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