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IBM A2010-564 Exam Syllabus Topics:

SectionObjectives
Topic 1: Value-Based Selling- Solution positioning
  • 1. Mapping IBM solutions to business outcomes
    • 2. Articulating business value
      - Competitive differentiation
      • 1. Understanding competitive landscape
        • 2. Positioning against alternatives
          Topic 2: Sales Process and Opportunity Management- Customer engagement
          • 1. Closing and proposal alignment
            • 2. Requirement gathering
              - Opportunity lifecycle
              • 1. Pipeline development basics
                • 2. Lead qualification and discovery
                  Topic 3: IBM Sales Mastery Fundamentals- IBM product and solution overview
                  • 1. Core IBM value propositions
                    • 2. IBM software and cloud portfolio basics
                      - Customer and market understanding
                      • 1. Target customer segmentation
                        • 2. Industry use cases and buyer needs

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