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Question No. 1
In a cloud implementation scenario, what does the sales professional must take into consideration regarding
the revenue of a business outcomes selling?
A. Revenue from this model could increase in a 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.
Answer: C
Question No. 2
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 outcomebased sales the customer will answer QUESTION NO:s 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 No. 3
There are approximately nineteen industry verticals. Which five are relevant to Cisco? (Choose five.)
A. Connected Learning
B. Connected Buildings
C. Connected Public Safety
D. Health Care
E. Disaster Management
F. Connected City
G. Connected Utilities
H. Connected Factory
Answer: C, D, F, G, H
Question No. 4
What impact on business can cloud technologies provide?
A. Reducing travel expenses and enhancing productivity
B. Reducing application’s response time to streamline transactions and getting better customer and employee satisfaction
C. Reducing project risk
D. Improving green brand awareness
Answer: C
Question No. 5
What should a sales professional use to ensure a clear understanding of the top priorities of an organization during a business outcome selling?
A. A technology gap analysis of the organization’s infrastructure.
B. The list of CSFs and KPIs of the organization.
C. The analysis of the consumption model that the customer is looking to implement.
D. A study of the impact that the current state of technology has on the business.
Answer: B
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