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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Sales Process & Methodology | 20% | - Sales cycle stages - Objection handling and closing techniques |
| Topic 2: Deployment & Support Basics | 10% | - Service and support offerings - Implementation overview |
| Topic 3: HP TippingPoint Security Solutions Overview | 20% | - Operational security concepts - TippingPoint portfolio and positioning |
| Topic 4: Customer Needs Analysis | 25% | - Identifying security requirements - Matching solutions to business needs |
| Topic 5: Solution Positioning & Value Proposition | 25% | - Differentiating TippingPoint from competitors - Presenting technical and business benefits |
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