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000-962 Questions and Answers
A customer is evaluating a proposal and has asked a number of questions. What is the next step a salesperson should take to help the customer make a decision?
Schedule a meeting with the CFO to obtain the order
Send the customer a revised proposal with reduced pricing
Send the customer a revised proposal with all the questions answered
Review the proposal, focusing on the answers to the customer's questions
Which tape assessment tool requires minimal information from the customer?
Which resource provides information about the IBM System Storage competitive strategies,
solutions, and products?
IBM Sales Manual
IBM System Storage and TotalStorage Internet homepage
IBM System Sales homepage through IBM intranet or PartnerWorld
A new customer wants to discuss IT strategy. The customer has expressed interest in tape
libraries and currently runs UNIX servers with individual tape drives. What is the most appropriate question to ask in the initial conversation with this customer?
What is driving this need?
What is the customer's storage growth rate?
Does the customer have any Windows servers?
What is the total usable capacity on the customer's current servers?
What should an IBM sales representative use to define the value of IBM to the client?
Company financial report
Industry-leading channel programs
IBM brand recognition and reputation
Integrated solutions and breadth of product line
A mainframe customer wants the highest level of availability, serviceability, and performance for a tape subsystem. Which solution meets the customer's needs?
TS1120 with TS3310
TS7700 with TS3500 and TS1120
TS3500 HA with 3592-C06 and TS1120
Which situation may require an RPQ to be submitted?
A customer requires a warranty extention.
There are technical installation problems.
A customer requires a special price to be competitive.
A desired solution cannot be found in the support matrix.
What is one difference between the TS1120 Tape Drive and the TS1040 (LTO4) Tape
Drive when implementing IBM tape encryption?
The LTO4 uses the EKM to store data keys and the TS1120 does not.
The TS1120 stores the data keys on the cartridge and the LTO4 does not.
The TS1120 supports System Managed tape encryption and the LTO4 does not.
The LTO4 supports Library Managed tape encryption and the TS1120 does not.
When implementing "green" storage, what technique would be used to utilize storage more efficiently?
Use hot-spot measurement tools
Implement storage virtualization
Refresh/replace equipment frequently
Combine disk and tape storage devices
Which process involves reviewing a proposed solution?
IBM FTSS review
IBM Techline review
Systems Assurance review
A customer has agreed to be a reference, but is concerned about needing to field a large number of calls from potential customers. How should the salesperson assure that the customer will not be overloaded with calls?
Have the calls directed to the CIO
Have the calls directed to the salesperson
Have the calls directed to the regional FTSS
Have the calls directed to the Operations Manager
While reviewing a recent set of TS7700 announcements with a customer, the customer realizes that several of the new functions would be useful for some application changes and planned upgrades. Where are the official availability dates for the announced functions found?
TS7700 Planning Guide
TS7700 Announcement Letters
TS7700 Early Support Program
TS7700 System Sales Presentation
What can a salesperson give to a client that provides proof that a solution works?
Client success stories
While designing a solution for a customer's requirements, a Business Partner realizes that
an RPQ will need to be ordered for a non-standard capability. Which resource should the Business Partner contact for ordering assistance with an approved RPQ?
IBM Channel Representative
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