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Reyis Castillo
Quiz by Reyis Castillo, updated more than 1 year ago
Reyis Castillo
Created by Reyis Castillo over 7 years ago
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Question 1

Question
Which two questions are used during high level outcome selling? (Choose two.)
Answer
  • What are the technical restrictions of business?
  • How is progress vs. outcomes measured?
  • How does talent architecture influence the definition of business outcomes?
  • How are the goals of top executives achieved?
  • What capabilities are needed to achieve the outcomes?

Question 2

Question
When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)
Answer
  • What the business priorities and strategies are.
  • What the Critical Set of Factors and Key Performance Indicators are.
  • What the mindset of customers is.
  • What the business priorities and goals are.
  • What the Critical Success Factors and Key Performance Indicators are.

Question 3

Question
When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.)
Answer
  • specific timeframe and periods
  • communicational procedures
  • metrics and calculation procedures
  • project management milestones

Question 4

Question
According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?
Answer
  • Executives are interested in satisfying customers' needs and requirements.
  • Managers and supervisors are committed to close the quality of service gap.
  • Stakeholders are interested in being considered when developing and assessing business outcomes.
  • Customers are interested in solutions and services that result in measurable outcomes.

Question 5

Question
When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account? (Choose two.)
Answer
  • Customers want to benefit from new, more flexible consumption models.
  • Technology is acquiring more importance.
  • Businesses prefer time-to-market acceleration regardless the costs of their IT solutions.
  • Business transformation dictates that CEOs and their teams become key partners.
  • Customers want solutions that address specific outcomes.

Question 6

Question
When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)
Answer
  • Portfolio selling
  • Emerging technology trends
  • Stakeholder management
  • Sales enablement
  • Customer advocacy
  • Cisco partner ecosystem portfolio

Question 7

Question
Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)
Answer
  • In 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.
  • In 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.
  • In 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.
  • In 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.

Question 8

Question
At what three major levels can Cisco and its partners provide outcomes? (Choose three.)
Answer
  • strategic level
  • operational level
  • technology innovation level
  • executive level
  • business level

Question 9

Question
Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)
Answer
  • Executives
  • Influencers
  • Employees
  • Decision makers
  • Suppliers

Question 10

Question
RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?
Answer
  • Responsible, Accountable, Consulted, Informed
  • Reconciler, Accountable, Consulted, Independent
  • Responsible, Assertive, Consulted, Informed
  • Reconciler, Assertive, Consulted, Informed
  • Responsible, Accountable, Consulted, Influenced

Question 11

Question
The 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.)
Answer
  • Perspective towards technology services and solutions is same across industry verticals
  • Less loyal to a specific vendor due to technology as a commodity and availability of service solutions
  • Expect providers to sell products and contracts
  • Expect measurable value in terms of business outcomes
  • Have a greater understanding of the competitive market and service and solution providers

Question 12

Question
There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)
Answer
  • Connected Learning
  • Connected Buildings
  • Connected Public Safety
  • Health Care
  • Disaster Management
  • Connected City
  • Connected Utilities
  • Connected Factory

Question 13

Question
Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?
Answer
  • Cloud, Industry Issues, Consumerization, IT Appliances
  • Cloud, Mobility, Activity-Based Working, Security
  • Cloud, Social Media, Software-Defined Networking, Big Data
  • Cloud, Mobility, Analytics, Social Media

Question 14

Question
Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)
Answer
  • Leveraging data into more useful information for decision-making
  • Connecting people for measuring services' usage trends
  • Delivering the solutions and products to the right person at the right time
  • Having physical devices and objects connected to the Internet and to each other for intelligent decision making

Question 15

Question
Cisco solutions and services are related to every kind of outcomes. Which is the goal of business outcomes?
Answer
  • To enable CXOs or Line of Business leaders to grow revenues, lower operating costs and achieve strategic business objectives
  • To help customers establish new technology or evolve current functionality
  • To help customers operate, manage and optimize technology environment more effectively
  • To take advantage of new technology to increase business relevance

Question 16

Question
Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?
Answer
  • Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
  • Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
  • Taking advantage of new technology to increase business relevance
  • Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users

Question 17

Question
Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?
Answer
  • To explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
  • To help make a retailer aware of a restocking need while relying on a human interaction faster
  • To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
  • To allow customers to complete a marketing research as part of their investment funds

Question 18

Question
KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)
Answer
  • KPIs must be strategic and tactical in nature
  • KPIs can be financial, managerial, or operational
  • KPIs measure progress against goals
  • KPIs are set according to priorities: magnitude and urgency
  • KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality

Question 19

Question
Which two options are examples of Key Performance Indicators? (Choose two.)
Answer
  • Percentage of job offers accepted
  • Perception level of satisfaction of customers
  • Quantity of new organizational goals
  • Revenue growth versus industry benchmark

Question 20

Question
CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)
Answer
  • CSFs are quantitative in nature and focus stakeholder relationships
  • CSFs describe an element that is needed by an organization or project to reach its goal
  • CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
  • CSFs should receive special and continual attention from management in order to help the organization be effective

Question 21

Question
Which options are three examples of Critical Success Factors? (Choose three.)
Answer
  • Increasing manufacturing efficiency at a rate above increases in supplies
  • Attracting and retaining more highly qualified staff versus competitors
  • Providing a holistic perspective to the core business drivers and business outcomes
  • Matching customer retention rate to customer retention objective
  • Selling a greater share of profitable products to our customers

Question 22

Question
Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology?
Answer
  • Stakeholder Relationship
  • Neurolinguistics Programming
  • Stakeholder Management
  • Customer Relationship Management

Question 23

Question
Which two options are part of customer relationship management? (Choose two.)
Answer
  • Developing market research.
  • Moving the customer towards positive decisions about IT investments and initiatives
  • Classifying customer segments.
  • Identifying key stakeholders.

Question 24

Question
Which two dimensions are used in the stakeholder power grid? (Choose two.)
Answer
  • Influence/Authority
  • Power/Influence
  • Interest/Empathy
  • Interest/Support
  • Consensus/Support

Question 25

Question
Which three sentences are true regarding the stakeholder power grid? (Choose three.)
Answer
  • It shows relationships of power among executives.
  • It displays the risk position of future investments.
  • It shows current and optimal future state.
  • It is a visual picture.
  • It shows quantitative information about stakeholder requirements.
  • It shows differences among stakeholders.

Question 26

Question
Which options are two features of business requirements? (Choose two.)
Answer
  • Business requirements are managed by stakeholders.
  • Business requirements support specific business objectives.
  • Business requirements are prioritized in compliance with influence dynamics.
  • Business requirements are dynamic in nature and change over time.
  • Business requirements are always defined inside a line of business.

Question 27

Question
Which options are two benefits of understanding the customer's business model? (Choose two.)
Answer
  • Understanding the customer's business model changes the way you interact with your customer.
  • Understanding the customer's business model provides control and assessment of project challenges.
  • Understanding the customer's business model helps track progress through outcomes.
  • Understanding the customer's business model is used to address the sales force mindset.

Question 28

Question
How does understanding the customer's business model holistically address the customer's business challenge?
Answer
  • Segmented solutions designed for their specific outcomes make it easier for them to be more relevant to their company's business challenges.
  • Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
  • As 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.
  • With 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.

Question 29

Question
Why is it convenient to tie business outcomes and the customer value proposition?
Answer
  • Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
  • Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
  • To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
  • Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.

Question 30

Question
What are two customer goals and objectives driven by their value proposition? (Choose two.)
Answer
  • Bring digital value to customers, suppliers, partners (ease of doing business).
  • Reduce the sales force and customer interaction.
  • Transform the customer experience.
  • Reduce Operating Expenses and increase Capital Expenditures.

Question 31

Question
What is one benefit of using Porter's Value Chain?
Answer
  • To establish a framework for increasing revenue in the customer business and under project management control.
  • To define the way the customer business affects the value to their solutions and services.
  • To explain the competitive advantage of the customer business by comparing certain factors available to them.
  • To help understand how different facets of the customer business affect their value proposition.

