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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Process and Best Practices | 25% | - Presenting and closing the solution sale - Overcoming objections and competitive positioning - Consultative selling methodology |
| Topic 2: Solution Design and Value Proposition | 25% | - Matching hardware, software, and services - Total cost of ownership (TCO) analysis - Security, manageability, and sustainability benefits |
| Topic 3: Understand HP Imaging and Printing Portfolio | 25% | - Inkjet vs LaserJet technology differentiation - HP printer and MFP product families - Workgroup, enterprise, and production solutions |
| Topic 4: Analyze Customer Business Requirements | 25% | - Align solutions to industry-specific use cases - Identify customer workflow and document needs - Assess cost, security, and productivity goals |
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