01/02

Which program is designed to build G&T program managers?

Select th option(s) thatapply andcfic/c submit.

0 (al Elevate Wings l

0 (b} Elevate Wings 2

,x (c) Elevat• Wines 3

(d)
Cat•lyst

--- -
02/02

To convince the customer about our ability to execute a G&Tengagement, is

it critical to showcase G&T leaders who can be deployed on the project?

Select theoption(s} that applyond elide submit.

0 (a) Yes

(b) No

(cl Maybt

' '
01/02

The following is a success measure for competency programs for G &T:

Select theoptions thot apply andclick submit.

(a) Percentage of associates who completed any of the G&T

competency development programs

(b) Percentage of G&T trained associates workin& in active

G G&T
engagements

{c} Ratio of G&T trained ossoci3tQs to numbor o-f iidive GST.

t!nf3ecmonts

(d) R3no of C:&T eneae:cmc:ints to number of TCS auoc:i tcs

02/02

Thefollowing is the primary tool created to help associates, accounts and

units gain a deeper understanding of each of the capabilities in the G&T

framework:

Select 1he options thot opply and click submit.

(a) G&T Capability Execution Pfaybook

(b) G&T Capability Execution Handbook

,
(c) G&T Guild Guldtbook

(d) l\on• of th• above

♦ I • •.
01/02

What are the core objectives of industry/market trend analysis?

Seltc!!heoption{s} thatopp/yond dicksubmit.

@ (a) Understand pot•ntlal upcoming business chall1ngu

(?} (b}Rte:ommend approprlitt solution to addreu futurtchallenges

(,\ (c}Steer buslneu planning

I
,
,- (d) All of 1he •bovt

I
 °""""'
02/02

What are the benefits of industry/market trend analysis?

Select the option(s) that apply and clicksubmit.

X) (a) Identify pos,ible opportuniries in th• market

{b) Influence the prospects and customers

.. (cl Plan for Investment In people and technolo,y

, (d) All of the above /

\
Oi.}02
'
fu

The Corporate Marketing Research Team

provides research data only for the pre-sales and

sales
nctions. ...

Select the options that apply and click submit.

0 (a) True

.......
I..,, I (b) False

lnco11e<1
 •

02/02

Who should be well aware of market trends

to identify potential opportunities?

Select the options that apply and click submit.

0 (a) Sales Team

0 (b) Solution Team

@ (c) Finance Team

[ (d)IT
>' Team

X
 01/02

Thesuccess of Analyst Connects is a key enabler in

TCS market positioning.

Select the option(s) thatapply and click submit

(a) True

- X (b) False

'
.,.. •
.
.... I ,- -

.
,..u.. ,r
02102

The objectives of Analyst Connects include:

Select the optfon(s) that apply and dick submit.

@ (a) Insights

@ (b) Exposure

x- (c) Influence

(d) All of theabove

01/03

TCS already has contracts in place with leading

analyst firms.
..
Select the options that apply and click submit.

0 (a)Tru
e

-
IX',
' _, (b}False

Co, rtc1

' ' ....

Analyst connects canhelp drive the G&Tsales

enablement initiatives through:

Select the options that apply and click submit

(a) Creation and curation of various

artifacts, like pre-approved content, for
0 Sales Enablement by leveraging Knome
and TCS Digital Store

(b) Analyst report distribution and

customer impact workshops to drive
0 sales conversations and thought
leadership

(c) Sales enablement initiatives that

leverage positive analyst rankings and
quotes

(d) All of the above

---.
-
Qumlon

03/03

A well-planned and successfully managed

AR program is important to achieve the G&T

objectives of TCS.

Select the options that apply and click submff_.

(a) Yes

(b) No

•
,, • $2!
Q<,atlon

01/02

Focusing on strategic priorities of CXOs involves:

Select the option(s) thotapply ond click submit.

B (a) Analyzing market trends

(b) listening to customer's challenges

B and aspirations

(c) Understanding the organization's Business and IT Initiatives

..

