R12.

1 Readiness: Detect Opportunities and Sell Warehouse Management

(Answer all questions in this section)

1. “Forward Pick Replenishment” is an Enhancement in Oracle Warehouse

Management that: Mark for Review
(1) Points

(Choose all correct answers)

Suited for High Volume Order Fulfilment in CPG (*)

Semicon Fabless environment.
Improves Pick Productivity (*)
Reduce Storage/Procurement Cost (*)

Correct. “Forward Pick Replenishment” is an Enhancement in Oracle

Warehouse Management that: Improves Pick Productivity, Reduce
Storage/Procurement Cost and Suited for High Volume Order Fulfilment in
CPG.

2. As part of Qualifying an opportunity, some qualification questions includes:

Mark for Review
(1) Points

(Choose all correct answers)

What are your integration expenses for WMS? (*)

How do you do your Transportation route Optimization?
Are your warehouse labor costs high relative to competition? (*)
Do you have high customer returns and other customer service compliance
issues? (*)

Incorrect. Are your warehouse labor costs high relative to competition? Do

you have high customer returns and other customer service compliance
issues? What are your integration expenses for WMS?

3. “Case Picking” in Oracle Warehouse Management is Designed for Compliance and

High Volume Case Picking needs for the following industries: Mark for Review
(1) Points

(Choose all correct answers)

CPG (*)
Defence Equipments
Distribution (*)
Heavy Machinery

Incorrect. “Case Picking” in Oracle Warehouse Management is Designed for

Compliance and High Volume Case Picking needs for the following industries:
CPG and Distribution
 R12.1 Readiness: Position and Demo Manufacturing
(Answer all questions in this section)

4. Enhancements in R12.1 around Oracle Manufacturing modules includes

Mark for Review
(1) Points

(Choose all correct answers)

Customer Prioritized Usability Projects (*)

Deeper, more robust MES Functionality (*)
2 tier Bidding Process
new Manufacturing Operations Center (*)

Incorrect.

5. Oracle MES for Process Manufacturing Reduces Risk Compliance by observing

Mark for Review
(1) Points

(Choose all correct answers)

Reduce errors and Improve compliance to FDA with right skilled operators (*)
Improve compliance to FDA with better system adherence (*)
Improve compliance to FDA with electronic storage of records (*)
Improve regulatory compliance with electronic signatures (*)

Incorrect.
R12.1 Readiness: Position and Demo Manufacturing
(Answer all questions in this section)

6. Streamlining Manufacturing Capabilities in R12.1 Oracle Manufacturing supports

the following: Mark for Review
(1) Points

(Choose all correct answers)

Retrieve Data directly from Devices (*)

Make to Order OPM Batches (*)
Convert raw data into useful business information
Mass updates to Process Manufacturing Batches (*)

Correct
R12.1 Readiness: Position and Demo Procurement
(Answer all questions in this section)

7. The Top 3 areas of Enhancements available in the R12.1 Oracle Procurement

module are as follows Mark for Review
(1) Points

(Choose all correct answers)

Spend Analytics (*)

Planner's Workbench
Sourcing (*)
Procurement Contracts (*)

Incorrect

8. R12.1 features in "Spend Analytics" functionality within the Oracle Procurement

Modules includes: Mark for Review
(1) Points

(Choose all correct answers)

Built for Business Users (*)

Mapping of Raw Data into Reference Taxonomies (*)
Creates visibility in the "Spend Patterns" (*)
Creates visibility of Production costs

Incorrect

9. Business Values derived using Oracle Sourcing solutions includes:

Mark for Review
(1) Points

(Choose all correct answers)

Streamline Sourcing process (*)

Streamline Routing operations
Achieve sustained savings via improved analysis (*)
Enforce Compliance and reduce risk by leveraging on the 2-stage RFP
process (*)

Correct

R12.1 Readiness: Detect Opportunities and Sell Landed Cost Management

(Answer all questions in this section)
 10. Landed Costs are:
Mark for Review
(1) Points

Initially estimated and then updated with actual amounts (*)

Only used when told to do so.
Left blank because they are complicated
Initially created as guess work and then realized later

Incorrect. Landed Costs are initially estimated and then updated with actual
amoun
R12.1 Readiness: Detect Opportunities and Sell Landed Cost Management
(Answer all questions in this section)

11. Process steps (not in any sequence) in calculating Estimated Landed Cost
includes: Mark for Review
(1) Points

(Choose all correct answers)

Activating Shipment Interface import (*)

Activating Receiving Transaction Processor (*)
Receiving of goods and Initiating the Landed Cost Manager (*)
Creation and Approval of Purchase Orders (*)

Incorrect. All answers are correct.

