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Canopy Sales Training
You will need the Adobe Flash plug-in and a high-speed internet connection to view these online training presentations.
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Identify Broadband Wireless Market
Describes the Broadband Opportunities and why a sales person should care about Broadband Wireless. Lists several applications/opportunities which have been successfully supported with a Canopy system.
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Describing a Canopy “system”
Shows a Canopy Network model, identifying the major hardware and software elements in a Canopy system. Explains what the roles are of the Access Point (AP), Subscriber Module (SM), Backhauls (BH), and Cluster Management Modules (CMM) are. Also highlights Internet Protocol (IP) addressing and lists the software used to manage and maintain a Canopy network.
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Describing a Canopy "system" continued
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Describing Applications & Benefits
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Compare competitive alternatives
Highlights the key broadband alternatives with which a Canopy system will be prepared. Separates the direct and indirect competitors (and explains which technologies are which). Shows where to find more direct-competition information.
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Counter concerns and objections
Lists seven often-heard concerns about Canopy systems. Identifies how each concern can be addressed and how to describe what is the future of Canopy.
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Review of materials
Summarizes the sections covered. Highlights key points from the sections as a reminder.
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Where can I turn for help?
Identifies a list of six tools available to the sales teams. Points out where sales teams can find more information on the material covered. Lists key web-links/URLs which can assist them further with sales activities.
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HotZone Duo Sales Training
You will need the Adobe Flash plug-in and a high-speed internet connection to view these online training presentations.
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Why learn about HotZone Duo?
Identifies what a HotZone Duo system is and how it’s based on a world-wide standard. Shows several reasons that interest is growing in the marketplace. Lists several kinds of customers interested in a HotZone Duo solution.
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What is HotZone Duo?
Lists the key attributes of a HotZone Duo network and what the main elements are named. Describes the functions of a single- and dual-radio network, and why you would use one or the other. Identifies the radio frequencies used in the radios for both a single- and dual-radio system.
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What are the sales opportunities?
List several ways that Municipalities, Enterprise customers, Telcos, Wireless Broadband Suppliers and Cable companies would be interested in a HotZone Duo system. Identifies seven major benefits of a HotZone Duo network and why the applications are attractive to potential customers. Identifies key elements that make a HotZone Duo system the right choice for a customer.
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What competitive alternatives?
Separates real and fake (faux) competitors to a HotZone proposal. Clarifies how HotZone Duo systems are better for customers needing mobility and flexibility. Gives reasons why even some of the hot/new technologies do not meet customer needs like a HotZone Duo system does.
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How do I handle objections?
Lists nine objections that customers may use when considering which system to purchase. Identifies how a HotZone Duo can satisfy many applications’ needs using a combination of standards-based and proprietary-based technologies.
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What have I learned?
Reviews the previous sections. Identifies key elements pointed-out in the presentation. Highlights important points to tell a client about a HotZone proposal.
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Where is more information?
Points sales teams to their key information sources. Reminds sales teams that this industry is changing rapidly, so keep in touch with the best source of information.
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