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Which two main things must you know about stakeholders to identify where they fall in a power grid? (Choose two.)
A. role in company
B. degree of influence
C. size of budget
D. purchasing power
E. interest in results
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Which option is a key concept of the unique Cisco sales approach?
A. Add as many new Cisco technologies to the solution that meet customer needs.
B. Start driving outcomes for customers, and go beyond selling and implementing technology solutions.
C. Put together the most logical set of services for the customer.
D. Engage in dialog about customer needs and new technologies.
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Why are customer stakeholders important to the business outcome-based sales approach?
A. Because understandingthe concerns, interests, power, and influence of stakeholders enables successful stakeholder engagement.
B. Because stakeholders consists of partners who are either part of the organization or are external to the organization.
C. Because stakeholder strategy influence business needs and their involvement in a project to change them.
D. Because relevant and potential stakeholders exist across customers’ and sales professionals’ organizational and functional roles.
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Which option is the primary goal in business outcome-based selling?
A. improving agility and the ability to deploy innovative services for end users
B. developing and enabling new business processes, markets, and customer interactions
C. taking advantage of new technology to increase business relevance
D. using next-generation IT to increase service quality and reduce risk, complexity, and costs