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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Competitive Positioning | 20% | - Addressing Objections - Differentiators vs Competitors |
| Topic 2: HP Document Solutions Portfolio | 30% | - MFPs and Digital Sender Solutions - Document Management and Workflow Solutions - HP LaserJet and PageWide Products |
| Topic 3: Sales Strategy & Solution Design | 25% | - Post-Sales Support Overview - Matching Solutions to Workflows - ROI and TCO Analysis |
| Topic 4: Value Proposition & Customer Needs | 25% | - Identifying Business Requirements - Security and Compliance Advantages - Cost and Efficiency Benefits |
What do IT departments need to do to gain support for new projects?
What is a feature of a solution for managing printing and imaging devices?
What should asalesperson do when qualifying any potential opportunity?
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