Question 32

Question
What is the benefit of using the Business Model Canvas to understand and describe the customer's business?
Answer
  • It is a mandatory tool in every business school.
  • Business models are the same across industry verticals.
  • Understanding the customer business model is essential for determining the right business outcomes.
  • Each organization has multiple business models.

Question 33

Question
Which four aspects are considered by the Business Model Canvas? (Choose four.)
Answer
  • Finances
  • Business structure
  • Sales people
  • Business development teams
  • Business value proposition
  • Strategic Analysis

Question 34

Question
Which two options are financial considerations related to determining business outcomes? (Choose two.)
Answer
  • Capital Expenditures, Operating Expenses.
  • Internal Return Rate, Discount Rate.
  • Payback, Chargeback.
  • Capital Expenditures, Working Capital.
  • Chargeback, Showback.

Question 35

Question
Which three options are financial challenges in business outcome-based selling? (Choose three.)
Answer
  • Competing stakeholder goals and expectations.
  • Difficulty to determine external value.
  • Financial resources are distributed across functional areas.
  • Competitive analysis is often incomplete.
  • IT adoption and implementation may have long business cycles.

Question 36

Question
What is ROI?
Answer
  • It 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.
  • It 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.
  • It 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.
  • It 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.

Question 37

Question
Which are the four types of requirements for aligning outcomes to business needs?
Answer
  • Business, Functional, Strategic, Tactical
  • Strategic, Tactical, Operational, Procedural
  • Functional, Operational, Administrative, Strategic
  • Business, Technical, Functional, Transitional

Question 38

Question
What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?
Answer
  • A technology gap analysis of the organization's infrastructure.
  • The list of CSFs and KPIs of the organization.
  • The analysis of the consumption model that the customer is looking to implement.
  • A study of the impact that the current state of technology has on the business.

Question 39

Question
What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
Answer
  • Make a list of the CSFs and KPIs of the organization.
  • Interview the different stakeholders and confirm with them.
  • Understand the customer's services portfolio.
  • Understand the customer's value proposition.

Question 40

Question
Which consumption model provides the organization with an agreed-upon number of authorized users?
Answer
  • Per-seat licensing
  • Concurrent-use licensing
  • Volume licensing
  • Pay As You Go

Question 41

Question
How does an open plan volume licensing model works?
Answer
  • It does not specify individual users, so any user can access the service.
  • It provides the organization with an agreed number of users.
  • The costs are directly related to usage, not quantity of users.
  • The enterprise pays as it acquires services.

Question 42

Question
Which one of the following solutions enables business outcomes in the financial industry?
Answer
  • Multilayer Switching
  • Remote Expert
  • Plant Floor Control Network
  • Internet of Everything
  • Medianet

Question 43

Question
Which one of the following solutions enables business outcomes in the manufacturing industry?
Answer
  • Remote Expert
  • Advanced Routing
  • Service Provider Network Infrastructure
  • Plant Floor Control Network
  • Multilayer Switching

Question 44

Question
Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)
Answer
  • Advanced Routing
  • Data Center and Virtualization
  • Multilayer Switching
  • Internet of Everything
  • Remote Expert
  • Service Provider Network Infrastructure

Question 45

Question
Which two benefits does IT as a Service provide to the customer? (Choose two.)
Answer
  • Reduced OPEX.
  • Reduced CAPEX.
  • Reduced ROI.
  • Reduced TCO.
  • Reduced Chargeback.

Question 46

Question
How could IT as a Service help drive business outcomes?
Answer
  • By the fast technology acquisition options for the customers.
  • Providing an organization with the right to use the technology and service without the need for purchasing it.
  • Providing an organization with various options for the types of services to deploy.
  • Depending upon what the business is seeking, each type of service has different financial implications for business outcomes.

Question 47

Question
Which 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.)
Answer
  • Cost of accounting and tracking
  • Software asset and management
  • Cost of Hardware and Software
  • Auditing and control
  • Chargeback and Showback
  • It varies, depending on the technology solution or service

Question 48

Question
How does a performance measurement help the customer business?
Answer
  • Provides feedback on progress towards settled goals.
  • Compliance of certain industries regulations.
  • Help companies monitor its past state.
  • To reward and to discipline employees.

