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HP HP3-R05 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Closing & Follow-Up | 12% | - Secure commitment and agreement - Post-sale follow-up and account management - Recognize closing signals |
| Topic 2: Solution Presentation & Value Proposition | 20% | - Present service solutions - Communicate ROI and business value - Demonstrate service benefits |
| Topic 3: Needs Discovery & Assessment | 25% | - Active listening and questioning techniques - Identify business and technical needs - Map needs to HP service offerings |
| Topic 4: Prospecting & Qualification | 20% | - Pre-approach preparation - Identify potential customers - BANT qualification criteria |
| Topic 5: Handling Objections & Negotiation | 15% | - Build trust and confidence - Negotiate terms and conditions - Address price, timing, and scope concerns |
| Topic 6: Service Lifecycle & Customer Retention | 8% | - Renewal and upsell opportunities - Service delivery handoff |
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