Adopting The Cisco Business Architecture Approach v1.0

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Exam contains 243 questions

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

Which option is the most effective way to use best practices or scenarios during the selling process?

  • A. in use cases that are relevant to the customer
  • B. in business cases used previously
  • C. in customer briefing documents
  • D. in customer benefits statements


Answer : A

Why is it convenient to tie business outcomes and the customer value proposition?

  • A. Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
  • B. Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
  • C. To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
  • D. Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.


Answer : C

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

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

You are working to understand a customer business environment. Which two options are preferred data gathering techniques? (Choose two.)

  • A. surveys
  • B. interviews
  • C. asking competitors
  • D. stock analysis reports
  • E. social media


Answer : AB

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

Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

  • A. Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
  • B. Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
  • C. Taking advantage of new technology to increase business relevance
  • D. Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users


Answer : B

Which option is a primary reason for using the Cisco Services Solution story with customers?

  • A. to enhance the sales experience for an account manager
  • B. to raise customer expectations possible outcomes from larger IT investments
  • C. to help raise awareness of Cisco services relevancy, beyond break/fix support and/or deployment projects
  • D. to provide a clear way to discuss services that all customers need


Answer : C

Explanation:
The Cisco services story is receiving a lot attention both internally and with the public. Sellers should build off of this visibility, reinforcing that Cisco has a broad services portfolio that goes beyond break/fix, and network deployment.

DRAG DROP -
Drag and drop the financial benefits on the left to the direct and indirect spaces on the right.
Select and Place:




Answer :

DRAG DROP -
Drag and drop the type of business case on the left to the business driver on the right.
Select and Place:




Answer :

Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)

  • A. Tactic: Use evidence; Audience type: Critical.
  • B. Tactic: Use evidence; Audience type: Uninformed.
  • C. Tactic: Build a bond; Audience type: Sympathetic.
  • D. Tactic: Build a bond; Audience type: Hostile.
  • E. Tactic: Acknowledge the view; Audience type: Critical.


Answer : AC

Which one of the following solutions enable business outcomes in the financial industry?

  • A. Multilayer Switching
  • B. Remote Expert
  • C. Plant Floor Control Network
  • D. Internet of Everything
  • E. Medianet


Answer : B

In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling?

  • A. Revenue from this model could increase in a 25%.
  • B. Revenue from this model is immediate.
  • C. Revenue from this model is realized over a longer period of time.
  • D. Revenue from this model is three times bigger than in the traditional product selling.


Answer : C

Which two elements that are associated with customer interaction is the Seven Elements Framework used to plan? (Choose two.)

  • A. general communications
  • B. high-impact negotiations
  • C. business concepts
  • D. prior solutions considered
  • E. seller's authority for pricing


Answer : AB

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Exam contains 243 questions

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