Building Scenario

8/2/2019 Building Scenario

1/30


2/30

Industry Knowledge (20 Questions)

Competency Question and Answer(s) Remediation SourceRequiredor Pool?

1 Industry Knowledge

Identifies primary roles of customers within anindustry and details at leastfive industry-related topicsto discuss with someone ineach role

bld.industry knowledge.01

Identify typical concerns of a person in the role of an architect. Select two answers.

Efficiency, accuracy, and output quality (Answer)

Profit, liability, and customer satisfaction (Answer)

Building performance analysis

Quality and liability

Safety, reliability, and durability

Foundation for Success PreworkCourse Code (ID): CRS-EN-09-O-3168

Pool


Identifies primary roles of customers within anindustry and details at least

five industry-related topicsto discuss with someone ineach role


Identify typical concerns of a person in the role of an engineer. Select four answers.

Construction management and project management

Profit, liability, and customer satisfaction (Answer)

Quality and liability (Answer)

Safety, reliability, and durability (Answer)

System design performance (Answer)


Pool


Demonstrates knowledgeof the AEC industry keymarket segments, drivers,challenges, and trends


What three-letter acronym is used globally to define the integrated processthat allows architects, engineers, and builders to explore a project digitallybefore it is built?

BIM (Answer)BPMIPDSDA

Autodesk Revit Architecture 2010(presentation)

Autodesk Partner Portal >Sales and Marketing >Products > Architecture >Autodesk Revit 2010 >Autodesk Revit Architecture2010 Sales Presentation(pptx) (slide 3)

Required


3/30




Identify the two most significant opportunities in the building industry forAutodesk solutions.

Building information modeling (Answer)

Construction cost overrunsConstruction documentation

Residential and home building projects

Sustainable design (Answer)


Pool




Which of the following building markets offers you the largest salesopportunity?

Commercial (Answer)

Industrial

Interior design

Residential

Foundation for Success Prework

Course Code (ID): CRS-EN-09-O-3168

Required




Open the SGC Associates scenario. Which two conceptual design challenges

is SGC Associates most likely trying to address?

Better design information is needed to support decision making. (Answer)

Design changes required by the engineering teams are difficult toincorporate.

Efforts spent during the design phase do not carry through into the schematicphase. (Answer)

Sustainable designs that meet local building regulations are too timeconsuming to produce.

Autodesk Revit

Architecture 2010(presentation)Autodesk Partner Portal >Sales and Marketing >Products > Architecture >Autodesk Revit 2010 >Autodesk Revit Architecture2010 Sales Presentation

(pptx) (slide 5)

Pool


4/30


Identifies the industrysegments and describesthe primary businessissues, initiatives, anddrivers of each


Identify three business challenges common to the AEC Building industry.

Ability to win repeat business. (Answer)

Clients who expect more efficient, sustainable designs. (Answer)

Lack of raw materials and labor.

Standardizing work processes and tools to increase efficiency.

Too much time spent on low-value tasks. (Answer)

Autodesk Revit Architecture 2010(presentation)Autodesk Partner Portal >Sales and Marketing >Products > Architecture >Autodesk Revit 2010 >Autodesk Revit Architecture2010 Sales Presentation(pptx) (slide 4)

Pool




Select the two TRUE statements about the AEC Building industry.

80% of AEC cost is in the operation of a building over its lifecycle. (Answer)

Owners and contractors always benefit the most from building informationmodeling.

Productivity suffers during the transition to building information modeling.

The Architectural Design segment has the largest and most establishedAutodesk customer base. (Answer)

Foundation for Success

PreworkCourse Code (ID): CRS-EN-09-O-3168

The Five Fallacies of BIM ( http://images.autodesk.com/apac_sapac_main/files/five_fallacies_of_bim_mar08.pdf )

Pool




Identify three global market forces typical in the AEC Building industry.

Business performance management

Climate change (Answer)

Scarcity of materials (Answer)

Urbanization (Answer)


Also -Lesson 2:Understanding theArchitectural IndustrySelling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264

Pool


Summarizes typicalproblems faced bycompanies in the industry

Identify the three typical challenges associated with the schematic designphase of an AEC project. Select all that apply.

Difficulty communicating design intent through construction documents.

Extended review cycles resulting from the need to communicate the design.

Foundation for Success Prework


Pool


5/30

bld.industry knowledge.10 (Answer)

Multiple options must be considered. (Answer)

Not enough information prior to making important decisions. (Answer)

Problems tracking design and documentation changes among process

participants.11 Industry Knowledge

Summarizes typicalproblems faced bycompanies in the industry


Identify two of the typical challenges associated with the documentationphase of an AEC project.

