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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Solution Positioning and Value Selling | 25% | - Mapping solutions to customer requirements - Differentiating from competitive offerings - ROI and business case development |
| Topic 2: Market and Customer Needs Analysis | 25% | - Regulatory and compliance requirements - Identifying customer pain points and opportunities - Application security challenges and risks |
| Topic 3: HP Fortify Security Assurance Solutions Overview | 25% | - Key features and technical capabilities - Core components and architecture - Benefits and business value proposition |
| Topic 4: Sales Process and Engagement | 25% | - Overcoming objections and closing sales - Qualifying opportunities - Presenting and demonstrating solutions |
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