646-206 CSE
Cisco Sales Expert

Exam Number: 646-206
Duration: 60 minutes (60 questions)

Exam Description
The 646-206 CSE Cisco Sales Expert exam tests a candidate's knowledge of selling the Small Business, Collaboration, Borderless Networks, Data Center, and IPNGN Architectures. Additional areas required include support offerings, partner tools, and the competitive differentiators and positioning of Cisco products and solutions. Candidates can prepare for this exam by taking the CSE v6.0 Cisco Sales Essentials course.

Exam Topics
The following topics are general guidelines for the content likely to be included on the 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.

Cisco Architectures for Business Transformation
Explain the link between business and technology architectures and what this means for selling Cisco architecture solutions
Recognize the customer business benefits and value of Cisco Architectures
Identify ways to sell Cisco architectures that will produce future opportunities for the partner
Summarize questions to ask to discover a customer’s business requirements, needs, or business problems

Cisco Partner Advantage
Summarize Cisco company profile, strategic priorities, and importance of partners to Cisco business
Recognize the advantages and value of partnering with Cisco
Describe how Cisco architectures can enhance partner profitability
Summarize available Cisco partner specialization opportunities and how to achieve each specialization

Network Basics
Describe key networking terms and how network components are used in a common network
Describe key wireless networking terms and how wireless network components are used in a common network

Selling Borderless Networks Architecture
Outline market, business, and consumer factors that are driving the demand for borderless networks
Define what is a Cisco Borderless Networks Architecture and its purpose in a customer network architecture
State how borderless solutions fit in Cisco Architectures
Describe Cisco routing solutions and how they benefit customers
Describe Cisco switching solutions and how they benefit customers
Describe Cisco mobility solutions and how they benefit customers
Describe how Cisco security solutions benefit customers
Describe Cisco Application Velocity solutions and how they benefit customers

Selling Collaboration Architecture
Outline market, business, and consumer factors that are driving the demand for collaboration
Define what is a Cisco Collaboration Architecture and its purpose in a customer network architecture
State how Cisco Unified Communications and collaboration solutions fit in Cisco Architectures
Describe Cisco Unified Communications and collaboration solutions and how they benefit customers

Small Business Architecture
Describe market and business factors that are driving the demand for Small Business (SB) applications of borderless networks and collaboration
Summarize the small business buying process
State how SB borderless networks solutions (routing, switching, security, and mobility) fit in Cisco Architectures
Describe Cisco SB routing and switching solutions and how they benefit small business customers
Describe Cisco SB security solutions and how they benefit small business customers
Describe Cisco SB mobility solutions and how they benefit small business customers
Describe Cisco SB Unified Communications and collaboration solutions and how they benefit small business customers

Selling Video Architectures
Outline market, business, and consumer factors that are driving the demand for video
Define what is a video architecture and its purpose in a customer network architecture
State how video solutions fit in Cisco Architectures
Describe Cisco Medianet solution and it benefits customers
Describe Cisco Interactive Video solutions (such as Cisco TelePresence, TANDBERG, Cius, and so on) and how they benefit customers
Describe Cisco streaming and surveillance solutions and how they benefit customers

Selling Data Center and Virtualization and Cloud Architectures
Outline market, business, and consumer factors that are driving the demand for data center consolidation, virtualization, and cloud
Explain the Cisco Unified Data Center strategy and how the phases of consolidation, virtualization, and automation form the foundation for cloud solutions
Define the elements of the Cisco Unified Data Center architecture and their purpose and function in a customer network
Describe how Cisco Data Center solutions fit in Cisco Architectures (such as consolidation, virtualization, automation, and cloud)
Describe how Cisco data center/virtualization (DCV) solutions benefit customers
Describe Cisco cloud solutions (IaaS, SaaS, and HCS) and how they benefit customers
Explain Cisco provisioning and benefits to customers
Describe how ecosystem partners can be leveraged in a DCV sales opportunity

Enhancing Partner Profitability
Outline market, business, and consumer factors that are driving the demand for whole offers
Define what comprises Cisco whole offers and how partners and customers benefit
Describe Cisco Services offerings and how they benefit customers
Explain Cisco warranties and service contracts and their benefits for both partners and customers
Explain the Cisco Smart Business Architecture for Services and how to use it to compete effectively and increase revenue
Outline the financing and tool resources available to partners and customers