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| Section | Weight | Objectives |
|---|---|---|
| Sales Process and Support | 25% | - Delivering effective sales presentations - Post-sales support and lifecycle services - Pricing, licensing and service models |
| Market and Opportunity Analysis | 20% | - Identifying customer business needs and pain points - Qualifying sales opportunities - HP imaging and printing market overview |
| Solution Positioning and Value Proposition | 25% | - Differentiating HP offerings from competitors - Building ROI and business case - Matching solutions to customer requirements |
| HP Imaging and Printing Solutions Portfolio | 30% | - HP printer and MFP product lines - Document workflow and capture solutions - Workgroup and enterprise printing solutions - HP JetAdvantage and security solutions |
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