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QUESTION 81
Which option is most likely to improve interactions with customers?

A.    Understand their communication style.
B.    Understand the goals of their team.
C.    Learn their personal interests.
D.    Know the time available to present the solution.

Answer: A

QUESTION 82
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

QUESTION 83
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

QUESTION 84
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.

Answer: AD

QUESTION 85
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 questions until you have filled out the required tool checklist.
D.    Identify which services are associated with a Cisco product.

Answer: B

QUESTION 86
From the customer perspective, which are two benefits that result when moving from an on premise solution to a Cloud solution? (Choose two.)

A.    Recurring revenue stream
B.    Lower initial investment
C.    Higher ROI from investment
D.    Increased value of company
E.    Long-term business cycles benefits

Answer: BC

QUESTION 87
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

QUESTION 88
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

QUESTION 89
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

QUESTION 90
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.

Answer: BC

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QUESTION 71
Drag and Drop Question
 
Answer:
 

QUESTION 72
Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.)

A.    Executives
B.    Influencers
C.    Employees
D.    Decision makers
E.    Suppliers

Answer: ACE

QUESTION 73
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

QUESTION 74
When return on investment is expressed in a business outcomes story, which set of factors should be included?

A.    financial benefits, overall business impact, length of time to realize benefits
B.    cost savings vs. today, speed to market, time to implement
C.    financial benefits, speed to market, competitor revenue displaced
D.    cost savings, length of time to implement, number of Cisco offerings

Answer: A

QUESTION 75
How does understanding the customer’s business model holistically address the customer’s business challenge?

A.    Segmented solutions designed for their specific outcomes makes it easier for them to be more relevant to their company’s business challenges.
B.    Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
C.    As your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a sales person.
D.    With the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is next, and manage their IT investments.

Answer: D

QUESTION 76
When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

A.    What the business priorities and strategies are.
B.    What the Critical Set of Factors and Key Performance Indicators are.
C.    What the mindset of customers is.
D.    What the business priorities and goals are.
E.    What the Critical Success Factors and Key Performance Indicators are.

Answer: DE

QUESTION 77
According to Cisco, what is the main benefit of the Internet of Everything?

A.    discrete focus on top industries health and finance
B.    compensates for errors in business process design
C.    brings improvements to businesses and people
D.    makes better use of legacy investments

Answer: C

QUESTION 78
Which one of the following solutions enable business outcomes in the manufacturing industry?

A.    Remote Expert
B.    Advanced Routing
C.    Service Provider Network Infrastructure
D.    Plant Floor Control Network
E.    Multilayer Switching

Answer: C

QUESTION 79
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

QUESTION 80
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

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