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Avaya Selling Avaya Contact Center Solutions for IP Office - APSS Online Test Sample Questions:

1. Scenario:
Avaya has set up a branch office in an emerging market in South Asia. The company engages a channel partner ('Partner* or "Channel Partner") who has contacts within the government to promote and sell its products and services in the above market. In connection with the above, the Partner pays two (2) government officials $250 each. The Partner takes the position that these payments were not made to secure any government business but rather to build relationships to position Avaya's business in the market.
Is the Partner potentially in breach of anti-bribery/anti-corruption laws andregulations and Avaya's Anti-Bribery/Anti-Corruption policy?

A) No, because the Partner didn't actually solicit any business for Avaya and the dollar value of the payment is relatively small.
B) Yes, because anti-bribery/anti-corruption statutes and Avaya policy prohibit the O
improper influencing of a foreign public official to secure business from any source.

2. Which are three buying behaviors of typical midmarket customers? (Select three.)

A) The business uses limited customization, 1-2 Vendors
B) The business has extensive internal IT support with outsourcing
C) The business' environment is complex, customized multi-vendor, highly scaled integration critical
D) The business makes de-centralized purchase decisions
E) The business makes centralized purchase decisions
F) The business has minimal IT support, and are risk adverse

3. Which are four objection types that one may encounter when speaking to prospects? (Select four.)

A) Competitive Price Objections
B) Budget Objections
C) Category Objections
D) Core Platform Objections
E) Integration Objections

4. Which are three pitch elements that can be included to highlight what end customers are looking for when contacting a business of any size? (Select three.)

A) Businesses need to adapt to the needs of their end customers
B) End customers want to connect to the right person regardless of the media they use to connect
C) Present day customers are more apt to use voice, to contact a business
D) Other media types can be less expensive than using voice only

5. Scenario:
Pursuant to opening a new branch office in an emerging market in South Asia, the distributor {" Distributor") engaged by Avaya comes in contact with a leading businessman in the country who claims to have sufficient contacts within the nongovernment space and offers to promote Avaya and our offerings in the country. For the above purpose, the businessman demands a cash payment of S1000 which the Distributor pays on behalf of Avaya without seeking Avaya's approval.
Is the Distributor's conduct appropriate?

A) Yes, since these are typically facilitation "grease* payments aimed to speed up things in the country and are acceptable as exceptions under certain anti-bribery/anti-corruption laws in various countries.
B) No. because the Distributor violated Avaya's policies on anti-bribery/anti-corruption because he did not conduct any due diligence on the businessman and without Avaya's knowledge engaged in conduct designed to improperly influence a commercial customer.
C) No, the Distributor has violated our Avaya's policies since he did not receive Avaya's approval before effecting the payment.

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