Professional Documents
Culture Documents
Cisco
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Which three reasons make an organizaton conduct Business Transformatonn (Choose three.)
A. Slow processes
B. Poor market-share
C. Reduced proft
D. Consumerizaton
E. Lack of discipline
Aoswern A, B, C
Question 2
Which three benefts are derived from Business Transformatonn (Choose three.)
Question 3
Which two optons are true regarding a customer goaln (Choose two.)
Aoswern A, B
Question 4
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Aoswern A
Question 5
A. KPI's
B. TCO
C. ROI
D. ROCE
E. WACC
Aoswern A
Question 6
Which two optons are direct fnancial benefts of the business outcomes sales-based approachn (Choose two.)
Aoswern A, C
Question 7
Which two optons demonstrate how business outcomes should be outlinedn (Choose two.)
Aoswern A, B
Question 8
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Aoswern D
Question 9
A. CEO/CFO
B. CEO /CIO
C. CIO/CFO
D. CIO/CMO
Aoswern C
Question 10
What tool can be used to determine the LoBs that add value to the customer's businessn
Aoswern A
Question 11
Which LoB focuses primary on growthy profty peopley and cash assetsn
A. Sales
B. Finance
C. Senior Leadership
D. Customer Services
Aoswern C
Question 12
Which three optons are factors you have to take into account when identfying solutons and services in the context
of the customer's industry vertcal to meet their outcomesn (Choose three.)
Aoswern A, D, E
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Question 13
Which two optons are principles of the Cisco business outcomes salen (Choose two.)
Aoswern A, D
Question 14
What is true regarding the drivers for producty soluton and outcome-based salesn
A. In product salesy the driver is about the product; in soluton salesy the driver is about the value of the outcomesy
and in outcome-based salesy the driver is the customer pain points.
B. In product salesy the driver is about the customer pain points; in soluton salesy the driver is about the value of the
outcomesy and in outcome-based salesy the driver is about the product.
C. In product salesy the driver is about the customer pain points; in soluton salesy the driver is about the producty and
in outcome-based salesy the driver is about the value of the outcomes.
D. In product salesy the driver is about the product; in soluton salesy the driver is the customer pain pointsy and in
outcome-based salesy the driver is about the value of the outcomes.
Aoswern D
Question 15
In which phase of the Cisco Integrated Sales Process must the ROI be presentedn
A. Prospect
B. Qualifcaton
C. Proposal
D. Agreement
E. Closing
Aoswern C
Question 16
Which task is part of the Qualifcaton phase of the Cisco Integrated Sales Processn
Aoswern B
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Question 17
Which opton are the stages and order proposed by the Cisco Integrated Sales Processn
Aoswern C
Question 18
When assessing the solutons and services opportunites to increase the pipeline growthy which three optons must be
covered by the solutonn (Choose three.)
Aoswern A, B, C
Question 19
Which three optons are technical value soluton assessment factors that need to be considered and could increase
pipeline growthn (Choose three.)
A. Soluton proftability.
B. Maintenance policies.
C. Conformity to technical standards.
D. Soluton NPV.
E. Need for increased coverage.
Aoswern A, B, C
Question 20
Which three optons are real costs of maintaining outdated technologyn (Choose three.)
A. Time to market.
B. Increased risk.
C. Capital expenditures.
D. Upgrade costs.
E. Total cost of ownership.
Aoswern C, D, E
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Question 21
Which three optons are perceived costs of maintaining outdated technologyn (Choose three.)
A. Time to market.
B. Increased risk.
C. Capital expenditures.
D. Inefcient processes.
E. Total cost of ownership.
Aoswern A, B, D
Question 22
Which two categories of services does Cisco and its partners ofer to enable business outcomesn (Choose two.)
A. Business Services
B. Management Services
C. Migraton Services
D. Enablement Services
E. Operatonal Services
Aoswern B, D
Question 23
Which two optons are benefts of adding Cisco and Partner services to help deliver business outcomesn (Choose
two.)
