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| Section | Weight | Objectives |
|---|---|---|
| Customer Needs and Sales Strategy | 25% | - Identifying Customer Printing Requirements - Demonstrating Quality, Reliability and Security - Value Proposition and Cost-per-Page Analysis |
| Product Portfolio and Compatibility | 25% | - Maintenance Kits and Accessories - Ink Cartridges and Toner Cartridges - Matching Supplies to Printer Models - Paper and Specialty Media |
| Handling Objections and Competitive Positioning | 15% | - Addressing Cost Concerns - Warranty and Legal Considerations - Countering Third-Party Supply Claims |
| Solutions, Services and Business Growth | 15% | - HP Instant Ink and Subscription Models - Building Long-Term Customer Relationships - Supplies Lifecycle Management |
| HP Imaging and Printing Supplies Overview | 20% | - Supply Technology and Innovation - HP Original vs. Non-HP Supplies - Environmental and Sustainability Benefits |
1. Why should you and your customers avoid selling or giving away any empty HP original supplies boxes?
A) The box is intended for recycling and should be returned in the Planet Partner Program.
B) According to HP T&C's the box belongs to HP and needs to be presented if an HP representative asks you to do so.
C) An empty box is a counterfeit and the possession is illegal.
D) The boxes can be re-used to sell counterfeit products.
2. On what medium is HP ink designed to give high quality printouts?
A) Photocopy paper
B) HP Base Photo Paper
C) HP printable labels
D) A variety of media
3. What is the key driver for supplies sales?
A) End of life
B) Price drop
C) Response to the competition
D) Need
4. What are three typical target customer groups for supplies?
A) Small-sized customers, medium-sized customers, and large-sized customers
B) Loyal - original supplies customers, switcher customers, and lost customers
C) Home-user customers, public customers, and enterprise customers
D) Ink customers, laser customers, and media customers
5. According to the 2013 Spencer Lab laser study how much more can non-HP toner cartridges cost over time, as compared with HP toner cartridges?
A) Up to 90%
B) Up to 20%
C) Up to 60%
D) Up to 70%
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: B | Question # 3 Answer: D | Question # 4 Answer: A | Question # 5 Answer: B |
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