1.

Introduction to Cisco

1-1. Cisco was the first company to provide which product commercially?

A) Multiprotocol routers
B) Fibre-optic networking
C) Wireless networking
D) Remote access devices

1-2. Which of the following are included in Cisco’s current networking product lines?

A) switches, routers, application delivery controllers, LAN, and WAN

B) switches, routers, and application delivery controllers
C) switches, routers, LAN, and WAN
D) application delivery controllers, LAN, and WAN

1-3. Cisco has long been the world’s dominant supplier of computer networking products, systems and
services. Which of the following is not included in Cisco’s current product lines?

A) WAN
B) Application Delivery Controllers
C) LAN
D) Routers
E) Switches

1-4. Cisco aims to reduce their environmental impact as part of their green vision. Which of the
following is not one of the ways?

A) Used electricity generated from renewable sources for 77% of electricity demand in FY16
B) Improving product power consumption from plug to port
C) Reduce greenhouse gas emissions by 80% by FY17
D) Implemented over 100 energy efficiency and renewable energy projects in FY16

1-5. Which of these is one-step Cisco is aiming to take to reduce the company’s environmental impact
by the year 2022?

A) Cisco is aiming to run at least 35 percent of its global operations exclusively on solar power
B) Cisco is aiming to use electricity generated from renewable sources for at least 85 percent of the
company’s global electricity needs
C) Cisco is improving product power consumption and aiming to increase system efficiency to 99
percent
D) Cisco is aiming to reduce greenhouse gas emissions by 15 percent from its global operations

1-6. Cisco is positioning itself to recognize greater value and superior differentiation and deliver better
business outcomes for its customers. Which of the following statements is not true?

A) They aim to provide flexible approaches to service offerings

B) They aim to adopt personalized offerings to their customers
C) They aim to price models in a more user-centric approach
D) They aim to provide more solution-based offerings

1-7. Which of the following are included on the Offering Pattern Reference Model?

A) offerings, routes to market, pricing schedules, and service agreements

B) offerings, pricing schedules, service agreements, and routes to market
C) offerings, markets, pricing methods, location, and routes to market
D) pricing schedules, service agreements, routes to market, and opportunity paradigms

1-8. Which of Cisco’s channel routes to market uses automated campaigns driven by customer data to
optimize seller efficiency and productivity?

A) Partners
B) Digital Touch
C) Virtual Sales
D) Field Sales

1-9. Cisco’s certification and global partner network encourages and recognizes partners for their
breadth of skills across certain technologies. Which of the following is not a Badge level?

A) Premier
B) Silver
C) Gold
D) Select

1-10. Which group represents the Cisco partnership levels?

A) Bronze, Silver, Gold, Select, Multinational

B) Affiliate, Associate, Preferred, Select, Global
C) Bronze, Silver, Gold, Platinum, Global
D) Select, Premier, Gold, Multinational, Global Gold

1-11. As a Cisco partner, you will get the support to differentiate your business and grow based on the
unique value you offer. Which group shows the type of discounts available?

A) Value Incentive Program, Teaming Incentive Program, Opportunity Incentive Program

B) Migration Incentive Program, Opportunity Incentive Program, Teaming Incentive Program
C) Migration Incentive Program, Partner Plus Program and Teaming Incentive Program
D) Partner Plus Program, Migration Incentive Program and Teaming Incentive Program

1-12. Cisco’s goal is to share methodology, tools and prescriptive guidance to help their partners build
their own customer success practice. What are some of the partner resources?

A) Launch hub and services hub

B) Launch hub, services hub, cisco ready, marketing velocity
C) Launch hub, services hub and marketing velocity
D) Cisco ready, launch hub and services hub
1-13. Which program requires partners to offer at least two cloud or managed services based on Cisco
technology?

A) Cisco Specializations
B) Cisco CMSP Advanced
C) Cisco Solution Partner Program
D) Cisco CMSP Express

1-14. Which phrase best describes Cisco’s software strategy?

A) promote collaboration among in teams and organizational levels

B) use software and software-defined solutions to help customers realize more value from their IT
investments across their organizations
C) implement a build-and-fix software development model
D) identify and communicate risks

1-15. What is one way that Cisco ONE provides business value to customers?

