Cisco Accelerating Sales 820-421

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Cisco 820-421 Exam Syllabus Topics:

Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. Which is a benefit from establishing credibility with multiple customer stakeholders?

A) You build a basis for gaining insight into a range of customer viewpoints or priorities
B) You gain influence with the IT Executive, since they alone can help you displace a competitor
C) This shows your #1 priority is to build friends and allies
D) You increase the odds of gaining an advocate for the largest cost alternative you can offer the customer

2. Which reason would be appropriate to disqualify a solution from being included in your recommendations?

A) The solution includes new products which the customer previously did not have interest in purchasing
B) The features for a new release of the solution's main product are not yet finalized
C) The solution's core product will be discontinued before the customer's purchasing timeframe
D) The cost and benefits can only be estimated within a 20% range of accuracy

3. 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

4. Which statement about a "viewpoint" is true?

A) For a viewpoint to be considered, you should confirm at least three stakeholders agree it is a top priority
B) Viewpoints describe a stakeholder's preference and desired capability
C) Requirements can be met, while viewpoints reflect stretch goals that are more difficult to realize
D) A viewpoint and statement of requirements are equivalent in accuracy

5. An implementation roadmap should be structured around which two items? (Choose two.)

A) Opportunities to bundle changes together with other work items on the IT organization's calendar
B) The business case
C) Quarterly backup and upgrade schedules for installed hardware or software
D) Managing implementation risks
E) Anticipated dates for vendor releases of new product versions

Solutions: