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Cisco Executing Cisco Advanced Business Value Analysis and Design Techniques Sample Questions:

1. Which option is part of a communication plan?

A) frequency and method to distribute status information
B) reporting structure for a department
C) rating of support
D) name and department number of email recipients

2. The customer has previously implemented a Cisco network management solution. You have an opportunity to improve security and threat detection. Which approach is an appropriate way to tie together the benefits of the solutions?

A) Identify the financial benefits not yet realized with the network management solution, and ensure they can be attained through the security solution.
B) Describe how proprietary technology elements provide the customer with the most advanced solution, which eliminates risk to a business unit.
C) Explain how the security software leverages underlying capabilities of the network management solution.
D) Select the top five value-added aspects of the security solution, and model the financial benefit under three scenarios. This exercise gives insight into possible levels of benefit.

3. Which information is the most important to know early in a business requirements project?

A) the company's budget for marketing products planned for two years in the future
B) the organizational structure
C) competitor prices
D) the customer's go-to-market approach for generating revenue

4. Which options describes a main objective for identifying Cisco Architectures and Smart Solutions early in the sales process?

A) to influence the customer's requirements so that they fit the Cisco solutions portfolio
B) to provide a baseline for the solutions design activities, and to leverage proven offerings in the Cisco portfolio
C) to give the account team the most elapsed time for closing a sale with the customer
D) to keep the opportunity more focused on standard solutions vs. needing to design out custom or account-specific capabilities

5. Which action is the recommended way to establish trusted-advisor credibility with a senior business executive?

A) Ask detailed questions about the process to acquire cloud computing solutions.
B) Ask open-ended questions about the organization's priorities and goals.
C) Provide an overview of your sales team's reporting structure and metrics.
D) Ask questions about the IT organization's track record for problem resolution.

Solutions: