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Question 1: When prospecting for IBM's Records and Retention Management solution, which of thefollowing statements is NOT correct?
A. There is a specific, identifiable buyer that you can find in most companies.
B. The problem and pain points will vary from company to company so you won't be able to predict
the value.
C. You don't have to invent a pain point or convince the buyer they have it.
D. The solution is repeatable, compelling and competitive so you can close and repeat quickly
through your territory.
Correct Answer: A
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