learn core assessment two – Flashcards
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prospecting is ...
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generating a list of qualified leads qualified leads are organizations or contracts that currently have potential but do not yet do business with CDW
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the importance of prospecting
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create a book of business, mold book of business to AR preferences, set AR up for success, and find and build long term relationships with loyal customers
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general high lead indicators
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high grad rates, high tuition, centralized purchasing, growing and hiring, large full time equivalent numbers, a need for IT
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parent account
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an account that is the main billing address for an organization and has a line of credit on the account
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contact account
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an account for a specific contact at the organization, usually have a credit card not a line of credit
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systems software
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enables the computer to function EX- operating system
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applications software
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programs that do "real work" for users EX- word processors, spreadsheets, presentations
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Microsoft offers
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windows, office, collaboration (Skype, sharepoint), private cloud and servers (azure. server operating system), and hardware + accessories (surface and keyboards & mice)
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what requires a license
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operating systems, client applications, server applications, users or devices accessing the serve software
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ways to purchase- box?
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purchased from retailers or resellers 1 box= 1 license retail
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ways to purchase- OEM
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preinstalled on the PC or purchased as for system build- for businesses building something not schools
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ways to purchase- online/cloud services
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hosted via Microsoft or a service provider
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ways to purchase- volume licensing
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acquired through Microsoft or resellers bought in bulk, buying the rights to use it
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what is a license?
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the rights to use software and services
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benefits of volume licensing?
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pricing advantages (its cheaper ) access to enterprise grade solutions. benefits to maximize IT spend Greatest flexibility standardization- across an organization
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Microsoft OPEN LICENSE AGREEMENT
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MBA- Microsoft business academic no license needed! just a min of 5 licenses (purchases) at the same time to start new agreement
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Microsoft open license agreement length of program?
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2 years and clock restarts every time they buy that 5 licenses at once
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Microsoft open license- payment options
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pay up front
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Microsoft open agreement ALL licensing option (buying after the initial purchase)
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license only, license with software assurance, software assurance only
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Microsoft open agreement initial purchase licensing option
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license or license with software assurance
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what is software assurance?
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benefits and rights- a subscription that's good for two years
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where to find Microsoft MBA software information
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Microsoft desktop software _ SLED/FED or Microsoft open academic licensing
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Microsoft recourses
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Licensing Help Desk, General presales, CDW Software Solution advisor (SSA), Microsoft office 365 presales
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actively working an account best practices
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1- updated customer notes in sps with the past 45 days at least one open task set in the future with valid task comments at least one valid obj set in the future
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account productivity per month
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3 calls per month, 2 quotes per month, and 2 pipeline opportunities (deals over 5k for the first couple months, then deals over 10k)
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what are customer notes and best practices?
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customer notes allow AR to have one centralized and secure place to have customer information EX- locations, number of employees, organization size, brand prefs. and personal info on contacts should be meaningful clear, useful, and good for the future, permanent for 2 years
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what are tasks?
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are used to plan calls, what u intend to discuss and uncover on the call. tasks are date stamped and can be used to flag key dates. examples software renewal dates, birthday reminders, project completion dates, quotes and purchase follow ups, extranet portal work through, conference calls with ISAs a task must include a customer and a contact (account and who u plan to connect with), must be a subject, a call objective, must have 3 targeted questions, and a valid task type
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a cdw objectives
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reflect an AM strategies for a customer, think big picture and what they AR wants to accomplish with the customer throughout the relationship with them. CDW objs can build a AR business by growing existing relationships while creating new business. contain 5 things of a smart obj- meet 3 new contacts by the end of april 2017 increase sales in client devices by 15% by the end of Q4.
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what is a S.M.A.R.T goal?
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Specific Measureable Attainable Realistic Timely
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best practices?
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sound natural and confident capture the contacts attention focus on obtaining info vs making a sale learn enough to answer the Q: "why should I continue to invest my time with this customer and project?"