A. Increased OPEX.
B. Reduced ROI.
C. Increased proftability.
D. Increased revenue.
E. Reducedcustomer loyalty.
Aoswern C, D
Question 24
What is true regarding Cisco solutons that provide capabilites required to meet the customer's future business
needsn
A. The current state of technology will provide the capabilites needed by the customer.
B. Cisco solutons only provide capabilites for the current state.
C. Comparing the current state of technology with capabilites provided by Cisco solutons and services helps identfy
gaps and provide opportunites for more services and solutons.
D. Comparing the current state of technology with capabilites needed by the customery the partner will confrm if the
solutons sold helped solve the problem.
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Aoswern C
Question 25
Which three optons are the features that a KPI must have in order to comply with customer expectatonsn (Choose
three.)
A. Specifc Purpose
B. Measurable
C. Achievable
D. Fair
E. Understandable
F. Logical
Aoswern A, B, C
Question 26
A. Business Process
B. CANVAS
C. Capabilites
D. Milestones
Aoswern A
Question 27
Which is the result of establishing goalsy objectves and smart objectves in an organizatonn
Aoswern A
Question 28
Which three pre-requisites are needed to have KPIs provide informaton regarding progress on reaching goalsn
(Choose three.)
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Aoswern A, B, C
Question 29
What informaton is relevant to validate the progress towards the expected resultsn
Aoswern A
Question 30
Which two optons are additonal metricsy beyond KPIsy that can be considered to measure successn (Choose two.)
A. Price increases.
B. Reduced implementaton tmelines.
C. Customer loyalty.
D. Technology adopton.
Aoswern B, C
Question 31
Which three optons are actons to realize the beneftsn (Choose three.)
Aoswern C, D, E
Question 32
Which three optons are stages of the Beneft Realizaton Managementn (Choose three.)
A. Benefts accountng.
B. Benefts identfcaton.
C. Benefts roles.
D. Beneft measurementy ranking and prioritzaton.
E. Benefts monitoring and review.
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Aoswern B, D, E
Question 33
A. A perspectve expressed by one or more managers who share the same or similar role.
B. A perspectve expressed by one or more customers who may or may not share the same or similar role.
C. The perspectve or related set of concerns experienced by a group of stakeholders.
D. An informal summary of project outcomes used in the management reportng and decision making process.
Aoswern C
Question 34
How might an understanding of business and technology dependencies assist in the development of a phased
implementaton roadmapn
Aoswern C
Question 35
Which three optons are fnancial challenges when determining the fnancial value of a Cisco solutonn (Choose three.)
Aoswern A, B, D
Question 36
A. The adopton of licensed third-party solutons and services may result in a lower NPV.
B. The NPV takes into consideraton the direct and indirect costs of maintaining technology solutons and services.
C. NPV is factored into the ROI calculaton.
D. The opportunity to reduce NPV is a measureable business outcome and beneft to the customer business.
E. The NPV of technology solutons and services indicates the monetary value that those solutons bring to the
business.
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Aoswern E
Question 37
Which two optons are direct fnancial benefts of the outcome-based salesn (Choose two.)
A. Increased NPV.
B. Lower project costs.
C. Process efciencies.
D. Faster tme to market for new solutons.
Aoswern A, B
Question 38
Which two optons are indirect fnancial benefts of the outcome-based salesn (Choose two.)
A. Increased NPV.
B. Lower project costs.
C. Process efciencies.
D. Faster tme to market for new solutons.
Aoswern C, D
Question 39
Which two optons are true regarding chargeback and showbackn (Choose two.)
A. Chargeback is an internal billing mechanism where departments directly pay for their consumpton of IT services.
B. Showback is an internal billing mechanism where departments directly pay for their consumpton of IT services.
C. Chargeback provides departments with visibility to their consumpton of IT services but do not directly pay for the
services.
D. Showback provides departments with visibility to their consumpton of IT services but do not directly pay for the
services.
Aoswern A, D
Question 40
A. It is a number that identfes how sooner in the implementaton roadmap should the benefts appear.
B. It is a matrix that lists the solutons and business priorites of the customery and ranks the solutons according to the
impact they generate.
