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Cisco Applying Cisco Specialized Business Value Analysis Sample Questions:

1. Which behavior is appropriate when discovering requirements?

A) Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer
B) Avoid taking notes, since you can always return for a follow up
C) Actively listen to the customer's comments and effectively take notes
D) End meetings earlier than planned to show a sense of urgency

2. Which describes a business capability assessment?

A) Review of current capability metrics
B) Brainstorming about how process model governance could be improved
C) How capabilities are currently implemented in competitive organizations (measurement formulas)
D) A survey covering skills levels within the customer's IT organization

3. Which is an appropriate way to gain data useful for analyzing stakeholder support and power?

A) Analyze win rates for the past 10 proposals you made to the company
B) Benchmark study
C) Business Motivation Model
D) Focus group with a team of customer executives

4. Which individual is recommended as the author for a business case introduction?

A) The customer finance executive
B) A project team individual with insight into the overall solution, financials and customer's current situation
C) The Account Manager, with support from the customer's IT organization
D) The System Engineer most familiar with the customer's infrastructure and technical environment

5. Which is the recommended approach or activity for extending requirements analysis?

A) Five whys technique
B) Business case development
C) Communications planning
D) Personal elevator pitch

Solutions: