1Z0 1108 Final Final
1Z0 1108 Final Final
1Z0 1108 Final Final
(1Z0-1108-2)
1. Which three key parameters will a Sales Manager use to evaluate and prioritize opportunities?
1. Sales Stage
2. Close Date
3. Product
4. Win Probability
5. Revenue
Ans: 1-2-4
2. Based on which four factors can the quoting application apply discounts on the quote?
1. Customer identity
2. Total revenue of quote
3. Customer location
4. Product specified
5. Quantity of product (volume discount)
Ans: 1-2-4-5
Ans: 1
4. To which sales channel are opportunities assigned after being converted from leads?
1. Indirect
2. Direct
3. Partner
4. Associate
Ans: 3
5. In the Vendor Lead to Channel Opportunity process, which job role is responsible for assigning an
opportunity (generated by converting a lead) to the appropriate partner?
Ans: 2 (Corrected)
6. In the Vendor Lead to Channel Opportunity process, which job role is responsible for reviewing
the assigned opportunity details, accepting the opportunity, and engaging the appropriate resources
to manage the opportunity to a successful conclusion?
Ans: 4
7. As part of the Research and Engage Prospects stage, which option best defines social listening?
Ans: 4
1. A social media site administrator posts a link to a white paper site explaining the benefits of
the company's products.
2. A prospect shows purchase intent and posts a query on product/service features or pricing
on social media.
3. The Sales Representative starts a one-on-one conversation with the prospect and captures
contact information to create a lead.
4. An analytics service analyses the clicking patterns of website visitors.
Ans: 2
9. Charles is the Sales Representative for key account Ajax Inc. Carole is the Sales Manager,
Catherine is the Sales Director, Carlos is the Marketing Director, and Clarice is the Marketing Vice
President. Which two people are primarily responsible for analyzing customer onboarding calls?
1. Charles
2. Clarice
3. Carole
4. Catherine
5. Carlos
Ans: 1, 3 (Corrected)
10. Beth is the Key Account Executive for Brands Inc. Bertha is the Sales Representative, Bobbie is
the Marketing Analyst, and Bernice is the Marketing Director. Who is responsible for generating and
analyzing campaign responses?
1. Bobbie
2. Beth
3. Bertha
4. Bernice
Ans: 3 (Corrected)
11. Jeff is the Key Account Executive for Cleaner Company. John is the Sales Representative, Jerry is
the Sales Vice President, Jonah is the Marketing Analyst, and Josiah is the Sales Manager (John's
manager). Who is primarily responsible for creating the leads generated from campaign responses?
1. Josiah
2. Jerry
3. Jeff
4. John
5. Jonah
Ans: 4
12. In the Sales Play to Key Account process, which four key account values can be used to segment
key accounts?
1. Account age
2. Global reach
3. Goal alignment
4. Growth potential
5. Profitability
6. Commitment
7. Frequent business
Ans: 3-4-6-7
13. In the Sales Play to Key Account process, organizations analyze buyers' needs based on prospect
insights to customize a personalized offering.
1. Marketing Analyst
2. Sales Manager
3. Sales Representative
4. Key Account Executive
5. Sales Analyst
Ans: 3
14. Which two statements are true about the lead qualification process?
1. Lead qualification templates are the only method available to qualify a lead.
2. Lead qualification templates are a series of questions and responses that generate a lead
score.
3. Leads are analyzed by lead qualification templates.
4. The lead rank determines the lead score.
Ans: 2, 3
Ans: 4
16. In the Channel Lead to Vendor Opportunity process, Ben, a partner sales representative, has
accepted a lead and conducted promising conversations with the customer, leading him to qualify
the lead.
Once the lead is qualified, what is the next action Ben will take?
Ans: 4
17. 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?
Ans: 4
18. In an organization, Anita is the Channel Account Manager, Bob is the Partner Sales Manager,
Chris is the Service Representative, Danielle is the Partner Sales Representative, and Edward is the
Channel Sales Manager. Once a lead is converted into an opportunity, who will become the owner of
the opportunity?
1. Edward
2. Anita
3. Chris
4. Bob
5. Danielle
Ans: 5
19. Johanna has qualified and converted her lead to an opportunity. What should be the new status
of her lead?
1. Converted
2. Rejected
3. Qualified
4. Unqualified
5. Escalated
Ans: 1
20. Which four are steps in the Final Forecast Submission process?
Ans: 1, 3, 4, 5
Ans: 3
22. Which are the three initial factors to be considered for forecasting output?
1. Estimated Commission
2. Win Probability
3. Sales Stages
4. Close Date
Ans: 2-3-4
23. Which three job roles are involved in the Converting Life Cycle?
1. Sales Manager
2. Quote Developer
3. Order Management Specialist
4. Channel Manager
5. Sales Representative
Ans: 1-4-5
24. Which four job roles participate in the Acquiring Life Cycle?
Ans: 2, 3, 4, 6 (Corrected)
25. Which two life cycles are part of the Oracle CX Sales Business Process?
1. Creating
2. Acquiring
3. Developing
4. Managing Leads
5. Converting
Ans: 1-5
26. In the Vendor Lead to Channel Opportunity process, which process is performed by vendors?
1. Qualify Leads
2. Convert Leads
3. Assign Leads
4. Accept Leads
Ans: 3 (Corrected)
27. Select the correct statement regarding lead score and lead rank.
Ans: 4
28. Which job role is responsible for accepting leads, qualifying leads, and converting leads to
opportunities?
1. Sales Director
2. Channel Sales Manager
3. Partner Sales Manager
4. Sales Manager
Ans: 4
29. In the Vendor Lead to Channel Opportunity process, which job role is responsible for accepting
or rejecting leads?
Ans: 1 (Corrected)
1. Lead score is a score assigned to a lead that can help in its qualification for further stages.
2. The data points/input that form the overall score must come from the lead source data.
3. Lead score can be used as a criterion for lead ranking rules.
4. Lead scoring rules can only be run once per week.
Ans: 1, 3
31. Which three data points can be used to evaluate lead ranking rules?
Ans: 1-2-4
32. Which three are used for creating leads in the CX Sales application?
Ans: 2-3-4
33. Which two job roles are involved in the Convert Lead to Opportunity process?
Ans: 3, 4 (Corrected)
34. Which two statements are true about the lead conversion process?
1. Sales account, product, and revenue information are passed on to the new opportunity.
2. A lead can be automatically converted to an opportunity through the qualification process.
3. When a lead is converted, the status of the lead is changed to Converted.
4. When a lead is converted, the status of the lead is changed to Closed.
Ans: 1, 2
35. Quotes may have one of four statuses. During which status might a Sales Manager be required to
approve an out-of-policy discount?
Ans: 3
36. Which four key factors are used for service provision?
Ans: 2-3-5-6
37. 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.
1. Victoria
2. Walter
3. Tina
4. Sam himself
Ans: 1
38. Opportunities can be categorized based on different product groups, service lines, geographies,
industries, and more. What is the term for this categorization?
1. Sales group
2. Sales pipeline
3. Revenue collection
4. Sales forecast
5. Opportunity grouping
Ans: 5
39. Sales groups help the business team to analyze opportunities of a similar type and track their
progression in the sales pipeline. On which three criteria can sales groups be based?
1. Service
2. Product
3. Sales Manager
4. Contracts
5. Business Lines
Ans: 1, 2, 5