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Simens SOCA Sales Small & Medium Businesses (SMB) Sample Questions:

1. What is an important part of the sales qualification process?

A) Understanding the psychological drivers of the business owner or manager.
B) Predicting that the size of the small and medium sized business market for communications is stable.
C) Enabling employees to remain connected whilst out of office.
D) Ensuring faster decision making for outstanding customer service.

2. Which factor affects small and medium sized businesses' ability to make informed decisions about technology?

A) Unclear business strategy.
B) Lack of dedicated IT staff.
C) Lack of market knowledge.
D) Customer segmentation.

3. Which of the following are benefits of open-ended questions? (Choose two)

A) Open-ended questions demonstrate to your prospect that you understand his business.
B) Open-ended questions generate detailed and complete information on a prospect's problem areas.
C) Open-ended questions help you develop an initial understanding of your prospect's business issues and problems.
D) Open-ended questions demonstrate to your prospect that you're interested in learning about their business.

4. Which advantages of hybrid systems make them the largest part of the Small and Medium Business (SMB) market? (Choose two)

A) The solutions are rated as the best communication solutions in the industry.
B) The solutions are easy to deploy and require no maintenance.
C) The solutions have additional flexibility of IP telephony.
D) The solutions have all the traditional features of voice communication systems.

5. Which best describes the Optimize customers under OpenPath?

A) Customers who want to replace the older systems with new unified communication solutions.
B) Customers who want to make operational cost savings with minimal change to their current infrastructure and systems.
C) Customers who want to focus around the implementation of new applications and solutions in their own right.
D) Customers who will make specific investments in upgrading some elements if the business case is right.

Solutions: