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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy | 17% | - Engage IBM Resources and Sales Process - Overcome Customer Objections and Barriers - Analyze Competition and Budget Constraints |
| Topic 2: Prerequisite Knowledge | 50% | - Storage Options and Operating Systems - RAS, Energy Management, and Virtualization Benefits - System Software: Systems Director, PowerHA, PowerVM - Competitive Differentiation and Business Value - Peripherals, HMC, and Expansion Units - Basic Hardware Design and System Models |
| Topic 3: Technical & Business Knowledge | 23% | - ROI and TCO Analysis - Software Maintenance and Licensing Terms - IBM Resources and Support Offerings |
| Topic 4: Solution Design | 10% | - Build Power Systems Solutions for Customer Needs - Map Features to Business Requirements |
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