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