Difficulty communicating design intent through construction documents.(Answer)

Extended review cycles resulting from the need to communicate the design.

Opportunities to consider multiple design options prior to documentation.

Problems tracking design and documentation changes among processparticipants. (Answer)


Pool


Classifies strengths andweaknesses of competitivesolutions for specific

customer scenarios


SGC Associates is also meeting with Bentley Systems, Inc., to discuss howBentley Architecture could assist them in meeting their goals. Identify two threats from this competitor.

Complete support of the building information modeling workflow.Global presence with significant local content and standards. (Answer)

Low cost software. (Answer)

Parametric software to reduce errors during construction.

Software that includes engineering design capabilities for structural,mechanical, electrical, plumbing, site design, and roadway design.

This can be found inSelling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264

Lesson 6Attachments: PositioningArchitectural Solutions againstthe Competition

Pool


6/30


Classifies strengths andweaknesses of competitivesolutions for specificcustomer scenarios


SGC Associates is also meeting with Bentley Systems, Inc., to discuss howBentley Architecture could assist them in meeting their goals. Identify thethree TRUE statements about this competitor so you can determine how tobest position yourself against them.

Bentley Architecture requires the purchase of MicroStation. (Answer)

Bentley has an extensive network of channel partners worldwide.

Integration consulting and technical support is done only from the UnitedStates. (Answer)

The Bentley product suite is generally considered good, comprehensive, andwell countrified. (Answer)

The Bentley subscription program is weak.

This can be found inSelling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264

Lesson 6Attachments: PositioningArchitectural Solutions againstthe Competition

Pool


Demonstrates knowledgeof the AEC industry keymarket segments, drivers,

challenges, and trends


Identify three global industry trends that impact the AEC industry.

Aging workforce

Building information modeling (BIM) (Answer)

Globalization (Answer)Shrinking development cycles

Urbanization (Answer)

Autodesk Revit Architecture 2010(presentation)Autodesk Partner Portal >Sales and Marketing >

Products > Architecture >Autodesk Revit 2010 >Autodesk Revit Architecture2010 Sales Presentation(pptx) (slide 3)

Required




Using coordinated, consistent information throughout the buildinginformation modeling (BIM) process enables customers to perform whattypes of activities? Select all that apply.

4D simulation and phasing (Answer)

Environmental certification

Coordination and clash detection (Answer)

Real-world prediction and visualization (Answer)

Spend less time in the preliminary and schematic design phases

NEW Value of BIM for theAEC Industry course

there is no course ID yet, butthis will be in Module 2Leveraging BIM

Required


7/30


Diagrams typical industryworkflows to documenthow information flows, thepeople and teams involved,and the organizationalstructure supporting theworkflows


Place the following tasks of a typical architectural design workflow in thecorrect sequence.

Correct order:Schematic design phase

Design development phase

Construction documents phase

Construction procurement phase

Construction phase contract administration

Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264

Also: the new BIM course:NEW Value of BIM for theAEC Industry courseAEC and the evolution ofBIM module

Required


Describes the daily tasks of architects, designers,drafters, and contractorsand how using Autodeskproducts can help them

work more effectively


Identify three professional services that an architect typically offers to his orher clients.

Construction economics (Answer)

Geographic information system mapping

Land-use planning

Monitoring of construction (referred to as supervision in some countries)(Answer)

Project management (Answer)

Rapid prototyping

Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264

Pool




Which three AEC business objectives can be impacted positively by a designvisualization solution ?

Delivering high-quality work under tight construction schedules

Delivering project documentation in multiple formatsImproving communication (Answer)

Improving efficiency (Answer)

Focusing on the early stages of design, such as modeling (Answer)

TitleSelling Design Visualization forAEC Building


DescriptionUnderstanding the importanceof Visualization in the Buildingindustry. Attendees will beable to address the value of

visualization as acommunication andpresentation tool for the

Required


8/30

architecture community


Describes the valueproposition for designvisualization in terms of ROI and differentiates theimagery output of Maxfrom that of other keyproducts (e.g., Revit)


Identify three TRUE statements about design visualization and the AECindustry.

Autodesk 3ds Max Design is the only effective Autodesk tool thatarchitectural firms can use to produce visualizations for in-process designreviews.

Architecture is the largest market for Autodesk 3ds Max Design.(Answer)

Autodesk solutions for design visualization include Autodesk 3ds MaxDesign, Autodesk Showcase, and Autodesk Design Review.

