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Question 1:

Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)

A. role in company

B. degree of influence

C. size of budget

D. purchasing power

E. interest in results

Correct Answer: BE

Question 2:

Which option is a structured way to understand business landscape and context?

A. business model canvas

B. business outcomes canvas

C. business model outcomes

D. business canvas approach

Correct Answer: A

Question 3:

Which tool is recommended to help identify customer responsibilities in one of their business processes?

A. BMC chart

B. RACE report

C. Agile chart

D. RACI chart

Correct Answer: D

Question 4:

Which two options are the types of costs the sales professionals should consider with the customer, in helping to position technical support and cloud based services? (Choose two.)

A. Operational costs

B. Real costs

C. Hidden costs

D. Recurring costs

E. Perceived costs

Correct Answer: BE

Question 5:

Which two options are reasons why effective communications is the key to success? (Choose two.)

A. It allows effective interaction between stakeholders.

B. Can help mitigate the intrinsic risks within negotiation.

C. It allows other strengths to create maximum impact.

D. Can help lessen the impact of business weakness.

Correct Answer: AD

Question 6:

Which three areas are covered by the Business Model Canvas in order to understand the customer\’s business context? (Choose three.)

A. Customer Relationships

B. Development Plan

C. Value Proposition

D. Revenue Streams

E. Key Policies

F. Analysis

Correct Answer: ACD

Question 7:

Which three options are skills that business development teams should develop for outcomebased selling? (Choose three.)

A. negotiation and communication

B. transformative networking mindset

C. outcome-based mindset

D. lateral thinking

E. critical thinking

F. conflict management and resolution

Correct Answer: ACD

Question 8:

Which three sentences are true regarding the stakeholder power grid? (Choose three.)

A. It shows relationships of power among executives.

B. It displays the risk position of future investments.

C. It shows current and optimal future state.

D. It is a visual picture.

E. It shows quantitative information about stakeholder requirements.

F. It shows differences among stakeholders.

Correct Answer: CDF

Question 9:

Why is it necessary to discuss the different types of licensing models with the customer?

A. To ensure that the model being considered is the best fit for the required number of users.

B. to determine what model allows for greater discounts.

C. To consider the ability of the organization for adapting to the new consumption model

D. To determine what models will provide the greatest financial benefits and business outcomes

Correct Answer: D

Question 10:

What is the benefit of understanding stakeholder interests?

A. Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.

B. Aligning the message to the audience requires an understanding of stakeholders\’ audience goals and ensure a good business proposition.

C. Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.

D. Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.

Correct Answer: A

Section: (none)

Question 11:

What are the phases of the Seven Elements framework?

A. Prepare, Plan, Design, Implement, Operate, Optimize.

B. Past, Present, Future.

C. Previous, Present, Posterior.

D. Before, In Between, After.

Correct Answer: B

Section: (none)

Question 12:

Which three options are additional costs arising from a subscription model and should be factored into the total cost of ownership of IT as a Service?

A. auditing and control

B. cost of hardware and software

C. software asset and managed

D. cost of accounting and tracking

E. quality assurance management

F. chargeback and showback

Correct Answer: ACD

Section: (none) References:

Question 13:

Which framework is used to plan influential communication when seeking customer support for action?

A. business model canvas

B. principled negotiation

C. seven elements

D. stakeholder analysis matrix

Correct Answer: A

Section: (none)

Question 14:

Why are customer stakeholders important to the business outcome-based sales approach?

A. Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.

B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.

C. Because stakeholder strategy influence business needs and their involvement in a project to change them.

D. Because relevant and potential stakeholders exist across customers\’ and sales professionals\’ organizational and functional roles.

Correct Answer: D

Section: (none)

Question 15:

When selling business outcomes, which two options are key points/ factors related to what the customer wants to achieve must be considered? (Choose two.)

A. What the business priorities and strategies are.

B. What the Critical Set of Factors and Key Performance Indicators are.

C. What the mindset of customers is.

D. What the business priorities and goals are.

E. What the Critical Success Factors and Key Performance Indicators are.

Correct Answer: DE

Section: (none)

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