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Q1. How does an open plan volume licensing model works?
A. It does not specify individual users, so any user can access the service.
B. It provides the organization with an agreed number of users.
C. The costs are directly related to usage, not quantity of users.
D. The enterprise pays as it acquires services.
Answer: D
Q2. Which options are three examples of Critical Success Factors? (Choose three.)
A. Increasing manufacturing efficiency at a rate above increases in supplies
B. Attracting and retaining more highly qualified staff versus competitors
C. Providing a holistic perspective to the core business drivers and business outcomes
D. Matching customer retention rate to customer retention objective
E. Selling a greater share of profitable products to our customers
Answer: A,B,E
Q3. 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.)
A. Cost of accounting and tracking
B. Software asset and management
C. Cost of Hardware and Software
D. Auditing and control
E. Chargeback and Showback
F. It varies, depending on the technology solution or service
Answer: A,B,D
Q4. 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.)
A. Operational costs
B. Real costs
C. Hidden costs
D. Recurring costs
E. Perceived costs
Answer: B,E
Q5. Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?
A. Cloud, Industry Issues, Consumerization, IT Appliances
B. Cloud, Mobility, Activity-Based Working, Security
C. Cloud, Social Media, Software-Defined Networking, Big Data
D. Cloud, Mobility, Analytics, Social Media
Answer: D
Q6. Which two options are part of customer relationship management? (Choose two.)
A. Developing market research.
B. Moving the customer towards positive decisions about IT investments and initiatives
C. Classifying customer segments.
D. Identifying key stakeholders.
Answer: B,D
Q7. 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
Q8. At what three major levels can Cisco and its partners provide outcomes? (Choose three.)
A. strategic level
B. operational level
C. technology innovation level
D. executive level
E. business level
Answer: B,C,E
Q9. What is one benefit of using Porter's Value Chain?
A. To establish a framework for increasing revenue in the customer business and under project management control.
B. To define the way the customer business affects the value to their solutions and services.
C. To explain the competitive advantage of the customer business by comparing certain factors available to them.
D. To help understand how different facets of the customer business affect their value proposition.
Answer: D
Q10. outcomes story? (Choose four.)
A. Share your findings about stakeholder analysis with the audience.
B. Structure the content to the audience – one size does not fit all.
C. Address key motivators, business drivers, and the value that business outcomes bring to the customer.
D. Prioritize lines of business, strategic plan and operating issues.
E. Create the presentation in terms that the audience understands.
F. Use consistent formats and designs that the audience is familiar with.
Answer: B,C,E,F
Q11. 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
Q12. Which are the four types of requirements for aligning outcomes to business needs?
A. Business, Functional, Strategic,Tactical
B. Strategic, Tactical, Operational, Procedural
C. Functional, Operational, Administrative, Strategic
D. Business, Technical, Functional, Transitional
Answer: D
Q13. CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)
A. CSFs are quantitative in nature and focus stakeholder relationships
B. CSFs describe an element that is needed by an organization or project to reach its goal
C. CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
D. CSFs should receive special and continual attention from management in order to help the organization be effective
Answer: B,D
Q14. What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
A. Make a list of the CSFs and KPIs of the organization.
B. Interview the different stakeholders and confirm with them.
C. Understand the customer's services portfolio.
D. Understand the customer's value proposition.
Answer: D
Q15. Which categories can collaboration help achieve business goals for the customer?
A. Innovation, Industries, Incentives.
B. Line of Business, Vertical, Business Outcome.
C. Industry markets, Business Outcome, Technology Innovation.
D. Line of Business, Vertical, Business Value.
Answer: D
Q16. 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
Q17. Why is it convenient to tie business outcomes and the customer value proposition?
A. Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
B. Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
C. To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
D. Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.
Answer: C
Q18. Which four options are components of the Seven Elements framework? (Choose four.)
A. Commitment
B. Relationship & Distribution
C. Relationship & Communications
D. Best Alternative
E. Interests, Agenda & Normative
F. Interests, Options & Legitimacy
G. Alternatives, Opportunities & Legitimacy
Answer: A,C,D,F
Q19. When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)
A. What the business priorities and strategies are.
B. What the Critical Set of Factors and Key Performance Indicators are.
C. What the mindset of customers is.
D. What the business priorities and goals are.
E. What the Critical Success Factors and Key Performance Indicators are.
Answer: D,E
Q20. 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
Q21. 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