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Q1. What is the purpose of the Solution Business Impact Index?

A. It is a number that identifies how sooner in the implementation roadmap should the benefits appear.

B. It is a matrix that lists the solutions and business priorities of the customer, and ranks the solutions according to the impact they generate.

C. It is a chart to display the importance of Cisco technologies.

D. It is an alternative to the business outcome-based sales approach.

Answer: B

Q2. Which two options are true regarding a customer goal? (Choose two.)

A. A goal is s a desirable business state.

B. A goal is a future expected outcome or state.

C. A goal is a milestone to reach.

D. A goal is a decision or choice.

E. A goal is a priority that makes a difference.

Answer: A,B

Q3. Which action is the recommended way to describe business unit benefits from upgrading a customer's 2-year old network?

A. Highlight the improved response time and service level possible.

B. Relate the increase in reliability and performance to the impact on business activities that are supported by the network.

C. Describe how the capacity upgrade allows the customer to reduce support headcount within the IT organization.

D. Focus on the unique aspects of Cisco advanced technology, as compared with the customer's current network.

Answer: B

Q4. Which option is part of an implementation strategy?

A. sequence of major work packages or projects

B. design criteria for meeting security requirements

C. maintenance schedule for hardware

D. anticipated transaction volumes during periods of maximum activity

Answer: A

Q5. Which option describes the activity in the Propose phase of the Cisco integrated Sales process?

A. Engage customer decision makers

B. Determined the appropriate solution and services

C. Understand the business, industry vertical and needs.

D. Understanding goals, priorities and focus areas.

Answer: B

Q6. Which two steps are within the ITIL Continual Service Improvement (CSI) seven step process for service improvement?

A. Measuring the ROI

B. Managing stakeholders

C. Implementing change

D. Collecting the data

E. Reporting to decision makers

Answer: C,D

Q7. Which option describes the win-time-frame which operational managers tend to think in terms of planning?

A. 1 – 3 months

B. 1 – 2 years

C. 3 – 5 years

D. 1 – 6 months

Answer: B

Q8. Which two options are direct financial benefits of the business outcomes sales-based approach? (Choose two.)

A. Reduced CAPEX and OPEX.

B. Reduced CAPEX and increased OPEX.

C. Increased NPV.

D. Improved customer satisfaction.

E. Enabled innovation and productivity

Answer: A,C

Q9. Which two options are indirect financial benefits of the outcome-based sales? (Choose two.)

A. Increased NPV.

B. Lower project costs.

C. Process efficiencies.

D. Faster time to market for new solutions.

Answer: C,D

Q10. Which three options are the main areas where customers will see the benefits for their investment? (Choose three.)

A. Demand

B. Payroll

C. Operations

D. Supply

E. Business

Answer: A,D,E