Which option is a structured process to understand business landscape and context?
A. business model canvas
B. business outcomes canvas
C. business model outcomes
D. business canvas approach
Which is the main outstanding reason and justification for business outcome-based sales approach?
A. Organizations want more from their IT solutions which respect to value, time-to-market, and measurable outcomes.
B. Organizations want to improve the chain of value based on the cost of IT solutions they provide.
C. Organizations want to develop marketing and communicational strategies in order to sell more efficiently.
D. Organizations want to offer a renewed portfolio in order to increase share value.
Why is it necessary to discuss the different types of licensing models with the customer?
A. To ensure that the model being considered is the best fit for the required number of users.
B. To determine what model allows for greater discounts.
C. To consider the ability of the organization for adapting to the new consumption model
D. To determine what models will provide the greatest financial benefits and business outcomes
Why are customer stakeholders important to the business outcome-based sales approach?
A. Because understanding the concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.
C. Because stakeholder strategy influence business needs and their involvement in a project to change them.
D. Because relevant and potential stakeholders exist across customers' and sales professionals' organizational and functional roles.
How can a customer determine which activities create more value and competitive advantage for his organization?
A. Identifying the least complex activities
B. Analyzing their business context and industry vertical
C. Looking for business outcomes that span the value chain
D. Defining the right KPIs for each activity
When selling business outcomes, which two key factors must be considered in relation to the achievement of the outcomes? (Choose two.)
A. metrics and measurement
B. project management milestones
C. specific timeframe and milestones
D. communication procedures
Which resource can a sales person incorporate into the business outcome story?
A. Include a detailed business strategic plan
B. Describe the project definition.
C. Explain technology innovations.
D. Identify the customers' care-abouts.
Which option is the benefit of directly mapping business outcomes to specific business needs?
A. Increase certainly about business objectives alignment.
B. Manage and migrate risks.
C. Best performance and cost reduction.
D. Maximum relevance, clarity and impact.
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
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
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