Test 000-752: IBM Certified Specialist - Retail Store Solution Sales V4

This exam consists of nine sections. The sections and objectives for each section are listed below.

Section 1: Describe methods of identifying the RSS opportunity (11%)

1. Identify business requirements.
2. Given a scenario, determine when a customer will be ready for a new solution.
3. Conduct research on customer profile.
4. Calculate initial ROI for customer.
5. Describe the customer's budget/decision-making process.
6. Given a customer’s budget for the year, assess the opportunity.
7. Evaluate competitive environment.

Section 2: Evaluate the customer’s current and future needs. (15%)

1. Determine current install.
2. Determine customer's current and future opportunity.
3. Identify organization's business practices.
4. Determine customer’s current business challenges and how to resolve them.
5. Determine customer's future business needs.
6. Identify customer objectives.
7. Identify industry segment solutions.
8. Identify industry metrics.

Section 3: Outline a solution to meet the customer’s needs. (17%)

1. Given a scenario, describe a solution to best meet customer’s business needs.
2. Determine solution components and integration considerations (e.g., host, interfaces, OEM devices, peripherals, etc.).
3. Given a scenario, evaluate feasibility of solution options considering trade-offs of various alternatives.
4. Describe methods, timelines, and resources for solution implementation.
5. Determine changes to ROI for business partner or customer.

Section 4: Compare and contrast IBM and competitor solutions. (12%)

1. Identify applicable competition (including used market).
2. Describe competitors' strategy by segment.
3. Describe IBM solution strengths and weaknesses compared to competitors' solution strengths and weaknesses.
4. Explain competitors' weaknesses ethically and with tact.

Section 5: Determine appropriate resources for solution demonstration (9%)

1. Given a scenario, identify customers who should be invited to demonstration.
2. Given a scenario, determine critical aspects of demonstration to deliver.
3. Identify components to assemble for a demonstration.
4. Describe the process to coordinate demonstration, including multi-vendor participation.
5. Describe open architecture and integration capabilities.
6. Use feedback from customer to identify necessary adjustments.

Section 6: Describe the IBM solution value proposition. (18%)

1. Calculate and explain total cost of ownership to the customer.
2. Calculate and explain customer's return on investment for solution.
3. Describe support, service and financing advantages for customer.
4. Describe the benefits of working with IBM.
5. Describe investment protection advantages.
6. Explain options for future growth opportunities.
7. Describe the value of features and overall solution for customer.

Section 7: Identify appropriate tasks to finalize the solution (8%)

1. List the tasks required to finalize the solution.
2. Identify an appropriate configuration including OEM products.
3. Identify service, support and maintenance plans.
4. List the components that factor into the price to the customer.

Section 8: Identify appropriate tasks to implement the solution (5%)

1. Identify appropriate IBM or business partner resource.
2. List the tasks required to implement the solution.
3. List post-sale activities.

Section 9: Identify resources of IBM internal and external information (5%)

1. Given a scenario, identify which documented resources will provide needed information.
2. Given a scenario, identify who may provide needed information.