C. It is a chart to display the importance of Cisco technologies.
D. It is an alternatve to the business outcome-based sales approach.
Aoswern B
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Question 41
Which two optons are reasons why we are seeing increasing levels of business-led changen (Choose two.)
Aoswern B, C
Question 42
Which three optons are the main areas where customers will see the benefts for their investmentn (Choose three.)
A. Demand
B. Payroll
C. Operatons
D. Supply
E. Business
Aoswern A, D, E
Question 43
Aoswern A, D
Question 44
Which optons are three characteristcs of the new billing and licensing models for IT productsy solutons or servicesn
(Choose three.)
Aoswern B, C, D
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Question 45
Aoswern A, E
Question 46
Which two optons are characteristcs you will fnd on a roadmap of business-aligned IT initatvesn (Choose two.)
Aoswern B, C
Question 47
Which three benefts will partners see when creatng a roadmap that aligns IT initatves to the customer's businessn
(Choose three.)
Aoswern B, C, E
Question 48
Which three benefts will the customer see when the partner creates a roadmap that aligns IT initatves to their
businessn (Choose three.)
Aoswern A, B, C
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Question 49
Which three optons are potental customer benefts of agreeing regulary formaly follow up meetngs post
implementatonn (Choose three.)
Aoswern A, C, E
Question 50
Which three optons are potental Cisco and Partner benefts of agreeing to regulary formaly follow-up meetngs post
implementatonn (Choose three.)
Aoswern B, D, F
Question 51
Which opton describes the recommended process for managing service improvementn
A. Defne what you should measure; Gathery process and analyze the data; Present the informaton for management
decision making; Implement correctve acton.
B. Take measurements; Make one or more correctve actons; Take new measurements.
C. Determine requirements; Gather data; Analyze problems; Report on outcomes.
D. Determine requirements; Gather data and analyze data; Take correctve actons; Present management report on
outcomes.
Aoswern A
Question 52
Which opton describes a beneft of using a Balanced Scorecard approach to performance measurementn
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Aoswern C
Question 53
Which two phases of the TOGAF ADM manage the process of creatng a phased roadmap for technology
implementatonn (Choose two.)
Aoswern B, C
Question 54
Which opton can assist with determining technology requirements arising from a customer initatve to implement a
business process improvementn
A. Create a Use Case diagram to model the improved business process and from this determine what technology is
required.
B. Use the Business Motvaton Model to analyze business and technology requirements for a given initatve.
C. Undertake an Ishikawa Analysis to determine root causes and determine how technology can resolve these issues.
D. Perform a gap analysis between "as-is" and "to-be" states to determine what technology will be required.
Aoswern D
Question 55
Aoswern D
Question 56
A. Customer realizes the benefts stated by Cisco and the partner during thenegotaton phase.
B. Customer gets to replace their old systems and solutons.
C. Adopton increases sales.
D. Customer pays only when the technology is adopted.
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Aoswern A
Question 57
Why is it important for the customer to communicate the plan to deploy an IT soluton to his or her organizatonn
Aoswern D
Question 58
A. Key messagesy target audiencey communicatons channelsy roles and responsibilites and success metrics.
B. Key messagesy sales forecasty communicatons channelsy roles and responsibilites and success metrics.
C. Sales forecasty communicatons channelsy roles and responsibilites and sales metrics.
D. Target audiencey communicatons channelsy sales quotay roles and responsibilites.
Aoswern A
Question 59
Which three optons are the purpose of change managementn (Choose three.)
Aoswern C, D, E
Question 60
Which three optons are recommendatons to implement change managementn (Choose three.)
A. Involve real infuencers that help create engagement and support change.
B. Deliver and communicate real business benefts periodically.
C. Consider change has been accepted when it becomes part of the day to day operatons.
D. Only deploy the soluton when 100% of the stakeholders agree.
E. Consider change has been accepted when the partner has signed of the project.
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Aoswern A, B, C
Question 61
Which two optons best describes sales leadership role during outcome-based sellingn (Choose two.)
