The solution advisor has validated the customers concerns and is ready to build

The solution advisor has validated the customers

This preview shows page 2 - 4 out of 6 pages.

department has their own independent processing systems, including IBM, HP and Sun. The solution advisor has validated the customer's concerns and is ready to build a solution. What is the best way for the solution advisor to proceed? A. Talk with the customer about flexible financing as way to decrease costs. B. Build a cross team of IBM professionals and business partners to address the customer problem. C. Search for IBM claim management solutions and set up a call with the CEO to review. D. Recommend that the customer standardize on one platform in order to provide a common infrastructure. Answer: B QUESTION: 126 39
Image of page 2
A car manufacturer wants to do a full spectrum profile of their existing customer database. The solution advisor has presented a proposal, but the company is concerned that the existing infrastructure will be replaced rather than used. The company also believes the proposed solution is very costly. How should the solution advisor proceed? A. Withdraw from the opportunity as the customer does not have the requisite budget in place. B. Refine the proposal highlighting the legacy migration and application integration capabilities of the solution and also mention flexible payment terms. C. Talk about Strategic Outsourcing wherein the required infrastructure for the solution would be entirely built, owned and operated by the solution advisor's organization. D. Show the customer that the Return on Investment (ROI) of the proposed solution would yield much more value to justify the past expenditures for the existing infrastructure. Answer: B QUESTION: 127 A manufacturing company has been presented with an IT solution to streamline the purchasing process which involves the purchase of new hardware and storage. The Chief Financial Officer said that a capital expenditure freeze is in place for the company. What step can the solution advisor take to move the sale forward?
Image of page 3
Image of page 4

You've reached the end of your free preview.

Want to read all 6 pages?

  • Fall '20
  • advisor

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture