Quiz
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Fragen in diesem Quiz (112)
1Which two questions are used during high level outcome selling? (Choose two.)
- AWhat are the technical restrictions of business?
- BHow is progress vs. outcomes measured?
- CHow does talent architecture influence the definition of business outcomes?
- DHow are the goals of top executives achieved?
- EWhat capabilities are needed to achieve the outcomes?
2When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)
- AWhat the business priorities and strategies are.
- BWhat the Critical Set of Factors and Key Performance Indicators are.
- CWhat the mindset of customers is.
- DWhat the business priorities and goals are.
- EWhat the Critical Success Factors and Key Performance Indicators are.
3When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.)
- Aspecific timeframe and periods
- Bcommunicational procedures
- Cmetrics and calculation procedures
- Dproject management milestones
4According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?
- AExecutives are interested in satisfying customers' needs and requirements.
- BManagers and supervisors are committed to close the quality of service gap.
- CStakeholders are interested in being considered when developing and assessing business outcomes.
- DCustomers are interested in solutions and services that result in measurable outcomes.
5When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account? (Choose two.)
- ACustomers want to benefit from new, more flexible consumption models.
- BTechnology is acquiring more importance.
- CBusinesses prefer time-to-market acceleration regardless the costs of their IT solutions.
- DBusiness transformation dictates that CEOs and their teams become key partners.
- ECustomers want solutions that address specific outcomes.
6When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)
- APortfolio selling
- BEmerging technology trends
- CStakeholder management
- DSales enablement
- ECustomer advocacy
- FCisco partner ecosystem portfolio
7Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)
- AIn product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what
success looks like. - BIn product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment
based on comparing current and future state. - CIn product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to
clarify pain points. - DIn product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a
change.
- AIn product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what
8At what three major levels can Cisco and its partners provide outcomes? (Choose three.)
- Astrategic level
- Boperational level
- Ctechnology innovation level
- Dexecutive level
- Ebusiness level
9Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose
three.)- AExecutives
- BInfluencers
- CEmployees
- DDecision makers
- ESuppliers
10RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?
- AResponsible, Accountable, Consulted, Informed
- BReconciler, Accountable, Consulted, Independent
- CResponsible, Assertive, Consulted, Informed
- DReconciler, Assertive, Consulted, Informed
- EResponsible, Accountable, Consulted, Influenced
11The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three
options are characteristics of this customer mindset? (Choose three.)- APerspective towards technology services and solutions is same across industry verticals
- BLess loyal to a specific vendor due to technology as a commodity and availability of service solutions
- CExpect providers to sell products and contracts
- DExpect measurable value in terms of business outcomes
- EHave a greater understanding of the competitive market and service and solution providers
12There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)
- AConnected Learning
- BConnected Buildings
- CConnected Public Safety
- DHealth Care
- EDisaster Management
- FConnected City
- GConnected Utilities
- HConnected Factory
13Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?
- ACloud, Industry Issues, Consumerization, IT Appliances
- BCloud, Mobility, Activity-Based Working, Security
- CCloud, Social Media, Software-Defined Networking, Big Data
- DCloud, Mobility, Analytics, Social Media
14Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)
- ALeveraging data into more useful information for decision-making
- BConnecting people for measuring services' usage trends
- CDelivering the solutions and products to the right person at the right time
- DHaving physical devices and objects connected to the Internet and to each other for intelligent decision making
15Cisco solutions and services are related to every kind of outcomes. Which is the goal of business outcomes?
- ATo enable CXOs or Line of Business leaders to grow revenues, lower operating costs and achieve strategic business objectives
- BTo help customers establish new technology or evolve current functionality
- CTo help customers operate, manage and optimize technology environment more effectively
- DTo take advantage of new technology to increase business relevance
16Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?
- AUsing Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
- BRefining, enriching or developing & enabling new business processes, new markets, and customer interactions
- CTaking advantage of new technology to increase business relevance
- DImproving agility & ability to create or deploy high quality, differentiated, innovative services for end users
17Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?
- ATo explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
- BTo help make a retailer aware of a restocking need while relying on a human interaction faster
- CTo help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
- DTo allow customers to complete a marketing research as part of their investment funds
18KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)
- AKPIs must be strategic and tactical in nature
- BKPIs can be financial, managerial, or operational
- CKPIs measure progress against goals
- DKPIs are set according to priorities: magnitude and urgency
- EKPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality
19Which two options are examples of Key Performance Indicators? (Choose two.)
- APercentage of job offers accepted
- BPerception level of satisfaction of customers
- CQuantity of new organizational goals
- DRevenue growth versus industry benchmark
20CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)
- ACSFs are quantitative in nature and focus stakeholder relationships
- BCSFs describe an element that is needed by an organization or project to reach its goal
- CCSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
- DCSFs should receive special and continual attention from management in order to help the organization be effective
21Which options are three examples of Critical Success Factors? (Choose three.)
- AIncreasing manufacturing efficiency at a rate above increases in supplies
- BAttracting and retaining more highly qualified staff versus competitors
- CProviding a holistic perspective to the core business drivers and business outcomes
- DMatching customer retention rate to customer retention objective
- ESelling a greater share of profitable products to our customers
22Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology?
- AStakeholder Relationship
- BNeurolinguistics Programming
- CStakeholder Management
- DCustomer Relationship Management
23Which two options are part of customer relationship management? (Choose two.)
- ADeveloping market research.
- BMoving the customer towards positive decisions about IT investments and initiatives
- CClassifying customer segments.
- DIdentifying key stakeholders.
24Which two dimensions are used in the stakeholder power grid? (Choose two.)
- AInfluence/Authority
- BPower/Influence
- CInterest/Empathy
- DInterest/Support
- EConsensus/Support
25Which three sentences are true regarding the stakeholder power grid? (Choose three.)
- AIt shows relationships of power among executives.
- BIt displays the risk position of future investments.
- CIt shows current and optimal future state.
- DIt is a visual picture.
- EIt shows quantitative information about stakeholder requirements.
- FIt shows differences among stakeholders.
26Which options are two features of business requirements? (Choose two.)
- ABusiness requirements are managed by stakeholders.
- BBusiness requirements support specific business objectives.
- CBusiness requirements are prioritized in compliance with influence dynamics.
- DBusiness requirements are dynamic in nature and change over time.
- EBusiness requirements are always defined inside a line of business.
27Which options are two benefits of understanding the customer's business model? (Choose two.)
- AUnderstanding the customer's business model changes the way you interact with your customer.
- BUnderstanding the customer's business model provides control and assessment of project challenges.
- CUnderstanding the customer's business model helps track progress through outcomes.
- DUnderstanding the customer's business model is used to address the sales force mindset.
28How does understanding the customer's business model holistically address the customer's business challenge?
- ASegmented solutions designed for their specific outcomes make it easier for them to be more relevant to their company's business challenges.
- BCustomers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
- CAs your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a sales person.
- DWith the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is next, and
manage their IT investments.
29Why is it convenient to tie business outcomes and the customer value proposition?
- ABecause it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
- BBecause this way you can establish fixed business goals and priorities and facilitate the deployment project management.
- CTo reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
- DBecause it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.
30What are two customer goals and objectives driven by their value proposition? (Choose two.)
- ABring digital value to customers, suppliers, partners (ease of doing business).
- BReduce the sales force and customer interaction.
- CTransform the customer experience.
- DReduce Operating Expenses and increase Capital Expenditures.
31What is one benefit of using Porter's Value Chain?
- ATo establish a framework for increasing revenue in the customer business and under project management control.
- BTo define the way the customer business affects the value to their solutions and services.
- CTo explain the competitive advantage of the customer business by comparing certain factors available to them.
- DTo help understand how different facets of the customer business affect their value proposition.
32What is the benefit of using the Business Model Canvas to understand and describe the customer's business?
- AIt is a mandatory tool in every business school.
- BBusiness models are the same across industry verticals.
- CUnderstanding the customer business model is essential for determining the right business outcomes.
- DEach organization has multiple business models.
33Which four aspects are considered by the Business Model Canvas? (Choose four.)
- AFinances
- BBusiness structure
- CSales people
- DBusiness development teams
- EBusiness value proposition
- FStrategic Analysis
34Which two options are financial considerations related to determining business outcomes? (Choose two.)
- ACapital Expenditures, Operating Expenses.
- BInternal Return Rate, Discount Rate.
- CPayback, Chargeback.
- DCapital Expenditures, Working Capital.
- EChargeback, Showback.
35Which three options are financial challenges in business outcome-based selling? (Choose three.)
- ACompeting stakeholder goals and expectations.
- BDifficulty to determine external value.
- CFinancial resources are distributed across functional areas.
- DCompetitive analysis is often incomplete.
- EIT adoption and implementation may have long business cycles.
36What is ROI?
- AIt is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology
solution by the cost of that technology solution. - BIt is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology
solution by the cost of that technology solution. - CIt is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution
by the margin of that technology solution. - DIt is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution
by the cost of that technology solution.
- AIt is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology
37Which are the four types of requirements for aligning outcomes to business needs?
- ABusiness, Functional, Strategic, Tactical
- BStrategic, Tactical, Operational, Procedural
- CFunctional, Operational, Administrative, Strategic
- DBusiness, Technical, Functional, Transitional
38What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?
- AA technology gap analysis of the organization's infrastructure.
- BThe list of CSFs and KPIs of the organization.
- CThe analysis of the consumption model that the customer is looking to implement.
- DA study of the impact that the current state of technology has on the business.
39What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
- AMake a list of the CSFs and KPIs of the organization.
- BInterview the different stakeholders and confirm with them.
- CUnderstand the customer's services portfolio.
- DUnderstand the customer's value proposition.
40Which consumption model provides the organization with an agreed-upon number of authorized users?
- APer-seat licensing
- BConcurrent-use licensing
- CVolume licensing
- DPay As You Go
41How does an open plan volume licensing model works?
- AIt does not specify individual users, so any user can access the service.
- BIt provides the organization with an agreed number of users.
- CThe costs are directly related to usage, not quantity of users.
- DThe enterprise pays as it acquires services.
42Which one of the following solutions enables business outcomes in the financial industry?
- AMultilayer Switching
- BRemote Expert
- CPlant Floor Control Network
- DInternet of Everything
- EMedianet
43Which one of the following solutions enables business outcomes in the manufacturing industry?
- ARemote Expert
- BAdvanced Routing
- CService Provider Network Infrastructure
- DPlant Floor Control Network
- EMultilayer Switching
44Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)
- AAdvanced Routing
- BData Center and Virtualization
- CMultilayer Switching
- DInternet of Everything
- ERemote Expert
- FService Provider Network Infrastructure
45Which two benefits does IT as a Service provide to the customer? (Choose two.)
- AReduced OPEX.
- BReduced CAPEX.
- CReduced ROI.
- DReduced TCO.
- EReduced Chargeback.
46How could IT as a Service help drive business outcomes?
- ABy the fast technology acquisition options for the customers.
- BProviding an organization with the right to use the technology and service without the need for purchasing it.
- CProviding an organization with various options for the types of services to deploy.
- DDepending upon what the business is seeking, each type of service has different financial implications for business outcomes.
47Which three additional costs may arise from a subscription model and should be factored into the total cost of ownership of IT as a Service? (Choose three.)
- ACost of accounting and tracking
- BSoftware asset and management
- CCost of Hardware and Software
- DAuditing and control
- EChargeback and Showback
- FIt varies, depending on the technology solution or service
48How does a performance measurement help the customer business?
- AProvides feedback on progress towards settled goals.
- BCompliance of certain industries regulations.
- CHelp companies monitor its past state.
- DTo reward and to discipline employees.
49Which two options are major tensions that business performance measurement could help balance? (Choose two.)
