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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. Which describes a business capability assessment?

A) Brainstorming about how process model governance could be improved
B) How capabilities are currently implemented in competitive organizations (measurement formulas)
C) Review of current capability metrics
D) A survey covering skills levels within the customer's IT organization

2. Which tool or document can help you identify areas of gaps in knowledge about your customer's overall strategy and operating model?

A) Business Model Canvas
B) An account coverage plan for your team's territory
C) A win/loss review from a proposal delivered to the customer 12 months ago
D) Customer's communications plan for the rollout of a new application

3. Which is the most effective way to assess sales team benefits from an enhanced wireless and security infrastructure?

A) Interview a random set of users, and ask for their informal estimate of time savings.
B) Analyze the work patterns for the top 15% of users according to network access volume.
C) Follow a structured evaluation plan to capture data on productivity, effectiveness, and improved controls.
D) Ask the sales leader to define the productivity improvement gain they need to gain support for a business case.

4. Why would an investment analyst report be a good source of company information?

A) This will report the customer's actual IT expenditures for hardware, software, services
B) It will likely give you an inside track on internal management relationships
C) It can complement company-published data and give you insight for discovery
D) You will find company-endorsed estimates of product level sales growth

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

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

Solutions: