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| Section | Weight | Objectives |
|---|---|---|
| Solution Presentation & Business Case | 15% | - Building value-based proposals - Post-sales support and renewal - Overcoming objections and competition |
| Network Infrastructure Solutions | 25% | - Wireless LAN solutions - Security and connectivity options - Routers and switches for SMB |
| SMB Market Overview & Customer Needs | 20% | - Solution selling framework for SMB - Identifying SMB technology requirements - SMB business characteristics and challenges |
| Collaboration & Unified Communications | 20% | - IP telephony and voice solutions - Video conferencing and collaboration tools - Cloud-managed communication services |
| Security & Cloud Solutions | 20% | - Cloud migration and hybrid IT models - Firewalls, VPN, and threat protection - Licensing and service agreements |
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