- AResponsive / non-responsive.
- BDifferent performance expectations.
- CProfit, growth and control.
- DCritical / non-critical.
- EMonitor and control.
50Which three options are examples of KPIs for Business Outcomes? (Choose three.)
- AImproved customer satisfaction
- BIncreased IT service performance
- CLower IT asset obsolescence
- DRevenue growth
- ELower OPEX
- FIncreased IT asset utilization
51From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)
- ARecurring revenue stream
- BLower initial investment
- CHigher ROI from investment
- DIncreased value of company
- ELong-term business cycles benefits
52In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?
- ARevenue from this model could increase in 25%.
- BRevenue from this model is immediate.
- CRevenue from this model is realized over a longer period of time.
- DRevenue from this model is three times bigger than in the traditional product selling.
53Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based
services? (Choose two.)- AOperational costs
- BReal costs
- CHidden costs
- DRecurring costs
- EPerceived costs
54What are the phases of the Seven Elements framework?
- APrepare, Plan, Design, Implement, Operate, Optimize.
- BPast, Present, Future.
- CPrevious, Present, Posterior.
- DBefore, In Between, After.
55Which two options are reasons why effective communications is the key to success? (Choose two.)
- AIt allows effective interaction between stakeholders.
- BCan help mitigate the intrinsic risks within negotiation.
- CIt allows other strengths to create maximum impact.
- DCan help lessen the impact of business weakness.
56Which two options are features of Cisco SalesConnect? (Choose two.)
- AAbility to create personalized "briefcases" of content that you can save once, and access from any device.
- BSingle place to find business proposals and instructor led training related to Cisco Partners.
- CAccess to kits of bundled content including IOS images and more.
- DTrusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.
57Which categories can collaboration help achieve business goals for the customer?
- AInnovation, Industries, Incentives.
- BLine of Business, Vertical, Business Outcome.
- CIndustry markets, Business Outcome, Technology Innovation.
- DLine of Business, Vertical, Business Value.
58What is the benefit of understanding stakeholder interests?
- AUnderstanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
- BAligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
- CMatching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
- DAligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.
59Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)
- AThe stakeholders' agenda about the business goals.
- BThe stakeholders interest in results which you are seeking to drive.
- CThe stakeholders' chain of command.
- DThe stakeholders' degree of influence and power.
60Which four options are components of the Seven Elements framework? (Choose four.)
- ACommitment
- BRelationship & Distribution
- CRelationship & Communications
- DBest Alternative
- EInterests, Agenda & Normative
- FInterests, Options & Legitimacy
- GAlternatives, Opportunities & Legitimacy
61Which three questions are specified by the Seven Elements Framework? (Choose three.)
- AWorking environment characteristics?
- BExisting relationship?
- CCompliance with ISO 20K?
- DUnderstanding of own and others interests?
- EConsequences of not reaching agreement or support?
62Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose three.)
- ABe aware of people's time and length of presentation.
- BOrganize the presentation so that the message is clear and key points emerge early.
- CPrepare carefully the agenda and the objectives definitions.
- DUse the right verbal and corporate language.
- EKnow your audience and what is of interest to them.
63Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)
- AShare your findings about stakeholder analysis with the audience.
- BStructure the content to the audience – one size does not fit all.
- CAddress key motivators, business drivers, and the value that business outcomes bring to the customer.
- DPrioritize lines of business, strategic plan and operating issues.
- ECreate the presentation in terms that the audience understands.
- FUse consistent formats and designs that the audience is familiar with.
64Which three options are customer motivators? (Choose three.)
- AAchievable Business plan
- BShared risks with the vendor
- CIncreased services and solutions
- DRealizable outcomes
- ESimplify IT complexity
65Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)
- ATactic: Use evidence; Audience type: Critical.
- BTactic: Use evidence; Audience type: Uninformed.
- CTactic: Build a bond; Audience type: Sympathetic.
- DTactic: Build a bond; Audience type: Hostile.
- ETactic: Acknowledge the view; Audience type: Critical.
