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

Q:?The vCenter Operations Management Suite addresses the concerns of which main power person??A:ax bxThe CIOThe VP of InfrastructureThe VP of OperationsThe CFOQ:?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:abFind 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 solutionsDon’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:?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:ax dx cYes, because it is a general probing question that will get the customer to broadly talk about their issuesYes, 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:?Service provisioning (vCloud Automation Center, vFabric Application Director) falls into the domain of which power person??A:cx bThe CIOThe VP of InfrastructureThe VP of OperationsThe CFOQ:?Which of the following would be the best problem probing question??A:aWhat 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