NEW QUESTION 1
Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders' needs? (Choose two.)

• A. The stakeholders' agenda about the business goals.
• B. The stakeholders interest in results which you are seeking to drive.
• C. The stakeholders' chain of command.
• D. The stakeholders' degree of influence and power.

Answer: BD

NEW QUESTION 2
Which description of the channel building block in the business model canvas is true?

• A. key activities that support the value proposition
• B. value that the business delivers to its customers
• C. how the business reaches its customers
• D. for whom is the business creating value

Answer: C

NEW QUESTION 3
Which are four considerations to have in mind when communicating the business 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: BCEF

NEW QUESTION 4
Which statement best describes the Cisco sales approach?

• A. Understand the goals of the buyer.
• B. Focus on Cisco technologies already in place.
• C. Focus on fulfilling customer needs and help them generate value through stronger business outcomes.
• D. Pay attention to details that the customer is sharing about their needs.

Answer: C

NEW QUESTION 5
Which option must be understood before identifying business outcome opportunities?

• A. organization chart
• B. decision-making process
• C. current technology plan
• D. customer value proposition

Answer: D

NEW QUESTION 6
According to Cisco best practice, which option must you understand before you identify business outcome opportunities?

• A. organization chart
• B. decision-making process
• C. current technology plan
• D. customer value proposition

Answer: D

NEW QUESTION 7
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: ACE

NEW QUESTION 8
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.)

• A. clearly illustrates product outcomes via a technology roadmap aligned to high-level business outcomes
• B. ensures that business capabilities and solutions are aligned with business priorities and long-term strategy
• C. captures and realizes value from defined business outcomes
• D. ensures that product outcomes are aligned to business drivers
• E. ensures that business capabilities are identified in product briefing sessions, clearly highlighting the outcomes the product benefits deliver

Answer: BC

NEW QUESTION 9
Which option is one of the ways customers expect to gain access to a capability while paying for it?

• A. improve operations
• B. encourage consumption
• C. acquire technology
• D. access new cloud services

Answer: B

NEW QUESTION 10
Which two are true of closed QUESTION NO:s? (Choose two.)

• A. Closed QUESTION NO:s are used to retrieve facts.
• B. Respondents can answer closed QUESTION NO:s more quickly because they seek a limited amount of detail.
• C. Closed QUESTION NO:s are used to retrieve opinions.
• D. Closed QUESTION NO:s are used to make decisions based on the data in a report.
• E. Closed QUESTION NO:s are excellent for workshops where you need people to come to a consensus about a design decision.

Answer: AB

NEW QUESTION 11
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

Answer: AD

NEW QUESTION 12
Which two examples are indirect financial benefits? (Choose two.)

• A. increased customer satisfaction
• B. increased operational expenditures
• C. increased process efficiency
• D. decreased capital expenditures
• E. decreased total cost of ownership

Answer: AC

NEW QUESTION 13
What is the benefit of using the Business Model Canvas to understand and describe the customer's business?

• A. It is a mandatory tool in every business school.
• B. Business models are the same across industry verticals.
• C. Understanding the customer business model is essential for determining the right business outcomes.
• D. Each organization has multiple business models.

Answer: C

NEW QUESTION 14
Which two dimensions are used in the stakeholder power grid? (Choose two.)

• A. Influence/Authority
• B. Power/Influence
• C. Interest/Empathy
• D. Interest/Support
• E. Consensus/Support

Answer: BD

NEW QUESTION 15
What is the benefit of understanding stakeholder interests?

• A. Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
• B. Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
• C. Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
• D. Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.

Answer: A

NEW QUESTION 16
Which target audience category typically provides the resources for an effort?

• A. secondary audience
• B. key decision makers
• C. watchdogs
• D. project sponsors
• E. gatekeepers

Answer: D

NEW QUESTION 17
Which two options comprise information you need to achieve successful outcome-based sales? (Choose two.)

• A. How stakeholders receive information and what information they want to receive.
• B. What information is communicated to stakeholders in a timely fashion.
• C. The stakeholder influencers, decision makers, and participating individuals throughout the process.
• D. The degree of affinity stakeholders have related to risk.

Answer: AC

NEW QUESTION 18
Which option is the main element of a Business Outcomes storyline?

• A. relevancy to customers' strategy
• B. Cisco differentiators
• C. Cisco products
• D. guaranteed customer ROI

Answer: A

NEW QUESTION 19
Several of the Cisco small business switches allow you to assign roles to ports depending on what device you are connecting. What is this functionality called? Select exactly 1 answer(s) from the following:

• A. CDP
• B. LLOP-MED
• C. FindlT
• D. SmartPorts

Answer: D

NEW QUESTION 20
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: BCE