66Which is a direct financial benefit from business outcomes?
- Aincreased net present value
- Breduced capital expenditures
- Cincreased chargeback
- Dincreased total cost of ownership
67Which option is a benefit of Cisco enablement resources?
- Athe ability to create personalized "briefcases" of content
- Ba single place to find business proposals and instructor-led training
- Caccess to kits of bundled content, including IOS images and more
- Dit enhances the selling process for seller and the customer
68For which categories can collaboration between the sales professional and the customer achieve business goals?
- Aindustry markets, technology innovation, and business incentives
- Bline of business, technology innovation, and business outcomes
- Cindustry markets, technology innovation, and business outcomes
- Dline of business, industry markets, and realized business value
69Which is a benefit of using the power/influence grid to manage stakeholders?
- AIt helps sales professionals to present solutions in the right business or technical language and context.
- BIt aligns the stakeholder audience's goals with a good business proposition.
- CIt helps move stakeholders from their current to their optimal positions.
- DIt ensures that the sales professional identifies the appropriate key performance indicators for outcomes.
70Which are two reasons customers look for Cisco and its partners' solutions and services? (Choose two.)
- Ato explore how technology innovation yields new revenue and lowers costs
- Bto help make a retailer aware of a restocking need while more quickly relying on human interaction
- Cto help business more effectively deploy, absorb, and adopt technologies
- Dto enable customers to complete marketing research as part of their investment funds
- Eto help business reduce the total cost of ownership for IT
71Which option is the primary goal in business outcome-based selling?
- Aimproving agility and the ability to deploy innovative services for end users
- Bdeveloping and enabling new business processes, markets, and customer interactions
- Ctaking advantage of new technology to increase business relevance
- Dusing next-generation IT to increase service quality and reduce risk, complexity, and costs
72Which three areas are covered by the Business Model Canvas in order to understand the customer’s business context? (Choose three.)
- ACustomer Relationships
- BDevelopment Plan
- CValue Proposition
- DRevenue Streams
- EKey Policies
- FAnalysis
73Which option describers Return on Investment (ROI)?
- Aa percentage of dividing net return from a technology solution by the cost of that technologysolution
- Ba percentage of dividing total investment from a technology solution by the costof that technology solution
- Ca percentage of dividing net return from a technology solution by the margin of that technologysolution
- Da percentage of dividing present value from a technology solution by the cost of that technologysolution
74Which option is a primary reason for using the Cisco Services Solution story with customers?
- Ato provide a clear way to discuss services that all customers need
- Bto raise awareness of Cisco Services relevancy to go beyond break/fix support
- Cto enhance the sales experience for an account manager
- Dto raise customer expectations of possible outcomes from larger IT investments
75When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)
- Ametrics and measurement
- Bproject management milestones
- Cspecific timeframe and milestones
- Dcommunication procedures
76Which resource can a sales person incorporate into the business outcome story?
- AInclude a detailed business strategic plan
- BDescribe the project definition.
- CExplain technology innovations.
- DIdentify the customers’ care-abouts.
77Which characteristic of the Cisco Internet of Everything has the most impact on business?
- Aconnecting people for measuring the usage trends of services
- Bdelivering the services to the right person at the right time
- Cleveraging data into more useful information for decision making
- Dhaving physical devices and objects connected to the internet
78Which is the main outstanding reason and justification for business outcome-based sales approach?
- AOrganizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
- BOrganizations want to improve the chain of value based on the cost of IT solutions they provide.
- COrganizations want to develop marketing and communicational strategies in order to sell more efficiently.
- DOrganizations want to offer a renewed portfolio in order to increase share value.
79Why are customer stakeholders important to the business outcome-based sales approach?
- ABecause understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
- BBecause stakeholders consists of partners who are either part of the organization or are external to the organization.
- CBecause stakeholder strategy influence business needs and their involvement in a project to change them
- DBecause relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.
