segment Reporting (*)
Inventory management (*)
Specialized Currency (*)
Correct. All of the above supports IFRS
Oracle Pricing Calculator Call
(Answer all questions in this section)
13. What are some of the key features of the Oracle Partner Pricing Calculator?
Mark for Review
(1) Points
(Choose all correct answers)
Available via OPN (*)
Does not include partner discounts
Intended to be a pricing tool (*)
Does not generate formal quotes or ordering documents (*)
Correct: Some the key features of the Oracle
Partner Pricing Calculator include: Intended to be
a pricing tool, Does not generate formal quotes or
ordering documents and Available via OPN
14. When using the Oracle Pricing Calculator partners should always first check
to see if there is a newer price list available to leverage from the tool?
Mark for Review
(1) Points
True (*)
False
Correct: TRUE, when using the Oracle Pricing
Calculator partners should always first check to
see if there is a newer price list available to
leverage from the tool
Oracle E-Business Suite Release 12.1 Highlights
(Answer all questions in this section)
15. User Productivity Kit (UPK) is useful for new implementations only.
Mark for Review
(1) Points
True
False (*)
Correct. UPK is useful for all aspects of the
software lifecycle and is applicable for
implementations, upgrades, and rollouts of new
functionality.
16. In addition
to the
overall
upgrade
value
proposition,
Oracle built
solutions in
Release 12.1
in a way
that can be
implemented
in a stand
alone or
modular
fashion.
Mark for Review
(1) Points
True (*)
False
Correct. In addition to the overall upgrade
value proposition, Oracle built solutions in
Release 12.1 in a way that can be
implemented in a stand alone or modular
fashion.
17. The new and improved global financials architecture also enables
centralized administration of global shared services.
Mark for Review
(1) Points
True (*)
False
Correct. The new and improved global
financials architecture also enables centralized
administration of global shared services.
18. Which area(s) did Oracle focus on in the EBS R12 release?
Mark for Review
(1) Points
(Choose all correct answers)
Financials (*)
Procurement
Applications Technology (*)
Supply Chain Management
Incorrect. The 2 areas are (1) Financials and
(2) Applications Technology.
Applications Pricing Presentation
(Answer all questions in this section)
19. Which of Oracle’s applications pricing models is its traditional a la carte
model and is positioned as the cost effective model for end users who
are implementing a limited number of Oracle products for a limited
number of use?
Mark for Review
(1) Points
Component (*)
Custom Applications Suite
Enterprise
None of the above?
Correct. Component
20. The Oracle E-Business Discount for partners distributing Oracle
Applications to midsize end users is_____?
Mark for Review
(1) Points
30%
35%
50% (*)
60%
Correct. 50%
21. Which of
Oracle’s
applications
pricing
models
allows endusers to
license the
desired
Mark for Review
(1) Points
products for
their entire
organization
without
having to
keep track
of specific
user
licenses,
servers or
deployment
locations?
Component
Custom Applications Suite
Enterprise (*)
None of the above?
Correct. Enterprise
Oracle E-Business Suite Release 12.1 Overview: Delivering Value in Uncertain Times
(Answer all questions in this section)
22. The Global Financial Architecture in R12 includes to following new
features____?
Mark for Review
(1) Points
(Choose all correct answers)
Rules-Based Accounting Engine (*)
Unified Bank Account Model (*)
Decentralized Payments
Global Intercompany Systems (*)
Correct: The Global Financial Architecture in
R12 includes new features such as: RulesBased Accounting Engine, Unified Bank
Account Model and Global Intercompany
Systems
23. Benefits derived from the new Global Financial Architecture in R12
include(s)___?
Mark for Review
(1) Points
(Choose all correct answers)
Foresee Regulatory Changes
Streamline intercompany trading and reconciliation (*)
Adapt quickly to Regulatory Changes (*)
Faster, simpler period end processing (*)
Correct: Benefits derived from the new Global
Financial Architecture in R12 include(s):Faster,
simpler period end processing, Adapt quickly
to Regulatory Changes and Streamline
intercompany trading and reconciliation
Objection Handling I
(Answer all questions in this section)
24. Prospects or customers will be able to move to Oracle Fusion from their
Oracle Applications Unlimited application offering when they feel the
timing is right?
Mark for Review
(1) Points
True (*)
False
Correct. The answer is True: Prospects or
customers will be able to move to Oracle
Fusion from their Applications Unlimited
application offering when they feel the timing
is right. Applications unlimited will continue to
offer support for them no matter
25. What are the two best ways for to handle a prospect or customer’s
concern or objection that ‘Oracle is too big, too large and too complex for
midsized customers’?
(Choose all correct answers)
Ensure you have good midsize customer references in same or
similar industry as prospect (*)
Ignore the objection and move on to next concern.
Have good customer references running specific Oracle software in
same general location as prospect. (*)
Let prospect or customer know that Oracle does not have software
that supports midsized customers
Correct. Ensure you have good midsize
customer references in same or similar
industry as prospect and have good customer
references running specific Oracle software in
same general location as prospect.
26. When
should you
engage the
Quote to
Order team
at Oracle
Corporation?
Mark for Review
(1) Points
Mark for Review
(1) Points
When you receive your invoice and it is incorrect.
When you have a non standard request which requires engagement
from Oracle Contracts.
When you have submitted an order to Oracle and have not received
confirmation that it has been booked. (*)
When you are interested in purchasing Oracle products, and have
product or pricing questions.
Correct: When you have submitted an order
to Oracle and have not received confirmation
that it has been booked. The Quote to order
team works within the framework of once a
quote becomes an order. We are the team
responsible for booking fully approved orders
into Oracle’s Order Management application.
