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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Position & Present HP Volume Support Services | 25% | - Compare HP services vs standard warranties - Value proposition and ROI communication - Customize solutions for enterprise accounts |
| Topic 2: Identify Customer Needs & Opportunities | 25% | - Assess customer IT environment and infrastructure - Qualify volume service sales opportunities - Match service offerings to business requirements |
| Topic 3: Understand HP Volume Support Services Portfolio | 25% | - Overview of HP support services offerings - Volume support service features and benefits - Service level agreements and coverage scope |
| Topic 4: Sales Process & Objection Handling | 15% | - Address common customer concerns - Pricing and contract structure basics - Close volume service agreements |
| Topic 5: Post-Sales & Relationship Management | 10% | - Service delivery and renewal process - Expand support coverage and account growth |
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