CSE: Cisco Sales Essentials

Prerequisites:

This course is intended for newly hired Cisco Account Managers as well as newly hired Channel Partners/Resellers Account Managers. Also AMs that are due for re-certification.

Course Description:

This two-day instructor led course provides both Cisco and partner account managers who are new to Cisco with a conceptual understanding of Cisco products and solutions and a conceptual understanding of how to sell those products and solutions. This course is also for Account Managers that need to re-certify as a CSE.

Objectives:

Recognise the following Cisco Solutions:

- Campus LAN
- Wireless
- WAN
- Optical Networking
- IP Telephony/IP Contact Center
- Storage Networking
- Content Storage
- Video
- High Speed Access (Global DSl and Cable)
- Security/VPN
- Network Management
- Service and Support

For each Cisco Solution category listed, account managers will be able to:

- Recognize the main business operational needs which require the solution
- Recognize the general IT solution for the operational needs
- Recognize the Cisco product families and series that make up the Cisco IT solution
- Explain the benefits of the Cisco solution
- Identify probing questions and other strategies which help identify a company's operational needs in order to position the optimal Cisco solution
- Recognize importance of complete sale
- Recognize how Cisco solutions can combine to meet customer needs
- Identify Cisco tools and resources available to help account managers succeed

This course includes the following modules:

Why Cisco?

• Cisco Background Information
• Cisco Products and Solutions

Campus LAN

• What is a Campus LAN?
• Cisco Campus LAN Solutions
• Campus LAN Opportunities

Wireless LAN

• What is a wireless LAN?
• Cisco wireless LAN solutions
• Wireless LAN Opportunities
• Wireless LAN Conclusion

WAN

• What is a WAN?
• Cisco WAN Solutions
• WAN Opportunities

IP Telephony

• What is IP Telephony?
• Cisco IP Telephony Solutions
• IP Telephony Opportunities
• IP Telephony conclusion

Security and VPN

• What is Network Security?
• Cisco Security Strategy
• Cisco Network Security Solutions
• Network Security Opportunities
• Network Security Conclusion

Network Management

• What Is Network Management?
• Cisco Network Management Solutions
• Network Management Opportunities
• Network Management Conclusion

Service and Support

• What is Service and Support?
• Cisco Service and Support Solutions
• Service and Support Opportunities
• Service and Support Conclusion

Optical Networking

• What is Optical Networking?
• Cisco Optical Networking Solutions

Storage Networking

• What Is Storage Networking?
• Cisco Storage Networking Solutions

Content Networking

• What Is Content Networking?
• Cisco Content Networking Solutions

Video

• What Is Video?
• Cisco Video Solutions

High-Speed Access

• What Is High-Speed Access?
• Cisco High-Speed Access Solutions
• High-Speed Access Conclusion