Test Oracle Database 12c Presales Specialist Assessment Review PDF

Test: Oracle Database 12c PreSales Specialist Assessment
Review your answers, feedback, and question scores below. An asterisk (*)
indicates a correct answer.
Get Specialized! This 40-question assessment is the final step

towards becoming an Oracle Database 12c PreSales Specialist. Be
Recognized! Pass the test, score 80% or more, and get your OPN Specialist
Certificate!
Market Trends and Business Drivers

(Answer all questions in this section)
1. What percentage of time does IT typically spend on test,

development, maintenance, and support? Mark for Review
(1) Points
33%
66% (*)
75%
25%
50%
Correct Correct, 66%.
2. Oracle can address the prevention of data leakage

through which sales pillar? Mark for Review
(1) Points
Manageability
Database Private Cloud
Big Data and Analytics
High Availability
Data Security (*)
Correct Correct, Oracle can address data leakage through it's

data security sales pillar.
3. Which three areas are customers seeking to address?

Mark for Review
(1) Points
(Choose all correct answers)
Manage Business Risk (*)
Reduce Cost and Complexity (*)
Increase Operational Spending
Hire additional staff
Accelerate Business Results (*)
Correct Correct, customers are seeking to accelerate business

results, manage business risk, and reduce cost and complexity.
Product Functionality Demonstration, High Impact Solution

Demonstrations
4. To support the sale of Oracle Multitenant Option, you

demonstrate which two features? Mark for Review
(1) Points
Global Data Services
Unplug/Plug a PDB (*)

Far Sync
Data Redaction
Cloning a PDB (*)
Incorrect Incorrect, cloning, plugging, and unplugging and

pluggable database a key tasks in managing Oracle Multitenant.
5. In order to highlight Oracle's storage tiering

capabilities, you demonstrate which feature? Mark for Review
(1) Points
Application Continuity
Flex Cluster
Heat Maps (*)
Data Redaction
Correct Correct, the Heat Maps help customers to optimize their

database storage.
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Certificate!
Product Functionality Demonstration, High Impact Solution

Demonstrations
6. In order to highlight Data Security strengths, which two

feature of Oracle Database do you demonstrate? Mark for Review
(1) Points
Data Redaction (*)
Cloning a PDB
Flex Cluster
Heat Maps
Privilege Analysis (*)
Correct Correct, Privilege Analysis and Data Redaction features

help you sell into Data Security projects.
Cross-Sell/Up-Sell/Solution Selling
7. Which two Database Options can you sell to implement a

standby database environment? Mark for Review
(1) Points
GoldenGate (*)
Retail Data Model
Active Data Guard (*)
Spatial and Graph
Advanced Security
Correct Correct, GoldenGate and Active Data Guard allow you to
implement a standby database.
8. Which Oracle Database Edition is necessary to buy any

Oracle Database Option? Mark for Review
(1) Points
Standard One Edition
Express Edition
Standard Edition
Enterprise Edition (*)
Correct Correct, Enterprise Edition is necessary to license

additional Database Options.
Requirements Gathering and Discovery

9. Into which Sales Pillar does the new feature Far Sync
fall? Mark for Review
(1) Points
Data Security
Big Data, Data Warehouse and Analytics
Manageability
Business Continuity (*)
Correct Correct, Far Sync is a new feature of Active Data Guard,

which solves challenges in Business Continuity.
10. Which two Database Options or features are new in Oracle
Database 12c? Mark for Review
(1) Points
Partitioning
Data Vault
RAC
Global Data Services (*)
Heat Map (*)
Correct Correct, Heat Map and Global Data Services are new
features in Databaze 12c.
Previous Page 2 of 8 Next Summary


Certificate!
Requirements Gathering and Discovery

11. The new Heat Map feature falls into which Sales Pillar?
Mark for Review
(1) Points
Storage Optimization (*)
Data Security
Business Continuity
Big Data, Data Warehouse and Analytics
Correct Correct, the Heat Map helps customers to optimize their

database storage.
12. For which customer project do you position the new

Oracle Multitenant Option? Mark for Review
(1) Points
Big Data, Data Warehouse, and Analytics
Database Consolidation (*)
Storage Optimization
Data Security
Correct Correct, Oracle Mutlitenant simplifies database

consolidation.
Objection Handling and Competition

13. Which statement should be used to combat the "Open

source gives me everything I need" objection? Mark for Review
(1) Points
Proprietary features provide competitive advantages.
Oracle has strong technical differentiators and business benefits.

(*)
Oracle Database is a value sale.
Databases are not a commodity software.

