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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Solution Presentation & Value Proposition | 20% | - Present service solutions - Communicate ROI and business value - Demonstrate service benefits |
| Topic 2: Needs Discovery & Assessment | 25% | - Map needs to HP service offerings - Identify business and technical needs - Active listening and questioning techniques |
| Topic 3: Service Lifecycle & Customer Retention | 8% | - Service delivery handoff - Renewal and upsell opportunities |
| Topic 4: Prospecting & Qualification | 20% | - BANT qualification criteria - Pre-approach preparation - Identify potential customers |
| Topic 5: Handling Objections & Negotiation | 15% | - Address price, timing, and scope concerns - Negotiate terms and conditions - Build trust and confidence |
| Topic 6: Closing & Follow-Up | 12% | - Secure commitment and agreement - Recognize closing signals - Post-sale follow-up and account management |
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