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Which option describes the 4 Ps that help sales teams understand what the customer needs?
A. Problem, Pattern, Path and Proof
B. Problem, People, Path and Proof
C. Problem, People, Path and Pattern
D. People, Process, Path and Proof
Answer: A
When using the Business Model Canvas, which two options are motivations for creating key partnerships? (Choose two.)
A. Diversification into niche markets
B. Optimization and economy of scale
C. Versatility and innovation
D. Reduction of risk and uncertainty
Answer: B, D
Which two options describe why is it important to develop a trust relationship with stakeholders? (Choose two).
A. In order for them to share relevant information with you
B. In order to make the sales process easier
C. In order to make them like you
D. In order for them to listen to your proposals
E. In order to maximize the revenue you can get from the relationship
Answer: A, D
Which three options describe qualities of business capabilities? (Choose three.)
A. Capabilities are the building blocks of the business
B. Capabilities represent stable business functions
C. Capabilities define business goals and objectives
D. Capabilities are unique and independent from each other
E. Capabilities provide an understanding of business risk
F. Capabilities can be used to determine performance targets
Answer: A, B, D
What is a viewpoint?
A. A perspective from which a view is taken
B. The beliefs and opinions of one or more stakeholders
C. A definition of a job role and how it is impacted by a technology implementation
D. The representation of a related set of concerns
Answer: A
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