A) It increases the value of software by making the software portable across hardware
B) It provides better solution suites by focusing exclusively on WAN
C) It allows IT to consume software only as CAPEX
D) It allows each department to manage IT separately by creating multiple portals for license
management

1-16. Which of the following is not a feature of Cisco ONE software?

A) License portability and flexibility

B) Access to innovation, upgrades and new capabilities
C) Software license tied to hardware
D) Simple set of solutions in networks and cloud

1-17. With Cisco ONE, what happens when a customer refreshes hardware?

A) The customer must purchase entirely new software licenses

B) The customer can refresh harware in the same tier and port software at no charge but must purchase
new licenses for the next tier of hardware
C) The customer can refresh harware in the same tier and port software at no charge, or go to the next
tier of hardware and just pay the difference for their software
D) The customer can refresh or go to the next tier of hardware and port or upgrade software at no
additional charge

1-18. Customers are investing in uncompromised security of which 3 areas?

A) WAN, Cloud, Mobility

B) Cloud, Mobility and LAN
C) WAN, LAN, Cloud
D) DC, Access and WAN

2. Enterprise Networks and DNA

2-1. What is the negative impact of digitization on businesses?

A) Putting demands on the network

B) Moving applications away from the web
C) Making old experiences seem new
D) Increasing the security of data

2-2. What are the four BOST Enterprise Architecture Framework views?

A) Business, Operations, Security, and Tactics

B) Business, Operations, Security, and Technology
C) Business, Operations, Systems, and Technology
D) Business, Operations, Sales, and Talent

2-3. What key aspect of digitization allows the deployment of new services without lengthy and costly
investments in server or networking infrastructure?

A) cloud computing
B) enterprise network architecture
C) streaming services
D) data science

2-4. What does Cisco call the intelligent, closed-loop, and self-optimizing system built on Cisco DNA?

A) The Encryption Initiative

B) The Automated Network
C) The Network Intuitive
D) The Assured Network

2-5. In the Cisco DNA 8 framework, which is not a component of the enterprise controller?

A) Analytics
B) Avoidance
C) Automation
D) Assurance

2-6. Which is the management component in Cisco’s intent based networking solution?

A) DNA Center
B) UCS Central
C) UCS Director
D) CloudCenter

2-7. In terms of infrastructure, the DNA centre is powered by 3 key engines. Which is the correct
group?

A) Policy, Automation, Analytics

B) Policy, Context, Analytics
C) Encryption, Context, Analytics
D) Context, Automation, Networking

2-8. Which of the following provides 360-degree contextual insights across users, devices, and
applications using intent based networking?

A) Cisco DNA
B) Cisco Hosted Collaboration Solution
C) Cisco Unified Computing System
D) Cisco Meraki

2-9. Cisco DNA Analytics and Assurance allow users to automate network performance management in
all of the following ways. Which is not true?

A) Turn insights into

B) Gain network visibility
C) Simplify management
D) Save time, solve problems

2-10. Cisco Fog Data Services are software services that deliver edge analytics, control, and security
for data in the fog. Which of the following is not a feature or benefit?

A) Analytics at the network edge

B) Application control of IoT sensors
C) Security and privacy
D) Network compliance

2-11. Cisco fog delivers business outcomes. Which is not one of the outcomes mentioned in the slides?
A) Improve operational effectiveness
B) Gain new revenue streams
C) Increase customer satisfaction and trust
D) Increase product quantity

3. Solutions Underpinning Cisco DNA

3-1. Cisco’s software defined access allows customers to get network speed, security and peace of
mind. Which of them is not one of the capabilities?

A) Adapt to mobile demands

B) Limits the network access
C) Secure from evolving threats
D) Prepare for IoT growth

3-2. Which component in DNA Center achieves automation?

A) Network Data Platform

B) Identity Services Engine
C) Tetration
D) Network Control Platform

3-3. What is one benefit of the Cisco SD-WAN solution?

