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Redbooks Draft



Book Title : Selling IBM's Innovative Solutions
eBook download format(s) : HTM PDF HTM 
ISBN-10 : 0738490830 
ISBN-13 : 978-0-738490-83-0 
Author(s) : Mike Ransom  Sandra Jolla Scott Bergquist Srini Bezwada Saubir Chakrabarty Sharon Childers Jeff Hall Kathleen Padva Murthy Rallapalli Matt Robbins Rodney Umrah  
Publisher : IBM (02 Jan 2007)
Section : Redbooks Draft
Book Review:

Book Description
Arm yourself with the knowledge and tools to help you sell IBM solutions and enable IBM Clients to become an On Demand Business. This IBM Redbook serves as a practical reference for those who desire to understand the IBM On Demand Business strategy and how to sell effectively within it. It provides the perfect starting point for those who want to integrate On Demand Business concepts into their selling practice. It also serves as guide for anyone who is preparing to take the IBM Certified for On Demand Business Solutions Advisor Exam (Test 816).

By reading this IBM Redbook, you will understand the IBM On Demand Business strategy. You will be able to identify On Demand Business opportunities and target markets, as well as know how to sell solutions in line with the strategy. You will also have the ability to articulate and sell solutions that support On Demand Business. Plus, you will understand how to be more adaptive to the dynamics in the marketplace.

Table of Contents
Chapter 1. Starting point for selling solutions for On Demand Business
Chapter 2. The On Demand Business
Chapter 3. Marketplace directions
Chapter 4. Client relationships
Chapter 5. On demand business breakthrough
Chapter 6. The On Demand Business value proposition
Chapter 7. Mapping the IBM offerings to solutions for IBM On Demand Business
Chapter 8. Creating a buying vision and energizing the sales process
Chapter 9. Identifying client business problems and requirements
Chapter 10. Moving the sale forward
Chapter 11. Resources, tools, and references
Chapter 12. On demand business examples
Appendix A. Sample test

PDF Size: (2.5 MB)




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