Question 49

Question
Which two options are major tensions that business performance measurement could help balance? (Choose two.)
Answer
  • Responsive / non-responsive.
  • Different performance expectations.
  • Profit, growth and control.
  • Critical / non-critical.
  • Monitor and control.

Question 50

Question
Which three options are examples of KPIs for Business Outcomes? (Choose three.)
Answer
  • Improved customer satisfaction
  • Increased IT service performance
  • Lower IT asset obsolescence
  • Revenue growth
  • Lower OPEX
  • Increased IT asset utilization

Question 51

Question
From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)
Answer
  • Recurring revenue stream
  • Lower initial investment
  • Higher ROI from investment
  • Increased value of company
  • Long-term business cycles benefits

Question 52

Question
In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?
Answer
  • Revenue from this model could increase in 25%.
  • Revenue from this model is immediate.
  • Revenue from this model is realized over a longer period of time.
  • Revenue from this model is three times bigger than in the traditional product selling.

Question 53

Question
Which 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.)
Answer
  • Operational costs
  • Real costs
  • Hidden costs
  • Recurring costs
  • Perceived costs

Question 54

Question
What are the phases of the Seven Elements framework?
Answer
  • Prepare, Plan, Design, Implement, Operate, Optimize.
  • Past, Present, Future.
  • Previous, Present, Posterior.
  • Before, In Between, After.

Question 55

Question
Which two options are reasons why effective communications is the key to success? (Choose two.)
Answer
  • It allows effective interaction between stakeholders.
  • Can help mitigate the intrinsic risks within negotiation.
  • It allows other strengths to create maximum impact.
  • Can help lessen the impact of business weakness.

Question 56

Question
Which two options are features of Cisco SalesConnect? (Choose two.)
Answer
  • Ability to create personalized "briefcases" of content that you can save once, and access from any device.
  • Single place to find business proposals and instructor led training related to Cisco Partners.
  • Access to kits of bundled content including IOS images and more.
  • Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.

Question 57

Question
Which categories can collaboration help achieve business goals for the customer?
Answer
  • Innovation, Industries, Incentives.
  • Line of Business, Vertical, Business Outcome.
  • Industry markets, Business Outcome, Technology Innovation.
  • Line of Business, Vertical, Business Value.

Question 58

Question
What is the benefit of understanding stakeholder interests?
Answer
  • Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
  • Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
  • Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
  • Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.

Question 59

Question
Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)
Answer
  • The stakeholders' agenda about the business goals.
  • The stakeholders interest in results which you are seeking to drive.
  • The stakeholders' chain of command.
  • The stakeholders' degree of influence and power.

Question 60

Question
Which four options are components of the Seven Elements framework? (Choose four.)
Answer
  • Commitment
  • Relationship & Distribution
  • Relationship & Communications
  • Best Alternative
  • Interests, Agenda & Normative
  • Interests, Options & Legitimacy
  • Alternatives, Opportunities & Legitimacy

Question 61

Question
Which three questions are specified by the Seven Elements Framework? (Choose three.)
Answer
  • Working environment characteristics?
  • Existing relationship?
  • Compliance with ISO 20K?
  • Understanding of own and others interests?
  • Consequences of not reaching agreement or support?

Question 62

Question
Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose three.)
Answer
  • Be aware of people's time and length of presentation.
  • Organize the presentation so that the message is clear and key points emerge early.
  • Prepare carefully the agenda and the objectives definitions.
  • Use the right verbal and corporate language.
  • Know your audience and what is of interest to them.

Question 63

Question
Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)
Answer
  • Share your findings about stakeholder analysis with the audience.
  • Structure the content to the audience – one size does not fit all.
  • Address key motivators, business drivers, and the value that business outcomes bring to the customer.
  • Prioritize lines of business, strategic plan and operating issues.
  • Create the presentation in terms that the audience understands.
  • Use consistent formats and designs that the audience is familiar with.

Question 64

Question
Which three options are customer motivators? (Choose three.)
Answer
  • Achievable Business plan
  • Shared risks with the vendor
  • Increased services and solutions
  • Realizable outcomes
  • Simplify IT complexity

Question 65

Question
Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)
Answer
  • Tactic: Use evidence; Audience type: Critical.
  • Tactic: Use evidence; Audience type: Uninformed.
  • Tactic: Build a bond; Audience type: Sympathetic.
  • Tactic: Build a bond; Audience type: Hostile.
  • Tactic: Acknowledge the view; Audience type: Critical.

