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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Document Solutions Portfolio | 30% | - HP LaserJet and PageWide Products - Document Management and Workflow Solutions - MFPs and Digital Sender Solutions |
| Topic 2: Sales Strategy & Solution Design | 25% | - Matching Solutions to Workflows - Post-Sales Support Overview - ROI and TCO Analysis |
| Topic 3: Competitive Positioning | 20% | - Differentiators vs Competitors - Addressing Objections |
| Topic 4: Value Proposition & Customer Needs | 25% | - Cost and Efficiency Benefits - Identifying Business Requirements - Security and Compliance Advantages |
1. Why is itimportant to continually qualify any particular opportunity?
A) to determine a suitable length of contract
B) to decide whether ornot to continue to pursue the opportunity
C) to determine if the customer will install HP Web Jetadmin
D) to decide whether or not to offer a discount on HP supplies
2. Which question can a salesperson ask a customerto ascertain if the customer is a potential prospect for an access control solution from HP?
A) Do you require bill heavy print users?
B) Do you need to securely deploy new printers?
C) Do you want to deploy HP printers on non-HP platforms?
D) Would you like to restrict unauthorized output?
3. What are the benefits of an HP document solution sale to both you and your customer?
A) increased sales of MFPsand greater customer satisfaction
B) higher revenue and sales margins, and the opportunity to change the customer's work methods to increase efficiency and reduce costs
C) higher sales volumeand overheads, and the opportunity to change the customer's work methods to increase head count and reduce costs
D) increased sales of printers and a great deal for the customer
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: D | Question # 3 Answer: B |
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