A) establishing transport-independent WAN for lower cost and higher diversity

B) supporting agile software development and deployment processes through a single point of
management
C) continuous monitoring of the entire network environment in order to detect abnormal wireless
activity
D) providing guest networks for customers, system integrators, and vendors

3-4. Which of the following describes the NFV ENCS Virtualized branch?

A) a cloud-delivered overlay WAN architecture that facilitates digital and cloud transformation for
enterprises
B) a hybrid platform that combines the benefits of a traditional router and a traditional server to offer
the same functionality with a smaller infrastructure footprint
C) a security application that mitigates vulnerabilities to offer branch and consumers protection where
they need it most
D) a network device that mathematically verifies the entire network for correctness

4. Routing & Switching

4-1. The Cisco enterprise routing portfolio delivers an uncompromised experience across which 4
areas?

A) Data Centre, Cloud, Branch, and LAN

B) Cloud, LAN, WAN and Data Centre
C) Cloud, Branch, WAN and Firewalls
D) Branch, Cloud, Data Centre and WAN

4-2. Cisco 1000 series integrated services routers are fixed, high performance routers. Which is not a
benefit of the routers?

A) Exclusivity
B) Connectivity
C) Ease of use
D) Comprehensive security

4-3. Cisco Catalyst 9000 is built for SD access. Which of the following are the features?

A) Fixed access, future-proofed and mobility

B) Future-proofed, industry’s unmatched and first in enterprise
C) Convergence, fixed core and first in enterprise
D) Fixed access, industry’s unmatched and first in enterprise

4-4. Which services make up the Cisco Unified Wireless Network’s Mobility Services Framework?

A) Guest Access, Security, Data, and Voice

B) Guest Access, Security, Location, and Voice
C) Guest Access, Data, Location, and Voice
D) Guest Access, Security, Data, and Location

5. Security

5-1. Which networks benefit from the consistent enforcement policies enabled by Cisco’s approach to
security?

A) physical and cloud networks only

B) physical networks only
C) physical, virtual, and cloud networks only
D) physical, virtual, remote, and cloud networks

5-2. Which term describes the capability to correlate security information and apply intelligence in
order to understand context?

A) breadth
B) integration
C) sophistication
D) depth

5-3. Security attacks are stealthier than ever. Pervasive protection is needed. When should it be
implemented?

A) During the attack

B) Before the attack
C) After the attack
D) All of the above

5-4. During which phases of protection would Cisco’s Next Generation Firewalls be deployed?

A) during an attack
B) during and after an attack
C) after an attack
D) before an attack

5-5. In covering the full attack continuum, which are the proposed solutions after an attack?

A) Firewalls and next generation firewalls

B) E-mail and web security solutions
C) Advanced malware protection and network behavior analysis
D) Networks access control and identity services

5-6. In addressing the full attack continuum, what type of capabilities are required before an attack?

A) Preventive and Predictive

B) Predictive and Response
C) Preventive and Detective
D) Preventive and Response

5-7. What approach does Cisco take to provide pervasive and comprehensive security for our
customers?

A) Digital Forensic Model

B) Cisco ONE Security Model
C) Threat-Centric Security Model
D) Insight-Led Security Analytics

5-8. How long is the average “time to detection” of a security threat for Cisco’s customers?

A) 28 days
B) 100 days
C) 17 hours
D) 3 days

5-9. Which of the following are features of the Cisco Firepower NGFW?

A) cloud based
B) unified management
C) fully integrated
D) threat focused

5-10. Which is a unique capability of Meraki MX?

A) Java-API console management

B) single pane of glass management for full stack branch infrastructure
C) API-based management
D) carrier grade security for data centers

5-11. Networks are more complex than ever and devices are proliferating by the minute. It’s harder to
see what’s on the network, and it’s harder to spot a threat. Cisco’s Network Visibility and Enforcement
solution combines which of the following?

A) Cisco Stealthwatch Enterprise, the Cisco Identity Services Engine, and Cisco TrustSec technology
B) Cisco Stealthwatch Enterprise, the Cisco Ideas Engine, and Cisco TrustSec technology
C) Cisco Enforcement Enterprise, the Cisco Identity Services Engine, and Cisco TrustSec technology
D) Cisco Stealthwatch Enterprise, the Cisco Identity Services Engine, and Cisco wireless technology

5-12. Which Cisco technology uses software-defined segmentation to simplify the provisioning of
network access, accelerate security operations, and consistently enforce policy on the network?

