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| Section | Objectives |
|---|---|
| IBM iSeries / AS/400 Product Overview | - System i (iSeries) architecture and positioning - Hardware and operating system overview (OS/400 V5R3) |
| IBM iSeries Solution Portfolio | - Storage, networking, and integration solutions - Server models and scalability options |
| Competitive Positioning and Sales Strategy | - Competitive advantages of IBM iSeries - Sales tactics and objection handling |
| Customer Requirements and Solution Positioning | - Identifying customer business needs - Mapping IBM iSeries capabilities to business requirements |
| Solution Selling Process | - Sales cycle and opportunity qualification - Proposal development and closing techniques |
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