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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Industry Trends and Customer Needs | 20% | - Identifying customer segments and requirements - Imaging and printing market trends - Customer business challenges and pain points |
| Topic 2: Sales Process and Techniques | 25% | - Handling objections and competitive positioning - Upselling and cross-selling strategies - Consultative sales methodology |
| Topic 3: HP Imaging and Printing Technologies & Products | 30% | - HP laser and inkjet printing technologies - HP hardware and MFP solutions overview - HP supplies portfolio and cartridge technology |
| Topic 4: Solutions and Services | 25% | - Value-added services and support offerings - HP managed print services (MPS) - Software tools and management utilities |
HP Imaging and Printing Sales Fundamentals Sample Questions:
According to HP what indicates whether an HP sales person is successful?
- A. The sales person's clients are successful.
- B. The sales person earns more margin than colleagues do.
- C. The sales person sells more devices per month than any other HP sales person.
- D. The sales person consistently wins HP sales awards
Correct Answer: A 🗳️
What is the purpose of up-selling?
- A. to sell accessories
- B. to sell higher value products by series, family, or category
- C. to sell additional, third-party solutions
- D. to sell on-site services
Correct Answer: B 🗳️
What is the HP Print Cost Estimator?
- A. a free tool that enables HP partners and customers to perform print cost analyses for their own documents before printing
- B. a print management solution that monitors HP color printers for cost estimations and reports
- C. an HP internal tool that allows the account manager to train HP partners on cost-per-page calculations
- D. software sold by HP distributors that allows the creation of supply contracts, including a print cost overview
Correct Answer: A 🗳️
What does using color do in a document?
- A. increases the willingness to read the document by up to 80%
- B. reduces the tendency to act on the contents
- C. decreases the cost per-page
- D. hides important information
Correct Answer: A 🗳️
What is the advantage of HP Care Packs?
- A. They include free upgrades to HP devices.
- B. They can be purchased for third-party products.
- C. They are included in the standard product warranty,
- D. They are easy to buy, easy to use, and flexible.
Correct Answer: D 🗳️
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