Test 000-962: Storage Sales for High-End Tape Version 1

Opportunity identification and qualification

1. Determine customer needs

Design and architect the solutions

1. Define the solution
2. Set customer expectations
3. Locate resources
4. Define the terms of the contract
5. Manage exceptions
6. Product positioning and implementation

Preparing for the presentation (Benchmarking and Proof of Concept)

1. Qualify the solution for the customer

Closing the sale

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

Post-sales follow-up

1. Manage the pre-install Systems Assurance Review (SAR)
2. Verify customer expectations have been met
3. Develop a success story or reference
4. Identify how current sales can influence future sales

Competition

1. Understand the existing and newly emerging competition
2. Compare and contrast IBM and competitor tape products
3. Describe IBM’s Green Power Project