Q1. RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?
A. Responsible, Accountable, Consulted, Informed
B. Reconciler, Accountable, Consulted, Independent
C. Responsible, Assertive, Consulted, Informed
D. Reconciler, Assertive, Consulted, Informed
E. Responsible, Accountable, Consulted, Influenced
Answer: A
Q2. Which three options are financial challenges in business outcome-based selling? (Choose three.)
A. Competing stakeholder goals and expectations.
B. Difficulty to determine external value.
C. Financial resources are distributed across functional areas.
D. Competitive analysis is often incomplete.
E. IT adoption and implementation may have long business cycles.
Answer: A,C,E
Q3. Which optionis a benefit ofCisco enablement resources?
A. the ability to create personalized "briefcases" of content
B. a single place to find business proposals and instructor-led training
C. access to kits of bundled content, including IOS images and more
D. it enhances the selling process for seller and the customer
Answer: D
Q4. From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.)
A. Recurring revenue stream
B. Lower initial investment
C. Higher ROI from investment
D. Increased value of company
E. Long-term business cycles benefits
Answer: B,C
Q5. When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)
A. Portfolio selling
B. Emerging technology trends
C. Stakeholder management
D. Sales enablement
E. Customer advocacy
F. Cisco partner ecosystem portfolio
Answer: B,C,D
Q6. How does a performance measurement help the customer business?
A. Provides feedback on progress towards settled goals.
B. Compliance of certain industries regulations.
C. Help companies monitor its past state.
D. To reward and to discipline employees.
Answer: A
Q7. Which three questions are specified by the Seven Elements Framework? (Choose three.)
A. Working environment characteristics?
B. Existing relationship?
C. Compliance with ISO 20K?
D. Understanding of own and others interests?
E. Consequences of not reaching agreement or support?
Answer: B,D,E
Q8. Which options are two features of business requirements? (Choose two.)
A. Business requirements are managed by stakeholders.
B. Business requirements support specific business objectives.
C. Business requirements are prioritized in compliance with influence dynamics.
D. Business requirements are dynamic in nature and change over time.
E. Business requirements are always defined inside a line ofbusiness.
Answer: B,D
Q9. Which three options are examples of KPIs for Business Outcomes? (Choose three.)
A. Improved customer satisfaction
B. Increased IT service performance
C. Lower IT asset obsolescence
D. Revenue growth
E. Lower OPEX
F. Increased IT asset utilization
Answer: A,D,E
Q10. Which two options are major tensions that business performance measurement could help balance? (Choose two.)
A. Responsive / non-responsive.
B. Different performance expectations.
C. Profit, growth and control.
D. Critical / non-critical.
E. Monitor and control.
Answer: B,C