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| Section | Weight | Objectives |
|---|---|---|
| Customer Needs Analysis | 20% | - Matching financing to business goals - Financial assessment and TCO/ROI |
| Financing Solutions and Offerings | 30% | - Loans and credit lines - Asset recovery and remarketing - Leasing and payment plans |
| IBM Global Financing Overview | 25% | - Role and value of IBM Global Financing - IGF business model and benefits |
| Sales Strategy and Positioning | 15% | - Value proposition development - Objection handling and competitive differentiation |
| Deal Structure and Compliance | 10% | - Basic contract terms - Regulatory and policy requirements |
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