NO.1 Which is a direct financial benefit from business outcomes?
A. increased net present value
B. reduced capital expenditures
C. increased chargeback
D. increasedtotal cost of ownership
Answer: B

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NO.2 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
Answer: C

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NO.3 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
Answer: A,C,E

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NO.4 What should sales professionals do to ensure that business outcomes support what the
customer brings to the market?
A. Make a list of the CSFs and KPIs of the organization.
B. Interview the different stakeholders and confirm with them.
C. Understand the customer's services portfolio.
D. Understand the customer's value proposition.
Answer: D

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NO.5 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.
Answer: C

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NO.6 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.
Answer: B

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NO.7 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.
Answer: A,C,E

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NO.8 Which one of the following solutions enables business outcomes in the financial industry?
A. Multilayer Switching
B. Remote Expert
C. Plant Floor Control Network
D. Internet of Everything
E. Medianet
Answer: B

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Exam Code: 810-403 Dumps PDF
Exam Name: Selling Business Outcomes
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810-403 Dumps PDF Test Answers Total Q&A: 70 Questions and Answers
Last Update: 12-15,2015

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