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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Market and Technology Overview | 20% | - Benefits and use cases of client virtualization - Client virtualization market trends and drivers |
| Topic 2: Sales Process & Objection Handling | 10% | - Address common customer objections - Effective sales methodology |
| Topic 3: Customer Needs Analysis | 25% | - Align customer needs with virtualization solutions - Identify business challenges and requirements |
| Topic 4: HP Client Virtualization Portfolio | 30% | - HP thin clients and software solutions - Integration with virtual desktop infrastructures - HP Device as a Service (DaaS) offerings |
| Topic 5: Solution Positioning & Value Proposition | 15% | - Differentiate HP solutions from competitors - Communicate total cost of ownership and ROI |
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