Growth and Transformation

Measuring the success of a PoV Demonstration, using the methods
described here, include
1)Number of customer confirmations of successful deployment of TCS

IP/IP assets in their G&T programs
2)Cost of PoV
3)Instances of successful conversion of Proof of Value (PoV)
demonstration into opportunities for successful transformative proposals
4)Total number of G&T deals
Answer:-3)Instances of successful conversion of Proof of Value (PoV)

demonstration into opportunities for successful transformative proposals
Networking, as a skill, is useful to

1)Leadership and senior executives
2)Associates in sales and client facing roles
3)Program managers working with multiple stakeholders
4)Everyone
Answer:-4)Everyone
Ways to measure the success of a solution design include

1)Desirability
2)Feasibility
3)Complexity
4)Sustainability
Answer:-1),2),4)
What impact does Consultative Selling typically have on the sales cycle
1)It lengthens the cycle
2)It shortens the cycle
3)It has no impact on the cycle
4)The two are mutually exclusive
Answer:-2)It shortens the cycle
The activities associated with defining the problem using design thinking
concepts, include
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1)Discover
2)Define
3)Deliver
4)Articulate
Answer:-1),2)
Which of the following attributes does Value have?

1)Muchness
2)Smoothness
3)Soonness
4)Sureness
Answer:-1),3),4)
Consultative selling is a delivery system of value

1)True
2)False
Answer:-1)True
The Value Discovery phase focuses on

Select the option that applies and click submit.
Select the correct answer from below given options:
1)Solutioning
2)Identifying the right problem to solve
3)Designing the right architecture for a problem
4)Coming up with a portfolio of problems
Answer:-2)Identifying the right problem to solve
The best way for Value Discovery is

1)Adopting a fail-fast approach
2)Brainstorming ideas
3)Developing a blueprint
4)Problem Framing
Answer:-4)Problem Framing
The objectives of Analyst Connects include
1)Insights
2)Exposure
3)Influence
4)All of the above
Answer:-4)All of the above
Which of the following is a key measure to track the success of the

capability Partner Connect to Leverage Ecosystem?
1)Partner solutions offerings proposed to the customer

2)Combined solutions offerings proposed to the customer
Answer:-2)Combined solutions offerings proposed to the customer
8done untill here
The benefits of Solution Envisioning using the design thinking process

include the following
1)It is an adaptable method.
2)It can be carefully tested.
3)Its focus is on the end user.
4)It follows the tried and tested Waterfall model.
Answer:-1),2),3)
Consultative Selling is not able to free price from cost.

1)True
2)False
Answer:-2)False
It is important to onboard a set of end users _ in the development of a

PoV.
1)Early
2)Midway
3)Late
4)The time of onboarding does not matter
Answer:-1)Early
Problem Framing is a way of

1)Brainstorming
2)Ideating
3)Design Thinking
4)Mind Mapping
Answer:-3)Design Thinking
While planning about IP, you would also need to think about
1)Number of times the IP will be reused
2)R&D leading to IP
3)Technical skills or the training required by employees
4)None of the above
Answer:-1),2),3)
Good customer relationship management can help in

1)Enhancing customer satisfaction
2)Bringing more business to the organization
3)Developing insights into industry trends
4)Anticipating strategic changes in customer organizations
Answer:-1),2),3),4)
A well defined problem statement has stakeholder mapping and problem

statement alone, with no reference to value enclosed
1)True
2)False
Answer:-2)False
A PoV is a tool for satisfying customer requirements in the presales phase.
1)True
2)False
Answer:-1)True
The benefits of PoV include the following

1)Need for extensive execution
2)Early satisfaction of customer requirement
3)Identification of value of the product/solution
4)Need for more time and resources
Answer:-2),3)
Focusing on strategic priorities of CXOs involves

1)Analyzing market trends
2)Listening to customer’s challenges and aspirations
3)Understanding the organization’s Business and IT initiatives
4)Trying to build a personal connect with the CXO
Answer:-1),2),3)
G T Innovation relies on
1)POCs, not MVPs
2)MVPs, not POCs
3)Both MVPs and POCs
4)Clear problem definition
Answer:-4)Clear problem definition
Who should be well aware of market trends to identify potential

opportunities?
1)Sales Team
2)Solution Team
3)Finance Team
4)IT Team
Answer:-1),2)
A well planned and successfully managed AR program is important to

achieve the G T objectives of TCS.
1)Yes
2)No
Answer:-1)Yes
What are the benefits of industry market trend analysis?

1)Identify possible opportunities in the market
2)Influence the prospects and customers
3)Plan for investment in people and technology
4)All of the above
The Corporate Marketing Research Team provides research data only for
the pre sales and sales functions.
1)True
2)False
Answer:-2)False
Analyst connects can help drive the G T sales enablement initiatives

through
1)Creation and curation of various artifacts, like pre-approved content, for
Sales Enablement by leveraging Knome and TCS Digital Store
2)Analyst report distribution and customer impact workshops to drive
sales conversations and thought leadership
3)Sales enablement initiatives that leverage positive analyst rankings and
quotes
4)All of the above

Growth and Transformation

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Measuring the success of a PoV Demonstration, using the methods

described here, include

1)Number of customer confirmations of successful deployment of TCS

Answer:-3)Instances of successful conversion of Proof of Value (PoV)

Networking, as a skill, is useful to

Ways to measure the success of a solution design include

Answer:-2)It shortens the cycle

Which of the following attributes does Value have?

Consultative selling is a delivery system of value

The Value Discovery phase focuses on

Answer:-2)Identifying the right problem to solve

The best way for Value Discovery is

Answer:-4)All of the above

Which of the following is a key measure to track the success of the

1)Partner solutions offerings proposed to the customer

Answer:-2)Combined solutions offerings proposed to the customer

8done untill here

The benefits of Solution Envisioning using the design thinking process

Consultative Selling is not able to free price from cost.

It is important to onboard a set of end users _ in the development of a

Problem Framing is a way of

Good customer relationship management can help in

A well defined problem statement has stakeholder mapping and problem

The benefits of PoV include the following

Focusing on strategic priorities of CXOs involves

Answer:-4)Clear problem definition

Who should be well aware of market trends to identify potential

A well planned and successfully managed AR program is important to

What are the benefits of industry market trend analysis?

Answer:-4)All of the above

Analyst connects can help drive the G T sales enablement initiatives

Answer:-4)All of the above

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