xSeries Sales v3

1.In a competitive bid situation, the customer asks the xSeries Sales Specialist for a lower price. Which of following would be the best course of action?

A.Agree to the discount the customer is requesting if the customer signs immediately.

B.Ask the customer whether they would buy IBM if the price could be resolved.

C.Emphasize to the customer that IBM may not be the least expensive.

D.Get the Sales Specialist's manager to call on the customer.

Correct:B

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2.During a customer visit, an xSeries Sales Specialist learns that the customer is evaluating Sun workstations for their Computer Automated Design applications. Which of the following should the xSeries Sales Specialist do?

A.Discuss an IBM Intellistation solution with the customer.

B.Ask if the new CAD workstations will require any xSeries systems as file servers.

C.Propose a special build of x206 servers with a third-party graphics card to counter the Sun proposal.

D.Ask if the customer is interested in including the Sun workstations in their IBM Asset Management lease.

Correct:A