Scenario

SGC Associates is a large, multidiscipline building design firm specializing in commercial, healthcare, and educational facilities. Specific divisions within the company focus on architectural design, mechanical, electrical and plumbing (MEP) engineering, and structural modeling to deliver complete, intelligent building design solutions to their worldwide customers. Approximately 150 people work in the main office. SGC Associates also has three additional offices, staffed by approximately 30 people each, in strategic markets in different countries. This arrangement enables SGC Associates to have shorter turnaround times by using staff in different offices to work on projects around the clock. In addition to the architects, engineers, and support staff, the company employs two design visualization experts and five detailers/designers. SGC Associates is currently using a mix of AutoCAD and GRAPHISOFT ArchiCAD in most of their offices. One office, however, uses only AutoCAD and a range of add-on applications. According to the company website, SGC Associates differentiates themselves from the competition by their ability to deliver complete documentation and intelligent 3D models. In their marketing, they claim that their company uses building information modeling (BIM) to interact and collaborate worldwide with other design/engineering/construction companies and have specializations in energy analysis and renovation/retrofit projects. You have heard, however, that SGC Associates has experienced challenges related to quality, coordination, and compliance to governmental building codes. You are aware that the current economy has also forced them to reduce staff even as they struggle to increase their competitive advantage, increase profitability and efficiency, and speed development time. A negative news story about SGC Associates is currently circulating. A large hotel retrofit project they have been leading is experiencing significant delays due to coordination issues between the architectural and structural engineering plans, which have forced design rework and halted construction. Additionally, new city legislation regarding energy consumption for commercial buildings is currently undergoing final approval, which could impact the project if it is significantly delayed. The newspaper has reported that unless construction is resumed within the next two weeks, the owners are likely to back out of the project, and the hotel will not be completed. SGC Associates has built its reputation around dependability to deliver on schedule and on budget and has won repeat business due to this.

Industry Knowledge (20 Questions)

Competency 1 Industry Knowledge Identifies primary roles of customers within an industry and details at least five industry-related topics to discuss with someone in each role bld.industry knowledge.01 2 Industry Knowledge Identifies primary roles of customers within an industry and details at least five industry-related topics to discuss with someone in each role bld.industry knowledge.02 3 Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.03 Question and Answer(s) 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 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) What three-letter acronym is used globally to define the integrated process that allows architects, engineers, and builders to explore a project digitally before it is built? BIM (Answer) BPM IPD SDA Autodesk Revit Architecture 2010 (presentation) Autodesk Partner Portal > Sales and Marketing > Products > Architecture > Autodesk Revit 2010 > Autodesk Revit Architecture 2010 Sales Presentation (pptx) (slide 3) Required Foundation for Success Prework
Course Code (ID): CRS-EN09-O-3168

Remediation Source Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Required or Pool? Pool

Pool

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.04

Identify the two most significant opportunities in the building industry for Autodesk solutions. Building information modeling (Answer) Construction cost overruns Construction documentation Residential and home building projects Sustainable design (Answer)

Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Pool

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.05

Which of the following building markets offers you the largest sales opportunity? Commercial (Answer) Industrial Interior design Residential 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 to incorporate. Efforts spent during the design phase do not carry through into the schematic phase. (Answer) Sustainable designs that meet local building regulations are too time consuming to produce.

Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Required

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.06

Autodesk Revit Architecture 2010 (presentation) Autodesk Partner Portal > Sales and Marketing > Products > Architecture > Autodesk Revit 2010 > Autodesk Revit Architecture 2010 Sales Presentation (pptx) (slide 5)

Pool

Industry Knowledge Identifies the industry segments and describes the primary business issues, initiatives, and drivers of each bld.industry knowledge.07

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 Architecture 2010 Sales Presentation (pptx) (slide 4) Foundation for Success Prework
Course Code (ID): CRS-EN09-O-3168 The Five Fallacies of BIM (http://images.autodesk.co

Pool

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.08

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 information modeling. Productivity suffers during the transition to building information modeling. The Architectural Design segment has the largest and most established Autodesk customer base. (Answer) Identify three global market forces typical in the AEC Building industry. Business performance management Climate change (Answer) Scarcity of materials (Answer) Urbanization (Answer)

Pool

m/apac_sapac_main/files/fiv e_fallacies_of_bim_mar08.p df) Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.09

Pool

Also Lesson 2: Understanding the Architectural Industry Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264

10

Industry Knowledge Summarizes typical problems faced by companies in the industry

Identify the three typical challenges associated with the schematic design phase 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

Course Code (ID): CRS-EN09-O-3168

Pool

bld.industry knowledge.10

11

Industry Knowledge Summarizes typical problems faced by companies in the industry bld.industry knowledge.11

(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. Identify two of the typical challenges associated with the documentation phase 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 process participants. (Answer) SGC Associates is also meeting with Bentley Systems, Inc., to discuss how Bentley Architecture could assist them in meeting their goals. Identify two threats from this competitor.

Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Pool

12

Industry Knowledge Classifies strengths and weaknesses of competitive solutions for specific customer scenarios bld.industry knowledge.12

This can be found in Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Lesson 6 Attachments: Positioning Architectural Solutions against the Competition

Pool

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.

13

Industry Knowledge Classifies strengths and weaknesses of competitive solutions for specific customer scenarios bld.industry knowledge.13

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

This can be found in Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Lesson 6 Attachments: Positioning Architectural Solutions against the Competition

Pool

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 United States. (Answer) The Bentley product suite is generally considered good, comprehensive, and well countrified. (Answer) The Bentley subscription program is weak. 14 Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.14 Identify three global industry trends that impact the AEC industry. Aging workforce Building information modeling (BIM) (Answer) Globalization (Answer) Shrinking development cycles Urbanization (Answer) Using coordinated, consistent information throughout the building information modeling (BIM) process enables customers to perform what types 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

Autodesk Revit Architecture 2010 (presentation) Autodesk Partner Portal > Sales and Marketing > Products > Architecture > Autodesk Revit 2010 > Autodesk Revit Architecture 2010 Sales Presentation (pptx) (slide 3) NEW Value of BIM for the AEC Industry course there is no course ID yet, but this will be in Module 2 Leveraging BIM

Required

15

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.15

Required

16

Industry Knowledge Diagrams typical industry workflows to document how information flows, the people and teams involved, and the organizational structure supporting the workflows

Place the following tasks of a typical architectural design workflow in the correct sequence. Correct order: Schematic design phase Design development phase Construction documents phase Construction procurement phase Construction phase contract administration

Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Also: the new BIM course:

Required

NEW Value of BIM for the AEC Industry course

AEC and the evolution of BIM module

bld.industry knowledge.16

17

Industry Knowledge Describes the daily tasks of architects, designers, drafters, and contractors and how using Autodesk products can help them work more effectively

Identify three professional services that an architect typically offers to his or her 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 Architectural Solutions Course Code (ID): CRS-EN10-O-2264

Pool

bld.industry knowledge.17

18

Industry Knowledge Demonstrates knowledge of the AEC industry key market segments, drivers, challenges, and trends bld.industry knowledge.18

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

Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN10-O-2078 Description Understanding the importance of Visualization in the Building industry. Attendees will be able to address the value of visualization as a communication and presentation tool for the

Required

Delivering high-quality work under tight construction schedules Delivering project documentation in multiple formats
Improving communication (Answer) Improving efficiency (Answer) Focusing on the early stages of design, such as modeling (Answer)

architecture community

19

Industry Knowledge Describes the value proposition for design visualization in terms of ROI and differentiates the imagery output of Max from that of other key products (e.g., Revit) bld.industry knowledge.19

Identify three TRUE statements about design visualization and the AEC industry. Autodesk 3ds Max Design is the only effective Autodesk tool that architectural firms can use to produce visualizations for in-process design reviews.

Title Foundation for Success Prework English Course Code (ID): CRS-EN09-O-3168

Pool

Architecture is the largest market for Autodesk 3ds Max Design. (Answer)
Autodesk solutions for design visualization include Autodesk 3ds Max Design, 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)
20 Industry Knowledge Describes the value proposition for design visualization in terms of ROI and differentiates the imagery output of Max from that of other key products (e.g., Revit) bld.industry knowledge.20 Select two ways the Autodesk Design visualization solution improves your architectural customers return on investment (ROI)? Compelling animated visualizations complement the BIM process. (Answer) The ability to produce design visualizations may provide an advantage in winning competitive bids. (Answer) Visualizations eliminate the need for onsite analysis. Visualizations enable architectural firms to produce accurate project cost evaluations.
Title Foundation for Success Prework English Course Code (ID): CRS-EN09-O-3168

Pool

Customer Knowledge and Qualification (10 Questions)

Competency 1 Customer Knowledge and Qualification Discusses business issues and impacts with customers bld.customer knowledge.01 2 Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.02 3 Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.03 Question Open the SGC Associates scenario. What is single most significant business challenge that SGC Associates is experiencing? Productivity Quality (Answer) Risk Technology What concerns or traits are you likely to encounter when working with a person 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) 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 software Motivated by respect from peers (Answer) 4 Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.04 Identify the responsibilities or motivation for a person in the Architectural Designer role at a multidisciplinary firm like SGC Associates. Select all that apply. Cares about liability Concerned about creating a visualization to show clients design intent Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264

Remediation Source Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Required or Pool?
Required

Foundation for Success Prework

Course Code (ID): CRS-EN09-O-3168

Pool

Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264

Pool

Lesson 4: Identifying Architecture Target Customers

Pool

Lesson 4: Identifying Architecture Target Customers

Concerned with productivity (Answer) Motivated by profits Motivated to get drawings completed (Answer) 5 Customer Knowledge and Qualification Applies best practices for qualifying a customer (e.g., Target Account Selling budget, compelling event, timeframe, good fit) bld.customer knowledge.05 6 Customer Knowledge and Qualification Defines key terminology related to qualification (e.g., compelling event, power person/decision maker, etc.) bld.customer knowledge.06 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 and placed the project in jeopardy. (Answer) New legislation is being considered that would affect the energy consumption requirements for local buildings. The firms business is growing rapidly. As a current AutoCAD user, SGC Associates is likely to require additional licenses or updates to support their expanding business. The compelling event is unknown. Identify the two correct statements about a power person in a typical sales scenario. A gatekeeper is considered a power person because s/he has the ability to restrict 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 single highest-level decision maker at the company. You should only meet with the power person you have identified for a sales deal. 7 Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.07 In which of the phases of building information modeling will the architect begin to experience the benefits of BIM, such as improved accuracy and design quality? Phase 1: Model (Answer) Phase 2: Leverage Phase 3: Integrate All three phases experience these benefits equally BIM online course Required Target Account Selling (TAS) Required

Selling AEC (Course not available yet) Plan module

Pool

Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.08

Which of the following design visualization topics is the best business benefit to discuss with a person in the role of Principal of an architectural firm? Autodesk 3ds Max Design can improve studio efficiency. Design visualization and BIM improve customer intimacy by helping to communicate design intent. (Answer) Reusing BIM data reduces data rework. Specialists can spend more time creating advanced visualization and less time analyzing 2D drawing data.

Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN-10O-2078

Pool

Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.09

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 team members. Design visualization and BIM improve customer intimacy. Autodesk 3ds Max Design uses realistic material and light based on industry standards. (Answer) Reusing BIM data reduces data rework. Specialists will spend less time managing data.

Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN-10O-2078

Pool

10

Customer Knowledge and Qualification Adjusts the strategy and process for the different level of an organization bld.customer knowledge.10

Which of the following design visualization topics is the best to discuss with a person in the role of Senior Architect at an architectural firm? Autodesk 3ds Max Design improves studio efficiency with other team members. 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)

Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN-10O-2078

Pool

Solution Development (15 Questions)

Competency 1 Solution Development Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.01 Question Autodesk provides a comprehensive portfolio of BIM solutions based on which two foundation products? AutoCAD Architecture AutoCAD Civil 3D (Answer) Autodesk 3ds Max Design Autodesk Ecotect Analysis Autodesk Navisworks Autodesk Revit (Answer) 2 Solution Development Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.02 Complete the following statement. 50-word elevator pitch to be used at OTC Also to be found in the NEW Value of BIM for the AEC Industry course, there is no course ID yet, but this will be in Lesson 2 Leveraging BIM Need translated versions to also include miss-spellings Required Remediation Source 50-word elevator pitch to be used at OTC Also to be found in the NEW Value of BIM for the AEC Industry course, there is no course ID yet, but this will be in Lesson 2 Leveraging BIM Required or Pool? Required

Building information modeling (BIM) is an __________ process for exploring a projects key physical and functional characteristics digitallybefore its built.
Correct answers: Integrated Intagrated Intagreted Intagreated Integreated Autodesk Architecture, Engineering, and Construction design software helps people in which roles? Select the most complete answer. Architects and engineers Architects, builders, engineers, and owners (Answer) Architects, contractors, and engineers Architects, builders, engineers, and government agencies The process of building information modeling (BIM) enables customers to explore a project before it is built. What project characteristics are best

