Course ID 00841805
Course format WBT
Course length 40 minutes
Delivery languages English
Related certifications
  • HP Advanced Sales Certified - Client Virtualization [2014] (inactive)
In preparation for these exams
Selected items from this course are included in these exams:
  • HP2-H32 : Selling HP Client Virtualization Solutions (inactive)
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Course description

This course covers the characteristics of a Thin Client product and solution sales. You also learn to communicate the key attributes customers consider when they make a thin client purchase decision, and then apply your learning to understand your customer’s pain points.

Who should attend

HP employees and HP Partner Sales Professionals.

Prerequisites

For complete prerequisites and requirements to achieve any of the related certifications or upgrade paths, see the certification description on the HP ExpertOne website.

Objectives

After completing this course, you should be able to do the following:
  • Describe the characteristics of a product sale.
  • Describe the characteristics of a solution sale.
  • Recognize and communicate the key attributes customers consider when making a thin client purchase decision.
  • Follow a structured, customer-driven sales methodology to understand and construct an elevator pitch, discovery, and assessment questions.
  • Apply your learning to understand your customer's pain points, leveraging the use case scenario that most closely matches your customer's actual case.