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2016.08 Cisco Official New Updated 810-403: Selling Business Outcomes Exam Questions!

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NEW QUESTION 31 – NEW QUESTION 40:

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QUESTION 31
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: ABE

QUESTION 32
Which option is the most effective way to use best practices or scenarios during the selling process?

A.    in use cases that are relevant to the customer
B.    in business cases used previously
C.    in customer briefing documents
D.    in customer benefits statements

Answer: A

QUESTION 33
Why is it convenient to tie business outcomes and the customer value proposition?

A.    Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
B.    Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
C.    To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
D.    Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.

Answer: C

QUESTION 34
Which option is the main element of a Business Outcomes storyline?

A.    relevancy to customers’ strategy
B.    Cisco differentiators
C.    Cisco products
D.    guaranteed customer ROI

Answer: A

QUESTION 35
Which options are two benefits of understanding the customer’s business model? (Choose two.)

A.    Understanding the customer’s business model changes the way you interact with your customer.
B.    Understanding the customer’s business model provides control and assessment of project challenges.
C.    Understanding the customer’s business model helps track progress through outcomes.
D.    Understanding the customer’s business model is used to address the sales force mindset.

Answer: AC

QUESTION 36
You are working to understand a customer business environment. Which two options are preferred data gathering techniques? (Choose two.)

A.    surveys
B.    interviews
C.    asking competitors
D.    stock analysis reports
E.    social media

Answer: AB

QUESTION 37
Which statement best describes the Cisco sales approach?

A.    Understand the goals of the buyer.
B.    Focus on Cisco technologies already in place.
C.    Focus on fulfilling customer needs and help them generate value through stronger business outcomes.
D.    Pay attention to details that the customer is sharing about their needs.

Answer: C

QUESTION 38
Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?

A.    Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
B.    Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
C.    Taking advantage of new technology to increase business relevance
D.    Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users

Answer: B

QUESTION 39
Which option is a primary reason for using the Cisco Services Solution story with customers?

A.    to enhance the sales experience for an account manager
B.    to raise customer expectations possible outcomes from larger IT investments
C.    to help raise awareness of Cisco services relevancy, beyond break/fix support and/or deployment projects
D.    to provide a clear way to discuss services that all customers need

Answer: C

QUESTION 40
Drag and Drop Question
 
Answer:

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QUESTION 21
Drag and Drop Question
 
Answer:
 

QUESTION 22
Which element is recommended to align solutions and services to the customer business?

A.    key performance indicator
B.    total cost of ownership
C.    goals and objectives
D.    critical success factor

Answer: D

QUESTION 23
Which four aspects are considered by the Business Model Canvas? (Choose four.)

A.    Finances
B.    Business structure
C.    Sales people
D.    Business development teams
E.    Business value proposition
F.    Strategic Analysis

Answer: ABCE

QUESTION 24
Cisco Internet of Everything connects people, processes, things, and data. Which two of its characteristics have an impact on businesses? (Choose two.)

A.    Leveraging data into more useful information for decision-making
B.    Connecting people for measuring services’ usage trends
C.    Delivering the solutions and products to the right person at the right time
D.    Having physical devices and objects connected to the Internet and to each other for intelligent decision making

Answer: AD

QUESTION 25
Which two options are financial considerations related to determining business outcomes? (Choose two.)

A.    Capital Expenditures, Operating Expenses.
B.    Internal Return Rate, Discount Rate.
C.    Payback, Chargeback.
D.    Capital Expenditures, Working Capital.
E.    Chargeback, Showback.

Answer: AE

QUESTION 26
Which two activities require strong facilitation skills for gathering qualitative data? (Choose two.)

A.    workshop
B.    focus group
C.    survey
D.    questionnaire
E.    interview

Answer: AB

QUESTION 27
When selling business outcomes, which two key points/ factors related to understanding actual achievement of goals must be considered? (Choose two.)

A.    specific timeframe and periods
B.    communicational procedures
C.    metrics and calculation procedures
D.    project management milestones

Answer: AC

QUESTION 28
Which option is used to describe a customer’s vision, mission, strategy, and major initiatives?

A.    business value chain
B.    business model canvas
C.    critical success factor
D.    technology implementation plan

Answer: B

QUESTION 29
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: ADE

QUESTION 30
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

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QUESTION 11
Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

A.    role in company
B.    degree of influence
C.    size of budget
D.    purchasing power
E.    interest in results

Answer: BE

QUESTION 12
What are the phases of the Seven Elements framework?

A.    Prepare, Plan, Design, Implement, Operate, Optimize.
B.    Past, Present, Future.
C.    Previous, Present, Posterior.
D.    Before, In Between, After.

