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Lesson 3 Preparing for the Customer Meeting (VSP - MGMT 5)


Q: Which option below represents the best description of the VMware Customer Value Framework?

A:c It is a listing of all the values of the complete VMware value proposition

It is a template that explores the business and relevant personal issues of a power person It is a template used for identifying the customer’s main business issue and associated probing questions (problem, solution, value), directed to specific power persons It is a table containing the five business issues that most affect a power person

Q: When positioning the VMware Cloud Management Solutions, where should we begin?

A:b With the CIO

With the VP of Infrastructure

With the VP of Operations

With the CFO

Q: Which of the following are true about “hopping”? Choose 3 answers.

A:bcd When hopping, you establish a value connection between power persons Hopping includes uncovering the personal problems of the power person, to the extent that these problems relate to the organization. Hopping requires connecting the problems of the power person to a unique VMware solution proposition, uncovering its value. Connecting from a VMware sales executive to an executive in the customer organization would be a good example of hopping.

Q: Upon the first formal meeting with the VP of Infrastructure, the sales representative sits down and asks, “What kinds of problems are affecting your company today?” Is this a good question? Choose the best answer below.

A:c Yes, because it is a general probing question that will get the customer to broadly talk about their issues

Yes, because it’s better to ask only broad questions during the first meeting. No, because the sales representative should have already prepared and found out about the kinds of issues and problems being faced by the customer. No, because broader general questions should be addressed to the CIO and not to the VP of Infrastructure.

Q: Which is the best format for a value question?

A:a What would Situation_X look like and how would it impact Area_Y? (Where Situation_X represents the status achieved by implementing a unique solution, and Area_Y represents the parts of the organization that might be impacted) Where would your company be today if you had a Solution_X? (Where Solution_X represents the solution that can resolve the expressed problems) What problems have you had with Business_Issue_X? (Where Business_Issue_X represents the main business issue that the customer is facing) What do you think you can accomplish with VMware_Solution_X? (Where VMware_Solution_X is the VMware Solution that provides the value that the customer needs)

Q: Which of the following would be the best problem probing question?

A:a What issues have you had resulting from the limitations of your existing management tools to manage your critical SLA’s? What problems can be resolved with the VMware Cloud Management Solution?

What problems have you had with IT complexity and change?

Q: Select the best value probing question.

A:c How would the ability to set dynamic thresholds and generate smart alerts reduce false alarms and time to repair? How would reducing IT complexity improve the efficiency of your organization? How would the vCenter Operations Management Suite impact your organization if it could reduce the number of false alerts significantly?

Q: Select the best problem probing question.

A:a What has been the impact of not meeting SLAs on the credibility of IT?

Where do you see IT five years from now if you continue your existing path?

How would it help to have complete visibility into your virtual and physical environments?

Q: Which of the following would be the best solution probing question?

A:b What has been the negative impact of having too many departments of your IT working in siloes? What if you were able to manage performance, capacity and configuration across clouds via a single unified pane of glass? Which VMware solution would be the best suited for your particular environment?

Q: What should you do when you are positioning the VMware Cloud Management Solution to a customer who has already virtualized much of their infrastructure with vSphere? Select 2 answers.

A:ab

Find out who were the key power persons and circle of influencers who made the final decision to buy vSphere. Always include the VMware champion in your hopping and value selling process and conversations to uncover need for other adjacent cloud management solutions Don’t involve this power person in your customer conversations from your sales positioning, because they already have vSphere and are happy with it. Proceed as you would if they had virtualized with any other vendor.

Q: In Step 1 of the Customer Value Framework, which of the following information do we need to collect? Select three.

A:abc External Drivers

Business Objectives

Unique Value proposition

Internal Challenges

Q: The vCenter Operations Management Suite addresses the concerns of which main power person?

A:c The CIO

The VP of Infrastructure

The VP of Operations

The CFO

Q: By the end of your first formal meeting with the customer, which of the following should you have established? Select 3 answers.

A:bcd A commitment to purchase the VMware solution The compelling and unique solutions and capability that are required by the power person to solve their problems and issues The unique value that the solutions represent to a particular power person’s needs and requirements Strong rapport and confidence with the power person about investing in VMware as the best solution vendor, business partner and trusted advisor

Q: Service provisioning (vCloud Automation Center, vFabric Application Director) falls into the domain of which power person?

A:b The CIO

The VP of Infrastructure

The VP of Operations

The CFO

Q: Which of the following would be the best solution probing question that addresses a strong value connection for operational compliance?

A:a What if you could have a centralized view of your compliance status across Infrastructure and Operations? The vCloud Management Suite will give you a centralized view of your compliance. Will this help your compliance and regulatory auditing efforts? How do you think you can resolve your issues in IT compliance?


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