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Q1. Which two consideration should you take into account when communicating the business outcomes story? (Choose two)

A. Be aware of the length of your presentation.

B. Provide a detailed explanation of all technical information.

C. Keep the meeting time to a minimum.

D. Know your audience and what is of interest to them.

Answer: A,D

Q2. 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

Q3. Which three options are recommendations to implement change management? (Choose three.)

A. Involve real influencers that help create engagement and support change.

B. Deliver and communicate real business benefits periodically.

C. Consider change has been accepted when it becomes part of the day to day operations.

D. Only deploy the solution when 100% of the stakeholders agree.

E. Consider change has been accepted when the partner has signed off the project.

Answer: A,B,C

Q4. Which option describes a reason to document the benefits and risks expected from a business case?

A. to have a basis for the project manager's performance rating

B. to have a consistent basis for judging the effectiveness of a solution

C. so that everyone has common understanding of problems that are likely to occur with the first release

D. to give the project sponsor a basis to support additional funding for deployment on a larger scale

Answer: B

Q5. Which action should you take when you analyze financial and non-financial factors for a business case?

A. Remain objective, using facts where possible and assumptions where needed.

B. Use assumptions for financial items more heavily, but leave nonfinancial items more general.

C. Ask the customer business executive to sign off on nonfinancial factors because the IT department typically has limited impact on them.

D. Limit communications to only a few nonfinancial factors because they are of little impact on a decision.

Answer: A

Q6. 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

Q7. Which step of the Cisco 9 Step Sales Approach to Outcome-Based Selling is where a Memorandum of Understanding is agreed with the customer?

A. Step 3 Customer Exposure

B. Step 6 Offer and Accept

C. Step 5 Identify and Design

D. Step 4 Customer Discovery

Answer: B

Q8. Which approach is recommended when you justify a solution?

A. Support solutions that can be fully implemented with current capabilities on the IT staff.

B. Give extra weight to projects that give the business unit responsibility for risky activities.

C. Bring the IT and business executives together where possible to forge a unified viewpoint.

D. Push investments out to the future, where possible, to delay larger investments.

Answer: C

Q9. 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

Q10. The customer has previously implemented a Cisco network management solution. You have an opportunity to improve security and threat detection. Which approach is an appropriate way to tie together the benefits of the solutions?

A. Explain how the security software leverages underlying capabilities of the network management solution.

B. Describe how proprietary technology elements provide the customer with the most advanced solution, which eliminates risk to a business unit.

C. Identify the financial benefits not yet realized with the network management solution, and ensure they can be attained through the security solution.

D. Select the top five value-added aspects of the security solution, and model the financial benefit under three scenarios. This exercise gives insight into possible levels of benefit.

Answer: A