Q1. Which two options are major tensions that business performance measurement could help balance? (Choose two.) 

A. Responsive / non-responsive. 

B. Different performance expectations. 

C. Profit, growth and control. 

D. Critical / non-critical. 

E. Monitor and control. 

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Q2. 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 

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Q3. In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling? 

A. Revenue from this model could increase in25%. 

B. Revenue from this model is immediate. 

C. Revenue from this model is realized over a longer period of time. 

D. Revenue from this model is three times bigger than in the traditional product selling. 

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Q4. Which two options are features of Cisco SalesConnect?(Choose two.) 

A. Ability to create personalized "briefcases" of content that you can save once, and access from any device. 

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

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

D. Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities. 

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Q5. When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.) 

A. Portfolio selling 

B. Emerging technology trends 

C. Stakeholder management 

D. Sales enablement 

E. Customer advocacy 

F. Cisco partner ecosystem portfolio 

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Q6. 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. 

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Q7. 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 

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Q8. When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account?(Choose two.) 

A. Customers want to benefit from new, more flexible consumption models. 

B. Technology is acquiring more importance. 

C. Businesses prefer time-to-market acceleration regardless the costs of their IT solutions. 

D. Business transformation dictates that CEOs and their teams become key partners. 

E. Customers want solutions that address specific outcomes. 

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Q9. 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. 

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Q10. 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. 

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