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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Education Solutions Portfolio | 35% | - Printing and large-format solutions - Security and management tools - HP computing devices for campus and remote learning - Workstations and high-performance solutions |
| Topic 2: Positioning and Value Proposition | 20% | - Align solutions with institutional goals - Total cost of ownership and ROI - Differentiate HP from competitors |
| Topic 3: Understand Higher Education Market Needs | 25% | - Budget and procurement models - Key stakeholders and decision-makers - Trends and challenges in higher education |
| Topic 4: Selling Process and Engagement | 20% | - Post-sales support and lifecycle management - Needs assessment and solution design - Proposal and presentation best practices |
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