[Free] Download New Latest (November 2016) Cisco 840-403 Real Exam 61-70

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QUESTION 61

Which three questions are specified by the Seven Elements Framework? (Choose three.)

 

A.

Working environment characteristics?

B.

Existing relationship?

C.

Compliance with ISO 20K?

D.

Understanding of own and others interests?

E.

Consequences of not reaching agreement or support?

 

Correct Answer: BDE

 

 

QUESTION 62

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

 

 

QUESTION 63

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

 

 

QUESTION 64

Which three options are customer motivators? (Choose three.)

 

A.

Achievable Business plan

B.

Shared risks with the vendor

C.

Increased services and solutions

D.

Realizable outcomes

E.

Simplify IT complexity

 

Correct Answer: BDE

 

 

QUESTION 65

Which two options are valid combinations of tactic and audience you can use to create your business outcome message? (Choose two.)

 

A.

Tactic: Use evidence; Audience type: Critical.

B.

Tactic: Use evidence; Audience type: Uninformed.

C.

Tactic: Build a bond; Audience
type: Sympathetic.

D.

Tactic: Build a bond; Audience type: Hostile.

E.

Tactic: Acknowledge the view; Audience type: Critical.

 

Correct Answer: AC

 

 

QUESTION 66

Which is a direct financial benefit from business outcomes?

 

A.

increased net present value

B.

reduced capital expenditures

C.

increased chargeback

D.

increased total cost of ownership

 

Correct Answer: B

 

 

QUESTION 67

Which option is a benefit of Cisco enablement resources?

 

A.

the ability to create personalized “briefcases” of content

B.

a single place to find business proposals and instructor-led trainin,

C.

access to kits of bundled content, including IOS images and more

D.

it enhances the selling process for seller and the customer

 

Correct Answer: D

 

 

QUESTION 68

For which categories can collaboration between the sales professional and the customer achieve business goals?

 

A.

industry markets, technology innovation, and business incentives

B.

line of business, technology innovation, and business outcomes

C.

industry markets, technology innovation, and business outcomes

D.

line of business, industry markets, and realized business value

 

Correct Answer: D

 

 

QUESTION 69

Which is a benefit of using the power/influence grid to manage stakeholders?

 

A.

It helps sales professionals to present solutions in the right business or technical language and context.

B.

It aligns the stakeholder audience’s goals with a good business proposition.

C.

It helps move stakeholders from their current to their optimal positions.

D.

It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.

 

Correct Answer: C

 

 

QUESTION 70

Which are two reasons customers look for Cisco and its partners’ solutions and services? (Choose two.)

 

A.

to explore how technology innovation yields new revenue and lowers costs

B.

to help make a retailer aware of a restocking need while more quickly relying on human interaction

C.

to help business more effectively deploy, absorb, and adopt technologies

D.

to enable customers to complete marketing research as part of their investment funds

E.

to help business reduce the total cost of ownership for IT

 

Correct Answer: AC

 

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