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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Printing Portfolio Overview | 20% | - HP specialty and industrial printing devices - PageWide and large-format printing solutions - LaserJet and InkJet product families |
| Topic 2: Supplies and Consumables | 25% | - Supplies lifecycle and cost-per-page analysis - Paper and media types - Original HP cartridges and toners |
| Topic 3: Support, Warranty & Services | 10% | - HP warranty and support options - Recycling and environmental programs - Managed print services overview |
| Topic 4: Customer Needs Analysis & Solution Positioning | 25% | - Differentiate HP solutions from competitors - Match hardware/supplies to business use cases - Identify customer printing requirements |
| Topic 5: Value Proposition & Sales Strategy | 20% | - Upselling and cross-selling opportunities - Reliability, security and sustainability features - Total cost of ownership (TCO) benefits |
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