Selling Business Outcomes - 810-403 Exam Practice Test

Question 1

Which option is one of the ways customers expect to gain access to a capability while paying for it?

A. access new cloud services

B. encourage consumption

C. improve operations

D. acquire technology

Correct Answer: C

Question 2

Which is a direct financial benefit from business outcomes?

A. increased chargeback

B. increased net present value

C. increased total cost of ownership

D. reduced capital expenditures

Correct Answer: D

Question 3

Which option is the primary goal in business outcome-based selling?

A. taking advantage of new technology to increase business relevance

B. developing and enabling new business processes, markets, and customer interactions

C. improving agility and the ability to deploy innovative services for end users

D. using next-generation IT to increase service quality and reduce risk, complexity, and costs

Correct Answer: B

Question 4

Which one of the following solutions enables business outcomes in the manufacturing industry?

A. Remote Expert

B. Service Provider Network Infrastructure

C. Advanced Routing

D. Multilayer Switching

E. Plant Floor Control Network

Correct Answer: B

Question 5

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

A. Customers are interested in solutions and services that result in measurable outcomes.

B. Stakeholders are interested in being considered when developing and assessing business outcomes.

C. Executives are interested in satisfying customers' needs and requirements.

D. Managers and supervisors are committed to close the quality of service gap.

Correct Answer: A

Question 6

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

A. Understanding the customer's business model is used to address the sales force mindset.

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 changes the way you interact with your customer.

Correct Answer: C,D

Question 7

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

A. Power/Influence

B. Consensus/Support

C. Interest/Support

D. Influence/Authority

E. Interest/Empathy

Correct Answer: A,C

Question 8

Which option is the leading reason that technology projects fail, according to research?

A. too many stakeholders

B. poor stakeholder management

C. lack of budget

D. lack of a business model canvas

Correct Answer: D

Question 9

Which two options are characteristics of Critical Success Factors (CSFs)? (Choose two.)

A. CSFs link business initiatives to adopt solutions and services

B. CSFs receive special and continual attention from management.

C. CSFs are quantitative in nature and focus stakeholder relationships

D. CSFs describe what is needed by an organization or project to reach its goal.

Correct Answer: B,D

Question 10

Which are two purposes of the Cisco enablement resources and Cisco Playbooks when articulating the business value to customers? (Choose two.)

A. To enhance the technology experience and influence the customer.

B. To provide additional information on Cisco solutions and services.

C. To help the sales force with the selling process.

D. To improve the proposal and provide the bill of materials to the customer.

E. To help the sales force develop new marketing strategies.

Correct Answer: A,B

Cisco Selling Business Outcomes - 810-403 Exam Practice Test

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