Cisco Actualtests 810-403 v2015-09-15 by Irene

810-403_formatted
Number: 000-000
Passing Score: 800
Time Limit: 120 min
File Version: 1.0
810-403
Selling Business Outcomes
Version 4.0
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Exam A
QUESTION 1
Which two questions are used during high level outcome selling? (Choose two.)
A. What are the technical restrictions of business?

B. How is progress vs. outcomes measured?
C. How does talent architecture influence the definition of business outcomes?
D. How are the goals of top executives achieved?
E. What capabilities are needed to achieve the outcomes?
Correct Answer: BE
Section: (none)
Explanation
Explanation/Reference:
QUESTION 2
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)
Explanation
QUESTION 3
When selling outcomes, which three knowledge areas should sales professionals develop? (Choose three.)
A. Portfolio selling
B. Emerging technology trends
C. Stakeholder management
D. Sales enablement
E. Customer advocacy
F. Cisco partner ecosystem portfolio
Correct Answer: BCD

Section: (none)
Explanation
QUESTION 4
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 outcome-based sales the customer will answer
questions 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.
Correct Answer: AB
Section: (none)
Explanation
QUESTION 5
Stakeholder audiences cover a range of customers, sales professionals, and others. Which three key position groups make up important stakeholders?
(Choose three.)
A. Executives
B. Influencers
C. Employees
D. Decision makers
E. Suppliers
Correct Answer: ACE
Section: (none)
Explanation
QUESTION 6
RACI model aids can be used to understand specific aspects of stakeholders' involvement in businesses. What does RACI stand for?
A. Responsible, Accountable, Consulted, Informed

B. Reconciler, Accountable, Consulted, Independent
C. Responsible, Assertive, Consulted, Informed
D. Reconciler, Assertive, Consulted, Informed
E. Responsible, Accountable, Consulted, Influenced
Correct Answer: A
Section: (none)
Explanation
QUESTION 7
Emerging trends in technology are impacting business outcomes with respect to optimization and innovation. Which are the big four emerging trends?
A. Cloud, Industry Issues, Consumerization, IT Appliances

B. Cloud, Mobility, Activity Based Working, Security
C. Cloud, Social Media, Software Defined Networking, Big Data
D. Cloud, Mobility, Analytics, Social Media
Correct Answer: D
Section: (none)
Explanation
QUESTION 8
Cisco solutions and services are related to every kind of outcomes. What approach is frequently used to achieve business outcomes?
A. Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
B. Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
C. Taking advantage of new technology to increase business relevance
D. Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users
Correct Answer: B
Section: (none)
Explanation
QUESTION 9
Related to business outcomes, why are customers looking for Cisco and its Partners' solutions and services?
A. To explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
B. To help make a retailer aware of a restocking need while relying on a human interaction faster
C. To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
D. To allow customers to complete a marketing research as part of their investment funds
Correct Answer: C
Section: (none)
Explanation
QUESTION 10
KPIs are quantitative measurement of progress against the tactical goals of an organization. Which are three characteristics of KPIs? (Choose three.)
A. KPIs must be strategic and tactical in nature

B. KPIs can be financial, managerial, or operational
C. KPIs measure progress against goals
D. KPIs are set according to priorities: magnitude and urgency
E. KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality
Correct Answer: BCE

Section: (none)
Explanation
QUESTION 11
Which options are three examples of Critical Success Factors? (Choose three.)
A. Increasing manufacturing efficiency at a rate above increases in supplies

B. Attracting and retaining more highly qualified staff versus competitors
C. Providing a holistic perspective to the core business drivers and business outcomes
D. Matching customer retention rate to customer retention objective
E. Selling a greater share of profitable products to our customers
Correct Answer: ABE

Section: (none)
Explanation
QUESTION 12
Which discipline covers analyzing stakeholder expectations and their approach and posture towards technology?
A. Stakeholder Relationship
B. Neurolinguistics Programming
C. Stakeholder Management
D. Customer Relationship Management
Correct Answer: C
Section: (none)
Explanation
QUESTION 13
Which two options are part of customer relationship management? (Choose two.)
A. Developing market research.

B. Moving the customer towards positive decisions about IT investments and initiatives
C. Classifying customer segments.
D. Identifying key stakeholders.
Correct Answer: BD
Section: (none)
Explanation
QUESTION 14
Which two dimensions are used in the stakeholder power grid? (Choose two.)
A. Influence/Authority
B. Power/Influence
C. Interest/Empathy
D. Interest/Support
E. Consensus/Support
Correct Answer: BD
Section: (none)
Explanation
QUESTION 15
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

Section: (none)
Explanation
QUESTION 16
Which options are two features of business requirements? (Choose two.)
A. Business requirements are managed by stakeholders.

B. Business requirements support specific business objectives.
C. Business requirements are prioritized in compliance with influence dynamics.
D. Business requirements are dynamic in nature and change over time.
E. Business requirements are always defined inside a line of busines.
Correct Answer: BD
Section: (none)
Explanation
QUESTION 17
Which options are two benefits of understanding the customer's business model? (Choose two.)
A. Understanding the customer's business model changes the way you interact with your customer.
B. Understanding the customer's business model provides control and assessment of project challenges.
C. Understanding the customer's business model helps track progress through outcomes.
D. Understanding the customer's business model is used to address the sales force mindset.
Correct Answer: AC
Section: (none)
Explanation
QUESTION 18
How does understanding the customer's business model holistically address the customer's business challenge?
A. Segmented solutions designed for their specific outcomes makes it easier for them to be more relevant to their company's business challenges.
B. Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
C. As your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a
sales person.
D. With the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is
next, and manage their IT investments.
Correct Answer: D
Section: (none)
Explanation
QUESTION 19
Why is it convenient to tie business outcomes and the customer value proposition?
A. Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
B. Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
C. To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
D. Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.
Correct Answer: C
Section: (none)
Explanation
QUESTION 20
What are two customer goals and objectives driven by their value proposition? (Choose two.)
A. Bring digital value to customers, suppliers, partners (ease of doing business).

