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| Section | Weight | Objectives |
|---|---|---|
| HP Imaging and Printing Supplies Overview | 20% | - Environmental and Sustainability Benefits - HP Original vs. Non-HP Supplies - Supply Technology and Innovation |
| Handling Objections and Competitive Positioning | 15% | - Addressing Cost Concerns - Countering Third-Party Supply Claims - Warranty and Legal Considerations |
| Solutions, Services and Business Growth | 15% | - HP Instant Ink and Subscription Models - Supplies Lifecycle Management - Building Long-Term Customer Relationships |
| Product Portfolio and Compatibility | 25% | - Maintenance Kits and Accessories - Paper and Specialty Media - Ink Cartridges and Toner Cartridges - Matching Supplies to Printer Models |
| Customer Needs and Sales Strategy | 25% | - Value Proposition and Cost-per-Page Analysis - Identifying Customer Printing Requirements - Demonstrating Quality, Reliability and Security |
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