NEW QUESTION 1
What are two customer goals and objectives driven by their value proposition? (Choose two.)

• A. Bring digital value to customers, suppliers, partners (ease of doing business).
• B. Reduce the sales force and customer interaction.
• C. Transform the customer experience.
• D. Reduce Operating Expenses and increase Capital Expenditures.

Answer: AC

NEW QUESTION 2
Which option describers Return on Investment (ROI)?

• A. a percentage of dividing net return from a technology solution by the cost of that technology solution
• B. a percentage of dividing total investment from a technology solution by the cost of that technology solution
• C. a percentage of dividing net return from a technology solution by the margin of that technology solution
• D. a percentage of dividing present value from a technology solution by the cost of that technology solution

Answer: A

NEW QUESTION 3
Which two options are features of Cisco Sales Connect? (Choose two.)

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

Answer: AD

NEW QUESTION 4
Which option must you know when you plan to negotiate or reach agreement?

• A. underlying Interests of the stakeholders
• B. timing for decision on purchases
• C. the customer budget
• D. Cisco offerings

Answer: A

NEW QUESTION 5
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.

Answer: BD

NEW QUESTION 6
Which option is a benefit of Cisco enablement resources?

• A. the ability to create personalized "briefcases" of content
• B. a single place to find business proposals and instructor-led training
• C. access to kits of bundled content, including IOS images and more
• D. it enhances the selling process for seller and the customer

Answer: D

NEW QUESTION 7
Which is a direct financial benefit from business outcomes?

• A. increased net present value
• B. reduced capital expenditures
• C. increased chargeback
• D. increased total cost of ownership

Answer: B

NEW QUESTION 8
Which factor encompasses the standards and cultural behavior that are important to the business?

• A. mission
• B. values
• C. strategy
• D. vision

Answer: B

NEW QUESTION 9
Which are the four types of requirements for aligning outcomes to business needs?

• A. Business, Functional, Strategic, Tactical
• B. Strategic, Tactical, Operational, Procedural
• C. Functional, Operational, Administrative, Strategic
• D. Business, Technical, Functional, Transitional

Answer: D

NEW QUESTION 10
Which two skill pillars are part of Cisco Business Architecture? (Choose two.)

• A. business engagement
• B. stakeholder architecture
• C. enterprise architecture
• D. digitalization
• E. business acumen

Answer: CE

NEW QUESTION 11
KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)

• A. KPIs must be strategic and tactical in nature
• B. KPIs can be financial, managerial, or operational
• C. KPIs measure progress against goals
• D. KPIs are set according to priorities: magnitude and urgency
• E. KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality

Answer: BCE

NEW QUESTION 12
Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose three.)

• A. Be aware of people's time and length of presentation.
• B. Organize the presentation so that the message is clear and key points emerge early.
• C. Prepare carefully the agenda and the objectives definitions.
• D. Use the right verbal and corporate language.
• E. Know your audience and what is of interest to them.

Answer: ABE

NEW QUESTION 13
Which is the main outstanding reason and justification for business outcome-based sales approach?

• A. Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
• B. Organizations want to improve the chain of value based on the cost of IT solutions they provide.
• C. Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
• D. Organizations want to offer a renewed portfolio in order to increase share value.

Answer: A

NEW QUESTION 14
Which characteristic of the Cisco Internet of Everything has the most impact on business?

• A. connecting people for measuring the usage trends of services
• B. delivering the services to the right person at the right time
• C. leveraging data into more useful information for decision making
• D. having physical devices and objects connected to the internet

Answer: D

NEW QUESTION 15
Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based services? (Choose two.)

• A. Operational costs
• B. Real costs
• C. Hidden costs
• D. Recurring costs
• E. Perceived costs

Answer: BE

NEW QUESTION 16
Which two options are part of customer relationship management? (Choose two.)

• A. Developing market research.
• B. Moving the customer towards positive decisions about IT investments and initiatives
• C. Classifying customer segments.
• D. Identifying key stakeholders.

Answer: BD

NEW QUESTION 17
What is ROI?

• A. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology solution by the cost of that technology solution.
• B. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology solution by the cost of that technology solution.
• C. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the margin of that technology solution.
• D. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the cost of that technology solution.

Answer: D

NEW QUESTION 18
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 accessing business outcomes.
• D. Customers are interested in solutions and services that result in measurable outcomes.

Answer: D

NEW QUESTION 19
You are an account manager and the customer asks you to summarize the business value a product they are about to purchase delivers. Which process best describes how to do that?

• A. Gather list of products benefits and needed business capabilitie
• B. Align the product benefits to the business capabilities and align the product benefits to customer outcomes.
• C. Gather customer business priorities and list of product benefit
• D. Align the product benefits to customer outcomes.
• E. Gather customer business priorities and needed business capabilitie
• F. Align the business capabilities to solutions and align the solutions to customer outcomes.
• G. Gather customer business priorities and list of products benefit
• H. Align the product benefits to business priorities and align the product benefits to customer outcomes.

Answer: C

NEW QUESTION 20
Which two options provide financial benefits of business outcome-based selling? (Choose two.)

• A. New mindset and new capabilities
• B. Reduced CAPEX and lower project costs.
• C. Increased accountability and a better understanding of resource use.
• D. Process efficiencies and faster time to market for new solutions.

Answer: BC