Test Information:
Total Questions: 115
Test Number: 810-403
Vendor Name: Cisco
Cert Name: Cisco Specialist
Test Name: Selling Business Outcomes
Official Site: http://www.certsgrade.com
For More Details: http://www.certsgrade.com/pdf/810-403/
Version: 9.0
Question:
1
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
Question:
2
When selling business outcomes, which two
options are key points/ factors related to what the customer wants to achieve
must be considered? (Choose two.)
A. What the business priorities and strategies
are.
B. What the Critical Set of Factors and Key
Performance Indicators are.
C. What the mindset of customers is.
D. What the business priorities and goals are.
E. What the Critical Success Factors and Key
Performance Indicators are.
Answer:
D, E
Question:
3
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:
A, C
Question:
4
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:
5
When shifting to business outcomes, which two
of these relevant considerations and premises must be taken into account?
(Choose two.)
A. Customers want to benefit from new, more
flexible consumption models.
B. Technology is acquiring more importance.
C. Businesses prefer time-to-market
acceleration regardless the costs of their IT solutions.
D. Business transformation dictates that CEOs
and their teams become key partners.
E. Customers want solutions that address
specific outcomes.
Answer:
A, E
Question:
6
When selling outcomes, which three knowledge
areas should sales professionals develop? (Choose three.)
A. Portfolio selling
B. Emerging technology trends
C. Stakeholder management
D. Sales enablement
E. Customer advocacy
F. Cisco partner ecosystem portfolio
Answer:
B, C, D
Question:
7
Which two statements partially describe the
difference between product-based and outcome-based sales? (Choose two)
A. In product-based sales the customer knows
the issue and is likely to fix it, in outcome-based sales the customer
understands the business goal and what success looks like.
B. In product-based sales the customer expects
to make product comparisons, in outcome-based sales the customer decides
whether to make an investment based on comparing current and future state.
C. In product-based sales the customer may or
may not be aware of the opportunity or problem, in outcome-based sales the
customer will answer questions to clarify pain points.
D. In product -based sales the customer wants
to hear about multiple solutions, in outcome -based sales the customer does not
know value or benefit from a change.
Answer:
A, B
Question:
8
At what three major levels can Cisco and its
partners provide outcomes? (Choose three.)
A. strategic level
B. operational level
C. technology innovation level
D. executive level
E. business level
Answer:
B, C, E
Question:
9
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
Question:
10
DRAG DROP
Drag
and drop the financial benefits on the left to the direct and indirect spaces
on the right.
Answer:
Faster time to market – direct
Reduced
product management – direct
Reduced
CAPEX and OPEX – direct
Improved customer satisfaction – indirect
Higher
employee morale – indirect
Impact
on TCO - indirect
Test Information:
Total Questions: 115
Test Number: 810-403
Vendor Name: Cisco
Cert Name: Cisco Specialist
Test Name: Selling Business Outcomes
Official Site: http://www.certsgrade.com
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