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5. The sales team wants to close the sales process. They need to make sure that the scope and all other recommendations for project execution are analyzed, documented, and agreed upon by the customer. They are now looking for documentation that defines the formal services agreement and outlines the engagement in enough detail that they can make a decision. Which document can the sales team use to support the implementation proposal?
A. Statement Of Work
B. Project Charter
C. Project Plan
D. Microsoft Dynamics Pricelists
Answer: A�
6.A prospective customer asks your sales person to prove that the proposed solution supports the specific industry requirements. You need to ensure due-diligence is achieved. What should you recommend? Choose the 2 that apply.
A. A joint application design (JAD) or prototyping session where the software values/code tables are configured or populated in the session.
B. A system test or demonstration of exactly how the software will be used at the customer site; participants
must have an expectation that the project is still in design and feedback on key points is needed.
C. A demonstration of the software and processes through realistic Customer Business Scenarios that include representative customer data.
D. A scripted and well prepared proof of concept.
Answer: C D
7. You need to map requirements in the Fit Gap Analysis Worksheet to appropriate categories to help scope the level of effort required. Which of the following categorizations provide the most insights from a project scoping and cost analysis perspective?
A. Fit, Gap
B. Finance, Sales and Marketing, Purchase, Warehouse, Manufacturing, Service, Marketing, Customer Service
C. Critical, Non-Critical, Important, Optional, Out of scope
D. Standard Feature, Configuration, Workflow, Customization, ISV Solution, Other
Answer: D
8.You collaborated with the Solution Sales team to strategize how to execute a Business Case Assessment. Which customer benefits do you realize when you execute a Business Case Assessment? Choose the 2 that apply.
A. Estimates on Return on Investment (ROI)
B. A detailed project plan
C. Total Cost of Ownership (TCO)
D. Business Process Re-engineering
Answer: A C
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