Solution Development Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.03

50-word elevator pitch to be used at OTC

Required

Solution Development

50-word elevator pitch to be used at OTC

Required

Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.04 5 Solution Development Describes the process changes related to the adoption of the solution bld.solution development.05

explored this way? Economic and functional characteristics Physical and functional characteristics (Answer) Retrofit and adaptation characteristics Aesthetic and physical characteristics Also to be found in the NEW Value of BIM for the AEC Industry course, there is no course ID yet, but this will be in Lesson 2 Leveraging BIM Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264

Identify the two TRUE statements about Autodesk Revit Architecture. It enables the design and documentation to be done concurrently. (Answer)
It enables users to design projects in individual sections prior to creating a holistic view at the end of a project.

Pool

Lesson 5: Architecture Solutions

It improves design collaboration in the office. (Answer) It supports better decision making through the addition of Autodesk
6 Solution Development Adapts the division messaging to specific customer roles bld.solution development.06 Navisworks to enable design visualization. Open the SGC Associates scenario. You are speaking to the Principal at SGC Associates about Autodesk Revit Architecture. Which three key points should you include in your discussion with a person in this role? All deliverables for the design teamschedules, color-filled diagrams, drawingsare created dynamically while the design work is being done. You can find more opportunities to perform additional services based on the building information model (for example, integration with estimating, move management, renovation phasing analysis) for additional fees. (Answer) You can have timelier and better information to support decisions on project design, scope, schedule, and budget. (Answer) Autodesk Revit Architecture helps you to deliver high-quality documents in an increasingly competitive business environment. (Answer) Identify three of the top 10 reasons why an architectural firm like SGC Associates should adopt Autodesk Revit Architecture 2010. AccuRender Rendering Engine Bidirectional Associativity (Answer) Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264

Pool

Lesson 5: Architecture Solutions

Solution Development Describes the solution in the context of Autodesks divisional industry messaging

Top 10 Reasons to Choose Autodesk Revit Architecture 2010 software (document) Autodesk Partner Portal >

Required

bld.solution development.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

Solution Development Describes the process changes related to the adoption of the solution bld.solution development.08

What is the single, most-significant factor for the successful implementation and company-wide adoption of building information modeling (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 Industry course, there is no course ID yet, but this will be in Lesson 4 Getting to BIM

Pool

Solution Development Describes the process changes related to the adoption of the solution bld.solution development.09

When planning a building information modeling (BIM) pilot project, what recommendations should you provide the customer to help ensure the pilot is successful? Select all of the best practices that apply. Before a pilot starts, the pilot team should be trained on the BIM software 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 minimum of four locations. The pilot should be conducted using a team that resides in a single location. (Answer)

found in the NEW Value of BIM for the AEC Industry course, there is no course ID yet, but this will be in Lesson 4 Getting to BIM

Required

10

Solution Development Designs a complete solution (e.g., software, implementation services,

Select three flexible licensing benefits for Autodesk Subscription customers. Extra territory rights (Answer)

Subscription Sales Training and Best Practices for Autodesk Partners Course Code (ID): CRS-EN10-O-2637

Required

training, Autodesk subscription, adjacent or complementary Autodesk products, etc.) to solve primary customer business issues bld.solution development.10

Home use (Answer) Laptop installation Previous version usage (Answer)

11

Solution Development Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.11

Autodesk Architecture, Engineering, and Construction design software helps people improve the way they work. What categories of tasks does this broad portfolio 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 be used at OTC

Required

12

Solution Development Describes the solution in the context of Autodesks divisional industry messaging bld.solution development.12

The Principal of an architectural firm is interested in learning how building information modeling (BIM) will enable him to win more sustainable design projects. 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 regulatory energy mandates. (Answer) One advantage of BIM is the ability to get various views and details directly from the model. The information stays coordinated and changes made to the model update automatically in the construction drawings. The BIM process helps to generate coordinated and consistent documentation directly from the model, which significantly reduces waste. Using BIM analysis tools, buildings can be designed to more efficiently use energy, raw materials, water, and land. (Answer) Using the BIM model to generate high quality visualizations helps increase the 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 SGC Associates, what would you recommend as the ideal Autodesk solution for

