Last Updated: Sep 29, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Understanding the Competition | 20% | - Competitor product positioning - HP competitive advantages - Value proposition comparison |
| Topic 2: Sales Tools, Techniques and Process | 30% | - Objection handling and closing strategies - HP sales and reference tools - Consultative selling methodology |
| Topic 3: Understanding Imaging and Printing Supplies | 25% | - HP supply portfolio and specifications - Genuine vs. non-genuine supplies - Print quality, reliability and yield concepts |
| Topic 4: Identifying and Understanding Customer Needs | 25% | - Cost-per-page and total cost of ownership - Customer business and usage scenarios - Matching supplies to printer hardware |
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