A) Cisco Platform Exchange Grid

B) Cisco Stealthwatch Engine
C) Cisco Talos
D) Cisco TrustSec
5-13. Cisco TrustSec software-defined segmentation is simpler to enable than VLAN-based
segmentation. Which of the following is not a feature of TrustSec?

A) Lower operational expenses

B) Reduce risks
C) Apply policies across the network
D) Diversified compliance

5-14. Cisco TrustSec technology uses software-defined segmentation to simplify the provisioning of
network access, accelerate security operations, and consistently enforce policy anywhere in the
network. Which of the following is not a feature and benefit?

A) Increased risks
B) Streamline compliance
C) Apply policies across the network
D) Lower operational expenses

5-15. Which Cisco network administration product enables the creation and enforcement of security
and access policies for a company’s connected endpoint devices?

A) Cisco TrustSec
B) Cisco Stealthwatch Enterprise
C) Cisco Identity Services Engine
D) Cisco Platform Exchange Grid

5-16. Cisco Identity Services Engine (ISE) is a network administration product that enables the creation
and enforcement of security and access policies for endpoint devices connected to a company’s routers
and switches. Which of the following is not a benefit?

A) Control all access from one place

B) Destroy malware
C) Stop and contain threats
D) See and share rich user and device details

5-17. The Cisco Stealthwatch Enterprise is about scalable visibility and security analytics across your
business. Which is not a feature?

A) Speed up incident response and forensics

B) Simplify network segmentation
C) Extend your network visibility
D) Claim immunity to cloud outages

5-18. Cisco IT increases security effectiveness with Cisco Advanced Malware Protection (AMP).
Which of the following lists the 3 approaches for the AMP endpoints security solution?

A) Protect, detect, respond

B) Prevent, react, respond
C) Prevent, detect, respond
D) Predict, prevent, respond
5-19. AMP for endpoints decreases time to detection. What is Cisco’s security time to detection?

A) 8 hours or less
B) 7 hours or less
C) 10 hours or less
D) 6 hours or less

5-20. The Cisco Email Security Appliance is an email security gateway product. Which is not an email-
borne threat?

A) Junk E-mail
B) Malware
C) Phishing attempts
D) Spam

5-21. How does Cisco’s web security appliance protect the organization?

A) file reputation during an attack

B) automated monitoring and analysis across the network
C) parallel AV scanning
D) daily scanning of web traffic for anomalies

5-22. The Cisco Cloudlock protects your cloud users, data and apps. Which of the following is not
under the coverage of Cloudlock?

A) Box
B) Slack
C) Facebook
D) Salesforce.com

6. Collaboration

6-1. Which phrase best describes Unified Communications?

A) integrated voice, video, mobility, and presence services across endpoints, devices, and applications
B) mobile endpoint applications that unify voice, video, and presence services to streamline
communications and enhance productivity and collaboration
C) voice and video collaboration services accessed from a unified endpoint
D) video conferencing accessible across endpoints, devices, and applications within an organization

6-2. Which group makes up Cisco’s collaboration portfolio?

A) customer care, conferencing, team innovation, and telepresence

B) unified communications, customer care, team innovation, and conferencing
C) unified communications, customer care, conferencing, and collaboration endpoints
D) unified communications, customer care, team innovation, and collaboration endpoints

6-3. Which of the following are included in Cisco’s Collaboration Portfolio?

A) Unified Communications, Customer Care, Conferencing, and Collaboration Endpoints
B) Unified Management, Customer Care, Conferencing, and Collaboration Endpoints
C) Unified Communications, Unified Management, Customer Care, and Conferencing
D) Unified Management, Unified Communications, Conferencing, and Collaboration Endpoints

6-4. Cisco UC platform consists of which 3 featured products?

