Q1. Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)
A. The stakeholders' agenda about the business goals.
B. The stakeholders interest in results which you are seeking to drive.
C. The stakeholders' chain of command.
D. The stakeholders' degree of influence and power.
Answer: B,D
Q2. Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?
A. Toexplore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
B. To help make a retailer aware of a restocking need while relying on a human interaction faster
C. To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
D. To allow customers to complete a marketing research as part of their investment funds
Answer: C
Q3. Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)
A. Leveraging data into more useful information for decision-making
B. Connecting people for measuring services' usage trends
C. Delivering the solutions and products to the right person at the right time
D. Having physical devices and objects connected to the Internet and to each other for intelligent decision making
Answer: A,C
Q4. Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two)
A. 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.
B. 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.
C. 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.
D. 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.
Answer: A,B
Q5. Which options are two benefits of understanding the customer's business model? (Choose two.)
A. Understanding the customer's business model changes the way you interact with your customer.
B. Understanding the customer's business model provides control and assessment of project challenges.
C. Understanding the customer's business model helps track progress through outcomes.
D. Understanding the customer's business model is used to address the sales force mindset.
Answer: A,C
Q6. Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology?
A. Stakeholder Relationship
B. Neurolinguistics Programming
C. Stakeholder Management
D. Customer Relationship Management
Answer: C
Q7. What are the phases of the Seven Elements framework?
A. Prepare, Plan, Design, Implement, Operate, Optimize.
B. Past, Present, Future.
C. Previous, Present, Posterior.
D. Before, In Between, After.
Answer: B
Q8. What is ROI?
A. 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.
B. 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.
C. 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.
D. 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.
Answer: D
Q9. How could IT as a Service help drive business outcomes?
A. By the fast technology acquisition options for the customers.
B. Providing an organization with the right to use the technology and service without the need for purchasing it.
C. Providing an organization with various options for the types of services to deploy.
D. Depending upon what the business is seeking, each type of service has different financial implications for business outcomes.
Answer: D
Q10. Which two options are features of Cisco SalesConnect?(Choose two.)
A. Ability to create personalized "briefcases" of content that you can save once, and access from any device.
B. Single place to find business proposals and instructor led training related to Cisco Partners.
C. Access to kits of bundled content including IOS images and more.
D. Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.
Answer: A,D