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NEW QUESTION 1
Which two customer benefits of a Cisco Business Architecture engagement are true? (Choose two.)
- A. It increases IT complexity.
- B. It associates business value with defined business outcomes.
- C. It ensures that solutions are aligned with long-term business strategy
- D. It increases technology spend.
- E. It provides a technology-centric approach to business problems.
Answer: BC
NEW QUESTION 2
Which options are two benefits of understanding the customer's business model? (Choose two.)
- A. Understanding the customer's business model changes the way you interact with your customer.
- B. Understanding the customer's business model provides control and assessment of project challenges.
- C. Understanding the customer's business model helps track progress through outcomes.
- D. Understanding the customer's business model is used to address the sales force mindset.
Answer: AC
NEW QUESTION 3
Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)
- A. Advanced Routing
- B. Data Center and Virtualization
- C. Multilayer Switching
- D. Internet of Everything
- E. Remote Expert
- F. Service Provider Network Infrastructure
Answer: BD
NEW QUESTION 4
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.
Answer:
Explanation:
NEW QUESTION 5
When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)
- A. metrics and measurement
- B. project management milestones
- C. specific timeframe and milestones
- D. communication procedures
Answer: AC
NEW QUESTION 6
Drag the two strongest factors to improve business outcomes for a retail industry customer from the left to the right.
Answer:
Explanation:
NEW QUESTION 7
Why are customer stakeholders important to the business outcome-based sales approach?
- A. Because understanding the concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
- B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.
- C. Because stakeholder strategy influence business needs and their involvement in a project to change them.
- D. Because relevant and potential stakeholders exist across customers' and sales professionals' organizational and functional roles.
Answer: D
NEW QUESTION 8
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
Answer: BCD
NEW QUESTION 9
Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)
- A. To help the sales force develop new marketing strategies.
- B. To provide additional information on Cisco solutions and services.
- C. To enhance the technology experience and influence the customer.
- D. To improve the proposal and provide the bill of materials to the customer.
- E. To help the sales force with the selling process.
Answer: BC
NEW QUESTION 10
Which option is a main benefit that Cisco Partners bring to the table for customers?
- A. additional teams to implement solutions in a timely manner
- B. relationships with key Cisco personnel
- C. a large customer base for which to sell Cisco services
- D. Cisco expertise and the ability to have specializations in certain practice areas
Answer: D
NEW QUESTION 11
Which description of the role of the account manager is true?
- A. The account manager is responsible for technology selection to sell into the account.
- B. The account manager leads a business-led approach selecting the right technology to sell.
- C. The account manager leads the customer engagement throughout the business-led approach.
- D. The account manager is directly responsible for the customer relationship.
Answer: D
NEW QUESTION 12
Which QUESTION NO: provides the best information to use to define customer success factors?
- A. What services do you need?
- B. Which Cisco products best fit your goals?
- C. What tools are you looking for, to better measure your ROI?
- D. What are your business objectives for this project/initiative?
Answer: D
NEW QUESTION 13
Which option is a recommended activity that is important for outcome selling?
- A. Use a checklist to cover all renewal needs.
- B. Have strategic value-based discussions with management.
- C. Ask QUESTION NO:s until you have filled out the required tool checklist.
- D. Identify which services are associated with a Cisco product.
Answer: B
NEW QUESTION 14
Drag and drop the components of a business case for change into the suggested order for presentation.
Answer:
Explanation:
NEW QUESTION 15
Which three options are skills that business development teams should develop for outcome- based selling? (Choose three.)
- A. negotiation and communication
- B. transformative networking mindset
- C. outcome-based mindset
- D. lateral thinking
- E. critical thinking
- F. conflict management and resolution
Answer: ABC
NEW QUESTION 16
Which option is the outcome when comparing the current state of technology with the capabilities of emerging technologies?
- A. Identify gaps for upgrading Cisco products.
- B. Identify gaps that provide opportunities for new services and solutions.
- C. Identify new cloud-based technologies.
- D. Identify the new stakeholders.
Answer: C
NEW QUESTION 17
Refer to the exhibit.
Which level does the exhibit describe?
- A. Business Architecture maturity level
- B. Technology Architecture maturity level
- C. customer journey
- D. solution selling stages and maturity level
Answer: A
NEW QUESTION 18
Which two values are provided from delivering a business roadmap? (Choose two.)
- A. It provides insights on technology trends that are relevant to customer business.
- B. It enables the business to transform from its current business state to its target business state.
- C. It reduces product failures and downtime that impact customer business.
- D. It aligns business priorities, business capabilities, business solutions, and business outcomes.
- E. It provides product roadmap to meet business and customer needs.
Answer: BE
NEW QUESTION 19
Which two options are benefits of effective communication with stakeholders? (Choose two.)
- A. It allows other strengths to create maximum impact.
- B. It lessen the impact of business weakness.
- C. It helps mitigate the intrinsic risks with negotiation.
- D. It allows effective interaction between stakeholders.
Answer: CD
NEW QUESTION 20
Which framework is used to plan influential communication when seeking customer support for action?
- A. business model canvas
- B. principled negotiation
- C. seven elements
- D. stakeholder analysis matrix
Answer: C
Explanation: Business Model Canvas is to define the customer environment, business model, and motivators for change, whereas Seven Elements Framework helps in communicating and negotiating with stakeholders.
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