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| Section | Weight | Objectives |
|---|---|---|
| Sales Process & Objection Handling | 10% | - Effective sales methodology - Address common customer objections |
| Customer Needs Analysis | 25% | - Align customer needs with virtualization solutions - Identify business challenges and requirements |
| Market and Technology Overview | 20% | - Benefits and use cases of client virtualization - Client virtualization market trends and drivers |
| HP Client Virtualization Portfolio | 30% | - HP thin clients and software solutions - HP Device as a Service (DaaS) offerings - Integration with virtual desktop infrastructures |
| Solution Positioning & Value Proposition | 15% | - Communicate total cost of ownership and ROI - Differentiate HP solutions from competitors |
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