Distributing Full Use Licenses for Application programs - Leverage Test Bank Submitted with JDE
E1 Sales by Steve Hoodmaker
(Answer all questions in this section)

12. Please choose the most accurate statement from the following regarding the
distribution of technical support by a partner. Mark for Review
(1) Points

Partners may renew support directly with the end user.

End users may purchase product support only.
End users may purchase Software Update License and Support. (*)
Partners may distribute more than one year of Oracle support with the initial
license transaction.

Correct: End users may purchase Software Update License and Support.

Introduction to AIA Foundation Pack for Partners

 (Answer all questions in this section)

13. Complete the following statement, Oracle's BPA suite allows Business Users or
Analyst to ______________ Business Processes. Mark for Review
(1) Points

Design, Model, Simulate, and Optimize (*)

Model, Validate, and Redesign
Structure and Validate
Design, Validate and Optimize

Correct, Oracle's BPA suite allows Business Users or Analyst to "Design,

Model, Simulate and Optimize" Business Processes.

Oracle EBS R12.1 Overview: Delivering Value in Uncertain Times

(Answer all questions in this section)

14. Landed Cost Management is released as a Standard Product in R12.1

Mark for Review
(1) Points

True (*)
False

Correct

15. New Features in R12.1 Oracle Sourcing on Demand includes:

Mark for Review
(1) Points

(Choose all correct answers)

Based on standard Oracle Sourcing and Sourcing Optimization solutions (*)

Only works with Production Scheduler module
Need ASCP to Use Sourcing on Demand effectively
Subscription based solution that drives more and better strategic sourcing
through online negotiation and collaboration (*)

Incorrect.
Oracle EBS R12.1 Overview: Delivering Value in Uncertain Times
(Answer all questions in this section)

16. New Features in R12.1 Oracle Sourcing On Demand provides the following
benefits: Mark for Review
(1) Points

(Choose all correct answers)

 Increase negotiation efficiency and effectiveness (*)
Accelerate time to value (*)
Use Oracle Business Accelerator to Install Sourcing On demand
Eliminate technology inhibitors (*)

Incorrect.

R12.1 Readiness: Position and Demo Order Management

(Answer all questions in this section)

17. The capabilities that comes along with the Item Substitution functionality in R12.1
Oracle Order Management Module includes: Mark for Review
(1) Points

(Choose all correct answers)

Collaborate with planners (*)

Designed for us in Asset Lifecycle Management module
Reacts to supply schedule changes by substituting items from the Planners
Workbench (*)
Replace Ordered items with Substitute items at various stages of the order
processing flow (*)

Incorrect

18. Efficiency in managing Order fulfillment includes Managing Order Management

Costs. R12.1 Order Management Module achieves this by: Mark for Review
(1) Points

(Choose all correct answers)

2-tier Pricing model

Support Sales Agreement Integration with Legacy Quoting (*)
Batch Repricing (*)
Substitute Suppliers

Incorrect

19. In Release 12.1, Item Orderability functionality within Oracle Order Management
Mark for Review
(1) Points

Ensures Customer Credit Worthiness does not place the company in Risky
position.
Provides Quality Control Details together with the Product
 Ensures that companies are selling the right products to the right customers
(*)
Tracks Product Shelf life and stops transactions when it is nearing expiry

Correct

R12.1 Readiness: Position and Demo Enterprise Contract Management Solution

(Answer all questions in this section)

20. Select the appropriate answer(s). How would customers benefit through the use
of Enterprise Contract Management? Mark for Review
(1) Points

(Choose all correct answers)

Elongating Time to Contract with mundane details

Reduce Time-to-contract with efficient drafting and negotiation of all
contracts, including non-transactional contracts (*)
Reduce contract risks by providing users with improved contract visibility (*)
Providing Choices to Solve Contract Management Challenges (*)

Correct. Customers could benefit through the use of Enterprise Contract

Management by: Providing Choices to Solve Contract Management
Challenges, Reduce Time-to-contract with efficient drafting and negotiation
of all contracts, including non-transactional contracts and Reduce contract
risks by providing users with improved contract visibility.
R12.1 Readiness: Position and Demo Enterprise Contract Management Solution
(Answer all questions in this section)

21. Select the appropriate answer(s). Module Dependencies and Pre-requisites for
Structured Authoring in Contract Repository includes: Mark for Review
(1) Points

(Choose all correct answers)

Contract Repository included in Oracle Procurement Contracts license (*)

Contract Expert feature includes run-time use of Oracle Configurator as the
underlying Engine. (*)
Contract Repository included in Oracle Sales Contracts license (*)
Contract Repository included in Oracle Asset Life Cycle Management

Incorrect. Module Dependencies and Pre-requisites for Structured Authoring

in Contract Repository includes: Contract Repository included in Oracle
Procurement Contracts license, Contract Repository included in Oracle Sales
Contracts license and Contract Expert feature includes run-time use of
Oracle Configurator as the underlying Engine.

