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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

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

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

2. Which behavior is appropriate when discovering requirements?

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

3. Which of the following statements is true?

A) Value chain analysis is the preferred method to assess customer sensitivity to price increases.
B) You should avoid discussion of 3rd party products or services, when exploring possible solutions with the customer.
C) Both Cisco and partner capabilities should be considered as viable candidates for inclusion in a solution design.
D) TOGAF ADM is a standard framework to assess IT quality and productivity.

4. Which two items are described as part of a business scenario? (Choose two.)

A) A crisp description in business and architectural terms
B) A step-by-step description of a business event
C) Changes in technologies over the past year
D) Job history of key management personnel

5. Which is an appropriate way to gain data useful for analyzing stakeholder support and power?

A) Analyze win rates for the past 10 proposals you made to the company
B) Benchmark study
C) Business Motivation Model
D) Focus group with a team of customer executives

Solutions: