650-175 SMB Specialization for Account Manager

Cisco

What resource would you recommend to a new Cisco partner for a variety of tools?

a) Channel Incentive program

b) Unified Communications for SMB
c) Partner Central
d) Steps to Success

Increased productivity, minimized legal risks, and improvements in "green" operation

can be easily linked to Cisco solutions in which technology area?

a) on the destination network, between the server and a router

b) security
c) voice
d) routing and switching
e) eCommerce
f) web collaboration

What is a useful tool to get solution requirements and pricing in the sales process?

a) Smart Assist
b) Quote Builder
c) Partner Central
d) Visio

What is a primary partner benefit of selling services?

a) increased margins
b) available financing options
c) fewer customer call backs
d) easier customer sales cycle

How does system management differ between Cisco and Cisco Small Business
products?

a) Cisco products are supported by multiple manageability options.

b) Cisco Small Business products are supported by intuitive GUIs.
c) Cisco products offer individual device management.
d) Cisco Small Business products offer multiple manageability interfaces.
Choose the element that differentiates the Cisco SBCS solution from the
competing Avaya IP Office and Nortel BCM 50 solutions.

a) SBCS provides PoE through a modular upgrade.

b) Only SBCS provides bundled conference calling.
c) SBCS supports more analog trunks than the competitors.
d) Only SBCS provides a wireless option.

What are three key differences between the Cisco and Cisco Small Business product
portfolios?

a) device management options

b) ramp-up time for technology integration
c) service and support options
d) appeal to expanding businesses
e) ease of use

Which three beneficial features are found on the Cisco.com website?

a) knowledge transfer resources

b) online hardware replacement
c) network management and diagnostic tools
d) online solution troubleshooting
e) tools to minimize the risk of network downtime
f) online product and technology information

Which of the following links on SMB Partner Central home page provides information
about SMB Specialization training?

a) Tools and Resources

b) Programs and Promotion
c) SMB Select Certification
d) Additional Products and Services
e) SMB University

Cisco Services Support

Which statement best describes what Cisco Smart Care Service provides?

a) bundled, unlimited support with the purchase of any Cisco product

b) bundled technical support and maintenance for Cisco networks
c) fee-based add-on support and tech-to-tech assistance for Cisco products
d) technical support, maintenance, and monitoring to Cisco networks
Which Cisco support service product targets customers with up to 48 users on a
network where voice communication is mission-critical to business operation?

a) SMARTnet Partner Service

b) Cisco Smart Foundation Service
c) Cisco Technical Assistance Center
d) Cisco SMARTnet for SBCS
e) Cisco Smart Care Service

What are three of the attributes sought in a target customer for Cisco Smart Foundation
services? (Choose three.)
Select exactly 3 answer(s) from the following:

a) 50 or fewer network devices

b) comprehensive network-wide support requirements
c) fewer than 250 network users
d) network is not mission-critical to business
e) network is considered mission-critical
f) skilled on-site customer IT staff

Which Cisco support service product is sold, supported, and delivered by partners?

a) Cisco Smart Care Service

b) Cisco SMARTnet for SBCS
c) SMARTnet Partner Service
d) Cisco Technical Assistance Center
e) Cisco Smart Foundation Service

Cisco Management tool

Which two functions does Cisco Configuration Assistant provide? (Choose two.)
a) call forwarding
b) command line configuration
c) wireless connectivity
d) device discovery
e) call routing configuration

Which statement is true of Cisco Monitor Director (CMD)?

a) CMD is an SNMP alarm-based monitoring function.

b) CMD allows monitoring of up to 100 SMBs.
c) CMD provides network management at a Cisco partner location.
d) CMD provides a weekly reporting facility.
Cisco Small
Small Bussines Products

Which three characteristics are true of the ProtectLink Gateway product?

a) provides encryption between a browser and a web server

b) provides web server content filtering
c) is bundled in the SPS platform
d) provides content filtering for e-mail
e) blocks 97% of SPAM
f) protects from spyware and phishing attacks

Which three of the following are bundled components in the SPA9000 Voice system?

a) intercom and group paging

b) voice mail
c) auto attendant
d) web conferencing
e) contact center features
f) a call-management device

Which two features vary the most between Cisco Small Business NSS storage
platform models?

a) RAID versions supported

b) number of drive bays per platform
c) number of CIFS/NFS users supported
d) drive size options
e) FTP sessions supported

A distribution area provides an aggregation point for which components?

Select exactly 1 answer(s) from the following:

a) aggregation switches
b) access-area switches
c) core devices
d) edge devices
e) distribution devices

Which feature is an advantage of the Cisco Small Business VPN Router Series?

a) 802.1g capabilities and support for multiple wireless networks simultaneously

(multiple BSSIDs)
b) QuickVPN (QVPN) client software for simplified management
c) minimal configuration requirements
d) wireless bridging to overcome the lack of physical network cable
Cisco Small Business products address which installation requirement more effectively
than standard Cisco products?

a) use of advanced reporting functions

b) wireless technology integration
c) minimal technical complexity
d) VPN technology integration

Hardware

For which of the following campus LAN areas is the Cisco Catalyst Express 500 Series
Switch most suitable?

a) backbone area
b) distribution area
c) core area
d) access area

For which two reasons are Integrated Services Routers well-positioned for the SMB
market?

a) They scan packets for malicious activity.

b) They offer superior site-to-site routing.
c) They offer the best choice for remote access needs.
d) They require no configuration to install.
e) They are integrated with firewall capabilities.

Select the three features common to the majority of switches in the

Cisco Small Business portfolio.

a) Layer 3 functions
b) VLAN support
c) Power over Ethernet
d) Quality of Service
e) stacking options
f) firewall support

What is the primary purpose of IPS?

a) to provide basic firewall protection

b) to host secure remote communications
c) to provide AIM
d) to scan packets for malicious activity
e) to host Internet connectivity
What Cisco CE520 feature optimizes quality of service?

a) Cisco Network Admission Control

b) Cisco Smartports
c) Cisco Configuration Assistant
d) Cisco Smart Assist

Which three are features of the integrated services routers?

a) fixed configuration
b) voice mail
c) VPN acceleration
d) wireless LAN
e) anti-X
f) IPS

What are two key features that make the ASA5510 a better solution for SMB
than the ASA 5505?
a) intrusion prevention
b) the number of firewall connections allowed
c) double the connection speed
d) the base price under $1000
e) number of VLANs supported

Security

What is the primary use of a remote access VPN?

a) to secure communication between two remote PCs

b) to secure communication between two remote offices
c) to secure communication between an remote PC and the corporate intranet
d) to secure communication between a corporate intranet and the public internet

SMB

In which areas do SMBs tend to require better products than found in retail stores?
Select exactly 1 answer(s) from the following:

a) voice, intranet, and security

b) security, voice, and wide-area networking
c) wireless, intranet, and wide-area networking
d) wireless, security, and voice
bMightyResearch indicated that a significant percentage of SMBs are concerned
about which factor in a UC solution?

a) non-Cisco vendors providing more viable SMB solutions

b) minimized call-center effectiveness
c) cost savings to justify replacing existing legacy systems
d) costs out-weighing benefits

SMB network decision makers commonly site which of the following as typical
network requirements?

a) cost effectiveness, high availability, hosting multiple protocols, hosting web

servers
b) scalability, effectiveness, high availability, mobility
c) QoS, multicast, cost effectiveness, redundancy
d) centralization, security, highly available, scalability

According to findings of the bMightyResearch report, which two

statements about UC Solutions accurately describe the attributes of
SMB decision makers?

a) They are generally well-educated on what UC solutions offer.

b) Only 20% of decision makers understand UC solutions.
c) Many are yet to be convinced of the need for UC.
d) They have a tendency to support current telephony vendors.

What two technologies do SMB customers most often want to implement in the
future?

a) Mobility
b) Optical
c) Voice
d) Telepresence
e) Data Center

Why are consumer-grade access points and routers not the best choice for SMBs?

a) Their upgrade paths compete directly against Cisco upgrade paths.

b) They are not designed for multi-access-point networks.
c) They do not scale well.
d) They have higher total cost of ownership than some enterprise products.
 When trying to sell a security solution to an e-commerce business, which
three business needs should you address?

a) database backups
b) scalability for future growth
c) secure transactions
d) maximum uptime
e) revenue growth
f) time to market

Customer concerns about technology maturity, cost effectiveness, quality of work life,
and increased productivity and accuracy drive product demand in which SMB
technology sector?

a) wireless
b) network storage
c) e-commerce
d) switching and routing
e) security

Smart Business Communications

Which two benefits does Cisco Unified CallConnector provide to customer

communications

a) IM contacts imported to an IP Phone

b) Screen Pops for incoming calls
c) Connect feature in Communications Manager Express
d) click-to-dial access only for WebEx meetings
e) status of coworkers before placing a call

Which four vertical markets is IPsmartSuite focused? (Choose four.)

Select exactly 4 answer(s) from the following:

a) manufacturing
b) financial
c) automotive
d) retail
e) legal
f) healthcare
What advantage does integrated messaging have over standard voice-mail systems?

a) eliminates the need for a live operator to answer the phone

b) forwards voice-mail messages to your email at .wav files
c) provides text versions of your voice-mail messages
d) provides a toolbar to see the status of coworkers

The Cisco 521 Wireless Express Access Point used in the Smart Business
Communications System can be configured to operate in which mode?

a) controller-based mode only

b) either standalone mode or controller-based mode
c) standalone mode only

What is true about the Cisco SBR methodology?

a) provides an opportunity to build long-term consultative relationships with

customers
b) provides an opportunity to sell more products
c) provides an opportunity to build consultative relationships with customers
d) provides an opportunity to build short-term consultative relationships with
customers

The Cisco UC520 provides integrated WLAN connectivity to mobile clients

for which technology?

a) data only
b) voice only
c) data and voice

Identity authentication, protocol encryption, secure guest access, voice over WLAN
features, and a small device footprint are all highlights of what product in the wireless
technology market?

a) wireless monitoring device

b) wireless management device
c) access point
d) wireless bridge
e) wireless LAN controller
Which two CRM servers allow Cisco Unified Call Connector to be configured
for connectivity? (Choose two.)
Select exactly 2 answer(s) from the following:

a) Oncontact
b) Salesforce.com
c) Microsoft Dynamics
d) Siebel
e) ACT!

Which three products reside on the UC500 platform? (Choose three.)

Select exactly 3 answer(s) from the following:

a) Cisco IOS Firewall

b) Cisco IOS
c) Cisco Unified Communications Manager Express
d) Cisco Unified Contact Center
e) Cisco Unified CallConnector
f) Cisco Unity Express

The Cisco UC500 component of the Smart Business Communication System

provides which three functions?

a) Internet server hosting

b) Layer 2 switching
c) Call Manager Enterprise Edition
d) Cisco Unity voice mail
e) Auto Attendant
f) VPN and encryption

Select the three foundational hardware components that comprise the Smart
Business Communication System.

a) Cisco Monitor Directory

b) Cisco Unified Communication 500 series
c) IPcelerate IPsmartSuite
d) Cisco 500 series phones
e) Cisco Unified CallConnector
f) Catalyst Express
Smart Business Roadmap

Which three characteristics are indicators that a potential SMB customer is in the
SBR-defined growth phase?
a) requesting convergence of voice and data
b) providing a customer with a basic up-to-date website
c) wanting greater connectivity for customers
d) needing rapid secure access to customer history, data, or buying behavior
e) focusing on becoming more efficient

What are two components of the Discovery Guide in the Cisco sales approach?

a) recommending a business needs-based solution

b) probing more deeply into the customer's business challenges
c) calculating the customer's business need priorities
d) ranking customer business needs

What are two of the implementation ratings found in the SBR Value Assessment?

a) growth
b) expansion
c) foundation
d) production
e) base

What is a key purpose of the Solutions Recommendation Guide?

a) identify basic needs of the business

b) calculate the business need priority
c) present Cisco products
d) provide a framework of tested and proven models

Which two are elements of the operational-efficiency business challenge?

a) making existing resources more productive

b) improving business processes
c) offering enhanced customer service
d) providing flexible channel and delivery options

What are two benefits for prospects, derived from the Cisco SBR Metodology?
a) increases customer loyalty
b) lowers TCO
c) increases profitability
d) creates a link between business and IT planning
What are two benefits for the Cisco partner, derived from the Cisco SBR metodology?

a) Solution differentiation from the competition allows for premium margins.

b) There is faster implementation of new business applications
c) Proactive planning enhances customer satisfaction.
d) There is less risk through the implementation of proven solutions.

Which two are characteristics of the cost-containment business challenge?

a) reducing upgrade charges

b) adopting new applications and services
c) reducing security breaches
d) using the Internet more

Which three are the phases of the Cisco Smart Business Roadmap?

a) finished
b) implemented
c) optimized
d) growth
e) beginning
f) foundation

The Solutions Recommendation Guide is a framework for creating a customized SMB

solution. In order to create a customized solution, which two components are needed?

a) implementation ratings determined

b) specific products and technology available
c) benefits to the business decided
d) business capabilities enabled
e) business challenges identified

When delivering the results of a Solutions Recommendation, which two of the following
components should be included in the solutions presentation?

a) the benefits of your solution

b) the Value Assessment
c) the Discovery Guide
d) employee concerns
e) additional partner services
Wireless

What are two indicators that a customer should consider the installation of a Wireless
LAN Controller?

a) want to provide employee wireless access

b) want to provide unsecured wireless access
c) need between two and three access points
d) need one access point
e) need more than four access points
f) want to provide guest wireless access