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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: SMB Market & Customer Needs | 25% | - Identify customer requirements - SMB business characteristics - Budget and workflow analysis |
| Topic 2: Technology & Differentiators | 20% | - Print quality and speed technology - Energy efficiency and sustainability - Security and management features |
| Topic 3: Services, Warranty & Support | 10% | - Supplies and after-sales support - HP warranty and service plans |
| Topic 4: HP Printing & Imaging Portfolio | 30% | - Inkjet and LaserJet product lines - Media and supplies overview - A3/A4 solutions, MFPs, single-function |
| Topic 5: Sales & Solution Design | 15% | - Total cost of ownership (TCO) - Match products to use cases - Competitive positioning |
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