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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy | 13% | - Objection Handling & Architecture
|
| Topic 2: Proposal & Positioning | 13% | - Competitive Positioning
|
| Topic 3: Solution Design | 13% | - Virtualization & Resiliency
|
| Topic 4: Pre-requisite Knowledge | 47% | - AIX Editions and features
|
| Topic 5: Opportunity Development | 10% | - Customer Needs Assessment
|
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