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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?

1. 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.

2. Understand what business drivers are impacting their market place.

3. Understand the current state of their network infrastructure so that you can describe a plan to refresh the infrastructure.

4. 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.)

1. Responsive / non-responsive.

2. Different performance expectations.

3. Profit, growth and control.

4. Critical / non-critical.

5. Monitor and control.

Correct Answer: BC

Question No.53

For which categories can collaboration between the sales professional and the customer achieve business goals?

1. industry markets, technology innovation, and business incentives

2. line of business, technology innovation, and business outcomes

3. industry markets, technology innovation, and business outcomes

4. 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?

1. security, big data, mobile, Internet

2. mobility, social, data, security

3. social, mobility, analytics, cloud

4. cloud, security, BYOD, big data

Correct Answer: C

Question No.55

Which two options are features of Cisco Sales Connect? (Choose two.)

1. Ability to create personalized quot;briefcasesquot; of content that you can save once, and access from any device.

2. Single place to find business proposals and instructor led training related to Cisco Partners.

3. Access to kits of bundled content including IOS images and more.

4. 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?

1. Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.

2. Organizations want to improve the chain of value based on the cost of IT solutions they provide.

3. Organizations want to develop marketing and communicational strategies in order to sell more efficiently.

4. 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.)

1. clearly illustrates product outcomes via a technology roadmap aligned to high-level business outcomes

2. ensures that business capabilities and solutions are aligned with business priorities and long-term strategy

3. captures and realizes value from defined business outcomes

4. ensures that product outcomes are aligned to business drivers

5. 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?

1. too many stakeholders

2. lack of a business model canvas

3. poor stakeholder management

4. lack of budget

Correct Answer: C

Question No.59

Which option is the main element of a Business Outcomes storyline?

1. relevancy to customers#39; strategy

2. Cisco differentiators

3. Cisco products

4. 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?

1. Make a list of the CSFs and KPIs of the organization.

2. Interview the different stakeholders and confirm with them.

3. Understand the customer#39;s services portfolio.

4. Understand the customer#39;s value proposition.

Correct Answer: D

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