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 

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Q2. 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. 

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Q3. What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling? 

A. A technology gap analysis of the organization's infrastructure. 

B. The list of CSFs and KPIs of the organization. 

C. The analysis of the consumption model that the customer is looking to implement. 

D. A study of the impact that the current state of technology has on the business. 

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Q4. 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. 

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Q5. 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 

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Q6. Which three sentences are true regarding the stakeholder power grid? (Choose three.) 

A. It shows relationships of power among executives. 

B. It displays the risk position of future investments. 

C. It shows current and optimal future state. 

D. It is a visual picture. 

E. It shows quantitative information about stakeholder requirements. 

F. It shows differences among stakeholders. 

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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. 

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Q8. Which two benefits does IT as a Service provide to the customer? (Choose two.) 

A. Reduced OPEX. 

B. Reduced CAPEX. 

C. Reduced ROI. 

D. Reduced TCO. 

E. Reduced Chargeback. 

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Q9. 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. 

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Q10. 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 

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