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Question No.51
You are a systems engineer and are trying to build credibility and rapport with senior leadership within your customer. Which method is the best way to demonstrate these qualities?
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Understand the current state of their network infrastructure so that you can advise them how the latest technology developments will be incorporated into a refresh of the infrastructure.
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Understand what business drivers are impacting their market place.
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Understand the current state of their network infrastructure so that you can describe a plan to refresh the infrastructure.
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Provide the customer with the latest technology developments so that they understand how can you help them.
Correct Answer: B
Question No.52
Which two options are major tensions that business performance measurement could help balance? (Choose two.)
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Responsive / non-responsive.
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Different performance expectations.
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Profit, growth and control.
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Critical / non-critical.
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Monitor and control.
Correct Answer: BC
Question No.53
For which categories can collaboration between the sales professional and the customer achieve business goals?
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industry markets, technology innovation, and business incentives
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line of business, technology innovation, and business outcomes
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industry markets, technology innovation, and business outcomes
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line of business, industry markets, and realized business value
Correct Answer: D
Question No.54
Which option lists the top four technology trends that affect all enterprise business decisions?
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security, big data, mobile, Internet
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mobility, social, data, security
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social, mobility, analytics, cloud
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cloud, security, BYOD, big data
Correct Answer: C
Question No.55
Which two options are features of Cisco Sales Connect? (Choose two.)
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Ability to create personalized quot;briefcasesquot; of content that you can save once, and access from any device.
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Single place to find business proposals and instructor led training related to Cisco Partners.
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Access to kits of bundled content including IOS images and more.
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Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.
Correct Answer: AD
Question No.56
Which is the main outstanding reason and justification for business outcome-based sales approach?
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Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
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Organizations want to improve the chain of value based on the cost of IT solutions they provide.
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Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
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Organizations want to offer a renewed portfolio in order to increase share value.
Correct Answer: A
Question No.57
You are an account manager and your customer asks whether Cisco can become a strategic partner to assist solving the business problems your customer is facing. Which two descriptions best describes the value of the Cisco Business Architecture Methodology? (Choose two.)
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clearly illustrates product outcomes via a technology roadmap aligned to high-level business outcomes
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ensures that business capabilities and solutions are aligned with business priorities and long-term strategy
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captures and realizes value from defined business outcomes
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ensures that product outcomes are aligned to business drivers
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ensures that business capabilities are identified in product briefing sessions, clearly highlighting the outcomes the product benefits deliver
Correct Answer: BC
Question No.58
Which option is the leading reason that technology projects fail, according to research?
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too many stakeholders
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lack of a business model canvas
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poor stakeholder management
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lack of budget
Correct Answer: C
Question No.59
Which option is the main element of a Business Outcomes storyline?
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relevancy to customers#39; strategy
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Cisco differentiators
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Cisco products
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guaranteed customer ROI
Correct Answer: A
Question No.60
What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
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Make a list of the CSFs and KPIs of the organization.
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Interview the different stakeholders and confirm with them.
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Understand the customer#39;s services portfolio.
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Understand the customer#39;s value proposition.
Correct Answer: D
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