Aoswern C, E
Question 62
Aoswern A, C, D
Question 63
A. Process to collect feedback from the sales force regarding the efectveness of the solutons.
B. Process to collect feedback from multple sourcesy aiming for acceleratng user adopton of the Cisco solutons.
C. Process to require feedback to Cisco from multple customers.
D. Process that Cisco executes every quarter to ask customer about partner feedback.
Aoswern B
Question 64
Which three optons are skills and behaviors that could be measured using the 360 degree feedback processn (Choose
three.)
A. Strategic thinking.
B. Managing and leading change.
C. Sales quota achievement.
D. Infuencing others.
E. Atachment and renewal rates.
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Aoswern A, B, D
Question 65
Which are the features that a KPI must have in order to have beter impact on the organizaton goalsn
Aoswern A
Question 66
Which informaton is the most important to know early in a business requirements projectn
Aoswern A
Question 67
Which acton is the recommended way to establish trusted-advisor credibility with a senior business executven
Aoswern A
Question 68
Which opton is a way to validate that you have established credibility with a business executven
Aoswern C
Question 69
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Which statement about why stakeholder analysis for a large initatve can be challenging is truen
A. A higher level of politcs and uncertainty typically exists with larger initatves.
B. The IT department most likely has a higher level of infuence as compared to other projects.
C. The stakeholder analysis 2x2 framework -- interest vs. power -- only works for small scope projects.
D. It is necessary to assess 90% or more of the stakeholders for an efort.
Aoswern A
Question 70
Which statement about discovery meetngs for larger scope projects is truen
A. Discovery should be performed to a lower level of detail than for smaller projects.
B. Planning for discovery actvites may take more eforty but this step is essental.
C. The project team should be stafed with more subcontractors to keep the costs down.
D. Request that the customer captures a baseline of needs in advance of your work.
Aoswern B
Question 71
Which statement about how Business Model Canvas diagrams are a useful tool is truen
Aoswern B
Question 72
Aoswern C
Question 73
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D. It shows a path for projects or initatves that is consistent with the architectural directon.
Aoswern D
Question 74
Aoswern C
Question 75
Aoswern D
Question 76
Aoswern B
Question 77
Aoswern C
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Question 78
Aoswern A
Question 79
A. You must identfy how many transactons should be included in a system test cycle.
B. You must understand the major process steps a customer wants for collaboraton among its sales force personnel.
C. You must identfy the network capacity required by a new Cisco TelePresence system.
D. You must estmate a company's cash fow impacts from upgrading security sofware to the latest version.
Aoswern B
Question 80
Which step is important when you defne pain points for a multdepartment business initatven
A. Prioritze needs and opportunites across the full scope of the departments.
B. Ask each department to rate their priorites on a 1-10 scale of importance.
C. Use a survey to gain feedback on service-level expectatons for network infrastructure.
D. Avoid using customer estmates of benefts since the departments are likely overstatng value and competng for
funding.
Aoswern A
Question 81
A. It shows the specifc cost that is associated with each process step.
B. It depicts the major communicatons actvites that are executed by senior execs.
C. It shows relatonships between key pieces of the customer's operatng model.
D. It shows the dependencies to realize benefts from a new IT infrastructure efort.
Aoswern C
Question 82
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Which opton describes what extending requirements analysis allows you to don
Aoswern C
Question 83
A. They allow you to prototype the user interface without full development of all screens.
B. They give the customer a way to relate needs and potental benefts through example situatons.
C. They increase your infuence with the customery because scenarios selectvely show your industry insight.
D. They show the customer what is possible with the latest version of your technology solutons.
Aoswern B
Question 84
Aoswern C
Question 85
Aoswern B
Question 86
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Aoswern A
Question 87
A. Identfy the major capabilites that are needed but are not present today in the operatng model.
B. Identfy specifc problems with executon of the customer's network management process.
C. Defne new sofware that is required for stronger security and threat preventon.
D. Increase the customer's level of awareness about Smart Soluton features and value.
Aoswern A
Question 88
Which statement describes the recommended level of detail for analysis when you frst identfy Cisco Architectures
