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最新的 Accelerating Sales 820-421 免費考試真題:

1. Which statement is true?

A) Customer satisfaction improvement represents a financial benefit
B) Non-financial benefits should be identified by the customer's finance representative
C) Financial benefits can include cost reduction in the short term, plus an overall decrease in ongoing expenses
D) In order to include expense savings in a business case, you should create a model to calculate the high to low range of savings

2. Which tool or document can help you identify areas of gaps in knowledge about your customer's overall strategy and operating model?

A) Business Model Canvas
B) A win/loss review from a proposal delivered to the customer 12 months ago
C) An account coverage plan for your team's territory
D) Customer's communications plan for the rollout of a new application

3. What tool would you use as a starting point to identify future capability requirements?

A) A 'to-be' business model canvas
B) Value chain model
C) Business motivation model
D) Root cause analysis

4. You are conducting a project jointly with the customer IT manager for a Customer Division Executive. Which statement is true about presenting recommendations to an Executive?

A) For all recommendations, include a request of funding to conduct a deeper analysis of benefits
B) Present ideas which are aligned to the customer's strategy and are realistic to implement
C) Present only the ideas which require the IT manager to seek new budgets / funding
D) Recommendations involving process changes should be presented by the IT manager or another internal employee

5. Which is an example of 'solution benefits described in business terms'?

A) By using remote experts during selling, the customer can add $10M to quarterly revenue
B) IT staff can be redeployed to projects delayed due to resource constraints
C) A new security policy can reduce risk of a cyber attack on the company's network infrastructure
D) A network upgrade can reduce outages by 10-15%

問題與答案：