B. Reduce the sales force and customer interaction.
C. Transform the customer experience.
D. Reduce Operating Expenses and increase Capital Expenditures.
Correct Answer: AC
Section: (none)
Explanation
QUESTION 21
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
Section: (none)
Explanation
QUESTION 22
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

Section: (none)
Explanation
QUESTION 23
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

Section: (none)
Explanation
QUESTION 24
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
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 financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a
Correct Answer: D
Section: (none)
Explanation
QUESTION 25
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
Section: (none)
Explanation
QUESTION 26
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
Section: (none)
Explanation
QUESTION 27
How does an open plan volume licensing model works?
A. It does not specify individual users, so any user can access the service.
B. It provides the organization with an agreed number of users.
C. The costs are directly related to usage, not quantity of users.
D. The enterprise pays as it acquires services.
Correct Answer: D
Section: (none)
Explanation
QUESTION 28
Which two classes of solutions enable business outcomes for the Energy/Utilities industry? (Choose two.)
A. Advanced Routing
B. Data Center and Virtualization
C. Multilayer Switching
D. Internet of Everything
E. Remote Expert
F. Service Provider Network Infrastructure
Correct Answer: BD
Section: (none)
Explanation
QUESTION 29
Which three additional costs may arise from a subscription model and should be factored into the total cost of ownership of IT as a Service? (Choose
three.)
A. Cost of accounting and tracking

B. Software asset and management
C. Cost of Hardware and Software
D. Auditing and control
E. Chargeback and Showback
F. It varies, depending on the technology solution or service
Correct Answer: ABD

Section: (none)
Explanation
QUESTION 30
Which three options are examples of KPIs for Business Outcomes? (Choose three.)
A. Improved customer satisfaction.

B. Increased IT service performance.
C. Lower IT asset obsolescence.
D. Revenue growth.
E. Lower OPEX.
F. Increased IT asset utilization.
Correct Answer: ADE

Section: (none)
Explanation
QUESTION 31
From the customer perspective, which are two benefits that result when moving from an on premise solution to a Cloud solution? (Choose two.)
A. Recurring revenue stream

B. Lower initial investment
C. Higher ROI from investment
D. Increased value of company
E. Long-term business cycles benefits
Correct Answer: BC
Section: (none)
Explanation
QUESTION 32
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
Section: (none)
Explanation
QUESTION 33
Which two options are reasons why effective communications is 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
Section: (none)
Explanation
QUESTION 34
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)
Explanation
QUESTION 35
Which four options are components of the Seven Elements framework? (Choose four.)
A. Commitment
B. Relationship & Distribution
C. Relationship & Communications
D. Best Alternative
E. Interests, Agenda & Normative
F. Interests, Options & Legitimacy
G. Alternatives, Opportunities & Legitimacy
Correct Answer: ACDF
Section: (none)
Explanation
QUESTION 36
Which three options are considerations you have to take into account when communicating the business outcomes story? (Choose three.)
A. Be aware of people's time and length of presentation.

B. Organize the presentation so that the message is clear and key points emerge early.
C. Prepare carefully the agenda and the objectives definitions.
D. Use the right verbal and corporate language.
E. Know your audience and what is of interest to them.
Correct Answer: ABE

Section: (none)
Explanation
QUESTION 37
Which are four considerations to have in mind when communicating the business outcomes story? (Choose four.)
A. Share your findings about stakeholder analysis with the audience.

B. Structure the content to the audience one size does not fit all.
C. Address key motivators, business drivers, and the value that business outcomes bring to the customer.
D. Prioritize lines of business, strategic plan and operating issues.
E. Create the presentation in terms that the audience understands.
F. Use consistent formats and designs that the audience is familiar with.
Correct Answer: BCEF

Section: (none)
Explanation

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810-403_formatted

Selling Business Outcomes

A. What are the technical restrictions of business?

A. What the business priorities and strategies are.

Correct Answer: BCD

A. Responsible, Accountable, Consulted, Informed

A. Cloud, Industry Issues, Consumerization, IT Appliances

A. KPIs must be strategic and tactical in nature

Correct Answer: BCE

A. Increasing manufacturing efficiency at a rate above increases in supplies

Correct Answer: ABE

A. Developing market research.

A. It shows relationships of power among executives.

Correct Answer: CDF

A. Business requirements are managed by stakeholders.

A. Bring digital value to customers, suppliers, partners (ease of doing business).

A. It is a mandatory tool in every business school.

Correct Answer: ABCE

A. Competing stakeholder goals and expectations.

Correct Answer: ACE

A. Business, Functional, Strategic,Tactical

A. A technology gap analysis of the organization's infrastructure.

A. Cost of accounting and tracking

Correct Answer: ABD

A. Improved customer satisfaction.

Correct Answer: ADE

A. Recurring revenue stream

Correct Answer: ACDF

A. Be aware of people's time and length of presentation.

Correct Answer: ABE

A. Share your findings about stakeholder analysis with the audience.

Correct Answer: BCEF

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