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Last Updated: Aug 16, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: SMB Market & Customer Requirements | 25% | - Business and communication needs of SMB customers - Characteristics of SMB segment - Decision-making process in SMB organizations |
| Topic 2: Proposal, Pricing & Closing | 20% | - Pricing models and licensing options - Negotiation and closing techniques - Creating SMB-focused proposals |
| Topic 3: Siemens SMB Solutions Portfolio | 30% | - UC applications and collaboration tools - OpenScape Office and OpenScape Voice overview - Solution positioning and benefits for SMB |
| Topic 4: SMB Sales Process & Opportunity Qualification | 25% | - Identifying sales opportunities - Value-based selling approach - Qualifying customer requirements and budget |
1. Which best describes the contact center solutions that HiPath 3000 offers for managing customer calls? (Choose two)
A) Complex, multi-site contact center functionality networked together into a single system.
B) Functionality ranging from simple call distribution groups to multi-media.
C) In and out-bound call routing systems.
D) Authentication and media and signaling encryption.
2. Which options apply to the Siemens Open Communications strategy? (Choose two)
A) It helps Siemens realize the LifeWorks vision.
B) It provides customers with business value by impacting their growth.
C) It is Siemens' core company strategy and positioning.
D) It helps deliver solutions to only small sized businesses.
3. Which of the following refers to a protocol that is optimized for the transmission of voice through the Internet or other packet-switched networks?
A) Signaling
B) TCP/IP
C) RTP
D) VoIP
4. Which of the following characteristics best describes the IntServ model?
A) The data packets are treated by the network elements on their route through the network in accordance with their class association.
B) Critical data is prioritized over less critical data.
C) The data packets are divided into different service classes and a corresponding service is provided for each individual class.
D) An application signals its bandwidth requirements to the network.
5. Which of the following are characteristics of SIP? (Choose three)
A) It supports multimedia applications for new business process applications.
B) It supports only point-to-point connections.
C) It operates at the network layer.
D) It enables voice and multimedia services such as voice enriched eCommerce, Web page click-to-dial, and instant messaging with buddy lists.
Solutions:
| Question # 1 Answer: B,C | Question # 2 Answer: A,C | Question # 3 Answer: D | Question # 4 Answer: D | Question # 5 Answer: A,B,D |
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