HP Phases of the Service Sales Process : HP3-R05

  • Exam Code: HP3-R05
  • Exam Name: Phases of the Service Sales Process
  • Updated: Aug 20, 2026     Q & A: 100 Questions and Answers

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HP HP3-R05 Exam Syllabus Topics:

SectionWeightObjectives
Topic 1: Prospecting & Qualification20%- Pre-approach preparation
- Identify potential customers
- BANT qualification criteria
Topic 2: Service Lifecycle & Customer Retention8%- Service delivery handoff
- Renewal and upsell opportunities
Topic 3: Solution Presentation & Value Proposition20%- Present service solutions
- Demonstrate service benefits
- Communicate ROI and business value
Topic 4: Needs Discovery & Assessment25%- Active listening and questioning techniques
- Identify business and technical needs
- Map needs to HP service offerings
Topic 5: Closing & Follow-Up12%- Post-sale follow-up and account management
- Secure commitment and agreement
- Recognize closing signals
Topic 6: Handling Objections & Negotiation15%- Build trust and confidence
- Address price, timing, and scope concerns
- Negotiate terms and conditions

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