, (d) Tryins to build a personal connect ,vhh the CXO

.
02/02

Good customer relationship management can help in:

Select theoption(s) thatapply and click submit.

El (a) Enhancing customer satisfaction

(b) Bringing more business to the organization

G (c) Developing insights into Industry trends

(d) Anticipatini; strategic changes in customer

organizations
 .
Qt.estbt

01/02

What should you do to be ready for a customer CXO

meeting?

Select the options thatopply and click submit.

G (.i) Know each executive's profile and background

Gl
'-----'
(b)Know the priorities of each CXO

(d) Identify a set of WIIFM for the CXO

El (c) Have trend analysis data for the CXO priorities

T,{.).i' l
41:J....JW C 4W 11P :;;..
.-,.,:. '.
 02/02

Interactions that have not converted into business is a

success metric for good customer relationship.

Select the options thatapply and click submit.

0 (a) True

I
(b) False

lncorrtn

) •
1
 01/02

How can external forums influence customers?

Select the option(s} that apply and dicksubmit.

E] (a) By establishing TCS' market standing

El (b) By demonstrating the art of possible

•

(c) By shov,1casing ho\\/ TCS is driving new G&T

0 opportunities

(d) By creatini; joint opportunities and go-to-market plans with customers

1 V •
02/02

The objectives of bringing outside-in view include:

Select the option(s) that apply and dicksubmit.

(a) Sell TCS capabilities regardless of the customer

context

(b) Expand the footprint of TCS within the customer

El organization

(c) Demonstrate TCS' market presence and reach

El

(d) Showcase how TCS has solved similar other

rl problems and helped customers
01/02

External forums allow TCS to sell offerings regardless of

customer's needs.

Selecr theoptions thatapplyand click submit.

(a)Tru
e

0 (b) False

1'1COJ'rtCI
QwstlM

02/02

Where will we learn about TCS' solution capabilities and G&T

stories?

Select theoptions thatapply and click submit.

(a) Ultimatix (Sales)

(b) Knome (Blog)

(c) TCS' Digital Store

(d) There is no such place in TCS

.
 01/02

The benefits of strategically positioning TCS IP/IP assets

include the following:

Select of/ the options thatapply and click submit.

[:J (a) Build sustainable competitive advantage

[:] (b) Drive more revenue growth

x1 (c) Focus on the end user

(d) Contain costs

I
I
-- X •
r < rt , wf ,_

Qurst/on

02/02

Strategic leveraging and positioning of TCS IP/IP assets asa

capability is a crucial differentiatorfor TCS while engaging

with a customer in their G&T journey.

.
Select the option thatapplies and click submit.

(a) True

(b) False
 •

01/02

Thecriteria for measuring success ofTCS IP/IP assets

positioning include:

Select all the options that oppfy and click submit.

(a) Number of customer confirmations for

[:I successful deployment of TCS IP/IP assets in their
G&T programs

G) (b) Cost of filing IP

., (c) Revenue specific to TCS IP/IP Assets

(d)) Total number of G&T deals

•
02/02

While planning about IP, you would also need to think

about

r
Select all the options thatapply and click submit.

B (a) Number of times the IP will be reused

Fl (b) R&D leading to IP

(c) Technical skills or the training required by

G
employees
I
{d) None of the above
I

I I
•
Qwstlon

01/02

TCS network of partners includes niche technology

developers.

Select the option{s) that opply ond click submit.

r; (a) Yes

(b) No

•
 02/02

Which TCS initiative provides an environment for

sophisticated IT research in leading-edge technologies

across various domains?

Select the aptian(s} thatapply and click submit.

(a) TCS Co-Innovation Network (COIN"')

(b) TCS Pace Port'"

y
(c) TCS Alliances

I •I I
I
 01/03

Which of the following is a key measure to track the

success of the capability Partner Connect to Leverage

Ecosystem?

Select the options that apply and cl/ck submit.

