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

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