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Oracle Fusion Customer Relationship Management 11g Sales Essentials

Question No: 21

Part of Oracle Fusion CRM extensibility allows the user to browse an application’s existing configuration in a tree format. The object tree reflects the latest configuration of the application for both standard and custom objects. Which three object details can be viewed from the object tree?

  1. Fields

  2. Object Workflows

  3. Server Scripts

  4. Pages

  5. Object Relationships

    Answer: A,C,D

    Explanation: Access the Application Composer from a CRM application at runtime by using the Navigator menu. The first view of the Application Composer is the main Overview page, which is the entry point into all your customization options. On the main Overview page, the regional pane at left displays the object tree, which lets you browse an application#39;s existing object configuration in a tree format. The object tree reflects the latest configuration of the application: both standard objects as well as custom objects.

    To use the object tree:

    1. Select Application Composer from the Navigator menu, under the Tools category.

    2. On the main Overview page, select an application from the Application choice list.

    3. For each object node, whether standard or custom, expand it further to view and edit object details, such as an object#39;s fields and Enterprise pages where the object is exposed.

      For both standard and custom objects, you can view and edit the following details:

  • Fields

    Add new fields to an object.

  • Pages

    Modify the pages on which an object appears.

  • Server scripts

    Write application logic that controls the behavior of an object#39;s records.

  • Buttons and links

    Add buttons or links to Enterprise pages.

  • Saved searches

  • Define saved searches for an object.

    Reference; Oracle Fusion Applications CRM Extensibility Guide, CRM Application Composer#39;s Object Tree

    Question No: 22

    A sales administrator wants to assign territories to opportunity revenue lines based on the product revenue associated with the revenue lines, through Assignment Manager.

    Identity the work object and candidate object that allow the sales administrate to proceed with the assignment in Oracle Fusion Sales.

        1. Opportunity product and revenue lines

        2. Opportunity revenue line and territory

        3. Opportunity product line and territory

        4. Opportunity and territory

        5. Opportunity and opportunity revenue lines

    Answer: B

    Explanation: * A work object is a business object that requires assignment such as a lead or an opportunity. Creating a work object involves entering its application information, selecting its attributes to use during assignment, and associating one or more candidates.

    *A candidate object is a business object such as a resource or a territory that is associated with one or more work objects for eventual assignment. Creating a candidate object involves entering its application information and selecting its attributes to use in rules or mappings. A special type of candidate object is a classification object. This type of candidate object does not represent abusiness object that gets assigned to a work object. It is used only with classification rules and is used primarly to rank or qualify leads.

    Note 1:

    The work object, candidate object, and attributes are components that fit together to create

    assignment objects that are used in rule-based and territory-based assignment. Work objects are business objects that require assignment such as leads and opportunities. Candidate objects are business objects such as resources and territories that are assigned to work objects.

    Note 2:

    As candidate objects are created, they become available as candidates that can be associated with one or more work objects as part of the work object creation process.

    Note: With the Assignment Manager within Oracle Fusion CRM Base, sales managers can easily

    assign territories to sales reps as well as leads within the Territory using pre-defined rules.

    Reference: Oracle Fusion Applications Sales Implementation Guide,Configure Assignment Manager for Lead Processing

    Question No: 23

    The sales manager has accidentally created -several custom fields with incorrect data types. Identify the correct set of steps to be performed to correct the Field types for the new custom fields.

    1. Delete the fields and recreate the Fields.

    2. Modify the custom fields with correct Field types.

    3. Rename the fields, save, and go back and change the field types.

    4. Rename the fields, save, and create new fields with the correct field types.

    5. Remap the fields to the correct field types.

    Answer: D

    Explanation: Not B: CAUTION: The Field Type cannot be changed after you save the custom field.

    Note: Custom fields:

    • Can be used in assignment rules, reports, filtered lists, and targeted search NOTE: For performance reasons, some custom fields cannot be used to sort lists.

    • Cannot be deleted (not A)

    • Cannot be viewed until they are explicitly added to custom page layouts

    • Are not inherited from one record type to another

    For example, a custom field you added for leads is not automatically carried over to opportunities

    when that lead is converted to an opportunity.

    Custom fields for lead records must be mapped if you want them to transfer when a lead is converted

    to an opportunity, account, or contact.

