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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Needs Analysis & Solution Design | 30% | - Matching services to customer environment - Identifying business and technical requirements - Designing complete service packages |
| Topic 2: HP Service Offerings & Portfolio | 25% | - HP support and service solutions - Care Pack and warranty services - Proactive and reactive service models |
| Topic 3: Sales Process & Value Proposition | 25% | - Overcoming objections and closing sales - Communicating service value and ROI - Pricing, quoting and contracting basics |
| Topic 4: Service Delivery & Post-Sales Support | 20% | - Service level agreements (SLAs) - Renewal and account management - Implementation and handover process |
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