Exam Code: A2010-564
Exam Name: Assess: Fundamentals of Applying Tivoli Storage Management V3
Certification Provider: IBM
Corresponding Certification: IBM Certified Solution Advisor
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IBM A2010-564 Exam Syllabus Topics:

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

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