QUESTION 31
What is one benefit of using Porter’s Value Chain?
A. |
To establish a framework for increasing revenue in the customer business and under project management control. |
B. |
To define the way the customer business affects the value to their solutions and services. |
C. |
To explain the competitive advantage of the customer business by comparing certain factors available to them. |
D. |
To help understand how different facets of the customer business affect their value proposition. |
Correct Answer: D
QUESTION 32
What is the benefit of using the Business Model Canvas to understand and describe the customer’s business?
A. |
It is a mandatory tool in every business school. |
B. |
Business models are the same across industry verticals. |
C. |
Understanding the customer business model is essential for determining the right business outcomes. |
D. |
Each organization has multiple business models. |
Correct Answer: C
QUESTION 33
Which four aspects are considered by the Business Model Canvas? (Choose four
.)
A. |
Finances |
B. |
Business structure |
C. |
Sales people |
D. |
Business development teams |
E. |
Business value proposition |
F. |
Strategic Analysis |
Correct Answer: ABCE
QUESTION 34
Which two options are financial considerations related to determining business outcomes? (Choose two.)
A. |
Capital Expenditures, Operating Expenses. |
B. |
Internal Return Rate, Discount Rate. |
C. |
Payback, Chargeback. |
D. |
Capital Expenditures, Working Capital. |
E. |
Chargeback, Showback. |
Correct Answer: AE
QUESTION 35
Which three options are financial challenges in business outcome-based selling? (Choose three.)
A. |
Competing stakeholder goals and expectations. |
B. |
Difficulty to determine external value. |
C. |
Financial resources are distributed across functional areas. |
D. |
Competitive analysis is often incomplete. |
E. |
IT adoption and implementation may have long business cycles. |
Correct Answer: ACE
QUESTION 36
What is ROi?
A. |
it is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology solution by the cost of that technology solution. |
B. |
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology solution by the cost of that technology solution. |
C. |
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the margin of that technology solution. |
D. |
It is defined as the f |
Correct Answer: D
QUESTION 37
Which are the four types of requirements for aligning outcomes to business needs?
A. |
Business, Functional, Strategic, Tactical |
B. |
Strategic, Tactical, Operational, Procedural |
C. |
Functional, Operational, Administrative, Strategic |
D. |
Business, Technical, Functional, Transitional |
Correct Answer: D
QUESTION 38
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. |
Correct Answer: B
QUESTION 39
What should sales professionals do to ensure that business outcomes support what the customer brings to the market?
A. |
Make a list of the CSFs and KPIs of the organization. |
B. |
Interview the different stakeholders and confirm with them. |
C. |
Understand the customer’s services portfolio. |
D. |
Understand the customer’s value proposition. |
Correct Answer: D
QUESTION 40
Which consumption model provides the organization with an agreed-upon number of authorized users?
A. |
Per-seat licensing |
B. |
Concurrent-use licensing |
C. |
Volume licensing |
D. |
Pay As You Go |
Correct Answer: A
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