Test M412: IBM IRES Sales Mastery

Section 1 – IRES Definition, Components, and Features

1. Explain what IRES is
2. Identify the contributing vendors and explain their part in the IRES solution.
3. Identify the software components that collectively make up IRES V2.
4. Describe the hardware components and various configurations.
5. List the IRES features.

Section 2 – Selling IRES: Markets, Messaging, and Competition

1. Describe the features of IRES V2 in detail.
2. Outline the hardware and software that IRES supports.
3. Identify the target segments.
4. Identify customer's perceived objections to IRES using key sales messages.
5. Describe how IRES fits into the retail on demand environment.
6. List major competitors.
7. Explain the IBM value proposition.

Section 3 – IRES Ordering and Support

1. Describe the charge structure.
2. Identify the ordering tool and its advantages.
3. Identify the prerequisites for ordering IRES V2.
4. List places to obtain support.