NO.1 Which three options are financial challenges in business outcome-based selling? (Choose
three.)
A. IT adoption and implementation may have long business cycles.
B. Financial resources are distributed across functional areas.
C. Competing stakeholder goals and expectations.
D. Competitive analysis is often incomplete.
E. Difficulty to determine external value.
Answer: A,B,C

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NO.2 Which is a direct financial benefit from business outcomes?
A. reduced capital expenditures
B. increased net present value
C. increasedtotal cost of ownership
D. increased chargeback
Answer: A

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NO.3 Which discipline covers analyzing stakeholder expectations and their approach and posture
towards technology?
A. Neurolinguistics Programming
B. Stakeholder Relationship
C. Customer Relationship Management
D. Stakeholder Management
Answer: D

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NO.4 Which one of the following solutions enables business outcomes in the financial industry?
A. Internet of Everything
B. Multilayer Switching
C. Plant Floor Control Network
D. Remote Expert
E. Medianet
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 ensures that the sales professional identifies the appropriate key performance indicators for
outcomes.
C. It helps move stakeholders from their current to their optimal positions.
D. It aligns the stakeholder audience's goals with a good business proposition.
Answer: C

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NO.6 What should sales professionals do to ensure that business outcomes support what the
customer brings to the market?
A. Understand the customer's value proposition.
B. Make a list of the CSFs and KPIs of the organization.
C. Understand the customer's services portfolio.
D. Interview the different stakeholders and confirm with them.
Answer: A

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NO.7 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. Suppliers
C. Decision makers
D. Influencers
E. Employees
Answer: A,B,E

NO.8 What should a sales professional use to ensure a clear understanding of the top priorities of an
organization during a business outcome selling?
A. The list of CSFs and KPIs of the organization.
B. The analysis of the consumption model that the customer is looking to implement.
C. A study of the impact that the current state of technology has on the business.
D. A technology gap analysis of the organization's infrastructure.
Answer: A

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Exam Code: 810-403
Exam Name: Selling Business Outcomes
One year free update, No help, Full refund!
810-403 Training online Total Q&A: 70 Questions and Answers
Last Update: 11-04,2015

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