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