Pool

Designs a complete solution (e.g., software, implementation services, training, Autodesk subscription, adjacent or complementary Autodesk products, etc.) to solve primary customer business issues bld.solution development.13 14 Solution Development Quantifies and articulates the value of a proposed solution in terms of the overall impact to a customers business to build the business case for a solution

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) What are the three primary benefits of design visualization to the AEC industry? 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 material choice. (Answer)
Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN-10O-2078

Pool

bld.solution development.14 15 Solution Development Relates the value proposition of the solution using customer-centric language bld.solution development.15 How does Autodesk recommend that you approach selling design visualization 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)
Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN-10O-2078

Pool

Sales Process (8 Questions)

Competency 1 Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, Counselor Salesperson) using standard terminology (e.g., TAS PRIME) bld.sales process.01 2 Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, Counselor Salesperson) using standard terminology (e.g., TAS PRIME) bld.sales process.02 Question You are reviewing the information you gained from an initial meeting with a potential AEC customer. Select the information that best represents the compelling 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 Autodesk Revit Architecture. All of this information combines to form the compelling event for this scenario. The TAS Opportunity Assessment helps you to plan deals by answering four key 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 Selling Course Code (ID): JP-CRSJP-10-C-2405
Required

Remediation Source Target Account Selling Course Code (ID): JP-CRS-JP10-C-2405

Required or Pool?
Required

Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, 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 Designer Principal/Owner (Answer)

Counselor Salesperson

Pool

Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 1-20, Counselor Salesperson) using standard terminology (e.g., TAS PRIME)

You are meeting with a potential AEC customer for the first time. During this initial 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 greatest interest to this customer.

Counselor Salesperson

Pool

bld.sales process.04 5 Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, Counselor Salesperson) using standard terminology (e.g., TAS PRIME) bld.sales process.05

You have been asking a customer about her organizational needs. During the conversation she is willing to disclose information and appears relaxed and comfortable with you. As your conversation progresses, however, she doesnt seem interested in doing anything new or different and rejects suggestions that 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 the problems youve identified. Is angry about a previous poor experience with your company.

Counselor Salesperson

Pool

Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, 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 drag each 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 What stage of the AEC sales process are you in if you are uncovering customer challenges and mapping these challenges to Autodesk solutions? Engage (Answer) Execute Investigate Plan Research Solve What are the two primary tasks or objectives of the planning stage of the AEC sales process?

Selling AEC (course not yet available)

Required

Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, Counselor Salesperson) using standard terminology (e.g., TAS PRIME) bld.sales process.07

Selling AEC (course not yet available) Engage module

Pool

Sales Process Describes the primary processes and tools related to core sales methodologies (e.g., TAS 120, Counselor Salesperson) using standard terminology (e.g., TAS PRIME) bld.sales process.08

Selling AEC (course not yet available) Planning module

Pool

Determining how you will show the customer benefits of each Autodesk solution they need. Determining the best questions to ask to uncover the customers business challenges. (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 target audience.

Negotiation (9 Questions)
Competency 1 Negotiation Calculates and conveys the value of customer requests and asks for items or relative value (e.g., access, commitments, information) in return (Give to get) bld.negotiation.01 2 Negotiation Negotiates agreements that optimize results for both own organization and customers organization bld.negotiation.02 3 Negotiation Describes techniques for handling customer objections in a down economy bld.negotiation.03 Question
You are meeting with a potential customer for the first time. She says, Since I only have a few minutes and I know our budget is limited, will you just tell me the per seat price for the AutoCAD Revit MEP Suite? What is the best response? 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 budget situation. (Answer) It is too soon to discuss price.

Remediation Source 100 Minutes to Improved Sales Results Course Code (ID): CRS-EN10-O-2681

Required or Pool?
Required

In any negotiation, what must you first establish? Business requirements Customer needs versus wants Personal motives Value (Answer) Your position
Due to poor economic conditions, your customer is very reluctant to spend any money. 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 company from his competitors. (Answer) This persons business customers may select vendors based on building information modeling adoption. (Answer)

100 Minutes to Improved Sales Results Course Code (ID): CRS-EN10-O-2681

Pool

Handling Objections in a Down Economy Course Code (ID): CRS-EN10-1196

Required

Negotiation Demonstrates the ability to overcome customer objections in a manner that addresses the customers concerns bld.negotiation.04

