Professional Documents
Culture Documents
Oracle E-Business Suite R12 Projects PreSales Specialist Assessment
Oracle E-Business Suite R12 Projects PreSales Specialist Assessment
1. What does the term 'Move off the Solution' refer to?
Mark for Review
(1) Points
Correct, 'Move off the Solution' refers to moving to the underlying problem
and desired results related to the customer issue.
3. What are three ways to counter an objection that navigating around our software
looks too complex and not intuitive? Mark for Review
(1) Points
Correct, these are the ways to handle the customer objection around our
software being too complex and not being intuitive.
Answer the customer objection with a question to put the onus on them
Be able to provide another customer reference early in the process (*)
Confirm that you understand the customer objection being raised (*)
Isolate the objection (*)
Don't address customer objections until the end of the demo
Correct, confirm that you understand the customer objection being raised,
Isolate the objection and Be able to provide another customer reference early
in the process are the best practices to handle customer objections.
5. Typical Industries that use Oracle EBS Projects applications include which three of
the following? Mark for Review
(1) Points
IT Management (*)
Engineering and Construction (*)
Insurance
Health Care
Professional Services (*)
Correct.
Market Trends and Definition
(Answer all questions in this section)
6. The two opportunities that customers will achieve from implementing EBS Release
12.1 products are Mark for Review
(1) Points
Correct, Rapid Value and standardize and simplify with a global business
platform are the two benefits that customers achieve from implementing
EBS 12.1 products.
7. Which of the following three themes does Oracle EBS Release 12.1 provide to EBS
Financials and Projects customers? Mark for Review
(1) Points
Correct, EBS release 12.1 provides EBS Financials and Projects customers
with great control and increased flexibility, centralized administration of
global shared services and help them making better decisions with greater
insight.
Solution Overview
(Answer all questions in this section)
8. Which three products are included in the Oracle EBS Projects family of
applications? Mark for Review
(1) Points
9. Three benefits from the new Application Technology features released in EBS R
12.1 include? Mark for Review
(1) Points
10. In Release 12.1 we have introduced several new stand alone features that are
also available for customers who are not yet ready to upgrade from version 11i10 Mark for Review
to R 12.1. Which three of the following are part of the newly introduced features (1) Points
in 12.1?
11. Since Release 12.1, new views have been added so that when entering their
timecards in Oracle Time and Labor, users can see... Mark for Review
(1) Points
12. What are three of the key characteristics of the Engineer and Construction
industry when it comes to delivering Projects? Mark for Review
(1) Points
Margins are very high in the E&C industry so they can afford to spend a lot
on IT budgets
Spending on IT is a large part of their total costs on projects
Firms typically only spend 1% to 3% of their budgets on IT (*)
Controlling cost and managing risk is a key issue in the E&C industry (*)
Margins in E&C are very thin, around 1% to 3% (*)
13. The process of discovery with a prospect or customer is to achieve what three
results? Mark for Review
(1) Points
Cloud
All Answers are correct (*)
SaaS (Software as a Service)
Correct. The Fusion suite has been built as a SaaS (Software as a Service)
and Cloud ready product.
2017
2013
2015
All answers are incorrect. (*)
16. What three value benefits derive from Oracle Projects Costing and Billing
(Accounting) solutions? Mark for Review
(1) Points
17. Which two features would an ideal EBS Project Management candidate have in
the Engineering and Construction industry? Mark for Review
(1) Points
Correct, being a Primavera and Oracle Projects Costing and Billing customer
are the two features of an ideal EBS Projects candidate in the E&C industry.
18. What two key features were introduced in EBS Projects 12.1 targeted to
customers in the E&C industry? Mark for Review
(1) Points
20. What are three discovery type questions to ask an Oracle Projects prospect in the
US Federal industry? Mark for Review
(1) Points
Do you always know that your funds are being utilized in accordance with
any agreement stipulations? (*)
Do you worry about what to do with a surplus of funds that need to be
deployed on public projects?
Do you need to keep tighter control on project spend to keep expected
project margins ?
Is your business funded from many different sources or do you often have
difficulty tracking the detailed use of your funds? (*)
Is your business required to comply with FSIO system requirements? (*)
21. What are the three value propositions delivered in EBS Projects R 12.1?
Mark for Review
(1) Points
22. Which three statements are true of the Oracle Projects solution?
Mark for Review
(1) Points
Oracle Project Management delivers the ability to plan and control project
work plans, resources and budgets (*)
Oracle Project Resource Management provides enterprise visibility to
resources (*)
Oracle Project Manufacturing is part of the Oracle Projects suite of
applications
Oracle Collaboration provides project team members the ability to manage a
project and schedule resources
Oracle Project Costing and Billing provides visibility and control of project
costs and revenues (*)
Correct, Oracle Project Management delivers the ability to plan and control
project work plans, resources and budgets, project costing and billing
provides visibility and control of project costs and revenues, project resource
management provides enterprise visibility to resources.
23. Name three challenges that are currently facing most of our EBS Projects
customers in the Engineering and Construction industry. Mark for Review
(1) Points
(Choose all correct answers)
Correct, Managing smoothly the change to avoid delays, cost overruns, and
potential claims, find and win project work with competitive bids and avoid
underbid contracts, maintain real-time control, accountability and full
visibility into project execution, are the challenges the EBS Projects
customers are facing in the Engineering and Construction industry.
Cross-/Up-Sell
(Answer all questions in this section)
24. What are the three key user roles that would find the most value in Oracle Project
Analytics? Mark for Review
(1) Points
25. What three discovery questions would you ask a prospect interested in Oracle
Project Analytics? Mark for Review
(1) Points
Cross-/Up-Sell
(Answer all questions in this section)
26. What are the four components delivered complete with the Project Analytics
solution? Mark for Review
(1) Points
Incorrect, these are the four components delivered with the project Analytics
solution.
27. What are three new technology features introduced with EBS Release 12.1 which
drive Greater End User Productivity? Mark for Review
(1) Points
28. What are three new technology features introduced with EBS Release 12.1 which
drive Reduced Cost of Ownership (TCO)? Mark for Review
(1) Points
(Choose all correct answers)
Incorrect, the features introduced by EBS R12.1 which drive reduced cost of
ownership are: Leveraging the Latest Oracle Technology Stack, Enhanced
Grid Control EBS Packs, Applications Change Management Pack.
29. What are three common pain points resolved with the new Supplier Invoice
Dashboard featuresin Oracle Projects R12.1? Mark for Review
(1) Points
Ensuring that subcontractors are not over billing for services performed (*)
Alerting project managers when subcontractor timesheets are missing
Ensuring that approved vendors are always selected (*)
Visibility into quality of the work performed by subcontractors
Lack of visibility into amount spent on services (*)
30. What are two common pain points resolved with the Project Manager Reporting
Pack? Mark for Review
(1) Points
Managers often want to slice and dice the data delivered on their reports
Archiving reports is often difficult to do
The volume of data on reports is difficult to manage
Managers are often travelling and not always connected to the EBS system
to retrieve reports (*)
Building reports can be tedious and time consuming (*)
Correct, the two pain points solved with the Project Manager Reporting Pack
are: managers who are often travelling, are not always connected to the
EBS system to retrieve reports and building reports can be tedious and time
consuming.
Target Customer Profile
(Answer all questions in this section)
31. What are three common pain points resolved with the new Sub Contractor
Payment Controls features in Oracle Projects R12.1? Mark for Review
(1) Points
Demonstration
(Answer all questions in this section)
32. What are three key results gained from the focus on Increasing Operational
Control and Efficiency in Oracle Projects R 12.1? Mark for Review
(1) Points
Set to no.
Set to yes (*)
All answers are incorrect.
Incorrect, the attribute "Pay when Paid" should be set to yes on a Purchase
Order header, so that all invoices matched to the purchase orders be placed
on payment hold.
34. Which two of the following statements are true about using a storyboard to
prepare for a customer demonstration? Mark for Review
(1) Points
Storyboards are used to discover customer issues they are trying to solve
The storyboard translates the information learned in the Discovery phase
into a cohesive demo (*)
The storyboard is a blueprint or plan of how to build the demo (*)
Storyboards are built using the same tools for most demos no matter the
size or scope
35. What are three of the primary benefits for customers of Services Procurement for
Projects customers? Mark for Review
(1) Points
36. The output of the Project Manager reporting pack reports can be sent in the
following formats: … Mark for Review
(1) Points
PDF, RTF
PDF, HTML, RTF or ZIP (*)
ZIP
37. Which three products can be included in the process flow when doing a
demonstration of the Deliverable Payment Controls feature? Mark for Review
(1) Points
38. What are two of the value propositions of the new enhancements introduced in R
12.1 for Engineering & Construction customers? Mark for Review
(1) Points
The ability for customers to integrate EBS Projects with other 3rd party
schedulers
A primary benefit of Subcontractor Payment management is to manage and
increase cash flow (*)
An increase in visibility of Subcontractor deliverables, invoices and payments
ensures contractor work stays on track (*)
Greater visibility into the actual costs on projects from the Payroll system
39. Which process flow is in the correct order to demonstrate the Deliverable Payment
Controls scenario. (note not every step of the process flow might be represented) Mark for Review
(1) Points
40. Which page can be used to view all supplier invoices related to a project?
Mark for Review
(1) Points