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