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| Section | Objectives |
|---|---|
| Topic 1: Sales Process and Methodology | - Opportunity qualification - Proposal and solution mapping |
| Topic 2: Solution Selling Concepts | - Customer requirements analysis - Value-based selling approach |
| Topic 3: Technical and Business Value Messaging | - ROI and cost justification - Workload consolidation benefits |
| Topic 4: IBM System p / Power Systems Product Overview | - System p architecture and positioning - Key hardware and platform capabilities |
| Topic 5: Competitive Positioning | - Differentiation of IBM Power Systems - IBM vs competitor platforms |
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