Oracle
1Z0-1161-1 Exam
Oracle Sales Force Automation
Questions & Answers
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Questions & Answers PDF Page 2
Version: 4.0
Question: 1
Which KPI in the Opportunity to Quote OMBP is essential for gauging the speed and effectiveness of
the quoting process?
A. Quote Volume metric for measuring the number of quotes generated.
B. Average Time to Quote Acceptance metric for evaluating the duration between quote delivery and
customer acceptance.
C. Win Rate metric for measuring the percentage of quotes resulting in closed deals.
D. Average Deal Size metric for analyzing the monetary value of closed deals.
Answer: B
Explanation:
The Opportunity to Quote OMBP (Operational Management Business Process) in Oracle Fusion Cloud
CX Sales focuses on streamlining the process from identifying an opportunity to delivering a quote to
the customer. The key performance indicator (KPI) that best gauges both the speed and effectiveness
of this process is the Average Time to Quote Acceptance. This metric measures the duration from
when a quote is delivered to the customer to when it is accepted, providing direct insight into how
efficiently and effectively the quoting process converts opportunities into actionable outcomes.
Speed is critical in sales to maintain customer engagement, and effectiveness ensures the quote
meets customer needs, leading to acceptance.
Option A (Quote Volume): While this metric tracks the number of quotes generated, it only reflects
activity volume, not the speed or success of the quoting process.
Option C (Win Rate): This measures the percentage of quotes resulting in closed deals, which
indicates effectiveness but does not directly address the speed of the process.
Option D (Average Deal Size): This focuses on the monetary value of deals, which is a downstream
outcome rather than a direct measure of the quoting process itself.
According to Oracle Fusion CX Sales documentation, such as the "Oracle Fusion Cloud CX Analytics
FAQs" and "Oracle Fusion Cloud Sales Performance" guides, the Average Time to Quote Acceptance
is a critical KPI for assessing the efficiency of sales processes like Opportunity to Quote, aligning with
business goals of reducing cycle times and improving customer responsiveness.
Reference: Oracle Fusion CX Analytics FAQs ([Link]), Oracle Fusion Cloud Sales
Performance Guides.
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Questions & Answers PDF Page 3
Question: 2
Which approach helps measure the success of the Knowledge Gap to Solution OMBP in Oracle Cloud
Fusion CX Service?
A. Analyzing average case resolution time, knowledge article accuracy, and customer satisfaction
ratings.
B. Counting the number of new knowledge-base articles created.
C. Measuring the time taken by service agents to respond to customer inquiries.
D. Relying on service agent feedback on the OMBP's usefulness.
Answer: A
Explanation:
The Knowledge Gap to Solution OMBP in Oracle Fusion Cloud CX Service aims to bridge gaps in agent
knowledge by leveraging knowledge articles to resolve customer issues efficiently. Success in this
process is best measured holistically by analyzing average case resolution time, knowledge article
accuracy, and customer satisfaction ratings.
Average Case Resolution Time reflects how quickly issues are resolved, indicating the efficiency of
knowledge application.
Knowledge Article Accuracy ensures the solutions provided are correct and effective, reducing
rework or escalations.
Customer Satisfaction Ratings provide direct feedback on whether the resolution met customer
expectations, tying the process to service quality.
Option B (Counting Articles): While creating new articles is part of maintaining a knowledge base, it
doesn’t measure how effectively those articles resolve issues.
Option C (Agent Response Time): This focuses narrowly on initial response speed, not the overall
resolution success.
Option D (Agent Feedback): Subjective feedback from agents is valuable but lacks the quantitative
and customer-centric focus needed for a comprehensive success metric.
Oracle Fusion Cloud CX Service documentation, including the "Fusion Service Questions and
Answers" and "Service Center" guides, emphasizes these combined metrics as key indicators of
knowledge management effectiveness, aligning with Oracle’s focus on delivering consistent,
accurate, and timely resolutions.
Reference: Fusion Service Questions and Answers ([Link]), Oracle Fusion Cloud CX Service
Center Guides.
Question: 3
How do AI/ML algorithms boost productivity and earnings for sales representatives and managers in
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Questions & Answers PDF Page 4
the Incentive Plan to Seller Earnings OMBP in Oracle Fusion Cloud CX Sales Performance?
A. AI/ML provides general sales performance reports, offering insights.
B. AI/ML automates the incentive calculation process, ensuring accuracy.
C. (Option "6" – not applicable).
D. AI/ML analyzes sales performance data, identifies top-performing behaviors, and generates
recommended actions to drive productivity and earnings.
Answer: D
Explanation:
The Incentive Plan to Seller Earnings OMBP in Oracle Fusion Cloud CX Sales Performance leverages AI
and machine learning (ML) to optimize how sales teams are compensated and motivated. The most
comprehensive way AI/ML boosts productivity and earnings is by analyzing sales performance data,
identifying top-performing behaviors, and generating recommended actions.
AI/ML examines historical and real-time sales data to pinpoint what drives success (e.g., specific
selling techniques or customer interactions).
It identifies top performers’ behaviors, enabling managers to replicate these across the team.
Recommended actions (e.g., adjusting focus on high-value opportunities) directly enhance
productivity and, consequently, earnings tied to incentives.
Option A (General Reports): While reports provide insights, they lack the actionable, predictive
power of AI/ML-driven recommendations.
Option B (Automating Calculations): Automation improves efficiency and accuracy in payouts but
doesn’t directly boost productivity or earnings potential.
Option C: Not applicable as per the original input.
Oracle’s documentation, such as "Oracle AI for Fusion Applications" and "CX Sales Performance
Guides," highlights how AI/ML delivers personalized, data-driven insights to enhance sales
outcomes, aligning with this OMBP’s goals.
Reference: Oracle AI for Fusion Applications ([Link]), Oracle Fusion Cloud CX Sales
Performance Guides.
Question: 4
What is the purpose of the Adoption Center in Oracle Cloud Success Navigator?
A. It allows customers to explore new theme-based features and understand their innovation
opportunities.
B. It offers a library of case studies and success stories from existing Oracle Cloud customers.
C. It serves as a knowledge base containing FAQs and troubleshooting guides for common issues.
D. It provides a platform for customers to submit feedback and suggest new features.
Answer: A
Explanation:
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Questions & Answers PDF Page 5
The Adoption Center within Oracle Cloud Success Navigator is designed to help customers maximize
their use of Oracle Cloud solutions. Its primary purpose is to allow customers to explore new theme-
based features and understand their innovation opportunities.
It provides curated content on new functionalities, often organized by themes (e.g., AI
enhancements or process improvements).
It helps customers identify how these features can drive innovation within their specific business
context, encouraging adoption and value realization.
Option B (Case Studies): While case studies may be available elsewhere, they aren’t the Adoption
Center’s core focus.
Option C (Knowledge Base): FAQs and troubleshooting are typically handled by other support
resources, not the Adoption Center.
Option D (Feedback Platform): Feedback submission exists in other Oracle tools like Cloud Customer
Connect, not the Adoption Center.
Per Oracle’s official documentation, such as "Oracle Cloud Applications Readiness" and "Get Started"
guides, the Adoption Center is a strategic tool for feature exploration and adoption planning.
Reference: Oracle Cloud Applications Readiness ([Link]), Oracle Fusion Cloud Applications
Suite Get Started Guides.
Question: 5
How does AI/ML enhance productivity and performance for sales managers and representatives in
the Coaching Plan to Performance OMBP in Oracle Fusion Cloud CX Sales Performance?
A. AI/ML focuses on sales forecasting and pipeline management, leaving the coaching aspect
unchanged.
B. AI/ML automates the coaching process, delivering generic training modules to all sales
representatives.
C. AI/ML analyzes sales representative performance data, identifies areas for improvement, and
provides tailored recommendations.
Answer: C
Explanation:
The Coaching Plan to Performance OMBP in Oracle Fusion Cloud CX Sales Performance uses AI/ML to
optimize coaching efforts, directly impacting productivity and performance. The most effective
approach is analyzing sales representative performance data, identifying areas for improvement, and
providing tailored recommendations.
AI/ML assesses individual rep performance (e.g., conversion rates, deal sizes) against benchmarks.
It identifies specific weaknesses (e.g., poor objection handling) and strengths to build upon.
Tailored recommendations (e.g., targeted training or strategy adjustments) ensure coaching is
personalized, driving measurable improvements.
Option A (Forecasting Focus): Forecasting and pipeline management are separate functions; coaching
requires performance-specific insights.
Option B (Generic Automation): Generic modules lack the personalization needed for effective
coaching, reducing impact.
Oracle’s "Oracle AI for Fusion Applications" and "CX Sales Performance" documentation emphasize
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AI/ML’s role in delivering individualized coaching insights, aligning with this OMBP’s objectives.
Reference: Oracle AI for Fusion Applications ([Link]), Oracle Fusion Cloud CX Sales
Performance Guides.
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