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Q1. What is the benefit of understanding stakeholder interests? 

A. Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context. 

B. Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition. 

C. Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context. 

D. Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context. 

Answer: A 

Q2. Cisco solutions and services are related to every kind of outcomes. Which is the goal of business outcomes? 

A. To enable CXOs or Line of Business leaders to grow revenues, lower operating costs and achieve strategic business objectives 

B. To help customers establish new technology or evolve current functionality 

C. To help customers operate, manage and optimize technology environment more effectively 

D. To take advantage of new technology to increase business relevance 

Answer: A 

Q3. Which categories can collaboration help achieve business goals for the customer? 

A. Innovation, Industries, Incentives. 

B. Line of Business, Vertical, Business Outcome. 

C. Industry markets, Business Outcome, Technology Innovation. 

D. Line of Business, Vertical, Business Value. 

Answer: D 

Q4. Which three additional costs may arise from a subscription model and should be factored into the total cost of ownership of IT as a Service? (Choose three.) 

A. Cost of accounting and tracking 

B. Software asset and management 

C. Cost of Hardware and Software 

D. Auditing and control 

E. Chargeback and Showback 

F. It varies, depending on the technology solution or service 

Answer: A,B,D 

Q5. From the customer perspective, which are two benefits that result when moving from an on-premise solution to a Cloud solution? (Choose two.) 

A. Recurring revenue stream 

B. Lower initial investment 

C. Higher ROI from investment 

D. Increased value of company 

E. Long-term business cycles benefits 

Answer: B,C 

Q6. When shifting to business outcomes, which two of these relevant considerations and premises must be taken into account?(Choose two.) 

A. Customers want to benefit from new, more flexible consumption models. 

B. Technology is acquiring more importance. 

C. Businesses prefer time-to-market acceleration regardless the costs of their IT solutions. 

D. Business transformation dictates that CEOs and their teams become key partners. 

E. Customers want solutions that address specific outcomes. 

Answer: A,E 

Q7. Which two statements partially describe the difference between product-based and outcome-based sales? (Choose two) 

A. In product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what success looks like. 

B. In product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment based on comparing current and future state. 

C. In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points. 

D. In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change. 

Answer: A,B 

Q8. Which two options are major tensions that business performance measurement could help balance? (Choose two.) 

A. Responsive / non-responsive. 

B. Different performance expectations. 

C. Profit, growth and control. 

D. Critical / non-critical. 

E. Monitor and control. 

Answer: B,C 

Q9. 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 in25%. 

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 

Q10. Which three options are financial challenges in business outcome-based selling? (Choose three.) 

A. Competing stakeholder goals and expectations. 

B. Difficulty to determine external value. 

C. Financial resources are distributed across functional areas. 

D. Competitive analysis is often incomplete. 

E. IT adoption and implementation may have long business cycles. 

Answer: A,C,E