1.

Which level outcomes would be relevant if the customer wishes to reduce overall energy and
management cost within their IT department?
a. Solution for IT Innovation
b. Capture Value on Internet of Everything
c. Solution for IT Operations
d. Increased Business Relevance
2. Why might you decide to send more regular project-related update information to a High
Interest / Low Power stakeholder than to a Low Interest / High Power stakeholder? (5.6)
a. Because Low Power stakeholders are less likely to keep themselves informed of projective
information than High Power stakeholders
b. Because High Interest stakeholders are more likely want to be kept regularly updated with
project of initiative information than low interest stakeholders
c. Because High Power stakeholders are less likely to want to kept regularly updated on projects
or initiatives than Low Power stakeholders
d. Because it is a good way of increasing the interest level of Low Interest stakeholder so that
they become High Interest stakeholders
3. Which option is a partner value benefits that is realized from the implementation of cloud-base
solution for customer?
a. Improved customer retention ant reliance
b. Helps to manage technology obsolescence
c. Free up resources to focus on core business
d. Business diversity for leveraging new markets
4. Why is it essential to understand Critical Success Factor (CSFs) when analyzing the customers
business outcome requirement?
a. CSFs provide an understanding of the specific things that must be achieved from a business
perspective in order for the project or initiative to be deemed successful
b. CSFs are used to determine the milestones in a technology roadmap.
c. CSFs provide insight into the order in which any new technology should be implemented
d. CSFs provide a way to quantify and rank individual tasks for accomplishment within a project
or initiative
5. Why are stakeholder management skill essential when adopting the Business Outcomes Sales
Approach?
a. Because the Business Outcomes Sales Approach often requires understanding and
consideration of views help by a wider and more diverse range of stakeholders
b. Because the Business Outcomes Sales Approach is all about strong negotiation with and
influence of business decision makers
c. Because the Business Outcomes Sales Approach requires a focus on people rather than
technology
d. Because the Business Outcomes Sales Approach requires the seller to consider views and
viewpoints of all stakeholders within the customer organization (5.9)
6. Which option is the financial consideration for the time value of money than a solution brings to
the business?
a. NPV
b. ROI (6)
c. TCO (6.5)
d. CAPEX
7. Which options define unique differences between industry verticals? (choose two) (3)
a. Need to generate a return on investment
b. Degrees of ownership and market concentration
c. Degrees of profitability and cost-ratios (3.3)
d. Size of workforce
e. Levels of commitment to technology
8. What is meant by the term consumption model? (7)
a. It defines the order in which technology is implemented by the technology seller
b. It defines the way in which technology is used by the customers workforce (7.2)
c. It defines the amount of technology that the customer requires at any one time
d. It defines the way in which technology is funded or paid for by the customer
9. Which two options are benefits of effective communication with stakeholders? (choose two) (5)
a. It allows effective interaction between stakeholders
b. In increases mistrust among stakeholders
c. In helps mitigate the intrinsic risk within negotiation
d. It reduces stakeholder commitment
e. It hinders the understanding of stakeholder requirements
10. What is the purpose of Cisco SalesConnect?
a. SalesConnect is a Q&A forum for sales people to get direct support from Cisco Sales
Specialists
b. SalesConnect is a single point of access to quickly and easily find sales collateral, proposals,
and other sales-related information (google)
c. SalesConnect is a way to directly access and speak to customers interested in buying
technology
d. SalesConnect is a direct marketing tool that is partially funded by Cisco
11. How can an understanding of the customers Key Performance Indicators (KPIs) help the seller in a
business outcomes related sales opportunity?
a. KPIs provide qualitative information that enable the seller to prioritize which technology
solutions are most relevant to the customers business outcome requirements
b. KPIs enable sellers to determine which products and services to recommend in the business
case the propose to their customer
c. KPIs directly link technology solutions to business outcomes and hence can be used to sell the
value of technology to business decision makers
d. KPIs can be used to help determine appropriate measurements to prove progress towards
and ultimate attainment of the customers desired outcomes (2.7)
12. Which option describes the role of the sales professional in an outcome-based approach? (1.10,
1.11, 1.12)
a. Vendor
b. Solution
c. Consultative
d. Trusted advisor
13. Which option is a characteristic of a key performance indicator? (2.7)
a. General description
b. Quantitative in nature
c. Qualitative in nature
d. Business enabler
14. Which question should be asked when addressing the Customer segments building of the Business
Model Canvas ?
a. Who is the business creating value for ? (2.16)
b. How do they pay ?
c. Who are the key partners ?
d. What value does the business bring to the customer?
15. Which two customer goals are driven by their value proposition ? (Choose two) (2.3)
a. reduce the sales force and cost control
b. increase operational investments and reduce customer engagement
c. bring digital value to customers, suppliers, and partners
d. reduce operating expanses and increase capital expanditures
e. transform the customer experience
16. Which option describes a technical requirement ?
a. it related to what a business needs to do to be successful
b. it is what the business needs to support solutions and services (2.11)
c. it addresses organizational readlines
d. it explains how a solution will support the business
17. Which question should be asked when addressing the Customer Relationships building block of
the Business Model Canvas ?
a. Are they integrated into the business model ? (2.16)
b. Who are the most important customers ?
c. What are the market differentiators?
d. How are they reached ?
18. Aligning the message to the audience requires an understanding of audience perspectives and
interests. Which options define categories of audience perspective and interests ? (Choose two)
(8.6)
a. Machine Operators
b. Third Party Consultants
c. General Workforce
d. Technical Professionals
e. Executive Management
19. Which option describes the value of the Business Outcomes Sales Approach ?
a. Enables both customer and seller to focus on the attainment of business outcomes rather
than on technology products and services (1.4)
b. Increases the dollar value of the current sales opportunity by considering the business needs
of the customer organization
c. Provides a way for technology sellers to introduce technology-as-a-service offerings directly to
the business functions within customer organizations
d. Provides a mechanism for land and expand selling opportunities for Cisco reseller
organizations
20. What two qualities might be considerations for determining an appropriate technology
consumption model for a customer ? (Choose two) (7)
a. User training
b. Scalability
c. Price awareness
d. Agility
e. Profitability