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HP HP2-B116 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Customer Needs and Market Segmentation | - Understanding customer requirements
|
| Topic 2: Closing the Sale and Implementation | - Sales closure techniques
|
| Topic 3: HP Document Solutions Product Portfolio | - Solution offerings
|
| Topic 4: Sales Strategies and Positioning | - Presenting HP solutions
|
HP Selling HP Document Solutions Sample Questions:
Question #1
What can be included in an overall definition of a workflow solution?
A. the operational aspects of workplace processes and how each task is structured
B. device utilization and total cost of document production
C. the security of documents and the total cost of print management
D. the management of printer infrastructure and balanced deployment
Question #2
Why might a customer deploy a job accounting solution?
A. to understand who is printing what and the costs that are involved
B. to account for print output from Enterprise Resource Planning (ERP) solutions
C. to manage contracts and supplies acquisition
D. to increase productivity by improving workflow
Question #3
What must a salesperson do when beginning to understand the customer's organization?
A. identify and secure bid resources
B. prepare a demonstration
C. profile the key executivesand stakeholders
D. outline the financial detail of any potential business
Solutions:
| Question #1 Answer: D | Question #2 Answer: A | Question #3 Answer: C |
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