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call plan template
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1. whats the reason for the call for the CUSTOMER 2. list 3 obj for the call 3. what will you say to start the discussion? plan a customer focused opening statement 4. what Qs will you ask to achieve the objs.
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3 keys to making an opening statement
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Person- consider the title, make the message relevant to them Product- Consider the products that might be most important cased on their title and possible responsibilities Potential- what role does this person play in the buying process? are they an influencer, decision-maker, member of a team of users?
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types of adobe creative software
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document management- can buy the license for this and just own this , photo editing, web and mobile design, creative design and illustration, and video production/editing and effects- all must be bought ether together or individually in a subscription
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adobe software-document management
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acrobat dc-
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adobe software- photoshop
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photoshop
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adobe software- web and or mobile design
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dreamweaver
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adobe software creative design and illusion
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indesign and illustrator
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adobe software- video production and editing
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premiere pro and after effects
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how to buy adobe programs
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creative cloud-sub licensing- perpetual/TLP and CLP box VIP- value incentive plan subscription
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optimized wired and wireless networks-business issues/needs/benefits
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min costly downtime
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advanced switches-business issues/needs/benefits
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create a connected workforce
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WAN and application optimization-business issues/needs/benefits
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resource optimization by building an agile infrastructure
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future proof network-business issues/needs/benefits
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adapt to changing needs in real time
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software defined networking -business issues/needs/benefits
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simplify management
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internet of everything -business issues/needs/benefits
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improve productivity
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required components of a LAN network (local area network)
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a NIC, and Node, and network cable, and a switch
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NIC
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network interface card hardware product that connects a node to a network with a network cable speed of NIC: 100 Mps, 1000Mps or 10 Gbps
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Node
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any device that connects to a network anything on a network that the user will connect to with a network cable nodes are the device that will communicate together on the network examples- router, desktop, phones, printers, servers, scanners
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Network cable
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used to connect devices on a wired network other names- copper, RJ45, CAT5, CAT6 or UTP plugs in from node to network determining factors-cable type- cat6 or utp or Fiber Optic
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Switch
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information sorting center, softs the infor and finds out where it needs to go and sends it there within the LAN features-unmanaged or managed (managed is remotely see whats going in with the switch without going to that switch), connection types, stand alone or rackmount or chasis Power over Ethernet (POE)
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Edge switches
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not as important of connections, can live without
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core switches
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mission critical- things connected are important for day to day
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100 Mbps
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fast Ethernet= 100 million bits per second
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1000 Mbps
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Gigabit Ethernet= 1 billion bits per second
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10 Gbps
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10 Gigabit Ethernet- 10 billion bits per second
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cables
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color of the cabe, cable connector, distance the cable can transmit data.
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fiber optic
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a networking cable that consists of a center glass core surrounded by several layer of protective material.
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WAP
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wireless access point
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wireless protocol
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802.11
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current wireless networking protocols
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802.11n-most places - 50 ft- 300-450mbps or 802.11ac(wave one)-50ft, 433-1300 mbps or 802.11ac(wave 2)- 50ft, 3.4 GBPS
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router
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how you connect outside of your network to the public like internet or cloud
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what is a data center
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a large facility that houses IT infrastructure- A secured space used to house servers, storage, security, unified communications, network appliances, systems, and associated components.
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backup power?
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an uninterruptible power supply (UPS) for emergency power- gives you a couple minutes to shut down the systems or get the power back on
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line noise?
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varying power flow that might cause products to not function properly, often caused by erratic operation of a generator, electrical storms
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power distribution units (PDU)
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a device that makes sure all units in the data center are getting the correct amount of power to work
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back UPS
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meant for a deskpot computer (client computer)
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smart ups
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ups for a server
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sales order process
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customer places order, order is released by the credit dep, order goes into allocation, order goes into picking, order is shipped and invoiced to the customer