    • Cannot be viewed by other users until they sign in again

    • Can be referenced by Web links, Web services, and other integration technologies Reference; Administering Oracle CRM On Demand, About Custom Fields

      Question No: 24

      You do not use the Opportunity Past Performance report and would like to hide this report from your Opportunity Home pages. What is the best approach to accomplish this?

      1. Customizes your own page by using Edit Current Page from the Personalization menu.

      2. Only users with proper administrative rights can edit the Opportunity Page, by using Oracle Composer

      3. Edit the Opportunity page by using Oracle Composer.

      4. Select the proper Sandbox to customize by using Oracle Composer.

      5. Customize the Opportunity page by using Oracle Application Composer.

      Answer: B

      Explanation: * The Opportunity Homepage is the starting point for managing opportunities. Your company administrator can customize the layout of your Opportunity Homepage. In addition, if your user role includes the Personalize Homepages privilege, you can add sections to the page, and remove sections from the page.

    • Using Reports to Analyze the Pipeline

    One or more report sections might be shown on your Opportunity Homepage. Your company administrator can

    specify which report sections are shown on the page.

    Note: About Prebuilt Reports

    Oracle CRM On Demand provides a number of prebuilt reports. You cannot edit or delete prebuilt reports. However, you can open, edit, and save these reports under different names. You can use them to form the basis of a new custom report. These reports are on the Reports Homepage.

    Note: The Prebuilt reports appear only if your user role has this privilege: Analytics Reports

    – View Prebuilt Analyses.

    Reference; Oracle CRM On Demand Online Help Part 1, Working with the Opportunity Homepage

    Question No: 25

    A customer has implemented Oracle Fusion Territory Management. The sales users are interested in previewing the sales accounts, opportunity revenue times, and leads that are assigned to them as part of the territory definition. Identify two options that would provide them with the preview option.

    1. Analysis

    2. Quota

    3. Assignment Preview

    4. Forecast

    5. Territory Preview

    Answer: C,D

    Explanation: C: Another great feature of Fusion CRM territory management, real time analytics enable comparison of different models. This allows you to do ‘what-if’ analysis and provides intelligent actionable reports on the real data. For example, you can compare a Geography based model against an Organization based model and choose the one that best meets your requirements.

    In addition to these features there are others such as Assignment Preview, and Gap and Overlay Check. These give you a very clear picture of who is selling what to whom.

    D:A territory#39;s forecast includes all, and only, those revenue items that fall into the territory#39;s dimensional boundaries

    Note: Oracle Fusion Territory Management enables sales executives to quickly create multiple

    territory proposals in order to conduct “what if” analysis and evaluate the pros and cons of different territory structures. It will identify any gaps or overlaps in territory coverage and preview how accounts, opportunities and leads will be assigned based on the new proposals.

    Once sales executives have chosen the most optimal territory structure, they can easily set an

    effective date for the proposed changes to be applied. Oracle Fusion Territory Management

    empowers sales executives to ensure they are maximizing their resources and properly covering all their markets and accounts.

    Reference: Oracle Fusion Applications Sales Implementation Guide, Supported Partner Functionality

    Question No: 26

    Your organization has unique job role requirements for security set up in the Oracle Fusion application. Identify the best way to set up unique Job roles in the Fusion application.

    1. Create custom job roles in the fusion application that match the job titles exactly

    2. Use the Fusion application#39;s predefined duty roles and create or modify roles as necessary.

    3. Assign all the users to the Fusion application#39;s predefined duly roles.

    4. Use the IT Security Manager role to prevent or limit the duty tasks performed by the users.

    5. Create data roles that match each unique job role and assign them to each user.

    Answer: E

    Explanation: Role-Based Access Control

    Access to system resources is granted to users through the roles assigned to them, not to the users directly. Roles provide access to functions and data.

    The Oracle Fusion Applications security approach includes abstract, job, duty, and data roles. Abstract roles group users without respect to specific jobs, such as all employees or all managers. Job roles group users in adherence to the principle of least privilege by granting access only in support of the duties likely to be performed, such as the job of Accounts Payable Manager. Duty roles define the duties of a job as entitlement to perform a particular action, such as processing payables invoices. Data roles group users who have functional access through a particular job role with access to a particular dimension of data, such as invoices relevant only to their business unit, or based on Human Capital Management (HCM) security profiles, such as employees who work in departments in a

    particular country, line of business, or division.

    Abstract, job, and data roles are implemented as enterprise roles in Oracle Fusion Middleware so they can be shared across the enterprise. Duty roles are implemented as application roles in Oracle Fusion Middleware so they can be defined within applications

    Note: Reference Implementation

    The security reference implementation consists of roles, policies, and templates for generating data roles.

