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QUESTION 1
Which option is a key concept of the unique Cisco sales approach?
A. Add as many new Cisco technologies to the solution that meet customer needs.
B. Start driving outcomes for customers, and go beyond selling and implementing technology solutions.
C. Put together the most logical set of services for the customer.
D. Engage in dialog about customer needs and new technologies.
Correct Answer: B QUESTION 2
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.
Correct Answer: C QUESTION 3
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.
Correct Answer: B QUESTION 4
Which question 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?
Correct Answer: D QUESTION 5
Select and Place:
Correct Answer:
Convey Awareness of the Environment for Purchase and Adoption of Technology Solutions
QUESTION 1
Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
A. role in company
B. degree of influence
C. size of budget
D. purchasing power
E. interest in results
Correct Answer: BE
QUESTION 2
Which option has a broad-reaching effect on buying organizations?
A. technology plan
B. business unit projects
C. corporate plan
D. operating processes
Correct Answer: C
QUESTION 3
Which option is a structured way to understand business landscape and context?
A. business model canvas
B. business outcomes canvas
C. business model outcomes
D. business canvas approach
Correct Answer: A
QUESTION 4
Which four options are the top-level key areas of the business model canvas?
A. products, services, solutions, outcomes
B. infrastructure, offerings, customers, finances
C. markets, channels, partners, customers
D. resources, products, customers, markets
Correct Answer: B
QUESTION 5
Which option has a major influence on how fast an enterprise can move toward a stronger use of digital business capability?
A. skills to manage risks related to use of emerging technologies
B. globalization of the sales force
C. new product launches that require IT capacity
D. competition in the industry due to end of regulations
Correct Answer: A
QUESTION 6
Which option lists the top four technology trends that affect all enterprise business decisions?
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