Realistic visualizations can make getting approvals from zoning boards easier.(Answer)

Visualizations can save an architectural firm both time and money.

(Answer)

TitleFoundation for Success -Prework English


Pool


Describes the valueproposition for designvisualization in terms of ROI and differentiates theimagery output of Maxfrom that of other keyproducts (e.g., Revit)


Select two ways the Autodesk Design visualization solution improves yourarchitectural customers return on investment (ROI)?

Compelling animated visualizations complement the BIM process. (Answer)

The ability to produce design visualizations may provide an advantage inwinning competitive bids. (Answer)

Visualizations eliminate the need for onsite analysis.

Visualizations enable architectural firms to produce accurate project costevaluations.

TitleFoundation for Success -Prework English


Pool


9/30

Customer Knowledge and Qualification (10 Questions)

Competency Question Remediation Source Requiredor Pool?

1 Customer Knowledge andQualification

Discusses business issuesand impacts withcustomersbld.customerknowledge.01

Open the SGC Associates scenario. What is single most significant businesschallenge that SGC Associates is experiencing?

Productivity

Quality (Answer)

Risk

Technology


Required


Adjusts the strategy andprocess for the differentlevel of an organizationbld.customerknowledge.02

What concerns or traits are you likely to encounter when working with aperson in the Principal Partner role? Select all that apply.

Cares about product features

Concerned about the cost of technology

Relies on peers and the advice of IT and business managers (Answer)

Seeks to reduce the firms risks and liabilities (Answer)


Pool


Adjusts the strategy andprocess for the differentlevel of an organizationbld.customer

knowledge.03

Identify the typical responsibility or motivation for a person in the Architect role at a multidisciplinary firm like SGC Associates.

Cares about liability

Concerned with productivity

Motivated by profits

Motivated by new detailing features in CAD softwareMotivated by respect from peers (Answer)

Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264Lesson 4:Identifying ArchitectureTarget Customers

Pool


Adjusts the strategy andprocess for the different

level of an organizationbld.customerknowledge.04

Identify the responsibilities or motivation for a person in the ArchitecturalDesigner role at a multidisciplinary firm like SGC Associates. Select all thatapply.

Cares about liability

Concerned about creating a visualization to show clients design intent

Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264Lesson 4:Identifying ArchitectureTarget Customers

Pool


10/30

Concerned with productivity (Answer)

Motivated by profits

Motivated to get drawings completed (Answer)

5 Customer Knowledge and

Qualification

Applies best practices forqualifying a customer (e.g.,Target Account Selling budget, compelling event,timeframe, good fit)bld.customer

knowledge.05

Open the SGC Associates scenario. What is the compelling event for the SGC

Associates account?

A project is experiencing significant delays that have halted construction andplaced the project in jeopardy. (Answer)New legislation is being considered that would affect the energyconsumption requirements for local buildings.The firms business is growing rapidly.As a current AutoCAD user, SGC Associates is likely to require additionallicenses or updates to support their expanding business.The compelling event is unknown.

Target Account Selling (TAS) Required


Defines key terminologyrelated to qualification

(e.g., compelling event,power person/decisionmaker, etc.)bld.customerknowledge.06

Identify the two correct statements about a power person in a typical salesscenario.

A gatekeeper is considered a power person because s/he has the ability torestrict your access.

Any individual at a company who can influence the decision has power.(Answer)

Any person who can say yes or no to a decision has power. (Answer)

There is only one power person for each sales transactionthe singlehighest-level decision maker at the company.

You should only meet with the power person you have identified for a salesdeal.

Selling AEC(Course not available yet)Plan module

Pool


Adjusts the strategy andprocess for the differentlevel of an organizationbld.customer

knowledge.07

In which of the phases of building information modeling will the architectbegin to experience the benefits of BIM, such as improved accuracy anddesign quality?

Phase 1: Model (Answer)

Phase 2: Leverage

Phase 3: IntegrateAll three phases experience these benefits equally

BIM online course Required


11/30



level of an organization

bld.customerknowledge.08

Which of the following design visualization topics is the best businessbenefit to discuss with a person in the role of Principal of an architecturalfirm?

Autodesk 3ds Max Design can improve studio efficiency.Design visualization and BIM improve customer intimacy by helping tocommunicate design intent. (Answer)

Reusing BIM data reduces data rework.

Specialists can spend more time creating advanced visualization and lesstime analyzing 2D drawing data.



Pool

9 Customer Knowledge and

Qualification

Adjusts the strategy andprocess for the differentlevel of an organization


Which of the following design visualization topics is the best to discuss with

a person in the role of Interior Designer at an architectural firm?

