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| Section | Objectives |
|---|---|
| Cisco Value Selling Methodology | - Engagement frameworks for stakeholders - Communicating measurable business value |
| Customer Business Impact Assessment | - Identifying customer pain points and KPIs - Mapping technology to business outcomes |
| Business Value Analysis Foundations | - Cisco solution positioning in business outcomes - Value-driven selling concepts |
| Financial and ROI Analysis | - Total Cost of Ownership (TCO) concepts - Cost-benefit evaluation methods |
1. Which behavior is appropriate when discovering requirements?
A) Actively listen to the customer's comments and effectively take notes
B) Avoid taking notes, since you can always return for a follow up
C) Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer
D) End meetings earlier than planned to show a sense of urgency
2. Who are recommended as good sources to provide requirements in a customer engagement?
A) Consultants who did projects for the customer organization 3 years ago
B) Individuals who have purchased services from the customer
C) Subject experts from the company's strategy organization
D) 3rd party staffing specialists / recruiters hired by the customer to fill positions during a busy work season
3. What relieves a customer's pain points and directly enables business results?
A) Cisco Validated Designs
B) An IT solution aligned to customer needs
C) Industry best practice Business Model Canvas
D) Analysis of a customer's value chain
4. How can business capability increments lend structure to work packages and reduce risk?
A) By decomposing activities into a consistent number of tasks, with the smallest scope
B) By providing clarity on several aspects of activities required as part of the implementation
C) By communicating how IT features enable process improvement
D) By generally describing stretch goals for individuals
5. What is a business use case?
A) A roadmap to introduce new technology
B) A list of exceptions to be tested
C) A way of lowering costs
D) A high level process supporting a goal
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: C | Question # 3 Answer: B | Question # 4 Answer: B | Question # 5 Answer: D |
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