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Vendor: Cisco
Certifications: Cisco Business Value Specialist
Exam Name: Selling Business Outcomes
Exam Code: 810-403
Total Questions: 166 Q&As
QUESTION 1
CSFs define what an organization should be good at. Which two options are characteristics of CSFs? (Choose two.)
A. CSFs are quantitative in nature and focus stakeholder relationships
B. CSFs describe an element that is needed by an organization or project to reach its goal
C. CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
D. CSFs should receive special and continual attention from management in order to help the organization be effective
Correct Answer: BD
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
Correct Answer: A
QUESTION 3
According to Cisco and related to customers, which is the one and only outstanding reason and justification for business outcome-based sales approach? 810-403 dumps
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.
Correct Answer: D
QUESTION 4
Which two options are part of customer relationship management? (Choose two.)
A. Developing market research.
B. Moving the customer towards positive decisions about IT investments and initiatives
C. Classifying customer segments.
D. Identifying key stakeholders.
Correct Answer: BD
QUESTION 5
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
Correct Answer: ABCE
QUESTION 6
RACI model aids can be used to understand specific aspects of stakeholders’ involvement in businesses.
What does RACI stand for?
A. Responsible, Accountable, Consulted, Informed
B. Reconciler, Accountable, Consulted, Independent
C. Responsible, Assertive, Consulted, Informed
D. Reconciler, Assertive, Consulted, Informed
E. Responsible, Accountable, Consulted, Influenced
Correct Answer: A
QUESTION 7
What is ROI?
A. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology solution by the cost of that technology solution.
B. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology solution by the cost of that technology solution.
C. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the margin of that technology solution.
D. It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the cost of that technology solution.
Correct Answer: D
QUESTION 8
Which are two reasons customers look for Cisco and its partners’ solutions and services? (Choose two.)
A. to explore how technology innovation yields new revenue and lowers costs
B. to help make a retailer aware of a restocking need while more quickly relying on human interaction
C. to help business more effectively deploy, absorb, and adopt technologies
D. to enable customers to complete marketing research as part of their investment funds
E. to help business reduce the total cost of ownership for IT
Correct Answer: AC
QUESTION 9
Which two options does the sales force need to know to ensure business outcome plan is aligned with stakeholders’ needs? 810-403 dumps (Choose two.)
A. The stakeholders’ agenda about the business goals.
B. The stakeholders interest in results which you are seeking to drive.
C. The stakeholders’ chain of command.
D. The stakeholders’ degree of influence and power.
Correct Answer: BD
QUESTION 10
What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
A. Make a list of the CSFs and KPIs of the organization.
B. Interview the different stakeholders and confirm with them.
C. Understand the customer’s services portfolio.
D. Understand the customer’s value proposition.
Correct Answer: D
QUESTION 11
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.
Correct Answer: AC
QUESTION 12
In a cloud implementation scenario, what does the sales professional must take into consideration regarding the revenue of a business outcomes selling? 810-403 dumps
A. Revenue from this model could increase in 25%.
B. Revenue from this model is immediate.
C. Revenue from this model is realized over a longer period of time.
D. Revenue from this model is three times bigger than in the traditional product selling.
Correct Answer: C
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