Greater cost is outweighed by greater business benefits.
Correct Correct. Customers that are saying that open source

gives them everything they need, should be told that Oracle has strong
technical differentiators and business benefits.
14. If a customer is complaining that Oracle Database 12c is

too expensive, you should tell him that _____ and that _____. Mark for
Review
(1) Points
the value is derived by the benefits provided minus the cost (*)
Oracle Database is a value sale (*)
Oracle has decades of experience with customers of all types
Oracle has strong technical differentiators and business benefits
Oracle offers predictable support
Correct Correct. You should tell the customer that Oracle

Database is a value sale and that the value is derived by the benefits
provided minus the cost.
15. One of your customer thinks that they don't need an

Oracle Database 12c solution, as they don't need all the features Oracle
Database 12c provides. What should you tell him? Mark for Review
(1) Points
Oracle offers predictable support.
Oracle has decades of experience with customers of all types.
The core benefits like the way we protect data integrity apply to
virtually every IT situation. (*)
Proprietary features provide competitive advantages.
Oracle has strong technical differentiators and business benefits.
Incorrect Incorrect. You should tell the customer that the core
benefits like the way we protect data integrity apply to virtually every
IT situation.


Certificate!
Objection Handling and Competition

16. Identify three weakneses of Microsoft SQL Server.

Mark for Review
(1) Points
No hardware optimization (*)
No ability to build appliances or engineered systems (*)
Limited availibility, compared to Oracle (*)
Strong integration with other Microsoft products
Limited to Windows and Linux
Correct Correct. Microsoft SQL Server has limited availability,

compared to Oracle, has no ability to build appliances or engineered
systems and has no hardware optimization.
PreSales topics: Solution Packaging, Capability and Functionality
17. Which blog is the official Oracle Database product blog?

Mark for Review
(1) Points
oracle.com/blog
blogs.oracle.com/databaseinsider (*)
oracle.com/database
blogs.oracle.com/database
Correct Correct, the official product blog is at

blogs.oracle.com/databaseinsider
18. The Twitter account that you should your interested

customers point to is? Mark for Review
(1) Points
Database
OracleDatabase (*)
DatabaseOracle
DB12c
Correct Correct, OracleDatabase is our official Database account

that your customers should follow.
Product Areas and Solution Overview

19. Oracle Database 12c is central to Oracle's _______.

Mark for Review
(1) Points
Strategic Position
Employees
Cost Structure
Strategy (*)
Technology
Correct Correct, Oracle Database 12c is central to Oracle's

strategy.
20. According to Gartner, Oracle's market share is larger

than _____. Mark for Review
(1) Points
IBM
Microsoft
SAP
Teradata
All four combined (*)
Correct Correct, according to Gartner, Oracle's market share is

48% and larger than IBM, Microsoft's, SAP's, and Teradata combined.


Certificate!
Product Areas and Solution Overview

21. Which deployments options are available to customers of

Oracle Database 12c? Mark for Review
(1) Points
Engineered Systems
On-premise
Public Cloud and Private Cloud
Engineered Systems, Public Cloud and Private Cloud
On-premise, Engineered Systems, Public Cloud and Private Cloud. (*)
Correct Correct, Oracle Database 12c can be deployed on-premise,

on engineered systems, and public/private cloud.
Product Area Features and Functions for Technical Individuals

22. Which value proposition can be addressed by the

"Database Consolidation & DBaaS" sales pillar? Mark for Review
(1) Points
Manage New Data Sources
Ensure Business Continuity

Gain Agility and Save Money (*)
Cope with Data Explosion
Prevent Data Leakage
Correct Correct. "Gain agility and save money" is the value

proposition that maps to the "Database Consolidation & DBaaS" sales
pillar.
23. Which value proposition can be addressed by the "Storage

Optimization" sales pillar? Mark for Review
(1) Points
Cope with Data Explosion (*)
Gain Agility and Save Money
Correct Correct. "Cope with Data Explosion" is the value

proposition that maps to the "Storage Optimization" sales pillar.
24. Which two statements about the Oracle Multitenant

architecture are incorrect? Mark for Review
(1) Points
You can't manage many databases as one. (*)
You have the benefit of fast provisioning and cloning.
You get greater resource utilization.

The data is isolated between databases.
You need to make application changes. (*)
Correct Correct. In an Oracle Multitenant architecture you don't

need to make application changes, and you can manage many databases as
one.
25. Identify two database options that can be used for

preventing data leakage. Mark for Review
(1) Points
Advanced Security (*)
Oracle Multitenant
Advanced Analytics
Advanced Compression
Data Masking (*)
Correct Correct. Advanced Security and Data Masking should be

used for preventing data leakage.


Certificate!
Product Area Features and Functions for Technical Individuals

26. Which value proposition can be addressed by the "Big

Data, Data Warehousing, and Analytics" sales pillar? Mark for Review
(1) Points
Manage New Data Sources (*)
Correct Correct. "Manage New Data Sources" is the value

proposition that maps to the "Big Data, Data Warehousing, and Analytics"
sales pillar.
27. In order to cope with data explosion a customer should

use _____. Mark for Review
(1) Points
Oracle Multitenant
GoldenGate
Advanced Compression (*)
Advanced Analytics
Active Data Guard
Incorrect Incorrect. Advanced Compression should be used for

coping with data explosion.
28. Which value proposition can be addressed by the "High
Availability and Data Protection" sales pillar? Mark for Review
(1) Points
Ensure Business Continuity (*)
Correct Correct. "Ensure Business Continuity" is the value

proposition that maps to the "High Availability and Data Protection"
sales pillar.
29. Which database option is best suited for gaining agility

and saving money? Mark for Review
(1) Points
Active Data Guard
GoldenGate
Advanced Analytics
Oracle Multitenant (*)
Correct Correct. Oracle Multitenant is best suited for gaining

agility and saving money.
30. Which value proposition can be addressed by the "Data

Security" sales pillar? Mark for Review
(1) Points
Prevent Data Leakage (*)
Correct Correct. "Prevent Data Leakage" is the value proposition

that maps to the "Data Security" sales pillar.


Certificate!
Positioning the Solution

31. Identify two key positiong points of Oracle Database

12c. Mark for Review
(1) Points
Oracle provides real business benefits (*)
Oracle leads in virtually every category
Oracle is the market leader (*)
Oracle’s portfolio of products is unmatched

Oracle addresses a broad range of needs
Correct Correct. Oracle is the market leader and it provides

real business benefits.
32. In terms of business benefits, by combining the unique

features and options of Oracle Database 12c you get _____ and _____.
Mark for Review
(1) Points
Increased total cost of ownership
Increased performance, availability, scalability and security (*)
Increased storage and management overheads
More opportunity to impact business (*)
Correct Correct. By combining the unique features and options of

Oracle Database 12c you get increased performance, availability,
scalability and security and more opportunity to impact business.
33. Which two features have been added in Oracle Database

12c, proving Oracle's continuous innovation? Mark for Review
(1) Points
Dynamic Database Services
Self-Service Provisioning (*)
Instance Caging
Application Continuity (*)

Correct Correct. Self-Service Provisioning and Application

Continuity are two new features of Oracle Database 12c that prove
Oracle's continuous innovation.
Target Customer Profile

34. Identify two key influencers in the buying process of

Oracle Database. Mark for Review
(1) Points
Technical IT (*)
Business
Apps IT (*)
Senior IT
Correct Correct, both Technical IT and Apps IT are key

influencers while Business and Senior IT are typically buyers of Oracle
Database.
35. Qualifying questions that focus on needing to ensure

99.999% uptime would relate to which sales pillar? Mark for Review
(1) Points
High Availability (*)
Storage Optimzation
Data Security
Manageability
Correct Correct, qualifying questions that focus on ensuring

99.999% uptime relates to the high availability sales pillar.


Certificate!
Target Customer Profile

36. Customers seeking to cope with data explosion in their

organizations would be receptive to which sales pillar? Mark for Review
(1) Points
Manageability
Storage Optimzation (*)
High Availability
Data Security
Correct Correct, customers seeking to cope with data explostion

would be receptive to the storage optimization sales pillar.
37. The customer profile of Oracle Database includes _____,

_____ and _____. Mark for Review
(1) Points
Only Large Enterprises
Any Industry (*)
Only Midsize Organizations
Any Company Size (*)
Any Operating System (*)
Correct Correct, Oracle Database is appropriate for any

industry, operating system, or company size.
Market Definition
38. Seclect three editions of Oracle Database that Oracle

currently offers. Mark for Review
(1) Points
Standard Edition (*)
Special Edition
Cloud Edition
Enterprise Edition (*)
Standard Edition One (*)
Correct Correct, Oracle offers three editions: Standard Edition,

Standard Edition One, and Enterprise Edition.
39. Identify three innovative features that Oracle Database
12c offers. Mark for Review
(1) Points
Real Application Clusters (*)
Pluggable Databases (*)
Automatic Data Optimization (*)
Data Transcriber
Management Suite
Correct Correct, Oracle 's innovative features include Pluggable

Databases, Real Application Clusters, and Automatic Data Optimization.
40. What are the applicable industries that Oracle Database

12c can be targeted toward? Mark for Review
(1) Points
Any (*)
Financial
Automotive
Retail
High Tech
Correct Correct, Oracle Database is appropriate for any

industry.
Previous Page 8 of 8 Summary

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Test: Oracle Database 12c PreSales Specialist Assessment

Get Specialized! This 40-question assessment is the final step

Market Trends and Business Drivers

1. What percentage of time does IT typically spend on test,

Correct Correct, 66%.

2. Oracle can address the prevention of data leakage

Database Private Cloud

Big Data and Analytics

Correct Correct, Oracle can address data leakage through it's

3. Which three areas are customers seeking to address?

(Choose all correct answers)

Manage Business Risk (*)

Reduce Cost and Complexity (*)

Increase Operational Spending

Hire additional staff

Accelerate Business Results (*)

Correct Correct, customers are seeking to accelerate business

Product Functionality Demonstration, High Impact Solution

4. To support the sale of Oracle Multitenant Option, you

(Choose all correct answers)

Global Data Services

Unplug/Plug a PDB (*)

Cloning a PDB (*)

Incorrect Incorrect, cloning, plugging, and unplugging and

5. In order to highlight Oracle's storage tiering

Heat Maps (*)

Correct Correct, the Heat Maps help customers to optimize their

Page 1 of 8 Next Summary