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