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Question No : 1
A. A perspective from which a view is taken
B. The beliefs and opinions of one or more stakeholders
C. A definition of a job role and how it is impacted by a technology implementation
D. The representation of a related set of concerns
Question No : 2
A. To develop sales and marketing strategies.
B. To provide a high level view of the overall business landscape.
C. To identify factors that motivate the establishing of business plans.
D. To identify and define the elements of business plans.
E. To perform capability gap analysis.
Question No : 3
A. Democratic in nature
B. Leader provides rewards and incentives
C. Involves high level of communication
D. Motivate through encouragement
Question No : 4
A. Formal process
Question No : 5
A. It acts as a CRM tool for managing stakeholders
B. It assists with understanding the viewpoints of each stakeholder
C. It assists with understanding the views of each stakeholder
D. It assists with determining what actions to take with each stakeholder
Question No : 6
A. An annual report and accounts on the customer's web site
B. An interview of the customer's CFO published on cfo.com
C. An internal briefing from your company's customer account manager
D. A Gartner Magic Quadrant for the customer's industry
E. A corporate organization chart provided by the customer's HR department
Question No : 7
A. Greater control over business decision making
B. Higher IT asset utilization
C. Improved business intelligence
D. Faster time to market for new products
Question No : 8
A. In order to demonstrate your credentials as a trusted adviser
B. To enable ongoing measurements to take place
C. To provide targets by which project performance can be measured
D. To demonstrate adherence to best practice
Question No : 9
A. A measurement that shows whether the activity has achieved its core purpose
B. Any measurement taken for management reporting purposes
C. Performance estimates based upon historical data
D. Any measurement taken to determine a performance level
Question No : 10
A. Approach the stakeholder through their gatekeeper
B. Approach the stakeholder direct
C. External referral from a C level executive
D. Internal referral from an existing contact
Question No : 11
A. Allowing departments to think more holistically about their business
B Focusing on product benefits rather than product features
C. Establishing a common language and understanding between different teams and departments
D. Explaining why Cisco is better than alternative vendors
Question No : 12
A. Reduced time to market for new products
B. Reduced number of servers required in the data
C. Reduced technology management overhead
D. Improved customer relationships
E. Improved communications between departments
F. An increase in the proportion of services delivered in the cloud
Question No : 13
A. Capabilities are the building blocks of the business
B. Capabilities represent stable business functions
C. Capabilities define business goals and objectives
D. Capabilities are unique and independent from each other
E. Capabilities provide an understanding of business risk
F. Capabilities can be used to determine performance targets
Question No : 14
A. In order for them to share relevant information with you
B. In order to make the sales process easier
C. In order to make them like you
D. In order for them to listen to your proposals
E. In order to maximize the revenue you can get from the relationship
Question No : 15
A. Problem, Pattern, Path and Proof
B. Problem, People, Path and Proof
C. Problem, People, Path and Pattern
D. People, Process, Path and Proof