Network Sales and Services Handbook

Network Sales and Services Handbook

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Sales professionals in the technology industries face numerous challenges. One central challenge is communicating with networking professionals, and determining their product and service needs. Understanding the technology, the products, and the jargon of the networking world is difficult for most sales professionals, making it increasingly difficult to discover client needs, to determine ideal solutions, and to comprehend the client's long term goals. Network Sales and Services Handbook helps sales professionals in gaining a broad understanding of these technologies, with enough depth to communicate effectively with technical professionals. In learning to bridge the communication gap, the reader will learn how to uncover needs, how to discover areas of opportunity, and will build better client relationships by streamlining the sales process and minimizing the amount of time demanded of the client's technical staff. Technology overviews, case studies, sales discovery strategy templates, "ping words", and other tools help representatives improve their sales skills. Network Sales and Services Handbook is a vital tool for any sales professional in a technology more

Product details

  • Paperback | 464 pages
  • 186.4 x 230.6 x 27.2mm | 752.98g
  • Pearson Education (US)
  • Cisco Press
  • Indianapolis, United States
  • English
  • 1587050900
  • 9781587050909

Table of contents

(NOTE: Each chapter concludes with a Summary.) 1. Internetworking Basics. OSI Reference Model. Information Formats. Network Hierarchy. Connection-Oriented and Connectionless Network Services. Network Addressing. Flow Control. Error-Checking. Standards Organizations. 2. OSI Reference Model. OSI Layer Characteristics. Host Communication. Data Encapsulation. Frequently Asked Questions (FAQ). 3. TCP/IP Introduction. TCP/IP Model. TCP/IP Operation. TCP/IP Addressing. TCP Ports and Sockets. UDP and ICMP. Routing. Frequently Asked Questions (FAQ). Case Study. 4. Customer Premise Equipment (CPE). Servers and Workstations. Communication Equipment. LAN CPE. Analog Equipment. Frequently Asked Questions (FAQ). 5. Local Area Networks (LANs). LAN Topologies. Ethernet. Token Ring. FDDI. LAN Transmission. LAN Hardware. Frequently Asked Questions (FAQ). Case Study. 6. Local Access. Dedicated Local Access Configuration. Switched Local Access Configuration. LEC CO Configuration. Frequently Asked Questions (FAQ). Case Study. 7. DSL and Cable Modem Networks. Digital Subscriber Line. Cable Access Technologies. Frequently Asked Questions (FAQ). Case Study. 8. WAN Basics. WAN Switching. Network Interfaces. WAN Architecture. Frequently Asked Questions (FAQ). Case Study. 9. Asynchronous Transfer Mode (ATM) Introduction. ATM WANs. ATM WAN Interfaces. ATM Connections. VPs. Cell Transmission. ATM Traffic Contract Parameters. ATM Service Classes. QoS Parameters. ATM WAN Architecture. ATM Traffic Contract and Negotiation. Frequently Asked Questions (FAQ). Case Study. 10. Frame Relay Introduction. Frame Relay Components. Frame Relay Error Handling. Frame Relay LMI. Frequently Asked Questions (FAQ). Case Study. 11. Understanding Routers and Routing. Routing Components. Routing Algorithms. Network Protocols. Frequently Asked Questions (FAQ). Case Study. 12. Virtual LAN (VLAN) Introduction. VLAN Memberships. VLAN/WAN Integration. Frequently Asked Questions (FAQ). Case Study. 13. Quality of Service Introduction. ATM. Frame Relay. IP. MPLS and MPLS-TE. DiffServ. Frequently Asked Questions (FAQ). Case Study. 14. Network Architecture Introduction. Network Devices. Hierarchical Network Model. WAN Oversubscription. Frequently Asked Questions (FAQ). Case Study. 15. Network Security Basics. Network Threats. Network Attack Methods. Proxy Servers and DMZ. Firewalls. Intrusion Detection and Monitoring. Network Security Architecture. Frequently Asked Questions (FAQ). Case Study. 16. Remote Access Virtual Private Networks (VPNs). VPNs. VPN Basics. Authentication. Tunneling Protocols. Encryption. PGP. PKI. MD5. IPSec. IKE. LAN-to-LAN VPN. VPN Architecture. Frequently Asked Questions (FAQ). Case Study. 17. Voice Networks. Voice Network Access. ANI. Lines and Trunks. Frequently Asked Questions (FAQ). Case Study. 18. Network Management Basics. FCAPS Model. Network Management Architecture. Network Management Protocols. An Introduction to TMN. Frequently Asked Questions (FAQ). Case Study. 19. High Availability Networking. Measuring Network Availability. Internetwork Reliability Options. Frequently Asked Questions (FAQ). Case Study. 20. The Internet. WWW. URL. Internet Programming Languages. Peering. Frequently Asked Questions (FAQ). 21. MPLS Introduction. MPLS Terminology. MPLS Operation. MPLS MPLS-VPNs. MPLS CE Routing. Frequently Asked Questions (FAQ). Case Study. 22. Introduction to Fiber Optics. Optic Bands and Transmission Windows. SONET. DWDM. Frequently Asked Questions (FAQ). Case Study. Appendix A. PIC Codes. Appendix B. RIP (Routing Information Protocol). Appendix C. RIP Version 2 (RIPv2). Appendix D. Border Gateway Protocol, Version 4 (BGP4). Appendix E. Interior Gateway Routing Protocol (IGRP). Appendix F. OSPF (Open Shortest Path First). Appendix G. EIGRP (Enhanced Interior Gateway Routing Protocol). more

About Matthew Castelli

Matthew J. "Cat" Castelli has more than 14 years of experience in the telecommunications networking industry, starting as a cryptologic technician (communications) in the U.S. Navy. Cat has since worked as a principal consultant for a Cisco Professional Services partner, as the senior technical consultant/enterprise network design engineer, a global telecommunications integrator, and recently as the architecture, engineering, and information assurance (IA) liaison for NMCI (Navy/Marine Corps Intranet). Cat has broad exposure to LAN/WAN, Internet, and alternative technologies (VoX) for service provider and enterprise networks of all sizes. This exposure includes implementation, application, configuration, integration, network management, and security more

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