22. Select the appropriate answer(s). Business Pain Points that “Structuring Authoring
in Contract Repository” addresses are as follows: Mark for Review
(1) Points
 (Choose all correct answers)

Lack of visibility to non-standard contracts. (*)

Lack of Standard Contract Clauses (*)
Multiple “out-of-sync” versions of Contracts (*)
Manual “cut and paste” contract drafting (*)

Incorrect. All answers are correct.

Oracle's Open Market Model (OMM) Overview

(Answer all questions in this section)

23. 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 Mark for Review
field sales can? (1) Points

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 (*)
Engage with the customer before they even request a quote
Quote the customer directly

Correct. Only quote the customer directly after securing in-region written
Tier 1 approval

R12.1 Readiness: Detect Opportunities and Sell Sourcing Solution

(Answer all questions in this section)

24. When qualifying the Customer or establishing their requirements, what are the
right questions to ask? Mark for Review
(1) Points

(Choose all correct answers)

How strong is the vendor’s product strategy? (*)

Does the vendor have sufficient financial resources to achieve its’ corporate
strategy? (*)
How do you integrate a Sourcing system to an Excel System?
Are you aware of the benefits of operational and Strategic Sourcing? (*)

Incorrect. When qualifying the Customer or establishing their requirements,

the right questions to ask are: How strong is the vendor’s product strategy?;
Are you aware of the benefits of operational and Strategic Sourcing? And
 Does the vendor have sufficient financial resources to achieve its’ corporate
strategy?

25. Oracle Sourcing Solution in R12.1 allows the handling of 2-stage RFP process.
Mark for Review
(1) Points

True (*)
False

Correct. The answer is true.

R12.1 Readiness: Detect Opportunities and Sell Sourcing Solution
(Answer all questions in this section)

26. Select the appropriate answer(s). Key drivers for launching the Oracle Sourcing
Solutions are: Mark for Review
(1) Points

(Choose all correct answers)

Address Public Sector requirement of 4 stage RFP process

Optimized awards based on multi-line bids (*)
Greater transparency of the competitive bid process (*)
Optimized awards based on fair-share allocations

Incorrect. Key drivers for launching the Oracle Sourcing Solutions are:
Optimized awards based on multi-line bids and Greater transparency of the
competitive bid process.

R12.1 Readiness: Position and Demo Sourcing Solution

(Answer all questions in this section)

27. Business Values derived using Oracle Sourcing solutions includes:

Mark for Review
(1) Points

(Choose all correct answers)

Streamline Sourcing process (*)

Enforce Compliance and reduce risk by leveraging on the 2-stage RFP
process (*)
Achieve sustained savings via improved analysis (*)
Streamline Routing operations

Incorrect. Business Values derived using Oracle Sourcing solutions includes:

Streamline Sourcing process, Enforce Compliance and reduce risk by
leveraging on the 2-stage RFP process, Achieve sustained savings via
improved analysis.
 28. Oracle Sourcing Solution address the following pain-points:
Mark for Review
(1) Points

(Choose all correct answers)

Compliance Challenges: 3 and 4 stage RFP Process

Sustained Savings: Price Tier and Cost factor optimization (*)
Complying to the 2-stage RFP Process (*)
Skills Shortages: use enhanced XML spreadsheet and optimization to
shorten/streamline the sourcing process (*)

Correct. Oracle Sourcing Solution address the following pain-points:

Sustained Savings: Price Tier and Cost factor optimization, Skills Shortages:
use enhanced XML spreadsheet and optimization to shorten/streamline the
sourcing process and Complying to the 2-stage RFP Process.

Partner Ordering For Oracle Partners

(Answer all questions in this section)

29. How should you engage the Quote to Order Team for questions?
Mark for Review
(1) Points

Contact the Order Administration team directly.

Contact Oracle Support
Contact the Global Process Owner of the Quote to Order team.
Contact your Channel Manager/Sales Rep or the OPN IC to engage the Quote
to Order team internally. (*)

Correct: Contact your Channel Manager/Sales Rep or the OPN IC to engage

the Quote to Order team internally.

Overcome Selling Obstacles using Payment Solutions

(Answer all questions in this section)

30. 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 Mark for Review
prospect that show a payment plan may be needed? (1) Points

We need board approval for all software transactions

B&C
Due to the economic environment, we have little or no capital budget left for
software purchases
A, B, & C
We like the deal but can only make a purchase for our immediate needs (*)
Correct. 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