A) Cisco Webex Teams, Business Edition 6000, Unified Communications Manager

B) Cisco Webex Teams, Unified Communications Manager
C) Business Edition 6000, Unified Manager, HD Video
D) Cisco Webex Teams, Business Edition 6000, HD Video

6-5. One of the conferencing solutions for recording and streaming simplifies the process of capturing
and sharing many types of content throughout your organization. Name the product.

A) Cisco TelePresence Content Server

B) Cisco TelePresence Exchange System
C) Cisco TelePresence Server
D) Cisco TelePresence Recording Server

6-6. Which solution offers complete collaboration for midsize businesses up to 1000 employees?

A) Cisco UC1k
B) Cisco Jabber
C) Cisco BE7k
D) Cisco BE6k

6-7. What types of collaboration endpoints are offered by Cisco?

A) phone, mobile, and virtual

B) phone, desktop, room, and mobile
C) desktop, room, and virtual
D) phone, desktop, room, mobile, and virtual

6-8. Cisco has endpoints that are designed to improve collaboration and address the widest range of use
cases. Which of the following is not an endpoint?

A) Room and Immersive Systems

B) Video End Point Applications
C) Mobile End Point Applications
D) Phones and Desktop endpoints

6-9. Cisco has phones and desktop endpoints. Which of the following is an example?

A) Cisco Webex Board

B) Cisco Jabber
C) Cisco IP Phone
D) Cisco TelePresence IX5000 series
6-10. What is the Cisco TelePresence IX5200?

A) a flexible video-conferencing solution designed for small huddle spaces

B) an advanced all-in-one desktop collaboration solution featuring high-definition video
C) a state-of-the-art triple screen solution featuring a dual row of seats for up to 18 people
D) an intelligent dual-camera speaker tracking solution with two LED screens

6-11. Which phrase best describes the Cisco DX series?

A) a service solution that offers business messaging, calling, and persistent meeting spaces
B) an all-in-one desktop collaboration device with an intuitive touchscreen
C) a flexible and scalable platform for video-conferencing rooms
D) a mobile endpoint solution designed to connect teams at anytime, in any place

6-12. The Cisco DX Series is ideal for everyone who collaborates. Which is a feature of this product?

A) Real-time private and group chat

B) Accessible from any browsers
C) Intuitive touchscreen
D) Dual screen options

6-13. Which Cisco endpoint is ideal for occasional-use, specialty settings such as cafeterias?

A) Cisco DX80
B) Cisco Unified IP Phone 6900 Series
C) Cisco Unified SIP Phone 3900 Series
D) Cisco IP Phone 7800 Series

6-14. Which Cisco mobile end point application provides instant messaging, voice and video calls,
voice messaging, desktop sharing, conferencing, and presence?

A) Cisco Jabber
B) Cisco TelePresence MX
C) Cisco Expressway
D) Cisco Webex Teams

6-15. Cisco collaboration edge architecture helps improve the end user experience while offering
security, ease of deployment, and open-standards interoperability. Which of the following is not a
gateway product?

A) Cisco TDM gateways

B) Cisco Unified Border Element
C) Cisco Unified Communication Manager
D) Cisco Expressway series

6-16. What is a key benefit of Cisco’s hybrid services for collaboration?

A) Customers gain the benefit of Cisco Hosted Collaboration Solution services while retaining
ownership and control of their collaboration services
B) Customers can utilize conferencing solutions with Cisco Webex while retaining control of their
collaboration services
C) Cisco manages all collaboration services so a customer’s IT resources can focus on strategic
priorities
D) Customers can choose multiple types of collaboration endpoints

6-17. Cisco offers customer care solutions for contact centers. Which option is not correct?

A) Cisco Outbound Option

B) Cisco Unified call studio
C) Cisco Remote Expert Mobile
D) Cisco Inbound Option

6-18. Which feature of WebEx Teams allows customers to collaborate on sketches?

A) integrations
B) whiteboarding
C) bots
D) messaging

6-19. Which collaboration product can count meeting participants and provide analytics for usage and
resource planning?

A) Cisco Webex Board

B) Cisco MX Series
C) Cisco Webex Room Series
D) Cisco TelePresence IX5000 Series

7. Data Center & Cloud

7-1. Which of the following is a key feature of Cisco Data Center?

