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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Needs Assessment & Solution Mapping | 25% | - Matching HP solutions to workflow needs - Addressing productivity and cost challenges - Identifying customer business requirements |
| Topic 2: Services, Support and Warranty | 15% | - HP Care Pack services and coverage options - Basic troubleshooting and technical awareness - Support models and service levels |
| Topic 3: Sales Process & Solution Presentation | 15% | - Consultative selling approach - Demonstrating solution benefits - Compliance and licensing basics |
| Topic 4: Value Proposition & Competitive Positioning | 20% | - Total Cost of Ownership (TCO) analysis - Security and sustainability features - HP unique selling points and differentiation |
| Topic 5: HP Imaging and Printing Portfolio Overview | 25% | - Single-function and Multifunction Devices (MFPs) - Inkjet and Laser Printing Technologies - Supplies, Accessories and Consumables |
1. What is one advantage of a transactional sales approach compared to a contractual sales approach?
A) More effort required to close
B) Price competition
C) No significant time investment required
D) More profitable
2. What is part of a consultative sales situation?
A) short-term focus
B) long-term focus
C) focus on the sale itself
D) limited customer interaction
3. Why has there been an increase in the use of color printing in business? (Select two.)
A) There are proven benefits to using color in documents.
B) Fewer monochrome printers are available.
C) Businesses are less concerned about their printing costs.
D) There have been reductions in the cost of color printing.
E) Color printing is cheaper than monochrome printing.
4. What is a customer giving up when choosing non-HP supplies for use in HP printing devices? (Select two.)
A) Printing speed
B) Input and output capacity
C) HP's promise of durability and reliability
D) HP's promise of industry leading print quality
E) HP's promise of discounts on future purchases
5. Which types of media are compatible with HP DesignJet printers and MFPs?
A) Rolled media only
B) Cut sheet media only
C) Letter or A4 and Legal or A3
D) Cut sheet and rolled media
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: B | Question # 3 Answer: A,D | Question # 4 Answer: C,D | Question # 5 Answer: D |
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