Test 000-977: Power Systems with POWER7 Common Sales Skills - v1

Prerequisite Knowledge (50%)

1. Describe Peripherals (e.g., HMC, Expansion Units)
2. Describe System Software (e.g., Systems Director, PowerHA, PowerVM)
3. Describe Storage Options
4. Explain Basic Hardware Design
5. Describe appropriate Operating System for a given scenario
6. Describe Reliability Availability and Serviceability
7. Describe Resource Utilization Advantages (e.g., Virtualization)
8. Describe Terms and Conditions, Software Maintenance
9. Explain Energy Management Capabilities
10. Explain Which Features of Power Apply to IBM Vision
11. Differentiate Power Systems versus Competitive Systems
12. Describe the Key Differences between the Various Power System Models in the Product Family
13. Identify the Actions for Each Phase of the Sales Cycle
14. Explain Financial Advantages (Total Cost of Ownership)
15. Explain Financing Options
16. Identify the Advantages of Power for Software Solutions

Opportunity Development (10%)

1. Identify Client Business Requirements, Issues, and Pain Points that Are Relevant to Power
2. Apply Business Benefits of Power to the Customer's Pain Points

Sales Strategy (17%)

1. Overcome Obstacles (e.g., Budget, Floor Space, Power)
2. Analyze Objections (Assess Competition)
3. Prioritize Tasks for Successful Sale
4. Engage Appropriate Resources

Solution Design (10%)

1. Construct Possible Power-based Solutions to Meet Customer Needs
2. Determine Preferred Solution (e.g., configuration, financing options, pricing)

Proposal (10%)

1. Evaluate Pre-sales Technical Delivery Asessment Requirements
2. Determine Financial Justification (Return on Investment)
3. Develop an Executive Summary