Welcome To The HP UNIVERSITY
Welcome to theHP UNIVERSITYOffering BrochureSeptember 2017partner.hp.com Training & Certification HP University
Accesseverythingyou need tosuccessfullyoffer theHP portfolioin one go-tolocationA STREAMLINED APPROACH TOENABLING OUR PARTNERSTo ensure you have everything you need tonavigate a changing market, HP has launchedHP University!As part of the HP transformation journey, you cannow access training on what to sell, how to selland how to market all in one location! You willreceive guidance on which courses are applicableto you based on your role and focus area.Together, we will enable your workforce to meetthe needs of the future.partner.hp.com Training & Certification HP University
HP Universitywill enablechannelpartners forsuccess in achangingmarketHP UNIVERSITY STRUCTUREThis new learning experience combinesa curriculum of certifications, sales skillstraining, product training, and marketingtraining to prepare partners to offer theHP portfolio.SALES SKILLS TRAININGCERTIFICATIONS Classroom training Specialization certifications Virtual classroom training Volume certifications Self-paced online training Sales and technical certificationsPRODUCT TRAINING Classroom training Virtual classroom training Self-paced online trainingMARKETING TRAININGcoming soon Connecting with your customers
ROLES To effectivelyengage withcustomers,sales peoplemust acquireand continue todevelop adiverse set ofsalescompetenciesOFFERINGSSALES SKILLS TRAINING NTSALESMANAGERStrategic Solution SellingCourses are offered across variousformats, including self-pacedonline, classroom and virtualclassroom training.Introduction to Inside SellingExecutive Level SellingCLASSROOMHunting: New BusinessDevelopmentStorytellingRelationship MappingVIRTUALCLASSROOMCreating EffectiveCommunicationsMeeting and Call PlanningFundamentals of NegotiationSELF PACED(Online)Intro to Business CaseDevelopmentCreating a Win StrategySocial SellingFinancial Acumen for SalesDirectly Applicable to roleSupplementary to role
Validating theknowledge andskills required tosell HP productsand solutionsprovidescredibilityand enablesimpactfulinteractionsCERTIFICATIONS OVERVIEWCourses are offered across variousformats, including self-paced online,engaging videos, and easy to PrintProducts&SolutionsCertification TypeCertification TitleSalesPersonal Systems HardwareSalesPrinting HardwareSalesSuppliesSales3D Scan SolutionsSalesDevice as a ServiceSalesMobility SolutionsSalesPersonal Systems ServicesSalesClient VirtualizationSalesRetail Point of SaleSalesWorkstationsTechnicalThin ClientTechnicalWorkstationsSalesManaged Print Specialist SelectSalesManaged Print Specialist PremierSalesDesignJet Large Format PrintingSalesPrinting ServicesSalesDesignJet Graphics PrintingSalesDesignJet Technical PrintingSalesImaging and Printing FundamentalsSalesGraphics PrintingSalesDocument SolutionsTechnicalDocument Solutions
Consultativeskills combinedwith a deepknowledge ofproducts andsolutions isneeded toidentifyopportunitiesand positionvalue with thecustomerPRODUCT TRAINING OVERVIEWCourses are offered across variousformats, including self-paced online,engaging videos, and easy to accesspresentations.CategoryPrintProducts &SolutionsPCProducts &SolutionsProduct/SolutionModalityOffice PrintingAllself-pacedOffice Printing ServicesManaged Print Services (MPS)self-pacedOffice Printing –Document edGraphics PrintingDesign Jet Large FormatCommercial Desktops Generation DesktopChromeboxCollaboration, ElitePresentations &VideosCommercialNotebooks tion &VideosCommercial PCs –Cross Platform AllCollaborationOffice of the Futureself-paced,Presentation, &VideosImmersiveComputingSproutMobility Retail Point of SaleRetail Point of Saleself-pacedServicesDevice as a Service (DaaS)self-pacedThin Clients WorkstationsElite X3/X2Workspace,Client VirtualizationSolutionsHP Device ManagerWorkstationsself-pacedPresentation &Videosself-pacedself-pacedself-paced
WHAT’S NEW?Explore our collection ofSales Skills coursespartner.hp.com Training & Certification HP University
Your customer’schallenges are youropportunities.Learn how touncover and usethem to drive asolution orientedsaleI’m going to look at implementingall of this, I came from a traditionalbox moving reseller2DaysSTRATEGIC SOLUTION SELLINGAre you Having trouble navigating the customer organization,and identifying what matters to each stakeholder?Wishing to overcome your customer’s perceptionof you as a provider ofproducts instead of solutions?Struggling to uncover opportunities and presentideas, in order to position yourself as a strategicadvisor?We can help This course will help to get overthe fear of having conversationsI’m not used to havingStrategic Solution Selling will immerse you inrealistic business problems, and provide strategiesto uncover key customer business challenges, craftproposals and deliver the right messages to theright customers.The session met and exceededmy expectationsThis offering will help you move towards a solutionoriented sale, helping you build deeper relationships,minimize wasted selling effort, and drive bigger deals.Classroom20 Max AttendanceSession Price 20k USD
Toengagesuccessfullywithan executive youmust “speak theirlanguage”. Learn howto establish credibilityby gainingan understandingof executiveconcerns andExcellent training. It will be critical to This is a fantastic course! It providesapply knowledge I learned here toa lot of insights on how to prepareprioritiesdaily business management.difficult scenarios while you make theEXECUTIVE LEVEL SELLINGAre you Struggling to gain access to the right executiveto discuss specific business opportunities?Looking to craft messaging that will capture theattention of senior level customers?Seeking to understand how companies measurebusiness performance and make investmentdecisions?We can help Executive Level Selling provides tools and techniquesto help you gain access to and hold business focusedconversations with customer executives. You willexamine what drives different executives, how tonavigate the relationship, and how to complete theselling cycle. This classroom offering providesopportunities to engage in real business scenarios andreceive expert and peer coaching.engagement upstream.2DaysClassroom20 Max AttendanceSession Price 20k USD
Discover thetools andtechniques needed ineach component ofthe Inside Sales call –from preparing toclosingOverall, it was a solid course. Ifully enjoyed it and thought itwas, by far, the most valuabletraining I have been in.This was a really good course! Goodinstruction and reinforcement ofprinciples. Enjoyed!!1.5DaysINTRODUCTION TO INSIDE SELLINGAre you An Inside Seller struggling todistinguish yourselffrom a telemarketer?Having trouble navigating thecustomerorganization and influencinggatekeepers?Wanting to build customeradvisors?We can help Introduction to Inside Selling will strengthen the callsyou make to your customers. You willpractice how to prepare, drive, and close the callseffectively, including how to assess and betterunderstand customers over the phone to help themmove through the salesprocess.This classroom offering provides opportunities topractice and role play different tools and techniques forinsideselling.I thought the course wasinsightful and it worked.Classroom20 Max AttendanceSession Price 20k USD
Having astructured processfor researching,establishingand developingopportunitiesincreases quantityand quality ofthe pipelinefor huntersand farmersInteractive and helpful - good takeaways from peers – Instructor wasvery knowledgeable.1DayCourse provided good methods andnew methods to rate, analyze andconduct business with customers.ClassroomHUNTING:NEW BUSINESSDEVELOPMENTAre you Looking to improve your process for identifying potentialcustomers?Struggling to optimize the time you spend developing yourbusiness across variousaccounts?Looking to accelerate the sales process by askingpurposeful questions at the appropriate time?We can help Hunting: New Business Development provides a set ofeasy to use tools to help you more effectively identify and progress new opportunities. You willexplore methods for carrying out target account research,creating a contact strategy, and managing gatekeepers.Additional topics include the Request for Proposal (RFP) /Request for Quo- tation (RFQ) process, business cases,handling objections, negotiations and closing.This classroom course provides the opportunity topractice implementing concepts and receive coaching.20 Max AttendanceSession Price 10k USD
STORYTELLINGCrafting awell structuredstory that istuned to youraudience canlead to deepand meaningfulconnectionsAre you Looking for inspiring ways or techniques to engage withyour clients?Wanting to differentiate yourself from the competition anddelivering a pitch that resonates with your specific audience?In need of a place to safely test and hone your storytellingcapabilities with real-time feedback?We can help Storytelling will allow you to explore the skills for craftingyour business value proposition into a compelling story thattargets the client’s value levers.You will study the key elements of a good story, how totailor it to your audience and how to deliver it with maximumimpact.During the session you will engage in discussion and havethe opportunity to practice your skills in an interactivemanner.1DayClassroom20 Max AttendanceSession Price 10k USD
Determiningwho the decisionmaker is, and whohas influence in thebuying process isessential toeffective selling.Mappingrelationshipsproducesinsights to helpnavigatethe organization2hoursVirtual ClassroomRELATIONSHIP MAPPINGAre you Investing time with certain customers, only to find out theyhave no influence on the buying decision?Running into customers who actively block you fromprogressing your opportunities?Struggling to identify or gain access to the key players whocan drive the deal to close?We can help Relationship mapping provides a structured framework youcan use to analyze the customer organization at the accountand opportunity level, in order to understand the existingrelationships and ensure you’re investing your time in theright places.This virtual classroom course provides the opportunity topractice implementing the concepts taught and receiveexpert and peer guidance.20 Max AttendanceSession Price 3k USD
INTRODUCTION TO BUSINESS CASEDEVELOPMENTDemonstrate that thecustomer cannotproceed withoutyou byconnecting theoutcomes youroffering deliversto their uniquevalues30 MinutesWeb (self-paced)Are you Struggling to articulate your value proposition to acustomer?Having trouble justifying the investment inyour solution?Looking for a way to ensure your pitch resonates withthe customer?We can help Introduction to Business Case Development will guideyou through the key elements of an effective businesscase as part of the selling process. You will examinehow a business case fits into the context of solutionselling, and explore the concept of value and articulatinga value proposition.This course is self-paced and includes onlineinteractions as well as knowledge checkpointsthroughout.No Max AttendanceSeat Price Free of Charge
FUNDAMENTALS OFNEGOTIATIONReach winwinoutcomesand drivemutualbusinessvalue overtime byunderstandingthecustomer’strue interest45MinutesWeb (self-paced)Are you Finding yourself across the table from a customer thatchallenges you on every facet of a deal?Ending up in price based conversations with the customer,unable to keep the focus on value?Concerned about maintaining strong customer relationshipswhile achieving desirable outcomes?We can help Fundamentals of Negotiation covers core negotiation tacticsand techniques to form a foundation for future negotiationofferings that you can continue to build on.Using real-life examples you will see how to effectivelyexecute these techniques to reach win-win outcomes andenhance mutual business value over time.No Max AttendanceSeat PriceFree ofCharge
MEETING AND CALL PLANNINGLearn how tooptimize yourand theclient’stime forconsistent positiveoutcomesAre you Struggling to achieve your objectives when meeting withcustomers either in person or over the phone?Looking for an easy to use methodology to prepare for,execute, and follow up on key meetings?Leaving meetings feeling you didn’t achieve what you hadset out to achieve?We can help Meeting and Call Planning provides you with a frameworkthat will help you plan for engagement with customercontacts. It also allows sellers to gain the most fromcustomer meetings through effective follow up.This course is self-paced and includes online interactions aswell as knowledge checkpointsthroughout.30MinutesWeb (self-paced)No Max AttendanceSeat PriceFree ofCharge
CREATING A WIN STRATEGYExplore whatbuilding a greatWin Strategytakes and how igence andbusiness acumennow30 MinutesWeb (self-paced)Are you Searching for tools to help you assess the com- petition anddevelop a competitive strategy?Looking for a method to understand and leverage your ownstrengths and weaknesses?Struggling to close the deal and get your customer to“yes”?We can help Creating a Win Strategy will guide you through the keyinputs and elements for a solid win strategy. Studytechniques like SWOT analysis, building win themes, andgathering insights to gain a competitive advantage.This course is self-paced and includes online interactions aswell as knowledge checkpoints throughout.No Max AttendanceSeat PriceFree ofCharge
