Network Sales and Services Handbook : A technical handbook for networks sales and customer service personnel

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Language: English
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440 p. · 19x23 cm · Paperback
The sales professional's handbook to understanding IT technologies and mastering the concepts and needs of a network environment.
  • Essential understanding of the technologies that sales representatives need to know for success.
  • Case studies provide real-world examples for applying learning.
  • Information gathering surveys provide templates for getting the information you need on sales calls.
  • 'Ping Words' show sales interview prompts that enhance information discovery in the sales process.
User Level:

Intermediate

Audience:

The target audience is any non-technical individual in a networking sales or service position i.e sales representatives for technical companies and sales engineers.

Author Biography:

Matthew 'Cat' Castelli, CCNA, CCDA, CCNP, CCDP has 13 years telecommunication experience in both field and sales engineersing.

(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). Index.