You are meeting with an AEC customer who is currently using AutoCAD Architecture. She asks you, Would upgrading to AutoCAD Revit Architecture Suite increase our firms ability to compete for sustainable design projects? What key points should you include in your response? Select all that apply. With AutoCAD Revit Architecture Suite, you will be able to: Create, share, and tailor the extensive detail library and detailing tools provided within AutoCAD Revit Architecture Suite to accommodate your office standards. Export building information to green building extensible markup language (gbXML) and perform energy analysis using Autodesk Green Building Studio web-based services. (Answer) Transform your conceptual forms into fully functional designs using the Building Maker feature in AutoCAD Revit Architecture Suite. Use building information modeling (BIM) data with building energy analysis tools to better simulate design performance. (Answer) Use the integrated mental ray rendering in AutoCAD Revit Architecture Suite to deliver high-quality, photorealistic output for superior design presentations.

Top 10 Reasons to Choose Autodesk Revit Architecture 2010 software (document)

Pool

Negotiation Describes techniques for handling customer objections in a down economy bld.negotiation.05

In a slow economy, many companies have a reduced backlog of orders. You may hear potential customers voice objections about investing in new solutions because their business has slowed. When attempting to overcome these objections, 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 the company will have time to implement the solution and train staff. Highlight that this is the time to retool the operation in preparation for the economic recovery. Remind the customer that s/he can help to stimulate the economy by investing. (Answer)

Handling Objections in a Down Economy Course Code (ID): CRS-EN10-1196

Pool

Negotiation Identifies areas/topics where a customer is willing to be flexible bld.negotiation.06

Effective negotiation is a three-dimensional, situational process that takes place at all points in the sales process. These three dimensions are competitive, creative, and collaborative. Identify the situation or goal of the creative 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)

100 Minutes to Improved Sales Results Course Code (ID): CRS-EN10-O-2681

Pool

Negotiation Identifies areas/topics where a customer is willing to be flexible bld.negotiation.07

Effective negotiation is a three-dimensional, situational process that takes place at all points in the sales process. These three dimensions are competitive, creative, and collaborative. Identify the two situations that best demonstrate 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, but we 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 will sign the purchase order this week. (Answer)

100 Minutes to Improved Sales Results Course Code (ID): CRS-EN10-O-2681

Pool

Negotiation Identifies areas/topics where a customer is willing to be flexible bld.negotiation.08

Effective negotiation is a three-dimensional, situational process that takes place at all points in the sales process. These three dimensions are competitive, creative, and collaborative. Identify the two situations and goals that 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 will sign the purchase order this week.

100 Minutes to Improved Sales Results Course Code (ID): CRS-EN10-O-2681

Pool

Negotiation Demonstrates the ability to overcome customer objections in a manner that addresses the customers concerns bld.negotiation.09

You are speaking with an architectural firm about design visualization. Your potential customer says, I have a rendering tool in AutodeskRevit and AutoCAD that I can use for production-quality visualizations, so I dont need Autodesk 3ds Max Design. What is your best response in this situation? Autodesk 3ds Max Design is built to work with Autodesk Revit and AutoCAD, 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 for production. (Answer) Autodesk Revit rendering is an excellent tool to address your firms inprocess design review and production visualization needs. You need to invest in a better tool because neither AutoCAD nor Autodesk Revit is an effective visualization solution. Visualization tools will make your firm more competitive.

Title Selling Design Visualization for AEC Building Course Code (ID): CRS-EN10-O-2078

Pool

Interviewing (6 Questions)
Competency 1 Interviewing Uses different types of questions to stimulate a discussion of critical business issues bld.interviewing.01 Question
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 a personal viewpoint question? In what markets do you currently do business? (Answer) In your opinion, what would customers say about your companys ability to innovate? What do you like best about your current software providers?

Remediation Source Counselor Salesperson

Required or Pool?
Required

What opportunities do you anticipate for next year? 2 Interviewing Differentiates between the defined active listening skills to use or not use each one in the appropriate context to increase understanding bld.interviewing.02
Identify three examples of effective listening techniques that you can use when meeting with a customer.

Counselor Salesperson

Pool

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)

Interviewing Asks thoughtful, probing questions that uncover the customers needs and motives bld.interviewing.03

You have just finished questioning your newest customer about his specific business needs. What is your next action? To confirm that you share a common understanding, you provide a summary of his 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, and that you will provide a quote within 24 hours. You provide him with relevant customer success stories and case studies he can review and share with colleagues while you are writing the proposal.