Answer: B

QUESTION 13
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: BE

QUESTION 14
Related to business outcomes, why are customers looking for Cisco and its Partners’ solutions and services?

A.    To explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
B.    To help make a retailer aware of a restocking need while relying on a human interaction faster
C.    To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
D.    To allow customers to complete a marketing research as part of their investment funds

Answer: C

QUESTION 15
Which question provides the best information to use to define customer success factors?

A.    What services do you need?
B.    Which Cisco products best fit your goals?
C.    What tools are you looking for, to better measure your ROI?
D.    What are your business objectives for this project/initiative?

Answer: D

QUESTION 16
Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?

A.    Cloud, Industry Issues, Consumerization, IT Appliances
B.    Cloud, Mobility, Activity Based Working, Security
C.    Cloud, Social Media, Software Defined Networking, Big Data
D.    Cloud, Mobility, Analytics, Social Media

Answer: D

QUESTION 17
What are two customer goals and objectives driven by their value proposition? (Choose two.)

A.    Bring digital value to customers, suppliers, partners (ease of doing business).
B.    Reduce the sales force and customer interaction.
C.    Transform the customer experience.
D.    Reduce Operating Expenses and increase Capital Expenditures.

Answer: AC

QUESTION 18
The customer mindset across verticals is changing as they become more aware of technology solutions and their influence on the organization. Which three options are characteristics of this customer mindset? (Choose three.)

A.    Perspective towards technology services and solutions is same across industry verticals
B.    Less loyal to a specific vendor due to technology as a commodity and availability of service solutions
C.    Expect providers to sell products and contracts
D.    Expect measurable value in terms of business outcomes
E.    Have a greater understanding of the competitive market and service and solution providers

Answer: BDE

QUESTION 19
How could IT as a Service help drive business outcomes?

A.    By the fast technology acquisition options for the customers.
B.    Providing an organization with the right to use the technology and service without the need for purchasing it.
C.    Providing an organization with various options for the types of services to deploy.
D.    Depending upon what the business is seeking, each type of service has different financial implications for business outcomes.

Answer: D

QUESTION 20
Which four options are components of the Seven Elements framework? (Choose four.)

A.    Commitment
B.    Relationship & Distribution
C.    Relationship & Communications
D.    Best Alternative
E.    Interests, Agenda & Normative
F.    Interests, Options & Legitimacy
G.    Alternatives, Opportunities & Legitimacy

Answer: ACDF

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QUESTION 1
Which option is a key concept of the unique Cisco sales approach?

A.    Add as many new Cisco technologies to the solution that meet customer needs.
B.    Start driving outcomes for customers, and go beyond selling and implementing technology solutions.
C.    Put together the most logical set of services for the customer.
D.    Engage in dialog about customer needs and new technologies.

Answer: B

QUESTION 2
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

QUESTION 3
Which option is a main benefit that Cisco Partners bring to the table for customers?

A.    Cisco expertise and the ability to have specializations in certain practice areas
B.    a large customer base for which to sell Cisco services
C.    relationships with key Cisco personnel
D.    additional teams to implement solutions in a timely manner

Answer: A

QUESTION 4
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: BD

QUESTION 5
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

QUESTION 6
Which connection would be used to describe ads that a smartphone sends as a person walks around a retail store?

A.    machine-to-machine
B.    business-to-consumer
C.    machine-to-person
D.    sensor-to-device

Answer: C

QUESTION 7
Which options are three examples of Critical Success Factors? (Choose three.)

A.    Increasing manufacturing efficiency at a rate above increases in supplies
B.    Attracting and retaining more highly qualified staff versus competitors
C.    Providing a holistic perspective to the core business drivers and business outcomes
D.    Matching customer retention rate to customer retention objective
E.    Selling a greater share of profitable products to our customers

Answer: ABE

QUESTION 8
Which two dimensions are used in the stakeholder power grid? (Choose two.)

A.    Influence/Authority
B.    Power/Influence
C.    Interest/Empathy
D.    Interest/Support
E.    Consensus/Support

Answer: BD

QUESTION 9
According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach?

A.    Executives are interested in satisfying customers’ needs and requirements.
B.    Managers and supervisors are committed to close the quality of service gap.
C.    Stakeholders are interested in being considered when developing and assessing business outcomes.
D.    Customers are interested in solutions and services that result in measurable outcomes.

Answer: D

QUESTION 10
Which are the four types of requirements for aligning outcomes to business needs?

A.    Business, Functional, Strategic,Tactical
B.    Strategic, Tactical, Operational, Procedural
C.    Functional, Operational, Administrative, Strategic
D.    Business, Technical, Functional, Transitional

Answer: D

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