80Which option is a difference in the set of questions that Cisco’s approach to outcomes-based sales users
- AThe product approach answers the question of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the
solutions. - BThe product approach answers the question of how progress is displayed and correctly communicated, while the outcomes approach answers what the
business objectives services must be included in each solution. - CThe product approach answers the question of what product is needed, while the outcomes approachanswers what the business objectives anddesired
outcomes are. - DThe product approach answers the question of what capabilities are needed to deliver product & services, while the outcomes approach gives ananswer
towhat the business rules and capabilities are.
- AThe product approach answers the question of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the
81Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)
- ADefine ways to move stakeholders from their current to future position.
- BIdentifycustomer stakeholders.
- CDefine absolute power and interest of stakeholders.
- DGenerate consensus among stakeholders.
82Which two factors must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
- Arole in company
- Bpurchasing power
- Cdegree of interest
- Dsize of budget
- Edegree of influence
83Which framework is used to plan influential communication when seeking customer support for action?
- Abusiness model canvas
- Bprincipled negotiation
- Cseven elements
- Dstakeholder analysis matrix
84Which three audience types represent important stakeholders? (Choose three.)
- Asuppliers
- Bemployees
- Cexecutives
- Dinfluencers
- Egate keeper
- Fdecision makers
85Which two options provide financial benefits of business outcome-based selling? (Choose two.)
- ANew mindset and new capabilities
- BReduced CAPEX and lower project costs.
- CIncreased accountability and a better understanding of resource use.
- DProcess efficiencies and faster time to market for new solutions.
86Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)
- ATo help the sales force develop new marketing strategies.
- BTo provide additional information on Cisco solutions and services.
- CTo enhance the technology experience and influence the customer.
- DTo improve the proposal and provide the bill of materials to the customer.
- ETo help the sales force with the selling process.
87Which type of organizational goals do key performance indicators measure?
- Atactical
- Bstrategic
- Cfinancial
- Dtechnological
88Which three options are additional costs arising from a subscription model and should be factored into the total cost of ownership of IT as a Service?
- Aauditing and control
- Bcost of hardware and software
- Csoftware asset and managed
- Dcost of accounting and tracking
- Equality assurance management
- Fchargeback and showback
89Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?
- AIdentify gaps for upgrading Cisco products.
- BIdentify gaps that provideopportunities for new services and solutions.
- CIdentify new cloud-based technologies.
- DIdentify the new stakeholders.
90Which two options are benefits of effective communication with stakeholders? (Choose two.)
- AIt allows other strengths to create maximum impact.
- BIt lessen the impact of business weakness.
- CIt helps mitigate the intrinsic risks with negotiation.
- DIt allows effective interaction between stakeholders.
91Which solution enables business outcomes in the healthcare industry?
- AMultilayer Switching
- BMedianet
- CCollaboration
- DAdvanced Routing
92Which three options are common business needs across industry verticals? (Choose three.)
- AConnected Reactive Maintenance
- BConnected Mobile Workforce
- CConnected Platforms
- DCMX Digital Experience
- ESecure Ops
- FConnected Enterprise Resources
93Which three options are perspectives of the customer needs? (Choose three.)
- AFunctional Area Management
- BFinding Investors
- CTechnical Professionals
- DExecutive Management
- EStrategic Executives
- FOperative Professionals
94Which two options are indirect benefits of a business outcome? (Choose two.)
- ALower maintenance contract cost
- BImproved customer satisfaction
- CLower purchase price of IT assets
- DFaster time to market for new solutions
95Which option is one of the ways customers expect to gain access to a capability while paying for it?
- Aimprove operations
- Bencourage consumption
- Cacquire technology
- Daccess new cloud services
96Which three options are factors or components that must be considered when dealing with a business value proposition? (Choose three.)
- ATechnological Development
- BKey Performance Indicators
- CFirm Infrastructure
- DCapital Expenditures
- EHuman Resource Management
- FOperating Expenses
97Which option is a structured process to understand business landscape and context?
- Abusiness model canvas
- Bbusiness outcomes canvas
- Cbusiness model outcomes
- Dbusiness canvas approach
98Which are three characteristics of key performance indicators (KPIs)? (Choose three.)