Autodesk 3ds Max Design improves studio efficiency with other teammembers.

Design visualization and BIM improve customer intimacy.

Autodesk 3ds Max Design uses realistic material and light based onindustry standards. (Answer)

Reusing BIM data reduces data rework.

Specialists will spend less time managing data.



Pool



level of an organization


Which of the following design visualization topics is the best to discuss witha person in the role of Senior Architect at an architectural firm?

Autodesk 3ds Max Design improves studio efficiency with other teammembers.

Design visualization and BIM can help to win projects.

Design visualization and BIM improve customer intimacy.

Design visualization helps you produce award-winning projects.

Autodesk 3ds Max Design enables daylight analysis and contextual studies.(Answer)



Pool


12/30


13/30


14/30

bld.solutiondevelopment.07

Design Visualization (Answer)

DWFx Support

Interference Check (Answer)

Room Volume Calculations

Surface Patterning

Sales and Marketing >Products > Architecture >Autodesk Revit 2010 >RevitArch_Top10_final.docx

8 Solution Development

Describes the processchanges related to theadoption of the solution


What is the single, most-significant factor for the successfulimplementation and company-wide adoption of building informationmodeling (BIM)?

A documented BIM implementation plan

A successful pilot project

Customized staff training on workflow changes

Executive management buy-in and commitment (Answer)

Sufficient funding

found in the NEW Value of BIM for the AEC Industrycourse, there is no course IDyet, but this will be in Lesson4 Getting to BIM

Pool


Describes the processchanges related to theadoption of the solution


When planning a building information modeling (BIM) pilot project,what recommendations should you provide the customer to helpensure the pilot is successful? Select all of the best practices thatapply.

Before a pilot starts, the pilot team should be trained on the BIMsoftware solutions and workflow changes. (Answer)

If possible, hire a BIM consultant. (Answer)

Select a large project for the pilot to ensure the company will

experience a significant return on investment.The pilot should be conducted using a team that resides in a minimumof four locations.

The pilot should be conducted using a team that resides in a singlelocation. (Answer)

found in the NEW Value of BIM for the AEC Industrycourse, there is no course IDyet, but this will be in Lesson4 Getting to BIM

Required


Designs a completesolution (e.g., software,implementation services,

Select three flexible licensing benefits for Autodesk Subscription customers.

Extra territory rights (Answer)

Subscription Sales Trainingand Best Practices forAutodesk PartnersCourse Code (ID): CRS-EN-10-O-2637

Required


15/30

training, Autodesksubscription, adjacent orcomplementary Autodeskproducts, etc.) to solveprimary customer businessissues


Home use (Answer)

Laptop installation

Previous version usage (Answer)


Describes the solution inthe context of Autodesksdivisional industrymessaging


Autodesk Architecture, Engineering, and Construction design software helpspeople improve the way they work. What categories of tasks does this broadportfolio best address?

Design and build projects

Design and evaluate projects

Design, build, and manage projects (Answer)

Design, build, and retrofit projects

Design, evaluate, and build projects

50-word elevator pitch to beused at OTC

Required


Describes the solution inthe context of Autodesksdivisional industrymessaging


The Principal of an architectural firm is interested in learning how building

information modeling (BIM) will enable him to win more sustainable designprojects. What two pieces of information directly related to sustainability should you share with him?

BIM enables people to determine if a building will meet current regulatoryenergy mandates. (Answer)

One advantage of BIM is the ability to get various views and details directlyfrom the model. The information stays coordinated and changes made to themodel update automatically in the construction drawings.

The BIM process helps to generate coordinated and consistentdocumentation directly from the model, which significantly reduces waste.

Using BIM analysis tools, buildings can be designed to more efficiently useenergy, raw materials, water, and land. (Answer)

Using the BIM model to generate high quality visualizations helps increasethe speed of project approvals.

Value of BIM for the AEC

Industry(not released yet)

Pool

13 Solution Development Open the SGC Associates scenario. Based on what youve learned about SGCAssociates, what would you recommend as the ideal Autodesk solution for

Pool


16/30

Designs a completesolution (e.g., software,implementation services,training, Autodesksubscription, adjacent or

complementary Autodeskproducts, etc.) to solveprimary customer businessissues


this company? Select all of the components that apply.

AutoCAD

AutoCAD Civil 3D

Autodesk Buzzsaw

AutoCAD Revit Architecture Suite (Answer)

Autodesk Ecotect Analysis (Answer)

AutoCAD Revit MEP Suite (Answer)

AutoCAD Revit Structure Suite (Answer)


Quantifies and articulatesthe value of a proposedsolution in terms of theoverall impact to acustomers business tobuild the business case for

a solution


What are the three primary benefits of design visualization to the AECindustry?