and Smart Solutons that could meet business needsn
A. A fne level of detaily to provide the most informaton for benefts determinaton.
B. A high levely with focus on the major architectural or Smart Soluton elements that provide signifcant beneft.
C. A high level for architectures and low level of detail for Smart Solutons.
D. There is no recommended level of detail. Do the analysis as based on the skills and knowledge of the account team.
Aoswern B
Question 89
Which optons describes a main objectve for identfying Cisco Architectures and Smart Solutons early in the sales
processn
A. to give the account team the most elapsed tme for closing a sale with the customer
B. to infuence the customer's requirements so that they ft the Cisco solutons portolio
C. to provide a baseline for the solutons design actvitesy and to leverage proven oferings in the Cisco portolio
D. to keep the opportunity more focused on standard solutons vs. needing to design out custom or account-specifc
capabilites
Aoswern C
Question 90
Which statement about Partner capabilites combined with Cisco soluton elements is truen
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D. They provide a way to meet customer or industry-specifc needsy beyond the general Cisco core oferings.
Aoswern D
Question 91
Which acton is the recommended way to describe business unit benefts from upgrading a customer's 2-year old
networkn
Aoswern B
Question 92
The customer has previously implemented a Cisco network management soluton. You have an opportunity to
improve security and threat detecton. Which approach is an appropriate way to te together the benefts of the
solutonsn
A. Explain how the security sofware leverages underlying capabilites of the network management soluton.
B. Describe how proprietary technology elements provide the customer with the most advanced solutony which
eliminates risk to a business unit.
C. Identfy the fnancial benefts not yet realized with the network management solutony and ensure they can be
atained through the security soluton.
D. Select the top fve value-added aspects of the security solutony and model the fnancial beneft under three
scenarios. This exercise gives insight into possible levels of beneft.
Aoswern A
Question 93
A. This shows the customer that you have a strong understanding of the Cisco portolio.
B. It greatly shortens the tmeframe and number of hours it takes to implement a complex soluton.
C. It allows you and the customer to assess risks and opportunites for situatons involving integraton and critcal
prerequisites.
D. It allows you to see a detailed picture of customer responsibilites across an implementaton efort.
Aoswern C
Question 94
When you rate the severity of technical constraintsy which acton should you take for an unexpected obstaclen
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A. Resolve the obstacle as soon as possible to reduce the likelihood that a customer uncovers this new informaton.
B. Assess the impact on the soluton implementaton and benefts to the customery and then explain the situaton in
context of the big picture.
C. Note the obstacle for atenton in the next phase of work.
D. Identfy ways to address the problem and choose the lowest costy fastest opton available.
Aoswern B
Question 95
A. The customer does not have enough capacity to deliver video at an acceptable performance level.
B. Users for the soluton are not yet executng new processes for which video is a core capability to improve business
results.
C. The steering commitee has not yet seen a demo of the video soluton.
D. Two of the customer's lead architects disagree on the approach for network management.
Aoswern B
Question 96
Aoswern C
Question 97
Which acton is the recommended way to address a business constraint on "user training tme"n
A. Create a self-study module and inform users that they are responsible to train themselves as tme allows.
B. Revise the training so that it fts into tme available from the busiest users.
C. Train a core set of users and develop a plan for them to get others to the required level of executon capability.
D. Extend the project tmeline and delay future deployment or the next phase untl users are trained.
Aoswern C
Question 98
A. The customer is more likely to invest because Cisco or the Partner is commitng to a specifc level of fnancial
beneft.
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B. The customer IT executve can beter identfy how the soluton afects their headcount for problem resoluton.
C. The customer's business and IT personnel can have improved dialogue about the solutony its impacty and optons
for deployment.
D. The lead customer business stakeholder is given a detailed explanaton about the value of most advanced
technologies.
