QUESTION 1
When establishing a current view of your customer, which is an appropriate internal source of
information?
A. Service level agreements your firm helped to create, between the customer IT group and
business units
B. Financial analyst forecasts of the company’s revenue for the next 3 years
C. Article on the customer’s new product line, published on an industry web site
D. Websites of partners in the customer’s ecosystem
Answer: A
Explanation:
QUESTION 2
Which customer-provided sources would give you insight into a public company’s recent financial
condition?
A. Quarterly filings with the country financial securities government authority
B. A news article about a private company rumored to be an acquisition candidate for the
customer
C. Supporting information from an RFP the company issued 12 months ago
D. A brochure that describes the company’s history in innovation
Answer: A
Explanation:
QUESTION 3
Why would an investment analyst report be a good source of company information?
A. It will likely give you an inside track on internal management relationships
B. You will find company-endorsed estimates of product level sales growth
C. It can complement company-published data and give you insight for discovery
D. This will report the customer’s actual IT expenditures for hardware, software, services
Answer: C
Explanation:
QUESTION 4
Which two insights would a private company executive expect you to know about their industry?
(Choose two.)
A. Market shares of the top two public and top three private company competitors
B. General timing that new major industry regulations go into effect
C. Revenue growth rate of the company’s two largest divisions, by geography
D. Names of at least two major industry players known for their innovative use of technology
Answer: B,D
Explanation:
QUESTION 5
Which tool or document can help you identify areas of gaps in knowledge about your customer’s
overall strategy and operating model?
A. Business Model Canvas
B. An account coverage plan for your team’s territory
C. A win/loss review from a proposal delivered to the customer 12 months ago
D. Customer’s communications plan for the rollout of a new application
Answer: A
Explanation:
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