File Info
| Exam | Applying Cisco Specialized Business Value Analysis Skills |
| Number | 820-424 |
| File Name | Cisco.PracticeDumps.820-424.2017-12-03.1e.127q.vcex |
| Size | 85 Kb |
| Posted | December 03, 2017 |
| Downloads | 21 |
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Demo Questions
Question 1
Which three options are potential customer benefits of an outcome-based sales approach? (Choose three.)
- A: Alignment of technology to business needs
- B: Better quality security policy
- C: Increased ability to mitigate risk
- D: Enhanced end user support services
- E: Improved financial control over technology spending
- F: Focus on solutions
Question 2
Which option is a trend, driving the adoption of an outcome-based sales approach?
- A: Customers have more purely technical problems than they have had previously
- B: Customers want to focus less on business needs and more on business outcomes
- C: Customers are more empowered and skeptical, changing the way they assess and purchase technology
- D: The increase in major technology innovations has led to a more siloed approach to technology purchasing
Question 3
Which option describes Step 2 of Cisco's outcome-based sales approach?
- A: Get a lead, find a customer who may be interested
- B: Assemble your sales team and determine your objectives
- C: Gather what you know about the customer
- D: Meet with your customer to uncover, validate and help them prioritize their business care-abouts
Question 4
Which two options describe the customer in an outcome-driven sales engagement? (Choose two.)
- A: Knows issue and desired outcome
- B: Aware of opportunities and problems that need to be solved
- C: Knows the value and benefits for change
- D: Is sensitive to price
Question 5
Which option is an operational benefit resulting from defined outcomes?
- A: Greater control over business decision making
- B: Higher IT asset utilization
- C: Improved business intelligence
- D: Faster time to market for new products
Question 6
Which option is a technology innovation benefit resulting from defined outcomes?
- A: Lower IT support costs (TCO)
- B: Higher IT asset utilization
- C: Faster time to market for new products
- D: Faster ROI for IT
Question 7
Which option describes the 4 Ps that help sales teams understand what the customer needs?
- A: Problem, Pattern, Path and Proof
- B: Problem, People, Path and Proof
- C: Problem, People, Path and Pattern
- D: People, Process, Path and Proof
Question 8
Which option is the recommended approach to gain access to additional key stakeholders within the customer organization?
- A: Approach the stakeholder through their gatekeeper
- B: Approach the stakeholder direct
- C: External referral from a C level executive
- D: Internal referral from an existing contact
Question 9
Which two options are examples of external sources of information about a customer organization? (Choose two.)
- A: An annual report and accounts on the customer's web site
- B: An interview of the customer's CFO published on cfo.com
- C: An internal briefing from your company's customer account manager
- D: A Gartner Magic Quadrant for the customer's industry
- E: A corporate organization chart provided by the customer's HR department
Question 10
Which two options are qualities of the guardian stakeholder decision making style? (Choose two.)
- A: Formal process
- B: Fact-based
- C: Cautious
- D: Middle-of-the-road
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