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| Section | Weight | Objectives |
|---|---|---|
| Solution Selling & Value Proposition | 25% | - Explain warranty, support, and lifecycle services - Positioning HP solutions vs competitors - Build value-based proposals and ROI justification |
| HP SMB Product Portfolio & Solutions | 35% | - Entry-level servers, storage, and networking - HP desktops, notebooks, workstations for SMB - HP printing and imaging solutions - Software and services for SMB productivity |
| Understand SMB Customer Needs & Business Environment | 25% | - SMB market characteristics and challenges - Align solutions with SMB budget and growth goals - Identify customer business priorities and pain points |
| Technical & Implementation Basics | 15% | - Deployment and management considerations - Compatibility and integration requirements - Security and compliance for SMB environments |
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