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Q1. Which statement about a key performance indicator is true?

A. It is a qualitative statement that relates to business objectives.

B. It is a value-based description of a strategic initiative.

C. It is a quantitative target against which outcomes can be measured.

D. It is a way to determine strategic requirements to realize corporate vision.

Answer: A

Q2. Which three options are the features that a KPI must have in order to comply with customer expectations? (Choose three.)

A. Specific Purpose

B. Measurable

C. Achievable

D. Fair

E. Understandable

F. Logical

Answer: A,B,C

Q3. Why is it important for a Business Value Specialist to identify customer goals?

A. To define SMART objectives.

B. To establish an action plan.

C. To define times and responsibilities.

D. To analyze risks and a mitigation plan.

Answer: A

Q4. How does a business value approach contribute to the sales process?

A. gives the CIO a blueprint for organizing the IT department

B. provides a framework to align the business strategy and priorities with the processes that are needed to achieve goals

C. ensures that best practices are included in the design of new workflows

D. allows for pieces of a larger project to be designed independently without concern for linkages

Answer: B

Q5. Why is it important for the customer to communicate the plan to deploy an IT solution to his or her organization?

A. So that the CEO approves the deployment.

B. So that the Cisco Partner can claim the Software Activation promotion credits.

C. Because communicating gives the IT organization more relevancy.

D. Because communicating provides the organization with a vision of the benefits and an expectation to realize the results.

Answer: D

Q6. Which statement about how Business Model Canvas diagrams are a useful tool is true?

A. They depict the operating procedures for system management.

B. They establish a consensus view among customer executives about the organization strategy and major processes.

C. They decompose the processes for a single department.

D. They identify the bottlenecks within a customer service process.

Answer: B

Q7. Which statement about why stakeholder analysis for a large initiative can be challenging is

true?

A. A higher level of politics and uncertainty typically exists with larger initiatives.

B. The IT department most likely has a higher level of influence as compared to other projects.

C. The stakeholder analysis 2x2 framework -- interest vs. power -- only works for small scope projects.

D. It is necessary to assess 90% or more of the stakeholders for an effort.

Answer: A

Q8. Which two roles must the sales professional fulfill? (Choose two.)

A. Trusted Advisor.

B. Emotional Coach.

C. Best Friend.

D. Customer Champion

Answer: A,B

Q9. Which action is the recommended way to establish trusted-advisor credibility with a senior business executive?

A. Ask open-ended questions about the organization's priorities and goals.

B. Ask questions about the IT organization's track record for problem resolution.

C. Provide an overview of your sales team's reporting structure and metrics.

D. Ask detailed questions about the process to acquire cloud computing solutions.

Answer: A

Q10. When you select a solution, which option should guide your decisions?

A. lowest possible cost

B. most advanced solution, both technically and for the business operation

C. an appropriate mix of risk, technology capability, and business capability, based on customer priorities

D. must fit within the current IT budget

Answer: C