Understanding Customer Needs
Succeed in the Cisco marketplace by learning to understand customer needs.
This course features activities and role-playing exercises that will help you
improve your business acumen and gain skills that are critical to growing your
business while understanding and serving the needs of your clients and potential
customers. In this class, you'll examine the major vertical and horizontal
markets and the competitive and environmental factors that drive behaviors
within these markets. You'll identify the different types of decision makers and
influencers and the ways their roles and responsibilities affect their
decision-making criteria. You will review what drives change in an organization
and the ways in which success is measured.
In this course, you will discover Cisco's approach to the market and learn
how Cisco positions their products to solve different customer needs. In
practice activities, you will have the opportunity to align your message with
Cisco's, map customer needs to Cisco products, and communicate how these
solutions address customer needs. At the end of class, you'll get suggestions on
how to review proposals with clients and how to conduct internal debriefing
meetings to gauge the success of your own approach to understanding customer
Please bring to class a proposal that you're currently working on, or one you've completed, to share with a classmate.