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| Section | Weight | Objectives |
|---|---|---|
| Opportunity Development | 10% | - Customer Needs Assessment
|
| Proposal & Positioning | 13% | - Competitive Positioning
|
| Sales Strategy | 13% | - Objection Handling & Architecture
|
| Solution Design | 13% | - Virtualization & Resiliency
|
| Pre-requisite Knowledge | 47% | - Operating System & Software
|
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