[PDF and VCE] Free CertBus Cisco 820-421 VCE and PDF, Exam Materials Instant Download

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QUESTION NO:6

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

A. You increase the odds of gaining an advocate for the largest cost alternative you can offer the

customer

B. This shows your #1 priority is to build friends and allies

C. You build a basis for gaining insight into a range of customer viewpoints or priorities

D. You gain influence with the IT Executive, since they alone can help you displace a competitor

Correct Answer: C

QUESTION NO:15

Which would you reflect through a “To-Be” Business Model Canvas?

A. The customer\’s desired top capabilities to increase productivity

B. Detailed process handoff criteria

C. A recommended organization structure for the IT department

D. A sequence of projects to deliver new collaboration features for the customer\’s service reps

Correct Answer: A

QUESTION NO:4

Which tool or document should you use to help identify high level 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. Communications plan rollout of a new application

D. A win/loss review from a proposal delivered to the customer 12 months ago

Correct Answer: A

QUESTION NO:10

When discovering requirements, which behavior is appropriate?

A. End meetings earlier than planned to show a sense of urgency

B. Avoid taking notes, since you can always return for a follow up

C. Answer customer questions with details and numbers, to convince them you know what they need

D. Actively listen to the customer\’s comments and effectively take notes

Correct Answer: D

QUESTION NO:21

What is the benefit of changing a pain point into an opportunity?

A. Reduces IT costs to the business

B. Uses technology to raise efficiency

C. Allows the customer to overcome a perceived issue with upside potential

D. Raises IT spending and leads to higher return on investment

Correct Answer: C

QUESTION NO:17

Which two of these will match a regular expression with the following configuration parameters? [a-zA-Z]

[0-9][a-z] (Choose two.)

A. Q3h

B. B4Mn

C. aaB132AA

D. c7lm

E. BBpjnrIT

Correct Answer: AD

QUESTION NO:Asking Framework

Correct Answer: D

QUESTION NO:2

Which customer-provided sources would give you insight into a public company\’s recent financial

condition?

A. A news article about a private company rumored to be an acquisition candidate for the customer

B. Quarterly filings with the country financial securities government authority

C. General market trends in an industry in which the customer participates

D. An 18-month old brochure that describes the company\’s history

Correct Answer: B

QUESTION NO:9

Which is the preferred aid to help you structure discovery meetings with customers?

A. IT cost analysis

B. Business case for the last two proposals

C. An article with a checklist showing advantages of your product vs.competitors

D. Strategic

QUESTION NO:3

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

A. It may give you an inside track on internal management relationships

B. You will find company-endorsed estimates of product level sales growth

C. It can complement company-published data and give you insight for discovery

D. This will report the customer\’s actual IT expenditures for hardware, software, services

Correct Answer: C

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