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HP HP2-I18 Exam Syllabus Topics:

SectionObjectives
Selling HP Supplies- Customer needs analysis
  • 1. Office printing requirements
    • 2. Cost-per-page considerations
      - Sales positioning strategies
      • 1. Value-based selling approach
        • 2. Competitive differentiation vs third-party supplies
          HP Print Portfolio Overview- HP printing and imaging products
          • 1. Key value propositions of HP print solutions
            • 2. Printer categories and positioning
              - HP Supplies Ecosystem
              • 1. Supplies lifecycle and usage models
                • 2. Original HP ink and toner positioning
                  Customer Engagement and Objection Handling- Sales conversations
                  • 1. Aligning supplies to business outcomes
                    • 2. Identifying decision makers
                      - Handling objections
                      • 1. Price sensitivity responses
                        • 2. Quality and reliability justification
                          HP Managed Print Services and Solutions- Sustainability and efficiency
                          • 1. Recycling programs
                            • 2. Energy and resource efficiency messaging
                              - Managed Print Services (MPS)
                              • 1. Service models and benefits
                                • 2. Contract and subscription offerings

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