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| Section | Weight | Objectives |
|---|---|---|
| Customer Needs Assessment & Solution Matching | 25% | - Identifying customer business and printing requirements - Cost-per-page and total cost of ownership (TCO) - Matching product features to customer benefits |
| Supplies, Services & Security | 25% | - Managed Print Services (MPS) overview - Original HP supplies and reliability - Print security and compliance features |
| Sales Process & Competitive Positioning | 25% | - Competitive differentiation and advantages - HP sales methodology - Common objections and resolution strategies |
| HP Imaging and Printing Portfolio Overview | 25% | - LaserJet and InkJet technology basics - A3/A4 and personal/workgroup product lines - PageWide and large format solutions |
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