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Exam: 646-230

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Vendor Cisco
Certification Advanced IP Communications Sales Specialist
Exam Code 646-230
Exam Title Advanced Unified Communications AM
No. of Questions 61
Last Updated 07/10/2017
Product Type Q & A with Explanation
Question & Answers Download
Test Engine Download
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646-230 AUCAM
Advanced Unified Communications AM
 
 Associated Certifications: Cisco Advanced Unified Communications Sales Specialist

 Exam Description
 
The 646-230 AUCAM Advanced Unified Communications AM exam test a candidate's knowledge of the skills needed by an account manager to articulate an advanced Cisco Unified Communications solution to an enterprise customer.
 
 Exam Topics
 
The following topics are general guidelines for the content likely to be included on the Remote Access exam. However, other related topics may also appear on any specific delivery of the exam. In order to better reflect the contents of the exam and for clarity purposes, the guidelines below may change at any time without notice.
 
 Develop business requirements for a Unified Communications customer
 
* Qualify an opportunity with a customer
 * Identify key customer business drivers (Virtualization, Mobility, Compliance, Globalization, etc.)
 * Identify customer needs/pain points from responses to probing questions
 * Identify appropriate responses to typical customer objections
 * Identify the lifecycle services required to support solution deployment and management
 * Identify the individuals influencing the product decision-making process
 * Describe typical legacy integration/migration
 
 Describe the value of convergance in Cisco Unified Communications solutions
 
* Describe the benefits of a converged solution in a customer environment.
 * Describe the market trends pushing converged solutions
 * Describe how solutions can leverage customers' existing infrastructure
 * Describe how solutions can simplify customers' operations
 
 Describe the capabilities of Unified Communications solutions
 
* Describe the positioning of various UC Products/Systems
 * Describe the differences between Unified Communications Manager and Unified Communications Manager Express
 * Describe the features and functionality of UC Endpoints -- include XML as an endpoint feature
 * Describe the features and functionality of Unified Communications Manager.
 * Describe the features and functionality of Unified Communications Manager Express and Unity Express
 * Describe the features and functionality of UC Applications (Messaging, Conferencing, Contact Center, Video, Emergency Responder, etc.)
 * Identify Unified Communications Management tools
 * Describe the features, advantages, methods and benefits of security in a Cisco Unified Communications Solution
 * Identify appropriate Cisco UC add-on solutions (Collaboration, Mobility, Contact Center, Presence)
 
 Describe the value propositions of Unified Communications solutions
 
* Describe how UC solutions can increase employee productivity
 * Describe how Cisco Unified Communications improves customer responsiveness
 * Describe how Cisco Unified Communications can enable a collaborative business environment
 * Describe the ROI gains realized by a Cisco Unified Communications solution
 * Identify the unique advantages of Cisco's solutions over the competition -- converged infrastructure, network services, etc.
 
 Describe the Account Management resources for selling Cisco Unified Communications Solutions
 
* Describe the Cisco resources available to assist in the sales cycle (Sales Central on PEC and PDI Helpdesk, ROI Calculator, etc.)
 
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