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| Section | Weight | Objectives |
|---|---|---|
| Customer Needs Assessment | 25% | - Identify cost and efficiency goals - Analyze business printing requirements - Assess security and compliance needs |
| Solution Positioning and Value Proposition | 25% | - Present environmental and sustainability benefits - Differentiate HP solutions from competitors - Communicate total cost of ownership |
| Understand HP Printing Portfolio | 25% | - InkJet and DesignJet product lines - LaserJet and PageWide technologies - Managed Print Services overview |
| Sales Process and Support | 25% | - Use HP sales tools and resources - Identify cross-sell and upsell opportunities - Explain warranty and support services |
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