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QUESTION 31
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
QUESTION 32
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
QUESTION 33
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
QUESTION 34
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
QUESTION 35
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
QUESTION 36
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
QUESTION 37
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
QUESTION 38
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
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