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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Value Proposition & Competitive Differentiation | 25% | - HP unique selling points - Compare against competing offerings |
| Topic 2: HP Enterprise Portfolio Overview | 20% | - HP Networking and Converged Infrastructure - HP Storage Solutions - HP Enterprise Server Solutions |
| Topic 3: Technical & Commercial Basics | 10% | - Licensing, support and warranty terms - Financing and service options |
| Topic 4: Selling Process & Engagement Strategy | 20% | - Positioning HP enterprise solutions - Sales cycle management |
| Topic 5: Customer Needs Analysis & Solution Alignment | 25% | - Map HP solutions to customer requirements - Identify customer business and IT challenges |
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