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
(Answer all questions in this section)

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

demonstrate which two features? Mark for Review
(1) Points

(Choose all correct answers)

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.

Page 1 of 8 Next Summary

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!

Product Functionality Demonstration, High Impact Solution

Demonstrations
(Answer all questions in this section)

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

feature of Oracle Database do you demonstrate? Mark for Review
(1) Points

(Choose all correct answers)

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
(Answer all questions in this section)

7. Which two Database Options can you sell to implement a

standby database environment? Mark for Review
(1) Points

(Choose all correct answers)

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

(Answer all questions in this section)

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

(Choose all correct answers)

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

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!

Requirements Gathering and Discovery

(Answer all questions in this section)

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

(Answer all questions in this section)

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

(Choose all correct answers)

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.

Previous Page 3 of 8 Next Summary

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!

Objection Handling and Competition

(Answer all questions in this section)

16. Identify three weakneses of Microsoft SQL Server.

Mark for Review
(1) Points

(Choose all correct answers)

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
(Answer all questions in this section)

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

 (Answer all questions in this section)

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.

Previous Page 4 of 8 Next Summary

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!

Product Areas and Solution Overview

(Answer all questions in this section)

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

(Answer all questions in this section)

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

Prevent Data Leakage

Cope with Data Explosion (*)

Ensure Business Continuity

Gain Agility and Save Money

Manage New Data Sources

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

(Choose all correct answers)

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

(Choose all correct answers)

Advanced Security (*)

Oracle Multitenant

Advanced Analytics

Advanced Compression

Data Masking (*)

Correct Correct. Advanced Security and Data Masking should be

used for preventing data leakage.

Previous Page 5 of 8 Next Summary

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!

Product Area Features and Functions for Technical Individuals

 (Answer all questions in this section)

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

Data, Data Warehousing, and Analytics" sales pillar? Mark for Review
(1) Points

Prevent Data Leakage

Ensure Business Continuity

Manage New Data Sources (*)

Cope with Data Explosion

Gain Agility and Save Money

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

Cope with Data Explosion

Manage New Data Sources

Gain Agility and Save Money

Prevent Data Leakage

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 (*)

Advanced Compression

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
 Manage New Data Sources

Cope with Data Explosion

Gain Agility and Save Money

Prevent Data Leakage (*)

Ensure Business Continuity

Correct Correct. "Prevent Data Leakage" is the value proposition

that maps to the "Data Security" sales pillar.

Previous Page 6 of 8 Next Summary

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!

Positioning the Solution

(Answer all questions in this section)

31. Identify two key positiong points of Oracle Database

12c. Mark for Review
(1) Points

(Choose all correct answers)

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

(Choose all correct answers)

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

(Choose all correct answers)

Dynamic Database Services

Self-Service Provisioning (*)

Instance Caging

Application Continuity (*)

 Advanced Compression

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

(Answer all questions in this section)

34. Identify two key influencers in the buying process of

Oracle Database. Mark for Review
(1) Points

(Choose all correct answers)

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
 Database Private Cloud

Manageability

Correct Correct, qualifying questions that focus on ensuring

99.999% uptime relates to the high availability sales pillar.

Previous Page 7 of 8 Next Summary

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!

Target Customer Profile

(Answer all questions in this section)

36. Customers seeking to cope with data explosion in their

organizations would be receptive to which sales pillar? Mark for Review
(1) Points

Manageability

Database Private Cloud

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
 (Choose all correct answers)

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
(Answer all questions in this section)

38. Seclect three editions of Oracle Database that Oracle

currently offers. Mark for Review
(1) Points

(Choose all correct answers)

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

(Choose all correct answers)

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