Test 000-961: Storage Sales for High-End Disk Version 1

Pre-sales and Opportunity Identification (12%)

1. Identify potentially interested industries, market segments and organizations
2. Identify/qualify the contact person at the organization and contact them
3. Market the seller

Qualify the Opportunity (25%)

1. Evaluate the IT need
2. Evalaute the business need

Design the Solution (35%)

1. Define the solutions
2. Set customer expectations
3. Locate resources
4. Understand the existing and new emerging competition
5. Define the terms of the contract
6. Manage exceptions

Preparing for the presentation (Benchmarking and proof of concept) (14%)

1. Qualify the solution for the customer

Closing the Sale (7%)

1. Deliver the proposal and negotiate the contract with the customer

Post-sales Followup

1. Manage the pre-install Systems Assurance Review (SAR)
2. Verify customer expectations have been met

Marketing (5%)

1. Develop a success story or reference
2. Identify how current sale can influence future sales