Question 66

Question
Which is a direct financial benefit from business outcomes?
Answer
  • increased net present value
  • reduced capital expenditures
  • increased chargeback
  • increased total cost of ownership

Question 67

Question
Which option is a benefit of Cisco enablement resources?
Answer
  • the ability to create personalized "briefcases" of content
  • a single place to find business proposals and instructor-led training
  • access to kits of bundled content, including IOS images and more
  • it enhances the selling process for seller and the customer

Question 68

Question
For which categories can collaboration between the sales professional and the customer achieve business goals?
Answer
  • industry markets, technology innovation, and business incentives
  • line of business, technology innovation, and business outcomes
  • industry markets, technology innovation, and business outcomes
  • line of business, industry markets, and realized business value

Question 69

Question
Which is a benefit of using the power/influence grid to manage stakeholders?
Answer
  • It helps sales professionals to present solutions in the right business or technical language and context.
  • It aligns the stakeholder audience's goals with a good business proposition.
  • It helps move stakeholders from their current to their optimal positions.
  • It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.

Question 70

Question
Which are two reasons customers look for Cisco and its partners' solutions and services? (Choose two.)
Answer
  • to explore how technology innovation yields new revenue and lowers costs
  • to help make a retailer aware of a restocking need while more quickly relying on human interaction
  • to help business more effectively deploy, absorb, and adopt technologies
  • to enable customers to complete marketing research as part of their investment funds
  • to help business reduce the total cost of ownership for IT

Question 71

Question
Which option is the primary goal in business outcome-based selling?
Answer
  • improving agility and the ability to deploy innovative services for end users
  • developing and enabling new business processes, markets, and customer interactions
  • taking advantage of new technology to increase business relevance
  • using next-generation IT to increase service quality and reduce risk, complexity, and costs

Question 72

Question
Which three areas are covered by the Business Model Canvas in order to understand the customer’s business context? (Choose three.)
Answer
  • Customer Relationships
  • Development Plan
  • Value Proposition
  • Revenue Streams
  • Key Policies
  • Analysis

Question 73

Question
Which option describers Return on Investment (ROI)?
Answer
  • a percentage of dividing net return from a technology solution by the cost of that technologysolution
  • a percentage of dividing total investment from a technology solution by the costof that technology solution
  • a percentage of dividing net return from a technology solution by the margin of that technologysolution
  • a percentage of dividing present value from a technology solution by the cost of that technologysolution

Question 74

Question
Which option is a primary reason for using the Cisco Services Solution story with customers?
Answer
  • to provide a clear way to discuss services that all customers need
  • to raise awareness of Cisco Services relevancy to go beyond break/fix support
  • to enhance the sales experience for an account manager
  • to raise customer expectations of possible outcomes from larger IT investments

Question 75

Question
When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)
Answer
  • metrics and measurement
  • project management milestones
  • specific timeframe and milestones
  • communication procedures

Question 76

Question
Which resource can a sales person incorporate into the business outcome story?
Answer
  • Include a detailed business strategic plan
  • Describe the project definition.
  • Explain technology innovations.
  • Identify the customers’ care-abouts.

Question 77

Question
Which characteristic of the Cisco Internet of Everything has the most impact on business?
Answer
  • connecting people for measuring the usage trends of services
  • delivering the services to the right person at the right time
  • leveraging data into more useful information for decision making
  • having physical devices and objects connected to the internet

Question 78

Question
Which is the main outstanding reason and justification for business outcome-based sales approach?
Answer
  • Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
  • Organizations want to improve the chain of value based on the cost of IT solutions they provide.
  • Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
  • Organizations want to offer a renewed portfolio in order to increase share value.

Question 79

Question
Why are customer stakeholders important to the business outcome-based sales approach?
Answer
  • Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
  • Because stakeholders consists of partners who are either part of the organization or are external to the organization.
  • Because stakeholder strategy influence business needs and their involvement in a project to change them
  • Because relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.

Question 80

Question
Which option is a difference in the set of questions that Cisco’s approach to outcomes-based sales users
Answer
  • The product approach answers the question of what product is needed, while the outcomes approach answers what capabilities are needed to achieve the solutions.
  • The 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.
  • The product approach answers the question of what product is needed, while the outcomes approachanswers what the business objectives anddesired outcomes are.
  • The 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.

Question 81

Question
Which two options are part of the five steps approach needed to conduct a stakeholder analysis? (Choose two.)
Answer
  • Define ways to move stakeholders from their current to future position.
  • Identifycustomer stakeholders.
  • Define absolute power and interest of stakeholders.
  • Generate consensus among stakeholders.

Question 82

Question
Which two factors must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
Answer
  • role in company
  • purchasing power
  • degree of interest
  • size of budget
  • degree of influence

Question 83

Question
Which framework is used to plan influential communication when seeking customer support for action?
Answer
  • business model canvas
  • principled negotiation
  • seven elements
  • stakeholder analysis matrix

Question 84

Question
Which three audience types represent important stakeholders? (Choose three.)
Answer
  • suppliers
  • employees
  • executives
  • influencers
  • gate keeper
  • decision makers

Question 85

Question
Which two options provide financial benefits of business outcome-based selling? (Choose two.)
Answer
  • New mindset and new capabilities
  • Reduced CAPEX and lower project costs.
  • Increased accountability and a better understanding of resource use.
  • Process efficiencies and faster time to market for new solutions.

Question 86

Question
Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)
Answer
  • To help the sales force develop new marketing strategies.
  • To provide additional information on Cisco solutions and services.
  • To enhance the technology experience and influence the customer.
  • To improve the proposal and provide the bill of materials to the customer.
  • To help the sales force with the selling process.

Question 87

Question
Which type of organizational goals do key performance indicators measure?
Answer
  • tactical
  • strategic
  • financial
  • technological

Question 88

Question
Which 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?
Answer
  • auditing and control
  • cost of hardware and software
  • software asset and managed
  • cost of accounting and tracking
  • quality assurance management
  • chargeback and showback

Question 89

Question
Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?
Answer
  • Identify gaps for upgrading Cisco products.
  • Identify gaps that provideopportunities for new services and solutions.
  • Identify new cloud-based technologies.
  • Identify the new stakeholders.

Question 90

Question
Which two options are benefits of effective communication with stakeholders? (Choose two.)
Answer
  • It allows other strengths to create maximum impact.
  • It lessen the impact of business weakness.
  • It helps mitigate the intrinsic risks with negotiation.
  • It allows effective interaction between stakeholders.

Question 91

Question
Which solution enables business outcomes in the healthcare industry?
Answer
  • Multilayer Switching
  • Medianet
  • Collaboration
  • Advanced Routing

Question 92

Question
Which three options are common business needs across industry verticals? (Choose three.)
Answer
  • Connected Reactive Maintenance
  • Connected Mobile Workforce
  • Connected Platforms
  • CMX Digital Experience
  • Secure Ops
  • Connected Enterprise Resources

Question 93

Question
Which three options are perspectives of the customer needs? (Choose three.)
Answer
  • Functional Area Management
  • Finding Investors
  • Technical Professionals
  • Executive Management
  • Strategic Executives
  • Operative Professionals

Question 94

Question
Which two options are indirect benefits of a business outcome? (Choose two.)
Answer
  • Lower maintenance contract cost
  • Improved customer satisfaction
  • Lower purchase price of IT assets
  • Faster time to market for new solutions

Question 95

Question
Which option is one of the ways customers expect to gain access to a capability while paying for it?
Answer
  • improve operations
  • encourage consumption
  • acquire technology
  • access new cloud services

Question 96

Question
Which three options are factors or components that must be considered when dealing with a business value proposition? (Choose three.)
Answer
  • Technological Development
  • Key Performance Indicators
  • Firm Infrastructure
  • Capital Expenditures
  • Human Resource Management
  • Operating Expenses

Question 97

Question
Which option is a structured process to understand business landscape and context?
Answer
  • business model canvas
  • business outcomes canvas
  • business model outcomes
  • business canvas approach

Question 98

Question
Which are three characteristics of key performance indicators (KPIs)? (Choose three.)
Answer
  • KPIs are set according to magnitude and urgency
  • KPIs must be strategic and tactical in nature
  • KPIs measure progress against goals
  • KPIs can be financial, managerial, or operational
  • KPIs define what needs to happen to achieve desired results within a timeframe

Question 99

Question
Which two options have a positive impact on costs from the direct benefits provided by?
Answer
  • Enabling rapid growth to new markets & geographies
  • Managing technology obsolescence
  • Managing technology innovation
  • Saving OpEx shifting to predicable CapEx

Question 100

Question
Which two options are benefits of Cisco’s overall portfolio with respect to the set of buyers? (Choose two.)
Answer
  • increased business performance
  • enhanced accountability
  • real-time business intelligence
  • higher service availability

Question 101

Question
Which option is the main benefit of the Internet of Everything?
Answer
  • makes better use of legacy investments
  • brings improvements to businesses and people
  • discrete focus on top industries health and finance
  • compensates for errors in business process design

Question 102

Question
Which two options are characteristics of Critical Success Factors (CSFs)? (Choose two.)
Answer
  • CSFs describe what is needed by an organization or project to reach its goal.
  • CSFs receive special and continual attention from management.
  • CSFs are quantitative in nature and focus stakeholder relationships
  • CSFs link business initiatives to adopt solutions and services

Question 103

Question
Which option is a main benefit that Cisco Partners bring to the table for customers?
Answer
  • additional teams to implement solutions in a timely manner
  • relationships with key Cisco personnel
  • a large customer base for which to sell Cisco services
  • Cisco expertise and the ability to have specializations in certain practice areas

Question 104

Question
Which three options are skills that business development teams should develop for outcome-based selling? (Choose three.)
Answer
  • negotiation and communication
  • transformative networking mindset
  • outcome-based mindset
  • lateral thinking
  • critical thinking
  • conflict management and resolution

Question 105

Question
Which question provides the best information to define customer success factors?
Answer
  • What are your business objectives for this project/initiative?
  • What tools are you looking for, to better measure your ROI?
  • What services do you need?
  • Which Cisco products best fit your goals?

Question 106

Question
Which two options comprise information you need to achieve a successful outcome-based sales? (Choose two.)
Answer
  • How stakeholders receive information and what information they want to receive.
  • What information is communicated to stakeholders in a timely fashion.
  • The stakeholder influencers, decision makers,and participating individuals throughout the process.
  • The degree of affinity stakeholders have related to risk.

Question 107

Question
Which option is the leading reason that technology projects fail, according to research?
Answer
  • too many stakeholders
  • lack of a business model canvas
  • poor stakeholder management
  • lack of budget

Question 108

Question
Which option must be understood before identifying business outcome opportunities?
Answer
  • organization chart
  • decision-making process
  • current technology plan
  • customer value proposition

Question 109

Question
Why is it necessary to discuss the different types of licensing models with the customer?
Answer
  • To ensure that the model being considered is the best fit for the required number of users.
  • to determine what model allows for greater discounts.
  • To consider the ability of the organization for adapting to the new consumption model
  • To determine what models will provide the greatest financial benefits and business outcomes

Question 110

Question
Which statement is true regarding technical requirements?
Answer
  • They establish the technical features that the customer value proposition must include.
  • They establish the technical strategy customer needs to follow to double the business size.
  • They establish what the business needs to do in order to reduce time to market.
  • They establish the business strategy that the customer must follow to accelerate their go to market.

Question 111

Question
How can a customer determine which activities create more value and competitive advantage for his organization?
Answer
  • Identifying the least complex activities
  • Analyzing their business context and industry vertical
  • Looking for business outcomes that span the value chain
  • Defining the right KPIs for each activity

Question 112

Question
Which option is the benefit of directly mapping business outcomes to specific business needs?
Answer
  • Increase certainly about business objectives alignment.
  • Manage and migrate risks.
  • Best performance and cost reduction.
  • Maximum relevance, clarity and impact.
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