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| Section | Weight | Objectives |
|---|---|---|
| Market and Customer Needs Analysis | 25% | - K-12 Education Market Trends in Mature Markets
|
| Understand HP Education Solutions Portfolio | 30% | - Software and Services for Education
|
| Sales Process and Engagement | 20% | - Sales Cycle Management for Education
|
| Position and Propose HP Solutions | 25% | - Align Solutions to Customer Requirements
|
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