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Q1. 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: A,B,E 

Q2. Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology? 

A. Stakeholder Relationship 

B. Neurolinguistics Programming 

C. Stakeholder Management 

D. Customer Relationship Management 

Answer: C 

Q3. Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders? (Choose three.) 

A. Executives 

B. Influencers 

C. Employees 

D. Decision makers 

E. Suppliers 

Answer: A,C,E 

Q4. Which three options are examples of KPIs for Business Outcomes? (Choose three.) 

A. Improved customer satisfaction 

B. Increased IT service performance 

C. Lower IT asset obsolescence 

D. Revenue growth 

E. Lower OPEX 

F. Increased IT asset utilization 

Answer: A,D,E 

Q5. Which two questions are used during high level outcome selling? (Choose two.) 

A. What are the technical restrictions of business? 

B. How is progress vs. outcomes measured? 

C. How does talent architecture influence the definition of business outcomes? 

D. How are the goals of top executives achieved? 

E. What capabilities are needed to achieve the outcomes? 

Answer: B,E 

Q6. Which two benefits does IT as a Service provide to the customer? (Choose two.) 

A. Reduced OPEX. 

B. Reduced CAPEX. 

C. Reduced ROI. 

D. Reduced TCO. 

E. Reduced Chargeback. 

Answer: B,D 

Q7. What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling? 

A. A technology gap analysis of the organization's infrastructure. 

B. The list of CSFs and KPIs of the organization. 

C. The analysis of the consumption model that the customer is looking to implement. 

D. A study of the impact that the current state of technology has on the business. 

Answer: B 

Q8. What is the benefit of using the Business Model Canvas to understand and describe the customer's business? 

A. It is a mandatory tool in every business school. 

B. Business models are the same across industry verticals. 

C. Understanding the customer business model is essential for determining the right business outcomes. 

D. Each organization has multiple business models. 

Answer: C 

Q9. How does a performance measurement help the customer business? 

A. Provides feedback on progress towards settled goals. 

B. Compliance of certain industries regulations. 

C. Help companies monitor its past state. 

D. To reward and to discipline employees. 

Answer: A 

Q10. Which one of the following solutions enablesbusiness outcomes in the financial industry? 

A. Multilayer Switching 

B. Remote Expert 

C. Plant Floor Control Network 

D. Internet of Everything 

E. Medianet 

Answer: B