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