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QUESTION NO: 8
Which is an appropriate way to gain data useful for analyzing stakeholder support and power?
A. Benchmark study
B. Analyze win rates for the past 10 proposals you made to the company
C. Focus group with a team of customer executives
D. Business Motivation Model
Correct Answer: C
QUESTION NO: 3
Why would an investment analyst report be a good source of company information?
A. It may give you an inside track on internal management relationships
B. You will find company-endorsed estimates of product level sales growth
C. It can complement company-published data and give you insight for discovery
D. This will report the customer\’s actual IT expenditures for hardware, software, services
Correct Answer: C
QUESTION NO: 1
When establishing a current view of your customer, which is an appropriate internal source of information?
A. Financial analyst forecasts of the company\’s revenue for the next 3 years
B. Working documents created by new hires prior to their joining your organization
C. Websites of partners in the customer\’s ecosystem
D. Service level agreements your firm helped to create, between the customer IT group and business
units
Correct Answer: D
QUESTION NO: Asking Framework
Correct Answer: D
QUESTION NO: 7
Which statement best describes inside policy based NAT?
A. Policy NAT rules are those that determine which addresses need to be translated per the enterprise
security policy
B. Policy NAT consists of policy rules based on outside sources attempting to communicate with inside
endpoints.
C. These rules use source addresses as the decision for translation policies.
D. These rules are sensitive to all communicating endpoints.
Correct Answer: A
QUESTION NO: 11
Which is recommended as a good source to provide requirements in a customer engagement?
A. Individuals at firms who have purchased the customer\’s services
B. Subject experts from the company\’s strategy organization
C. Consultants who did projects for the customer organization 3 years ago
D. 3rd party staffing specialists / recruiters hired by the customer to fill positions during a busy work
season
Correct Answer: B
QUESTION NO: 5
Which option will establish credibility with a customer executive?
A. Ask informational questions about industry trends
B. Talk a lot about your products new features
C. Describe the benefits of Cisco\’s approach to customer support
D. Demonstrate awareness and interest in the company\’s priorities and published financials
Correct Answer: D
QUESTION NO: 10
When discovering requirements, which behavior is appropriate?
A. End meetings earlier than planned to show a sense of urgency
B. Avoid taking notes, since you can always return for a follow up
C. Answer customer questions with details and numbers, to convince them you know what they need
D. Actively listen to the customer\’s comments and effectively take notes
Correct Answer: D
QUESTION NO: 9
Which is the preferred aid to help you structure discovery meetings with customers?
A. IT cost analysis
B. Business case for the last two proposals
C. An article with a checklist showing advantages of your product vs.competitors
D. Strategic
QUESTION NO: 6
Which is a benefit from establishing credibility with multiple customer stakeholders?
A. You increase the odds of gaining an advocate for the largest cost alternative you can offer the
customer
B. This shows your #1 priority is to build friends and allies
C. You build a basis for gaining insight into a range of customer viewpoints or priorities
D. You gain influence with the IT Executive, since they alone can help you displace a competitor
Correct Answer: C
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