(a} Partner solutions offerfngs proposed to

'X'
the customer

(b) Combined solutions offerlngs proposed to the customer t

I

II (c) TCS solutions offorlnes proposed to the customer

=•-• W-
,
.._
.• ,.
:
If a client is concerned about the proposed solution

because the TCS-introduced partner is not well

known, what will you do?

Select the options that applyand click submit.

(a) Let the client know that TCS cannot be

0 held accountable for the partner.

(b) Assure the client that TCS has all the right
•
safeguards in place to deliver the solution in case
of an unforeseen Incident related to the partner,
and then ensure that those safeguards are in
place,

(c) Let the client knov,1 that nothing can go \Vrong with the partner.

, {d)Let the client know that this lsa risk and

there Is no mitigation.
Qursdon

03/03

You should reach out to the togain

a deeper understanding of the partner ecosystem.

Select cht opt,OIIS chat appfy and click submit.

" {a) Project Manai;er

(bl ProJtCt Leader

(cl Solunon Architect

-•
•

= •
 •

Q- t
01/05

A well-defined problem stateme t hasstakeholder mapping

and problem statement alone, with no reference to value
enclosed:

Select the option thatapplies and click submit.

{a) True

(b) false

•
02/05

The Value Discovery phase focuses on:

Select the option thatapplies and dick submit

0 (a) Solutioning

(b) Identifying the rfght problem to solve

)< (c) Designing the right architecture for a problem

••.
•
(d) Coming up with a portfolio of problems •

I
 •

03/05

Problem Framing is a way of: r

Select theoption that opp/Jes andclick submit

@ (a) Brainst_erming

x (b) ldeating

(c) Design Thinking

(d) Mind Mapping

I
X
•

-...:::=::::.-=..=::·.:... :.;.===-- -
•
 •

04/05
1

Thebest way for Value Discovery is:

X (c) Developing a blueprint I
I
I
Select the option thatapplies and c/iclc submit.
!
''

@.,' r• I
(d()a)PArodbolpetimngFarafamil•infagst
approach
'
·-
( _) '.'J (b)Brainstorming ideasX

lnc.01, t< t
'I

I
1-----=--= · -

05/05

G&TInnovation relies on:

Select the option thatopp/ies ond click submit.

0 (a) POCs, not MVPs

'x' (b)MVPs, not POCs II

!
I
., (c) Both MVPs and POCs '
' •
I,

I•
I•
l
(d) Clear problem definition I

•
Qwstb)

01/02

The benefits of PoV include the following:

Select all the options thatapply and click submit.

(a) Need for extensive execu n

(b)Early satisfaction of customer requirement

, (c) Identification of value of the product/solution

,
L,

fx] (d) Need for more time and resources •

•
 •

02/02 a tool for satisfying customerrequirements in the

phase.
A PoV is

presales
Select the option thatappliesand dick submit.

0(a) True

(
(b) False

r
'

•
_r,

l.,t
Q..-

01/02

Itis important to onboard a set of end users in

r
thedevelopment of a PoV.

Select the option thatapplies and click submit.

0 (a) Early

(b) Midway

(c) late

,(d)) The time of onboardini; does not matter

•
 02/02

Measuring the success of a PoV Demonstration, using the

methods described here, include:

Select theoption thatapplies and click submit.

(a) Number of customer cohfirmations of

successful deployment of TCS IP/IP assets in their
G&T programs

-
XJ (b)Cost of PoV

sful conversion of Proof of Value (PoV) demonstration into opportunities for successful
transfo

(d) Total number of G&T deals

 •
OUT

I
r
a....,.,,,
01/02

Consultative selling is a delivery system of value:

Select the option{s) that opply and clicksubmit.

(a) True

y (b) False

Coreen

II
02/02

What impact does Consultative Selling typically have on

the sales cycle:

Select theoption(s) thatopply and click submit

@ {a) It length ns the cycle

(.,,• (b) It shortens the cycle

-
- X
(c) It has no impact on the cycle

(d) The two are mutually exclusive

X
QIM!stlOII

01/03

Consultative Selling is not able to free price from cost.

Select theoptions that apply and cliif. submit.

(a) True

I
(b) False
I
r

X
 02/03

Which of the following attributes does Value have?

Select theoptions thatapply and click submit.

G (a) Muchness

0 (b) Smoothness

•
(c) Soonness

G (d) Sureness

"
X
 •

01/02

The benefits of Solution Envisioning using the design

thinking process include the following:

Select the option(s) thatapplyand click submit

0 (a) It is an adaptable method.

0 (b) It can be carefully tested.

(c) Its focus is on the end user.

Ix(d) It follows the tried and tested Waterfall model.

X
03/03

In a Consultative Selling approach you cannot measure

success by the impact you have on customers.

r
Select theoption that applies and click submit

0 (a)
True

(b) False

ltl(OI ftct
 . - -

02/02

Don Norman, the American Researcher, Professor and ,..

Director of The Design Lab at the University of California,

San Diego, wrote a book on design thinking, titled

·
Select the option(s) thatapply and click submit.

(a) The Design of Comple>< Things

IX
(b) The Design of Rare Things

(c) The Design of Everyday Things

(d) The Design of Valuable Things

02/03

Theactivities associated with defining the 'solution' using

design thinking concepts, include:

Select the options thot opply ond click submit.

El (a) Develop

0 (b) Discover

El (c) Deli

[°Y
]
Qwsdon

01/03

The activities associated with defining the 'problem' using

design thinking concepts, include:

Select theoptions thatapplyand Jilek submit.

El (a) Discover

-_ -_-_-_-_-_-_-_-_-_-_-_-_-_-_-_-
,---_-_-_-_-_-_-_-_-_-_- -_

_-_G-_-_-_- _ - _ - _ - _-_-_-_-_-(b ) D e f in e

_-_-_- , ,
0 (c) Deliver

,-- -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ -_ _-_ - _J--,

(d) Art1culota

-I
03/03

Ways to measure the success of a solution design include:

Select the option thotapplies and click submit.

B (a) Desirability

B (b) Feasibility

0 (c) Complexity

B (d) Sustainability

X •
01/02

Networking, as a skill, is useful to;

Select the option(s) thatapply and click submit.

0 (a) Leadership and senior executives

0 (b}Associates in sales and client facing roles

(c) Program managers working with

multiple stakeholders

(d) Everyone
 OV02

Good leadership Networking would help in:

Select the option(s) that apply and click submit

G (a) Enhancing customer satisflction

G (b) Bringing more business to the organization

El
l
(c) Developing insights into industry trends

(d) Anticipating stratei;ic changes in customer

organizations
- EXri

Question

01/03

Networking skills cannot be developed by introverts.

'
Select the options app and click submit.
that l

'Xi (a)
True

(b) False

X
 02/03

The formal TCS policy document to leverage social media

is available on:

Select the options thot apply and dick submit.

,?i (a) Ultimatix (Sales)

(b) knome (Blog)

(c) knomax (HR Penal)

,, (d) There is no such policy In TCS

l
l •
 Which of the following provides an indication of the

success of an individual's networking capability?

Select theoption thatapplies and click submit.

G (a) The number of leaders in the individual's

active network

The number ofals orengagements the individual has been able to close by using the
netwo
G

(c) The amount of revenue generated by

business brought in through the network I
(d) The
L- --
I
number of net\vorking events attended in a year by the individual
 01/02

Why isprototype/PoC/PoTimportant to G&T deals?

Select the option that applies and cfick submit.

(a) It helps us to demonstrate the solution

to the business problem

(b) It demonstrates how emerging

0 technologies can solve the business
problem

-
(c) We gain the mindshare of the customer

"'(d) All of the above

••
 01/02

The following techniques/resources can be leveraged to

develop prototype/PoC/PoT:

Select theoption that applies and click suf:f1it.

(a) Design thinking workshops, ideathons,

0 hackathons

(b) TCS Pace Port'"

I ,,,.
•x 1 (c) TCS COIN'" partnerships

(d) All of the above

•
I f y a«7 .,..,,cc Ml 17 Tl C ht :dn:r it 7¥:tnft I • •

02/02

Select all the correct statements:

(a) PoC/PoT is used to test the new

El technologies for specific concepts

(b) Prototype is used to validate the business

El functionalify with end-users

0 (c) PoC/PoT is always driven by the customer

(d) All the above

j X
"'.
02/04

TCS will own the IP of the prototype/PoC/PoT if it is

r
developed using:

Select the option thatapplies and click bmit.

(x, (a) TCS intellectual capital

(b) TCS' pre-existing IP

(c) TCS confidential information

(d) All of the above

•
I
02/02
...
Which of the following resources can be leveraged

for Prototype/PoC/PoT?

Select theoptions thatapplyand click submit

(a) Industry/marketend analysis

(b) Technology trend analysis

EJ (c) CXO stakeholder view of

priorities

I;< (d) TCS competitor product information

;
. •
 ,, II

EXIT

Qut<tlol>

01/04

TCS can claim IP rightsof the prototype if it is developed

using customer confidential information or using

customer pre-existing IP.
I
I
I

I
Select the option that applies and click submit.

-
'x (a) True

(b) False
04/04

Identify the correct statement(s) ifTCS is developinga

prototype/PoC/PoTthat is its own IP.

(a) The team working on the

prototype/PoC/PoTshould be allocated to a
El TCS SWON {a"f not allocated to a customer
WON).

(b) The prototype/PoC/PoT should be

developed using TCS infrastructure (and not
the customer infrastructure or in customer
ODC).

(c) The team can use customer email IDs to

0 exchange Information.

(d) TCS account team can demonstrate the

prototype/PoC/PoT to a customer wlthout an
!DA.
• I
 •

01/02

Lifeline Survey is conducted for the customer

CXOs.

Select the option that applies and click submit

(a)True

' XI (b) False

Cosrec1
02/02

The following systems/methodologies/frameworkscan

be leveraged while developing prototype/PoC/PoT:

Select theoption thatapplies and Jick submit.

@(a) TCS IP Asset Registry (TIPAR)

(b) TCS Digital Store

l
, , (c) TCS Cognitive Delivery Platform (CDP)

(d) All of the above

/:
Q st/on

03/04

AsTCS is shapingand developing the G&T opportunity, there is a

greater probability that TCS can retain the IP of the

prototype/Poe/PoT.

Select the option that applieJand click submit.

(a) True

(b) False

,/
01/02

For accelerated prototype/PoC/PoT development, one

should visit TCS IP Asset Registry (TIPAR) and evaluate if

any assets can be reused.

Select the option thatapplies a1d click submit

(a) True

, -
xl (b)False

-
CSS and Lifeline analytics are used to:

Select the option(s) that applies and click submit.

(a) Understand tCse strengths and

2] opportunities for improvement in the
account

(b) Draw insights on TCS performance

across various segments

(c) Help customers to define their

business priorities

(d) Enable TCS sales and marketing

teams to create a sales pitch

X
 - - - -
-

Qurmon

01/03

Lifeline Survey and CSS analytics include

insights into various feedback c.ategories, like

geography, country, P&l unit, group client,

service line, and others.

Select the option that applies and click submit.

• I
(aT}rue

, 1
(b) False

l
I
 •

01/02

Which program is designed to build G&T program

managers?

Select the option{s} that apply and clicksubmit.

0 {a) Elevate Wings 1

0 {b) Elevate Wings 2

-
> < {c) Elevate Wings 3

(d) Catalyst

l
CSS/Lifeline Analytics is a Value

Discovery capability because:

Select the option(s) that applies and clicksubmit

(a) It enables projects and accounts to

collect and analyze customer
feedback

(b) It provides a high-level view

to the sales team of customer
perceptions and expectations

[x] (c) It enables projects and accounts

to create action plans addressing
dissatisfiers and OFls

(d) It helps the marketing team to

,, identify G&T Partner accounts to
collect best practices

I
 ./
- -·---
CSS and Lifeline analytics are used to:

Select the option(s} that applies and clicksubm;t.

(a) Understand strengths and

G opportunities for improvement in the
account

(b) Draw insights on TCS performance

across various segments

(c) Help customers to define their

0 business priorities

(d) Enable TCS sales and marketing

teams to create a sales pitch

X
02/03

G&T Partner Score is computed based on:

Select the option that applies and click submit.

0 (a) CSS feedback

(b) Lifeline vey feedback

IX'
(c) Customer
interview
'

, -, (d) None of the above

02/02

To convince the customer about our ability to execute

a G&T engagement, is it critical to showcase G&T

leaders who can be deployed on the project?

Select the optlon(s) thatapply and click submit.

0 (a) Yes

(b) No

y (c) Maybe
02/02

The following is the primary tool created to help

associates, accounts and units gain a deeper

understanding of each of the capabilities in the G&T

framework:

Select the options that ppply and click submit

(x, (a) G&T Capability Execution Play book

(b) G&T Capability Execution Handbook

{e) G&T Guild Guidebook

(d) Mone of the above

•

03/04

1he flnancia\ review of the contract must be

performed

Select the options that apply and click submit

la) Delivery Head

0

. Manaoef

lb) Susiness finance "

E
\I nee Group
\c) oe\iverv E)(cee
\_
 •

Question

02/04

Which aspects need to be considered while coming up

with financial terms and clauses in a contract?

Select the options thatapply and click submit.

G (a) Dependencies on the customer

G (b) Usage of third-party tool

•
(c) Subcontract involvement

;
(d) Team competency

\
 01/02

The following isa success measure for competency

programs for G&T:

Select theoptions that apply and click submit.

(a) Percentage of associates who completed

G any of the_G&T competency development
programs

B (b) Percentage of G&T trained

associates working in active G&T
engagements

{e) Rotio of G&T trained ossociates to number of active G&T ene;,eements

(d) R;,rio of G&T eneoecr-ncntto ""mbcr of TCS

associ.Jtes
01/04

Financial terms and clauses only define the charges for

the services
Select the opuon thatapplies and click submit

0(a) True

(b) False
t

I
X

IU(OtletC

-. .
\"jj ' /

,.
04/04

Examples of Exceptional Clauses are:

Select the options that apply and dick submit.

0 (a) Deferred payment of Invoice

0 (b) CMMI maturity of IT Partner

0 (c} Service Level Agreements

(dl Purchasing customer products

What objective does Brand Positioning fulfil during the

value proposition phase?

Select theoptions thotapply ond click submit.

(a) Helps in positioning our solution and

El delivery roadmap

El (b) Eliminates competition '

'

G(c) Establishes TCS as a Trusted Partner

'
(d) Establishes an ecosystem of partners !
I
02/02

If you share a whitepaper with your customer that is

published on the TCS website, it will help in brand

•

positioning.

Select the option thotapplies and click submit.

(a) True

X
(b) False

.
01/02

What are the three horizons for purpose-led growth?

Select the option(s) that apply and dick submit.

G (a) Build digital core

(b) Create partner driven ecosystem

(c) Transform and gro\v around purpose-led

El ecosystems

(d) Innovate buslness models

01/02
•

What are the most effective success measures of brand

positioning?

Select the option(s) that apply and click submit.

B (a) Participation in eve1ts (Leader speak)

(b) Social Media Image (Quotient) of TCS

B leaders/Subject Matter Experts
-

0 (c) Media advertisement

f/ (d) None of the above

 02/02

Who are primarily involved in brand positioning within

customer fraternity?

Select theoption(s) thatapply and click submit.

G (a) CMO

El (b) Marketing Lead

(c) Solution Lead

•
(d) r J,:,rie e,f the <1bove .•

i X
1 •
I
01/02

Brand positioning could be established through:

Select theoption(s) that apply and dicksubmit.

0 (a) Case Studies

(b) Products and Platforms

(c) Patents and Innovations

(d) Participation in Industry Forun,s

•
Question

02/05

Which are the acceptable formats for testimonials?

Select the option(s) thatapply and dick submit

(a) Case Studies

(b) Informal A/;,preciations

(c) Video Testimonials

(d) Media Coverage

X
01/05

The objectives of a testimonial capability are to:

Select the option(s} that apply and dick submit.

(a) Mai tain a repository of customer

testimonials commending TCS'
G&T capabilities

(b) Ensure customer testimonials

arefrom the CxO level

(c) Ensure the customer endorses our

strong legacy solutions

,. (d) All of the above

I

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 03/05

The capability 'Testimonials' is strongly related to

the following capabilities:

Select the option(s) thatapplyond dick submit.

(a) G&T story amplification

(b) Business value articulation

0 (c) Proof of value

demonstration

I (d) Brand Positioning

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05/05

What are the channels for amplification of

customer testimonials?
Select the option(s) thot apply and click submit

(a} tcs.com 'i°rtal

(b}Digital Store

(c)TCS Annual Report

Fl (d) G&T Case Studies

 01/02

The advantages of Bundling TCS IP are:

Select theopUon{s) thatapply and click submit.

0 (a) Vendor Loq<-in

(b) Cost-effective
solution
(c) Easily customizable solution

-- {d) Faster
implementation

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 •

02/02 ,.,

Bundling of Products and Capabilities approaches

are:

Select the option(s) that apply and click submit.

G (a) COTS product and custom solution

Fl (b) TCS IP ancl: COTS products

(c) TCS IP and custom solution

Fl (d) Only custom solution

•I
04/05

What do we expect the customer should highlight in the

testimonial?
Select the option that applies and click submit.

0 (a) TCS digital capabilities

(X \
- (b) TCS Products/Platforms/IP Assets

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(c) Relevant G&T capabilities
x - ,

(d) All of theabove

I 01/02

By 'Capability' we mean:

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(a) Domain expertise

E1 (b) vices

Digitarl

/ - (c)Third-party products

(d) Global Delivery Centers

l X
02/02

Which of the following are TCS IP?

Select the options thatapply and click submit.

G (a)Jile ™
.

0 (b)SalesforceTM

l::J(c)BaNCS™
I

EJ (d) Optumera™

-
 •

02/02

The TCS BFSI Platform for Life and Pensions continues to be

the operating model of choice for the industry looking

to reimagine customer experience:

Select the option thatapply ond click submit.

0 (a) Manufacturing

, x, (b) Life sciences

(c) Insurance

(d) Energy & Resources

• •
01/02

Our Co-Innovation Network™ (COIN"') is a rich and diverse

collaborative network. It allows collaboration with:

Select the option(s) thatapply anddick submit

r

0 (a) Alliance partners

G (b) Venture capitalists

G (c) Research and academic

institutions
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Ix (d) Customers

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01/03

TCS' consulting-led transformation framework creates an

intelligent enterprise with a range of capabilities. The

framework allows for:

Select the options that opply and click submit

I
(a) Increased operJ:ctng cost

(bl Innovation driven business stratei;ies

(c) Organizational chani;e manai;ement

(d) Pre-configured business and industry solutions

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Theimpediments towards customers' growth and

transformation programs span multiple areas. Which of these

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are NOT impediments to these programs:
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Select theoprlon that app/les and cfick submit.

•

(a) Share val e of e company

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0 (bl Structure of the organization

(c) leadership skills

El (d) Remuneration of the CEO

02/03

Organizations with successful growth & transformation

programs:

Select theoptions thatapplyond click supmit

G (a) Deploy high-caliber talent

(b) Have business-led modular technology platforms

(c) Have leadership commitments driven only by middle manai;ement

(d) Have an Integrated strate.;y with dear

transformational goals
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02/02

What are the measures that indicate successful solution

delivery roadmap?

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A solution delivery roadmap typically consists of:

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01/02

Which of the following are business values?

Select the optfon(s) that apply and dick submit.

0 (a) Increased Revenue Growth

0 {b) Faster time to

Market

0 (c) Reduction in Change Requests

0 (d) Increased Customer Base

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It lsalways possible to do one-to-one mapping of

business outcome KPls with engagement IT

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01/05
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 03/03

Tocommit business value to the customer in the 'Value

Proposition' cycle, which of the following should we

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Business outcomes and IToutcomes are not the same.

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Improvement of Net Promoter Score (NPS) of our

customer depends on-

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Question

02/02

Identify the capabilities influencing Solution Framing.

Select theoptions that apply anddick submit.

.
G (a) Solution Envisioning

G (b) Consultative Selling

G (d) Proof of Value demonstration

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01/02

The objectives of a solution framing approach include:

Select the option that applies and ctick submit

El (a) To design ar:ustomer-specific solution

(b) To build a skilled proposal team

(c) To provide differentiated

solution with respect to competition

0 (d) All of the above

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01/03
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Wh t arethe steps in a solution framing approach?
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G (a) Understar,d the problem statement

.EJ (b) Brainstorm and ideate solution

l
(c) Demonstr1te Proof of Value

El {d) Gather and analyze input

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03/03

What do we consider for measuring the success of Solution

Framing?

Select theoptions thatapply and click submit.

El (a) Pool of cainpetent solution architects

(b) Overall cost of the project

El (c) Usage of problem-solving techniques

E] (d) Design changes needed during execution

 Quest/Oft

01/03

Which of the following are useful tips for contract

.
-
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negotiation?

I
Select the options thatapply and click submit.
I
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E] (a) Listen patiently to the other party
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E] (b) Be prepared for anticipated questions

@ (c) Start with low priority clauses

0 (d) Keep track of ch es

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02/03

What competencies should the solution team possess?

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(a) Ability to .work at varying level of

El abstraction

El (b) Ability to model and visualize solutions

(c) Ability to add and maintain value as it

El is built

(d) Ability to give the solution a realistic

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01/02

What are the steps for contract negotiation?

Select the option(s) that oppfy and dick submit.

.
0 (a) Understand the goal of the contract

0 (b) Assess associated risks

0 (c) Know applicable laws

0 {d) Keep open ended clauses

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02/03
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I How would you measure the success of contract I
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negotiation?
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(a) Time to complete negotiation

(b) Amendments to contract without

scope change

(c) Business relationship between

EJ the
parties

EJ (d) Participation of key stakeholders

Review of Delivery Commitments is needed t-o

Select the option(s) thatapply and didcsubmit.

B (a) Validate feasibility of commitments

(b) Remove difficult commitments

El (c) Identify and address potential risks

.
.
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02/03

Which are the success measures of effective Delivery

Commitment Review of a G&T engagement?

I Select the options thot apply and click submit.

(a) Schedule Slippage

G (b) Effort
Slippage

G (c) User Acceptance Defects

(d) None of the above

•
01/03

Whichof these is a mandatory approach for Delivery

Commitment Review?

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@ (a) Delivery representative in bid team

0 (b) Deal Stage Review by delivery team

(c) IQMS procedure for proposal/contract

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03/03

Who are the key stakeholders in contract negotiation?

Select the options that apply and clicksubmit

0 (a) Engagement Owner

I

El (b) legal Counsel

El (c) Business Finance Manager

El (d) Sales Lead

Q116rion

02/02

Delivery Commitments include -

Select the opUon(s) that apply and click submit. 1

01
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result in:

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G (a) Minimum surprises during execution

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