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Q1. Which two options are examples of Key Performance Indicators? (Choose two.)
A. Percentage of job offers accepted
B. Perception level of satisfaction of customers
C. Quantity of new organizational goals
D. Revenue growth versus industry benchmark
Answer: A,D
Q2. Which two dimensions are used in the stakeholder power grid? (Choose two.)
A. Influence/Authority
B. Power/Influence
C. Interest/Empathy
D. Interest/Support
E. Consensus/Support
Answer: B,D
Q3. Which one of the following solutions enablesbusiness outcomes in the manufacturing industry?
A. Remote Expert
B. Advanced Routing
C. Service Provider Network Infrastructure
D. Plant Floor Control Network
E. Multilayer Switching
Answer: C
Q4. 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
Q5. 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
Q6. 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
Q7. 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.)
A. Perspective towards technology services and solutions is same across industry verticals
B. Less loyal to a specific vendor due to technology as a commodity and availability of service solutions
C. Expect providers to sell products and contracts
D. Expect measurable value in terms of business outcomes
E. Have a greater understanding of the competitive market and service and solution providers
Answer: B,D,E
Q8. Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)
A. Tactic: Use evidence; Audience type: Critical.
B. Tactic: Use evidence; Audience type: Uninformed.
C. Tactic: Build a bond; Audience type: Sympathetic.
D. Tactic: Build a bond; Audience type: Hostile.
E. Tactic: Acknowledge the view; Audience type: Critical.
Answer: A,C
Q9. KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)
A. KPIs must be strategic and tactical in nature
B. KPIs can be financial, managerial, or operational
C. KPIs measure progress against goals
D. KPIs are set according to priorities: magnitude and urgency
E. KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality
Answer: A,C,D
Q10. Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)
A. Executives
B. Influencers
C. Employees
D. Decision makers
E. Suppliers
Answer: A,C,E
Q11. For which categories can collaboration.between the.sales professionaland the customerachieve business goals?
A. industry markets, technology innovation, and businessincentives
B. line of business, technology innovation, and business outcomes
C. industry markets,technology innovation, and business outcomes
D. line of business, industry markets, and realizedbusiness value
Answer: D
Q12. 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
Q13. 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
Q14. Which two options are financial considerations related to determining business outcomes? (Choose two.)
A. Capital Expenditures, Operating Expenses.
B. Internal Return Rate, Discount Rate.
C. Payback, Chargeback.
D. Capital Expenditures, Working Capital.
E. Chargeback, Showback.
Answer: A,E
Q15. 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
Q16. Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?
A. Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
B. Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
C. Taking advantage of new technology to increase business relevance
D. Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users
Answer: B
Q17. Which consumption model provides the organization with an agreed-upon number of authorized users?
A. Per-seat licensing
B. Concurrent-use licensing
C. Volume licensing
D. Pay As You Go
Answer: A
Q18. Which is adirect financial benefit from business outcomes?
A. increased net present value
B. reduced capital expenditures
C. increased chargeback
D. increasedtotal cost of ownership
Answer: B
Q19. According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?
A. Executives are interested in satisfying customers' needs and requirements.
B. Managers and supervisors are committed to close the quality of service gap.
C. Stakeholders are interested in being considered when developing and assessing business outcomes.
D. Customers are interested in solutions and services that result in measurable outcomes.
Answer: D
Q20. Which is a benefit of using the power/influence grid tomanage stakeholders?
A. It helps sales professionals to present solutions in the right business or technical language and context.
B. It aligns the stakeholder audience's goals with a good business proposition.
C. It helps move stakeholders from their current to their optimal positions.
D. It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.
Answer: C
Q21. 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