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| Section | Weight | Objectives |
|---|---|---|
| Customer Needs Analysis & Solution Positioning | 25% | - Identify customer printing requirements - Differentiate HP solutions from competitors - Match hardware/supplies to business use cases |
| Supplies and Consumables | 25% | - Original HP cartridges and toners - Paper and media types - Supplies lifecycle and cost-per-page analysis |
| Support, Warranty & Services | 10% | - Managed print services overview - HP warranty and support options - Recycling and environmental programs |
| HP Printing Portfolio Overview | 20% | - HP specialty and industrial printing devices - PageWide and large-format printing solutions - LaserJet and InkJet product families |
| Value Proposition & Sales Strategy | 20% | - Reliability, security and sustainability features - Upselling and cross-selling opportunities - Total cost of ownership (TCO) benefits |
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