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