Counselor Salesperson

Pool

Interviewing Asks thoughtful, probing questions that uncover the customers 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 request last-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) 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 to competition? You are meeting with a CAD Manager 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? (Answer) How are you impacted when clients and others on the design team request last-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 to competition?

Lesson 3: The Architectural Business Model and Design Workflow Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Lesson 3

Pool

Interviewing Asks thoughtful, probing questions that uncover the customers needs and motives bld.interviewing.05

Lesson 3: The Architectural Business Model and Design Workflow Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Lesson 3

Pool

Interviewing Asks thoughtful, probing questions that uncover the customers needs and motives bld.interviewing.06

Lesson 3: The Architectural Business Model and Design Workflow Selling The Architectural Solutions Course Code (ID): CRS-EN10-O-2264 Lesson 3

Required

Business and Financial Acumen (5 Questions)

Competency 1 Business and Financial Acumen Uses a variety of financial reports to draw conclusions about a customers financial health Question You want to determine how much profit per sales amount has been generated from the operations of an architectural business over the last five years. Which ratio would you look at? Depreciation adjustment to expense ratio Gross margin percent Operating margin percent (Answer) bld.business-financialacumen.01 2 Business and Financial Acumen Uses a variety of financial reports to draw conclusions about a customers financial health bld.business-financialacumen.02 Return on sales SG&A percent Select the item that represents the costs of a new project. Revenue Depreciation expense Operating expense (Answer) Operating income Taxes Depreciation adjustment Why Finance Matters! Course Code (ID): CRS-EN09-O-1021 Pool Remediation Source Why Finance Matters! Course Code (ID): CRS-EN09-O-1021 Required or Pool? Pool

Business and Financial Acumen Constructs a big picture view of a given company to show impact of a given process, department, or initiative on all areas of the business bld.business-financialacumen.03

How does building information modeling (BIM) directly benefit architectural customers? 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 the AEC Industry course, there is no course ID yet. This will be in Lesson 2 Leveraging BIM

Required

Business and Financial Acumen Defines key financial terms related to running a business (e.g., balance sheet, income statement, cash flow statement, cost of capital, revenue, cost of goods sold, cash flow, gross margin, profit, operating ratios, etc.) and relates them to customer concerns and internal initiatives bld.business-financialacumen.04

A companys income statement tells you the overall profitability of the company and also the profitability of different business activities. Which of the following line items from the income statement documents the overall profitability of the company? Financing Gross margin Net income (Answer) Operating income Revenue

Why Finance Matters! Course Code (ID): CRS-EN09-O-1021

Pool

Business and Financial Acumen Calculates projected ROI and determines methods of measurement for a specific customer and sales situation bld.business-financialacumen.05

A companys overall performance is often measured by its return on investment (ROI). What is the equation for measuring return on investment? Select the best answer to complete the equation: Return on Investment = Capital Total Liabilities Profitability Efficiency (Answer) Sales Volume Operating Expenses Sales Volume Productivity

Why Finance Matters! Course Code (ID): CRS-EN09-O-1021

Pool

Resources (3 Questions)
Competency 1 Resources Identifies the available resources for sales bld.resources.01 Question
What is the Autodesk Partner Portal? A term used to describe the transactional web interface used by partners and the Autodesk Business Center to enter purchase orders. A web-based, self-service site for Autodesk Partners to conduct routine inquiry transactions with Autodesk. (Answer) A web-based, self-service site where Autodesk Subscription end users access 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.

Remediation Source Subscription Sales Training and Best Practices for Autodesk Partners Course Code (ID): CRS-EN10-O-2637

Required or Pool? Pool

Resources Identifies the available resources for sales bld.resources.02

What action should you take if you suspect a customer is not license compliant? 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 by Autodesk. Identify warning signs of non-compliance, such as repeated customer calls for authorization of the same serial number.

License Compliance Playbook and http://usa.autodesk.com/a dsk/servlet/index?siteID=1 23112&id=1110741

Required

Resources Describes the types of content available in each of the identified resource types and how each type can be used effectively during 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 by Autodesk, what activities would best help you prepare for this customer conversation? Select all that apply. Collect information about the latest promotions and campaigns that might entice this customer. (Answer) Confirm the customers upgrade eligibility, verify subscription program enrollment, and view license information. (Answer) Download a schedule of Briefing Center events. View an e-learning sales course to review issues in your customers industry and effective sales strategies. (Answer)

Foundation for Success Prework Course Code (ID): CRS-EN09-O-1075

Required