Aoswern C
Question 99
Which statement describes a risk that is associated with relying on a customer's IT departmentn
A. The tmeframe for executng the tasks may be longer than if Cisco or a Partner did this work.
B. The business unit executve uncovers that the soluton required some customizatony tailoringy or confguraton.
C. The IT executve takes credit for an actvity which Cisco or the Partner should have executed.
D. The total cost of implementaton is lower than you originally antcipated.
Aoswern A
Question 100
Which opton best refects informaton that must be captured before you create the business casen
Aoswern B
Question 101
Which statement about assumptons that are defned when you create the business case is truen
A. They refect best case situatons for obtaining the highest level of beneft.
B. They are defned to reduce the risk that the customer is unhappy with soluton benefts.
C. They should refect factors or actvites that are not yet knowny but require some estmate or basis to develop a
credible business case.
D. They should be validated only with the IT representatvesy not with business unit personnel.
Aoswern C
Question 102
Which example is a business case assumpton that is most likely to be provided by the IT executven
A. The expected weighted cost of capital can defne the rate of return.
B. The number of personnel can be reduced in the business unit due to automaton.
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C. IT transacton volumes will grow 10% annually for the next 2 years.
D. The business will outsource customer service to a third party.
Aoswern C
Question 103
Which acton should you take when you analyze fnancial and non-fnancial factors for a business casen
A. Remain objectvey using facts where possible and assumptons where needed.
B. Use assumptons for fnancial items more heavilyy but leave nonfnancial items more general.
C. Ask the customer business executve to sign of on nonfnancial factors because the IT department typically has
limited impact on them.
D. Limit communicatons to only a few nonfnancial factors because they are of litle impact on a decision.
Aoswern A
Question 104
Aoswern D
Question 105
A. Only list two possible choices to make it easiest for the customer to make a selecton.
B. Communicate informaton about various optons at a relatvely similar level of detail.
C. Provide analysis to the lowest level of detail for each of the available choices.
D. Only provide data on Cisco and Partner solutons. If ecosystem partners are used in the solutony refer the customer
to these companies for soluton informaton.
Aoswern B
Question 106
When you select a solutony which opton should guide your decisionsn
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Aoswern C
Question 107
A. Support solutons that can be fully implemented with current capabilites on the IT staf.
B. Give extra weight to projects that give the business unit responsibility for risky actvites.
C. Bring the IT and business executves together where possible to forge a unifed viewpoint.
D. Push investments out to the futurey where possibley to delay larger investments.
Aoswern C
Question 108
Which acton should be done when you present the business case to stakeholdersn
A. Focus mainly on near-term investments and leave discussion about rollout untl afer a pilot is complete.
B. Give a comprehensive picture of the costsy beneftsy and consideratons that the customer should think about.
C. Ask the IT executve to publicly commit their support for your recommendaton.
D. Be cautous when you discuss the risks that the organizaton should consider to gain support without raising
possible challenges.
Aoswern B
Question 109
Who are the two primary users of an implementaton strategyn (Choose two.)
Aoswern D, E
Question 110
A. They should allow for the shortest total project elapsed tmey regardless of risk.
B. They should have a good balance across a variety of business groups.
C. The tming should be realistcy given the scopey budgety risky and potental benefts.
D. The duraton should be set by a single executve sponsor so that accountability is easiest to determine.
Aoswern C
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Question 111
Aoswern C
Question 112
Aoswern A
Question 113
Aoswern B
Question 114
Which opton describes a reason to document the benefts and risks expected from a business casen
Aoswern B
Question 115
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Aoswern B
Question 116
Which statement describes why it is important to separate major from minor problems in getng expected beneftsn
Aoswern D
Question 117
You are working on a project to install a new RFID system for a logistcs company. Which obstacle to realizing benefts
should you expectn
A. The users have not been trained to capture before and afer data points.
B. Transacton volumes are 5% diferent than expected.
C. The system is in a pilot stage.
D. The infrastructure has not been in producton mode for at least 3 months.
Aoswern A
Question 118
You are working on a project to install a new RFID system for a logistcs company. Which obstacle to realizing benefts
should you expectn
Aoswern B
Question 119
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Aoswern B
Question 120
Aoswern C
Question 121
Aoswern A
Question 122
Aoswern A
Question 123
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Aoswern B
Question 124
Aoswern B
Question 125
Aoswern C
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