A) seamless multicloud mobility

B) software-defined segmentation
C) quick mitigation of threats that breach defences
D) hyperconvergence for databases

7-2. The Cisco Data Center captures the intent of users and applications. Which is not a benefit?

A) Enhanced application performance

B) Seamless multicloud mobility
C) Pervasive security
D) Enhance IT operations

7-3. Cisco Unified Data Center offers some benefits to customers. Which is not a benefit?

A) Sophisticated capabilities made simple

B) Gain control over increasing complexity
C) Deliver more value, faster to all lines of business
D) State of the art infrastructure

7-4. Which of the following are the top three protecting capabilities of Cisco Data Center?

A) enforce, segment, and access

B) segment, enforce, and detect
C) detect, replicate, and access
D) detect, authenticate, and replicate

7-5. Which is a key benefit of Cisco UCS?

A) distributed infrastructure management

B) integrated third-party applications
C) unified network fabric
D) hardware-centric design

7-6. Which phrase describes the benefits of the Cisco UCS product range?

A) communication on an all-in-one platform designed to fit the way customers work

B) cloud-based service allowing customers to set up and configure an entire virtual data center in
minutes
C) increased productivity, reduced total cost of ownership, and scalability to the data center
D) cloud-based security solution allowing customers to be protected on any device at any location

7-7. What is Cisco Unified Fabric?

A) the latest technology that is used to power Cisco routers

B) the fabric that connects people, technology, and business
C) a software-based solution for data centers
D) a primary building block for cloud-based, virtualized, and general purpose data centers

7-8. Which statement about Cisco Unified Fabric is true?

A) Cisco Unified Fabric can only be used in LAN environments

B) Organizations must be in the cloud in order to benefit from Cisco Unified Fabric
C) Organizations can trust in the innovative focus of Cisco Unified Fabric, allowing IT teams to focus
on maintaining technology
D) Cisco Unified Fabric enables industry-leading, multidimensional scalability

7-9. Which Cisco cloud-managed solution allows customers to unify management in a secure, browser-
based dashboard?

A) Cisco Hyperflex
B) Cisco Intersight
C) Cisco Meraki
D) Cisco UCS
7-10. Cisco converged infrastructure simplifies and speeds up infrastructure deployment with
integrated and hyperconverged systems. Which of the following is not one of the solutions?

A) FlashStack
B) VirtualStack
C) FlexPod
D) Hyperflex Systems

7-11. Which of the following are included in Cisco’s portfolio of converged infrastructure solutions?

A) HyperFlex, Talos, VxBlock, and VersaStack

B) VersaStack, VxBlock, FlexStack, and FlexPod
C) FlashStack, VersaStack, HyperFlex, and VxBlock
D) Hyperflex, FlexPod, FlexStack, VxBlock

7-12. Cisco HyperFlex delivers complete hyperconvergence. Which of the following is not a feature of
this solution?

A) High data availability

B) Flash-optimized system
C) Flexible scaling
D) Portable database applications

7-13. Cisco aims to transform IT operations with complete hyperconvergence. Which of the following
is not a benefit?

A) Always on-storage efficiency

B) Independent scaling
C) Data acquisition
D) Predictable performance

7-14. Which hybrid and public cloud solution services help customers design, plan, accelerate, and de-
risk multi-cloud migration?

A) Cloud Protect
B) Cloud Advisory
C) Cloud Connect
D) Cloud Consume

7-15. Cisco’s products and solutions are based on an open network architecture. Which of the following
is not a principal technology?

A) Real-time analytics
B) Multi vendor orchestration
C) 4G networks
D) Model driven telemetry
7-16. Cisco Intelligent Automation for Cloud software delivers the critical foundational layer for
holistically deploying and managing cloud-based services. This software solution improves agility,
flexbility, and speed with all but one of the following:

A) Physical Resources
B) An orchestration engine
C) Advanced cloud management capabilities
D) Self-service portal

7-17. Which of the following describes the benefits of Cisco intelligent automation for cloud software?

