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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: SMB Market Overview & Customer Needs | 20% | - Identifying SMB technology requirements - Solution selling framework for SMB - SMB business characteristics and challenges |
| Topic 2: Network Infrastructure Solutions | 25% | - Security and connectivity options - Wireless LAN solutions - Routers and switches for SMB |
| Topic 3: Security & Cloud Solutions | 20% | - Firewalls, VPN, and threat protection - Cloud migration and hybrid IT models - Licensing and service agreements |
| Topic 4: Collaboration & Unified Communications | 20% | - Video conferencing and collaboration tools - Cloud-managed communication services - IP telephony and voice solutions |
| Topic 5: Solution Presentation & Business Case | 15% | - Overcoming objections and competition - Post-sales support and renewal - Building value-based proposals |
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