Communicating to ensure the design is understood. (Answer)

Exploring design concepts. (Answer)

Maximizing the collaborative process of project team members.

Producing project cost evaluations.

Validating designs in context, taking into account light analysis and materialchoice. (Answer)



Pool


Relates the valueproposition of the solutionusing customer-centriclanguage


How does Autodesk recommend that you approach selling designvisualization to your AEC customers?

Approach the technical buyer first.

Focus primarily on the customer workflow.

Review the individual features with the customer.

Sell the business value. (Answer)



Pool


17/30

Sales Process (8 Questions)


1 Sales Process

Describes the primaryprocesses and tools relatedto core salesmethodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)

bld.sales process.01

You are reviewing the information you gained from an initial meeting with apotential AEC customer. Select the information that best represents thecompelling event for this customer.

There is a well-defined project budget with a line item for software upgrades.

A new law was passed that imposes stricter building regulations. (Answer)

During the meeting, the CAD Manager stated his desire to move to AutodeskRevit Architecture.

All of this information combines to form the compelling event for thisscenario.

Target Account SellingCourse Code (ID): JP-CRS-JP-10-C-2405

Required

2 Sales Process

Describes the primaryprocesses and tools relatedto core salesmethodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)


The TAS Opportunity Assessment helps you to plan deals by answering fourkey questions. These include:

Is there an opportunity? Can we compete?

Can we win?

What is the fourth key question that you need to answer?

Is it worth winning? (Answer)

Is there a compelling event?

What is the projected deal size?

What are our strengths?

Target Account SellingCourse Code (ID): JP-CRS-JP-10-C-2405

Required


18/30

3 Sales Process

Describes the primaryprocesses and tools relatedto core sales

methodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)bld.sales process.03

Select the audience for whom reference selling is the most effective strategy.

Architect

CAD Manager

DesignerPrincipal/Owner (Answer)

Counselor Salesperson Pool

4 Sales Process

Describes the primary

processes and tools relatedto core salesmethodologies (e.g., TAS1-20, CounselorSalesperson) usingstandard terminology (e.g.,TAS PRIME)bld.sales process.04

You are meeting with a potential AEC customer for the first time. During thisinitial meeting, what is your first, most important task to accomplish?

Ask a lot of introductory questions about the customers company.

Begin using trial closes as soon as possible.

Conduct a needs analysis.

Demonstrate empathy and begin developing your credibility. (Answer)

Discuss the features and benefits of the solution you think may be of greatestinterest to this customer.


5 Sales Process

Describes the primaryprocesses and tools relatedto core salesmethodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology

(e.g., TAS PRIME)bld.sales process.05

You have been asking a customer about her organizational needs. During theconversation she is willing to disclose information and appears relaxed andcomfortable with you. As your conversation progresses, however, she doesntseem interested in doing anything new or different and rejects suggestionsthat you make. The reason this customer is behaving this way is because she:

Doesnt see any problems or opportunities in her situation. (Answer)

Doesnt view you as a credible problem-solver.

Doesnt understand how the solutions you are proposing will solve theproblems youve identified.

Is angry about a previous poor experience with your company.



19/30

6 Sales Process

Describes the primaryprocesses and tools relatedto core sales

methodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)bld.sales process.06

AEC uses a sales process consisting of four stages. Select these stages and drageach to the correct position in the process.

Correct answer

Stage 1: Investigate

Stage 2: Plan

Stage 3: Engage

Stage 4: Execute

Distracters: Research, Solve, Sell

Selling AEC(course not yet available)

Required

7 Sales Process

Describes the primaryprocesses and tools relatedto core salesmethodologies (e.g., TAS 1-20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)bld.sales process.07

What stage of the AEC sales process are you in if you are uncovering customerchallenges and mapping these challenges to Autodesk solutions?

Engage (Answer)

Execute

Investigate

Plan

Research

Solve

Selling AEC(course not yet available)Engage module

Pool

8 Sales Process

Describes the primaryprocesses and tools relatedto core salesmethodologies (e.g., TAS 1-

20, Counselor Salesperson)using standard terminology(e.g., TAS PRIME)


What are the two primary tasks or objectives of the planning stage of the AECsales process?

Determining how you will show the customer benefits of each Autodesksolution they need.