If you have questions regarding product,
pricing or non-standard order requests, please
contact your channel manager/sales rep. If
you have questions regarding an invoice that
you have received please contact Oracle’s
Credit and Collections department or your
channel manager.
Oracle E-Business Suite Release 12 & 12.1: Technology Highlights
(Answer all questions in this section)
27. How can the BI applications be deployed
Mark for Review
(1) Points
(Choose all correct answers)
Embedded with the e-Biz navigator screen (*)
Standalone Interactive Dashboard (*)
BI Portlets on the enterprise portal (*)
Part of Fusion Applications
Correct. the BI applications maybe deployed
either as a standalone interactive dashboard,
OR as BI Portlets on the enterprise portal OR
embedded with the E-Biz navigator screen as
shown in this slide.
28. Which are the Value Propositions from the Application Technology
perspective?
Mark for Review
(1) Points
(Choose all correct answers)
Drive Greater End User Productivity (*)
Increase Agility (*)
Lower Integration Costs (*)
Reduce Cost of Ownership (TCO) (*)
Correct. All are the Apps Tech value
Propositions.
29. What is Oracle Integration Repository?
Mark for Review
(1) Points
It monitors business activity
It is a business process flow
It is a compilation of information about numerous service endpoints
exposed by the EBS Applications (*)
It routes messages
Correct. The Oracle Integration Repository is a
compilation of information about the
numerous service endpoints exposed by the
Oracle E-Business Suite of applications.
30. What did we change aesthetically to improve better user experience.
Mark for Review
(1) Points
(Choose all correct answers)
Re-designed and streamlined entire workflows (*)
Reduce the number of steps to complete key tasks (*)
Reduced pop-ups and duplicate screens (*)
Moved from yellow to blue screen to improve the overall look & feel
and visual style (*)
Correct. Not only we moved from yellow to
blue user interface, we took best practice user
experience techniques from acquisitions like
PeopleSoft and redesigned key existing
transactions to reduce keystrokes and clicks,
we reduced pop-ups and minimized d
31. Application
Integration
Architecture
(AIA)
Foundation
Pack includes
the following
core
infrastructure
tools. Select
all the tools.
Mark for Review
(1) Points
Business Service Repository (BSR)
Testing and Validation System
A, C, D
Error and Diagnostic Framework
Foundation Services (*)
Correct: Business Service Repository (BSR),
Testing and Validation System, Error and
Diagnostic Framework
32. Application Integration Architecture (AIA) consists of 3 Key Products.
Please select all three
Mark for Review
(1) Points
Process Integration Packs
A, C, D
Foundation Packs
Fusion Middleware
Best Practices Process (*)
Correct. Best Practices Process, Process
Integration Packs, Foundation Packs
Oracle's Open Market Model (OMM) Overview
(Answer all questions in this section)
33. For an OMM Resale opportunity registered by an authorized Reseller and
accepted by Oracle, in situations where customer requests a quote from
Oracle, the Oracle field sales can?
Mark for Review
(1) Points
Quote the customer directly
Engage with the customer before they even request a quote
Only quote the customer directly after securing written approval
from their Manager and the Partner Manager
Only quote the customer directly after securing in-region written
Tier 1 approval (*)
Correct. Only quote the customer directly
after securing in-region written Tier 1
approval
34. A net-new opportunity is defined as an opportunity at the_____?
Mark for Review
(1) Points
None of the above?
Product Family Level (i.e., CRM*, Financials, Human Resources,
Supply Chain Planning, etc) (*)
Product Brand Level (i.e., Siebel, JD Edwards, Hyperion, etc)
Product Level (i.e.,Applications, Technology, On Demand, etc)
Correct. Product Family Level (i.e., CRM*,
Financials, Human Resources, Supply Chain
Planning, etc)
1. As
discussed
a payment
plan can
be used as
a
reactionary
or tactical
tool to
remove
obstacles
in your
sales cycle.
What are
the signals
from your
customer
or
prospect
that show
a payment
plan may
be
needed?
Mark for Review
(1) Points
A, B, & C
We like the deal but can only make a purchase for our immediate needs (*)
B&C
We need board approval for all software transactions
Due to the economic environment, we have little or no capital budget left for software
purchases
Incorrect. Due to the economic environment, we have little or no
capital budget left for software purchases and We like the deal but can
only make a purchase for our immediate needs. See the 'Overcome
Selling Obstacles using Payment Solutions' course for more
information.
17. Oracle
defines a
midsize
company
as_____?
Mark for Review
(1) Points
A company that has no more than US $1 Billion in annual revenue or operating budget
A company that has no more than US $400 Million in annual revenue or operating budget
A company that has no more than US $100 Million in annual revenue or operating budget (*)
A company that has no more than US $40 Million in annual revenue or operating budget
Incorrect. A company that has no more than US $100 Million in annual
revenue or operating budget; See the 'Applications Pricing
Presentation' course for more information.
34. A prospect
may
object that
Oracle
Application
screens
are too
complex
and
painful to
navigate.
What are
the key
items that
can be
done in a
demo to
avoid this
possible
objection?
(select all
that apply)
Mark for Review
(1) Points
During initial product demonstration, ensure demos are non-complex and do not require
extensive data entry and screen navigation. (*)
Run demo and show complex business process, no matter who your target audience is, as
the functionality is always the key differentiator for prospects.
Demoing key business processes in detail, provides necessary details to win deals.
Prospects need to see all the details during preliminary product overview demos.
When conducting a demo show key feature such as personalization, which will enable
savvy end-users more power to customize screens and interfaces.
Incorrect: During initial product demonstration, ensure demos are
non-complex and do not require extensive data entry and screen
navigation.