    The security reference implementation consists of the following.

    • Set of abstract and job roles

    • Duty roles and role hierarchy for each job role and abstract role

    • Privileges required to perform each duty defined by a duty role

    • Data security policies for each job role, abstract role, or data role

    • Predefined HCM security profiles

    • Policies that protect personally identifiable information

    • Mapping of data security policies to fact and dimension to ensure enforcement across tools and access methods

    • Segregation of duties policies respected in the design of duties for the job role

    • Segregation of duties conflicts in some job role definitions

    • Templates for generating data roles and data security policies defined for those data roles

    • Template of data masking algorithm

      Reference: Oracle Fusion Applications Security Guide, Role-Based Access Control

      Question No: 27

      Based on the looped data defined in the exhibit, identify one correct option that lists all the possible lookup codes that would be displayed when the application passes “US” as a reference determination code.

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      Answer: B

      Explanation: Lookup codes are identified in an application by the following keys:

    • A lookup view, which defines a distinct set of lookup types.

      Each lookup view is accessed through its own view, and may have different attributes or different validation, almost as if it were a separate table.

    • A lookup type, which is a string identifier of a type that groups certain codes together; for example, COLORS.

      Within each lookup type, multiple lookup codes can be defined.

      Note: Lookups in applications are used to represent a set of codes and their translated meanings. For example, a product team might store the values #39;Y#39; and #39;N#39; in a column in a table, but when displaying those values they would want to display quot;Yesquot; or quot;Noquot; (or their translated equivalents) instead. Each set of related codes is identified as a lookup type.

      Reference; Oracle Fusion Applications, Developer#39;s Guide, Overview of Lookups

      Question No: 28

      Your company has asked you to customize the Oracle Fusion Customer page by using Oracle Composer.

      Select the three true statements.

      1. Page Composer is accessed by selecting the Manage Page Composer task and during down on the Customers hyperlink.

      2. Page Composer is accessed by navigating to the Customer page and selecting Administration gt; Customize from the global area.

      3. quot;Visibilityquot; is a required value and is the first value that is set.

      4. quot;Visibilityquot; is a required value that may be set at any point during the configuration process.

      5. Design View is the most appropriate view because it provides access to page layout components that are not otherwise exposed.

      6. Source View is the most appropriate view because it provides access to page layout components that are not otherwise exposed.

      Answer: A,D,E

      Explanation: A:Manage Pages

      Opens the Manage Pages dialog, which you can use to hide, show, rearrange, and perform many other actions on the pages in the current space.

      Question No: 29

      A customer has deployed Oracle Fusion management and wants to use Assessment templates to follow up on qualified leads.

      Identify the three true statements about Assessments templates.

      1. A question group is a logical grouping of questions.

      2. A free form response will have an impact on the overall assessment score

      3. Assessment templates with Retired status are available for lead follow ups.

      4. All of the question weights within a template must total to exactly 100.

      5. Task templates can be assigned to Assessment templates for follow-up activities.

      Answer: A,D,E

      Explanation: A:Questions are the main components of an assessment template. They are written such that they aid in systematically determining the health of a business object, and they are grouped into logical collections called Question Groups.

      E:A task template is an instruction to generate a group of related activities. You can associate task templates with an assessment template in order to recommend tasks that should be performed after an assessment has been done for a business object. When you associate task templates with an assessment template, you can indicate a score range for each task template, and based on the total score of any assessment that uses your template, one or more task templates will be recommended as follow-up activities.

      Reference: Oracle Fusion Applications Marketing Implementation Guide,Assessment Templates: Points to Consider

      Question No: 30

      An opportunity is limited to remain in particular sales; for example, 20 days. If the opportunity exceeds this limit, the opportunity is considered as .

      1. Outdated

      2. Stalled

      3. Lost

      4. Inactive

      5. Saturated

      Answer: C

      Explanation: Another type of specialized interrelated behavior of common opportunity and revenue line attributes involves updates to opportunity status and the side effects that such updates have on other opportunity and revenue line attributes. Updates to opportunity status include the following side effect:

      *When opportunity status is updated to a Lost or No Sale status:

      / Update opportunity close date to the current date. Do not propagate the close date update to in-sync revenue lines.

      Reference: Oracle Fusion Applications Sales Implementation Guide, Opportunity Status Attribute Update

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