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IBM System x Server Family Sales V1 Sample Questions:

1. An installed Cisco LAN customer is concerned about the IBM networking switches that have been proposed as part of the solution. The customer is most concerned with the IBM switches integrating into the existing network without issues. Which of the following is the best resource to use to remove the customer doubt about interoperability?remove the customer? doubt about interoperability?

A) Cisco web site
B) IBM Sales Manual
C) Tally Group report
D) IBM ServerProven web site

2. A System x sales professional is proposing a PureFlex solution to a customer. The customer has recently lost one of their key system administrators. The customer has a new infrastructure project that needs to be deployed quickly on Linux servers. The customer indicated they are going to buy inexpensive HP servers. Which of the following is the most effective initial response to the customer plan?

A) Walk the customer through an NPV analysis
B) Point out the time-to-value is very fast with PureFlex
C) Collect information about the staffing requirements of implementing the HP solution
D) Do a detailed TCO analysis to show all the benefits of the PureFlex

3. A customer plans to deploy IBM Fabric Manager. Which of the following network vendors meet this need?

A) BNT/IBM
B) Cisco
C) Juniper
D) Brocade

4. The System x sales professional has researched a company whose direction is to reduce cost through automation. The sales professional is developing a proposal for the CIO that is designed to save the company money over time through reduced operational costs. To implement the solution the customer would need to make an upfront investment. What question should be asked of the CIO to determine if the sales proposal will meet the company's objective?

A) How important is operational efficiency?
B) Do you use TCO to determine investments?
C) What payback period do you use?
D) What discount rate do you use for projects?

5. The System x sales professional is in a meeting with the CIO, VP of Infrastructure, Chief Architect, Operations Manager and the lead Systems Administrator for x86 servers. The sales professional is getting ready to present a solution for rack optimized servers. After everyone introduces themselves, what should you as the seller do to ensure a successful presentation?

A) The executives are only interested in pricing, so do not get into any detail
B) Understand the role each person in the room has relative to your proposal
C) Gear your presentation to the CIO since the CIO is the highest level person in the room
D) Make sure your presentation is suitably technical to appeal to the Chief Architect and lead Systems Administrator

Solutions: