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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. Which of the following can best help you establish credibility with a customer executive?

A) Describe the benefits of Cisco's approach to customer support
B) Talk a lot about your product's new features
C) Demonstrate awareness and interest in learning more about the company's priorities and published financials
D) Ask informational questions about industry trends

2. What is the reason for identifying business case dependencies?

A) To improve alignment between the customer IT organization and business units
B) To communicate decisions or actions which must be satisfied in order for the business case to be fulfilled
C) They are most likely to help you propose and defend solutions with larger customer investments
D) Customer business executives expect Cisco to minimize the actions their teams are required to execute

3. 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) Websites of partners in the customer's ecosystem
C) Article on the customer's new product line, published on an industry web site
D) Service level agreements your firm helped to create, between the customer IT group and business units

4. Which two insights would a private company executive expect you to know about their industry?
(Choose two.)

A) Names of at least two major industry players known for their innovative use of technology
B) Revenue growth rate of the company's two largest divisions, by geography
C) General timing that new major industry regulations go into effect
D) Market shares of the top two public and top three private company competitors

5. Which behavior is appropriate when discovering requirements?

A) End meetings earlier than planned to show a sense of urgency
B) Actively listen to the customer's comments and effectively take notes
C) Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer
D) Avoid taking notes, since you can always return for a follow up

Solutions: