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HP HP2-I65 Exam Syllabus Topics:

SectionObjectives
Sales Process and Customer Engagement- Consultative selling approach
  • 1. Discovery and qualification
    • 2. Solution mapping
      - Proposal and closing
      • 1. Handling objections
        • 2. Building business cases
          HP Managed Print Services (MPS) Subscription Fundamentals- Customer needs analysis
          • 1. Identifying cost optimization opportunities
            • 2. Assessing print environments
              - MPS value proposition and subscription model
              • 1. Understanding MPS services and outcomes
                • 2. Subscription-based print services positioning
                  HP Portfolio and Solution Selling- HP MPS offerings
                  • 1. Hardware + service bundles
                    • 2. Managed devices and lifecycle services
                      - Competitive positioning
                      • 1. Differentiating HP MPS from competitors
                        • 2. Value-based selling techniques
                          Contracting and Service Delivery- Lifecycle management
                          • 1. Device lifecycle optimization
                            • 2. Renewals and expansion opportunities
                              - Subscription contract structures
                              • 1. Service level expectations
                                • 2. Pricing models and agreements

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