CREATING EFFECTIVECOMMUNICATIONSA well structuredandcompellingmessage iskey toengagingyour audienceAre you Looking for methods to connect with youraudience?In need of techniques for developing a compellingstoryline?Unsure how to use visuals that will engage your customersand reinforce your message?We can help Creating Effective Communications covers the fundamentalsof building a clear and compelling message that is targeted toa sales audience. You will learn how to clarify your messagetailored to your audience and how to use an effectivestructure and visuals to enhance the message.This course is self-paced and includes online interactions aswell as knowledge checkpoints throughout.45MinutesWeb (self-paced)No Max AttendanceSeat PriceFree ofCharge
SOCIAL SELLINGLaser targetyourprospectsthroughSocial SellingAre you Thinking about leveraging your online brand and building yourcredentials?Trying to establish how to best leverage social media toengage your customer with insight?Looking for new and fresh ways to increase your rapport andtrust with your customers?We can help Social Selling is an introductory level course that establishesthe importance of social selling. This important new approachto selling allows you to laser-target your prospects and,establish rapport and trust through existing connections andnetworks.This course will be highly engaging, visual and will provide youhands-on resources and tools.45 MinutesWeb (self-paced)No Max AttendanceSeat PriceFree ofCharge
FINANCIAL ACUMEN FOR onenables youto provide asolution thataddressestheirconcerns2 HoursWeb (self-paced)Are you After a better understanding of your customer’s business at adeeper level?Trying to better comprehend your customer’s financialreports?Looking to develop a value message for a solution thataddresses your customer’s concerns?We can help Financial Acumen for Sales introduces basic financial reportsand the information that can be gathered from them. You willplay the role of an investor to engage in an interactive gamethat teaches these basic principles.The second part of the courses focuses on the insights thebasic information provides and how those insights can help HPsales people have better, more informed value conversationswith their customers.No Max AttendanceSeat PriceFree ofCharge
Strategic Solution Selling Introduction to Inside Selling Executive Level Selling Hunting: New Business . Communications Meeting and Call Planning Fundamentals of Negotiation Intro to Business Case Development Creating a Win Strategy Social Selling Financial Acumen for Sales CLASSROOM SELF PACED (Online) VIRTUAL CLASSROOM Courses are offered .
May 02, 2018 · D. Program Evaluation ͟The organization has provided a description of the framework for how each program will be evaluated. The framework should include all the elements below: ͟The evaluation methods are cost-effective for the organization ͟Quantitative and qualitative data is being collected (at Basics tier, data collection must have begun)
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On an exceptional basis, Member States may request UNESCO to provide thé candidates with access to thé platform so they can complète thé form by themselves. Thèse requests must be addressed to esd rize unesco. or by 15 A ril 2021 UNESCO will provide thé nomineewith accessto thé platform via their émail address.
̶The leading indicator of employee engagement is based on the quality of the relationship between employee and supervisor Empower your managers! ̶Help them understand the impact on the organization ̶Share important changes, plan options, tasks, and deadlines ̶Provide key messages and talking points ̶Prepare them to answer employee questions
Dr. Sunita Bharatwal** Dr. Pawan Garga*** Abstract Customer satisfaction is derived from thè functionalities and values, a product or Service can provide. The current study aims to segregate thè dimensions of ordine Service quality and gather insights on its impact on web shopping. The trends of purchases have
Chính Văn.- Còn đức Thế tôn thì tuệ giác cực kỳ trong sạch 8: hiện hành bất nhị 9, đạt đến vô tướng 10, đứng vào chỗ đứng của các đức Thế tôn 11, thể hiện tính bình đẳng của các Ngài, đến chỗ không còn chướng ngại 12, giáo pháp không thể khuynh đảo, tâm thức không bị cản trở, cái được
Le genou de Lucy. Odile Jacob. 1999. Coppens Y. Pré-textes. L’homme préhistorique en morceaux. Eds Odile Jacob. 2011. Costentin J., Delaveau P. Café, thé, chocolat, les bons effets sur le cerveau et pour le corps. Editions Odile Jacob. 2010. Crawford M., Marsh D. The driving force : food in human evolution and the future.
Le genou de Lucy. Odile Jacob. 1999. Coppens Y. Pré-textes. L’homme préhistorique en morceaux. Eds Odile Jacob. 2011. Costentin J., Delaveau P. Café, thé, chocolat, les bons effets sur le cerveau et pour le corps. Editions Odile Jacob. 2010. 3 Crawford M., Marsh D. The driving force : food in human evolution and the future.
