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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Needs Analysis & Sales Process | 25% | - Identify customer printing requirements - Consultative sales approach - Match products to business needs |
| Topic 2: Competitive Positioning | 20% | - Comparison with competing solutions - HP unique selling points - Addressing competitive objections |
| Topic 3: Features, Benefits and Value Proposition | 30% | - Solutions differentiation and added value - Security, reliability and sustainability features - Cost-per-page and efficiency advantages |
| Topic 4: HP Printing Portfolio Overview | 25% | - Use cases and target customer segments - HP LaserJet and InkJet product families - Key specifications and technologies |
1. An international advertising agency is looking to upgrade their printers but has limited space for new equipment. The agency produces high volumes of high-quality color images and full-bleed A3 brochures every month to share with their end users. Which HP solution should you recommend for this customer?
A) Small footprint HP PageWide solutions feature fast print speeds to produce high black and color saturation for professional-quality color documents.
B) HP ScanJet document capture solutions transform piles of paper into streamlined digital workflows for businesses of all sizes.
C) HP Managed Print Services (MPS) products are designed for space efficiency and price competitiveness with increased yield, duty cycle, and speed.
D) HP LaserJet Enterprise printers use high-yield cartridges for high-volume printing and produce professional-quality documents without a large footprint.
2. How does HP Roam tot Business help businesses keep pace with increasing demands for mobile printing capabilities?
A) by replacing printer-specific drivers and mobile apps, allowing users to print from any personal computer or mobile device
B) by enabling HP printers to integrate with HP ID to set up user accounts and authentication without a subscription
C) by supporting Near Field Communication (NFO-enabled printing while maintaining the business's security policies
D) by providing insights into a fleet's costs, behaviors, and efficiencies through data collected and stored in a cloud-based database
3. A new customer is considering a refresh of the company's printers and supplies. What question should you ask of the person in charge of printers and supplies?
A) How much energy do your current printers consume and what are your energy goals?
B) How important is access to mobile printing capabilities?
C) What kind of security policy does the company have in place and are you meeting your targets?
D) How many employees are currently working from public places?
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: A | Question # 3 Answer: C |
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