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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Tools, Incentives & Partner Enablement | 20% | - Incentive Programs & Margins - Co-selling & Cisco Support - Cisco Partner Portal & Resources |
| Topic 2: Cisco Portfolio & Solutions Knowledge | 25% | - Core Networking & Infrastructure - Security, Collaboration & Cloud - Service & Subscription Offerings |
| Topic 3: Customer Engagement & Sales Cycle | 30% | - Needs Analysis & Discovery - Solution Design & Positioning - Proposal & Negotiation - Closing & Account Management |
| Topic 4: Cisco Partner-Led Sales Strategy & Framework | 25% | - Sales Excellence Methodology - Value Proposition & Differentiation - Partner Ecosystem & Business Model |
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