Determining the best questions to ask to uncover the customers businesschallenges. (Answer)

Familiarizing yourself with the industry. (Answer)

Leveraging your trusted advisor relationship.

Researching local companies to create a list of those that best fit your targetaudience.

Selling AEC(course not yet available)Planning module

Pool


20/30

Negotiation (9 Questions)


1 Negotiation

Calculates and conveys thevalue of customer requestsand asks for items orrelative value (e.g., access,commitments,information) in return(Give to get)bld.negotiation.01

You are meeting with a potential customer for the first time. She says, Since Ionly have a few minutes and I know our budget is limited, will you just tell methe per seat price for the AutoCAD Revit MEP Suite? What is the bestresponse?

I prefer not to say until weve talked about your needs.

I was hoping to get a better understanding of your business challenges.

I will share that information, but first Id like to understand your budgetsituation. (Answer)

It is too soon to discuss price.

100 Minutes to ImprovedSales Results


Required

2 Negotiation

Negotiates agreementsthat optimize results forboth own organization andcustomers organization

bld.negotiation.02

In any negotiation, what must you first establish?

Business requirements

Customer needs versus wants

Personal motives

Value (Answer)

Your position



Pool

3 Negotiation

Describes techniques forhandling customerobjections in a downeconomy

bld.negotiation.03

Due to poor economic conditions, your customer is very reluctant to spend anymoney. Why should you still lead your sales campaign with the Autodesk building information modeling story? Select the two best answers.

Articles about building information modeling trends will continue to appear in

trade publications, so it is critical for him to stay current.Building information modeling may distract him from becoming profitable.

Embracing building information modeling will help him differentiate his companyfrom his competitors. (Answer)

This persons business customers may select vendors based on buildinginformation modeling adoption. (Answer)

Handling Objections in aDown EconomyCourse Code (ID): CRS-EN-10-1196

Required


21/30

4 Negotiation

Demonstrates the ability toovercome customerobjections in a manner that

addresses the customersconcerns

bld.negotiation.04

You are meeting with an AEC customer who is currently using AutoCADArchitecture. She asks you, Would upgrading to AutoCAD RevitArchitecture Suite increase our firms ability to compete for sustainable designprojects? What key points should you include in your response? Select allthat apply.

With AutoCAD Revit Architecture Suite, you will be able to:

Create, share, and tailor the extensive detail library and detailing toolsprovided within AutoCAD Revit Architecture Suite to accommodate youroffice standards.

Export building information to green building extensible markup language(gbXML) and perform energy analysis using Autodesk Green Building Studioweb-based services. (Answer)

Transform your conceptual forms into fully functional designs using theBuilding Maker feature in AutoCAD Revit Architecture Suite.

Use building information modeling (BIM) data with building energy analysistools to better simulate design performance. (Answer)

Use the integrated mental ray rendering in AutoCAD Revit ArchitectureSuite to deliver high-quality, photorealistic output for superior designpresentations.

Top 10 Reasons to ChooseAutodesk RevitArchitecture 2010software (document)

Pool

5 Negotiation

Describes techniques forhandling customerobjections in a downeconomy

bld.negotiation.05

In a slow economy, many companies have a reduced backlog of orders. Youmay hear potential customers voice objections about investing in new solutionsbecause their business has slowed. When attempting to overcome theseobjections, what response or technique should you avoid?

Ask questions about how the company differentiates itself from its competitors.

Discuss the advantages of investing in new technology at this time because thecompany will have time to implement the solution and train staff.

Highlight that this is the time to retool the operation in preparation for theeconomic recovery.

Remind the customer that s/he can help to stimulate the economy by investing.(Answer)

Handling Objections in aDown EconomyCourse Code (ID): CRS-EN-10-1196

Pool


22/30

6 Negotiation

Identifies areas/topicswhere a customer is willingto be flexible

bld.negotiation.06

Effective negotiation is a three-dimensional, situational process that takesplace at all points in the sales process. These three dimensions arecompetitive, creative, and collaborative. Identify the situation or goal of thecreative dimension.

Building a relationship is not important.

Building a strategic relationship is critical.

You are seeking common ground.

You need to break an impasse. (Answer)



Pool

7 Negotiation


bld.negotiation.07

Effective negotiation is a three-dimensional, situational process that takesplace at all points in the sales process. These three dimensions arecompetitive, creative, and collaborative. Identify the two situations that bestdemonstrate the competitive dimension.

Building a relationship is not important. (Answer)

Building a strategic relationship is critical.

You are seeking common ground.

You need to break an impasse.

You say, It appears we have agreed on the solution you need to purchase, butwe still need to reach agreement on training and support.