- AKPIs are set according to magnitude and urgency
- BKPIs must be strategic and tactical in nature
- CKPIs measure progress against goals
- DKPIs can be financial, managerial, or operational
- EKPIs define what needs to happen to achieve desired results within a timeframe
99Which two options have a positive impact on costs from the direct benefits provided by?
- AEnabling rapid growth to new markets & geographies
- BManaging technology obsolescence
- CManaging technology innovation
- DSaving OpEx shifting to predicable CapEx
100Which two options are benefits of Cisco’s overall portfolio with respect to the set of buyers? (Choose two.)
- Aincreased business performance
- Benhanced accountability
- Creal-time business intelligence
- Dhigher service availability
101Which option is the main benefit of the Internet of Everything?
- Amakes better use of legacy investments
- Bbrings improvements to businesses and people
- Cdiscrete focus on top industries health and finance
- Dcompensates for errors in business process design
102Which two options are characteristics of Critical Success Factors (CSFs)? (Choose two.)
- ACSFs describe what is needed by an organization or project to reach its goal.
- BCSFs receive special and continual attention from management.
- CCSFs are quantitative in nature and focus stakeholder relationships
- DCSFs link business initiatives to adopt solutions and services
103Which option is a main benefit that Cisco Partners bring to the table for customers?
- Aadditional teams to implement solutions in a timely manner
- Brelationships with key Cisco personnel
- Ca large customer base for which to sell Cisco services
- DCisco expertise and the ability to have specializations in certain practice areas
104Which three options are skills that business development teams should develop for outcome-based selling? (Choose three.)
- Anegotiation and communication
- Btransformative networking mindset
- Coutcome-based mindset
- Dlateral thinking
- Ecritical thinking
- Fconflict management and resolution
105Which question provides the best information to define customer success factors?
- AWhat are your business objectives for this project/initiative?
- BWhat tools are you looking for, to better measure your ROI?
- CWhat services do you need?
- DWhich Cisco products best fit your goals?
106Which two options comprise information you need to achieve a successful outcome-based sales? (Choose two.)
- AHow stakeholders receive information and what information they want to receive.
- BWhat information is communicated to stakeholders in a timely fashion.
- CThe stakeholder influencers, decision makers,and participating individuals throughout the process.
- DThe degree of affinity stakeholders have related to risk.
107Which option is the leading reason that technology projects fail, according to research?
- Atoo many stakeholders
- Black of a business model canvas
- Cpoor stakeholder management
- Dlack of budget
108Which option must be understood before identifying business outcome opportunities?
- Aorganization chart
- Bdecision-making process
- Ccurrent technology plan
- Dcustomer value proposition
109Why is it necessary to discuss the different types of licensing models with the customer?
- ATo ensure that the model being considered is the best fit for the required number of users.
- Bto determine what model allows for greater discounts.
- CTo consider the ability of the organization for adapting to the new consumption model
- DTo determine what models will provide the greatest financial benefits and business outcomes
110Which statement is true regarding technical requirements?
- AThey establish the technical features that the customer value proposition must include.
- BThey establish the technical strategy customer needs to follow to double the business size.
- CThey establish what the business needs to do in order to reduce time to market.
- DThey establish the business strategy that the customer must follow to accelerate their go to market.
111How can a customer determine which activities create more value and competitive advantage for his organization?
- AIdentifying the least complex activities
- BAnalyzing their business context and industry vertical
- CLooking for business outcomes that span the value chain
- DDefining the right KPIs for each activity
112Which option is the benefit of directly mapping business outcomes to specific business needs?
- AIncrease certainly about business objectives alignment.
- BManage and migrate risks.
- CBest performance and cost reduction.
- DMaximum relevance, clarity and impact.
Informationen
- Beschreibung
- cisco
- Autor
- Reyis Castillo
- Sprache
- Español
- Aufrufe
- 131
- Schlagwörter
- Bewertung
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