Test M159: WebSphere Sales Mastery Test for the Sales Professional v3

Section 1 - WebSphere Application Infrastructure (29%)

1. Understand the capabilities of Application Infrastructure
2. Articulate and Position the value of WebSphere Foundation Offerings
3. Understand the key messages, tools and products of Intelligent Management
4. Understand key messages, growth potential and products for Extreme Transaction Processing

Section 2 - WebSphere Connectivity (23%)

1. Understand the product set and base buying scenarios
2. Understand the functions of a ESB and position the different offerings
3. Articulate WebSphere offerings, competition and ROI components
4. Position IBM's extended product offerings with a buying scenario

Section 3 - WebSphere BPM (34%)

1. Understand best practices in selling BPM
2. Learn how to uncover BPM opportunities
3. Articulate pain points and how to position WebSphere BPM Solutions
4. Articulate business challenges and value drivers that lead to BPM implementations
5. Understand how to use tools to progress a sale

Section 4 - Competition (14%)

1. Learn how to compete against top competitors