You say, We will agree to perform two days of training at no cost, if you willsign the purchase order this week. (Answer)



Pool


23/30

8 Negotiation


bld.negotiation.08

Effective negotiation is a three-dimensional, situational process that takesplace at all points in the sales process. These three dimensions arecompetitive, creative, and collaborative. Identify the two situations and goalsthat best demonstrate the collaborative dimension.

Building a relationship is not important.

You need to break an impasse.

Building a strategic relationship is critical. (Answer)

You are seeking common ground. (Answer)

You say, We will agree to perform two days of training at no cost, if you willsign the purchase order this week.



Pool

9 Negotiation

Demonstrates the ability toovercome customerobjections in a manner thataddresses the customersconcerns

bld.negotiation.09

You are speaking with an architectural firm about design visualization. Yourpotential customer says, I have a rendering tool in AutodeskRevit andAutoCAD that I can use for production-quality visualizations, so I dont needAutodesk 3ds Max Design. What is your best response in this situation?

Autodesk 3ds Max Design is built to work with Autodesk Revit andAutoCAD, and all are required to ensure your visualization needs are met.

Autodesk 3ds Max Design rendering capabilities are faster than those of either AutoCAD or Autodesk Revit and produce better-quality results forproduction. (Answer)

Autodesk Revit rendering is an excellent tool to address your firms in-process design review and production visualization needs.

You need to invest in a better tool because neither AutoCAD nor AutodeskRevit is an effective visualization solution.

Visualization tools will make your firm more competitive.

TitleSelling Design Visualizationfor AEC Building


Pool


24/30

Interviewing (6 Questions)


1 Interviewing

Uses different types of questions to stimulate adiscussion of criticalbusiness issues

bld.interviewing.01

You are seeking to understand a potential customers personal point of view.

Which of the following is an example of a fact-finding question, instead of apersonal viewpoint question?

In what markets do you currently do business? (Answer)

In your opinion, what would customers say about your companys ability toinnovate?

What do you like best about your current software providers?

What opportunities do you anticipate for next year?

Counselor Salesperson Required

2 Interviewing

Differentiates between thedefined active listeningskills to use or not use eachone in the appropriatecontext to increaseunderstanding

bld.interviewing.02

Identify three examples of effective listening techniques that you can use whenmeeting with a customer.

Ask questions to verify that you accurately understand the customers situation.(Answer)

Ensure that you respond immediately to any misinformation that the customer

voices.Identify how the proposed business solution will impact your revenue plan.

Limit your responses to items that you are positive will advance the sale.

Pay attention to the feelings behind the customers communications. (Answer)

React to the customers body language. (Answer)


3 Interviewing

Asks thoughtful, probingquestions that uncover thecustomers needs andmotives

bld.interviewing.03

You have just finished questioning your newest customer about his specificbusiness needs. What is your next action?

To confirm that you share a common understanding, you provide a summary ofhis situation. (Answer)

To reduce his prepurchase anxiety, you assure him of your intent to help.

You ask him for an order.

You inform him that you are going to obtain the best price possible for him, andthat you will provide a quote within 24 hours.

You provide him with relevant customer success stories and case studies hecan review and share with colleagues while you are writing the proposal.



25/30

4 Interviewing

Asks thoughtful, probingquestions that uncover thecustomers needs and

motives

bld.interviewing.04

You are meeting with the Principal Partner at an architectural firm. Which of the following probing questions should you direct at a person in this role?

Are you spending too much time coordinating the deployment of software?

How are you impacted when clients and others on the design team requestlast-minute changes?How are you keeping up with your competitors in the use of technology?

What are the current pain points in your design process?

What are your key business concerns? (Answer)

Lesson 3: The ArchitecturalBusiness Model and DesignWorkflow

Selling The Architectural

SolutionsCourse Code (ID): CRS-EN-10-O-2264Lesson 3

Pool

5 Interviewing

Asks thoughtful, probing

questions that uncover thecustomers needs andmotives

bld.interviewing.05

You are meeting with a group of architects at an architectural firm. Which of the following probing questions should you direct at people in this role?

Are you spending too much time coordinating the deployment of software?

How are you keeping up with your competitors in the use of technology?

What are the current pain points in your design process? (Answer)

What are your key business concerns?

What happens if you must accept lower fees in the future due tocompetition?


Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264Lesson 3

Pool

6 Interviewing

Asks thoughtful, probingquestions that uncover thecustomers needs andmotives

bld.interviewing.06

You are meeting with a CAD Manager at an architectural firm. Which of thefollowing probing questions should you direct at a person in this role?

Are you spending too much time coordinating the deployment of software?(Answer)

How are you impacted when clients and others on the design team requestlast-minute changes?

What are the current pain points in your design process?

What are your key business concerns?

What happens if you must accept lower fees in the future due tocompetition?


Selling The ArchitecturalSolutionsCourse Code (ID): CRS-EN-10-O-2264Lesson 3

Required


26/30

Business and Financial Acumen (5 Questions)


1 Business and FinancialAcumen

Uses a variety of financialreports to drawconclusions about acustomers financial health

bld.business-financial-acumen.01

You want to determine how much profit per sales amount has been generatedfrom the operations of an architectural business over the last five years. Whichratio would you look at?

Depreciation adjustment to expense ratio

Gross margin percent

Operating margin percent (Answer)

Return on sales

SG&A percent

Why Finance Matters!Course Code (ID): CRS-EN-09-O-1021

Pool


Uses a variety of financialreports to draw

conclusions about acustomers financial health


Select the item that represents the costs of a new project.

Revenue

Depreciation expense

Operating expense (Answer)Operating income

Taxes

Depreciation adjustment


Pool


27/30


Constructs a big pictureview of a given company to

show impact of a givenprocess, department, orinitiative on all areas of thebusiness


How does building information modeling (BIM) directly benefit architecturalcustomers? Select all that apply.

Autodesk building information modeling solutions help customers to:

Deliver projects faster. (Answer)Help produce more construction documentation.

Minimize environmental impact. (Answer)

Remove the interaction between architects and engineers.

NEW Value of BIM for theAEC Industry course,there is no course ID yet.This will be in Lesson 2Leveraging BIM

Required


Defines key financial termsrelated to running abusiness (e.g., balancesheet, income statement,cash flow statement, cost

of capital, revenue, cost of goods sold, cash flow,gross margin, profit,operating ratios, etc.) andrelates them to customerconcerns and internalinitiativesbld.business-financial-

acumen.04

A companys income statement tells you the overall profitability of thecompany and also the profitability of different business activities. Which of thefollowing line items from the income statement documents the overallprofitability of the company?

Financing

Gross margin

Net income (Answer)Operating income

Revenue


Pool


28/30


Calculates projected ROIand determines methods of

measurement for a specificcustomer and salessituation


A companys overall performance is often measured by its return oninvestment (ROI). What is the equation for measuring return on investment?

Select the best answer to complete the equation: Return on Investment =

Capital Total LiabilitiesProfitability Efficiency (Answer)

Sales Volume Operating Expenses

Sales Volume Productivity


Pool


29/30

Resources (3 Questions)


1 Resources

Identifies the availableresources for sales

bld.resources.01

What is the Autodesk Partner Portal?

A term used to describe the transactional web interface used by partners andthe Autodesk Business Center to enter purchase orders.

A web-based, self-service site for Autodesk Partners to conduct routineinquiry transactions with Autodesk. (Answer)

A web-based, self-service site where Autodesk Subscription end usersaccess their subscription e-Learning and other benefits.

A website that offers easy ordering via the internet, instant order confirmations,and access to an up-to-date listing of all Autodesk training materials.

Subscription Sales Trainingand Best Practices forAutodesk PartnersCourse Code (ID): CRS-EN-10-O-2637

Pool

2 Resources

Identifies the availableresources for sales

bld.resources.02

What action should you take if you suspect a customer is not licensecompliant?

Contact your Autodesk License Compliance representative. (Answer)

Explain the benefits of compliance, such as access to customer support.

Explain the risks associated with noncompliance, such as legal action byAutodesk.Identify warning signs of non-compliance, such as repeated customer calls forauthorization of the same serial number.

License CompliancePlaybook andhttp://usa.autodesk.com/adsk/servlet/index?siteID=123112&id=1110741

Required

3 Resources

Describes the types of content available in each of

the identified resourcetypes and how each typecan be used effectivelyduring specific stages of the sales process

bld.resources.03

You are preparing to visit a customer who is currently using an older version of Autodesk Revit Architecture. Using the online resources offered byAutodesk, what activities would best help you prepare for this customerconversation? Select all that apply.

Collect information about the latest promotions and campaigns that mightentice this customer. (Answer)

Confirm the customers upgrade eligibility, verify subscription programenrollment, and view license information. (Answer)

Download a schedule of Briefing Center events.

View an e-learning sales course to review issues in your customers industryand effective sales strategies. (Answer)


Required


30/30

Building Scenario

Documents

Transcript of Building Scenario