A) It includes Wireless LAN, Security/SD-WAN, Switching, Mobility Management, and Insight

B) It defines the deployment and management requirements of an entire application stack
C) It builds a robust security architecture while significantly reducing WAN costs and time to deploy
new services
D) It automates sophisticated data center and standard business processes from a single, self-service
portal

7-18. Cisco has a five-phased cloud plan. Which of the following is not one of the phases?

A) Application renewal
B) Containers and Analytics
C) Cloud Native Stacks
D) Multi-cloud management

8. Basics of Cisco Business Architecture Sales Approach

8-1. Customer relationship takes into consideration the conceptual nature of person as compared to
their detailed nature. What does conceptual nature means?

A) The conceptual nature of a person is about their attitude and their intrinsic and extrinsic motivations
B) The conceptual nature of a person is about their work experience and their intrinsic and extrinsic
motivations
C) The conceptual nature of a person is about their knowledge and their intrinsic and extrinsic
motivations
D) The conceptual nature of a person is about their personality and their intrinsic and extrinsic
motivations

8-2. In terms of Cisco’s business outcome sales roles, there are many variations in the teams that
engage with customers. Which of the following is not one of these teams?

A) Team leadership
B) Marketing team
C) Services team
D) Account team

8-3. What is Cisco’s approach to business outcome sales?

A) It focuses on developing a business-focused view of the customer enterprise and places their needs
and business outcomes from a customer-centric perspective
B) It focuses on enabling their sales team with the necessary tools and products to increase their market
share
C) It focuses on increasing revenue and reducing costs from a customer-centric perspective
D) It focuses on differentiating themselves as a market leader in security solutions from a profits
centric perspective

8-4. In terms of technical focus (“business alignment”), which is not a phase in this approach?

A) Purchase
B) Design
C) Discover
D) Propose

8-5. Which phase of Cisco’s Sales Cycle involves the presentation of the business case to relevant
stakeholders?

A) Analyze and Design

B) Customer Commitment
C) Research and Analyze
D) Design and Distribute

8-6. A variety of factors drive the target state of the business. Which of the following is not a factor?

A) Vision
B) Client engagement
C) Mission
D) Values

8-7. Which of the following is not a factor that drives the target state of the business at a customer
organization?

A) mission
B) values
C) client engagement
D) vision

8-8. Which of the following could be defined as a long-term plan that enables the business to work
toward achieving its vision by considering business operations, value proposition, customers, and
finance?

A) Mission
B) Objectives
C) Strategy
D) Goals

8-9. A business requirement is something that is needed by business stakeholders. Business

achievements should achieve the following except for?
A) Reflected in a business requirements document
B) Describe what the business needs
C) Provide value to the business
D) Provides the overall direction of the business

8-10. Which type of business requirements define the required parameter for a solution?

A) technical requirements
B) general business requirements
C) transitional requirements
D) functional requirements

8-11. A business capability consists of which of the following to enable the long-term strategy of the
business?

A) People, process and technology

B) People, tools, experience
C) Security, enablement, experience
D) Technology, expertise, process

8-12. How do you define a business outcome?

A) a plan that positions a company’s brand or product to gain a competitive advantage

B) a process of estimating future sales
C) a measurable result of an activity or process within the business
D) a strategy that sets out sales targets and tactics for the business

8-13. Which of the following could be considered a business outcome?

A) to nourish people and the planet

B) respect employees, customers, and suppliers
C) implement a direct-to-customer experience by the end of FY 2021
D) customer experience/innovation/fulfillment

8-14. In terms of SMART Business outcomes, what does the “S” stands for?

A) Structured
B) Short
C) Specific
D) Strategic

8-15. What tool helps the Cisco Business Architect to gain and leverage their knowledge of the
customer’s business?

A) Customer Requirement Map

B) Solution Architecture Design Map
C) Business Model Canvas
D) Collaborative Business Model
8-16. How is creating and capturing business value achieved by Cisco?

A) measuring the efforts of every team in delivering on their promises

B) delving into the main issues faced by customers and getting feedback from previous work done
C) strategizing with the sales team on how to empower their sales personnel in attaining business goals
D) determining the business priorities, business capabilities, and business solutions that enable the
customer-defined outcomes