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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Process and Techniques | 25% | - Consultative sales methodology - Handling objections and competitive positioning - Upselling and cross-selling strategies |
| Solutions and Services | 25% | - HP managed print services (MPS) - Software tools and management utilities - Value-added services and support offerings |
| HP Imaging and Printing Technologies & Products | 30% | - HP hardware and MFP solutions overview - HP supplies portfolio and cartridge technology - HP laser and inkjet printing technologies |
| Industry Trends and Customer Needs | 20% | - Customer business challenges and pain points - Imaging and printing market trends - Identifying customer segments and requirements |
HP Imaging and Printing Sales Fundamentals Sample Questions:
1. What are key value propositions for replacing aging HP imaging and printing devices? (Select two.)
A) to improve document quality and effectiveness
B) to improve HP device manageability
C) to use less paper
D) to reduce security configurations
E) to allow employees to have personal printers
2. Which HP technology deals with the issue of color consistency in color printing?
A) HP Instant-on Fuser
B) Closed-loop calibration
C) HP Transmit Once/RIP Once
D) HP Scalable Print Technology
3. According to HP, what is involved in cross-selling?
A) selling the client a device that has more features to drive cost savings
B) selling HP printers that can print from both a Macintosh and a PC
C) selling the client accessories that go with their device to make them more functional
D) selling the client a balanced mix of HP MFPs and single function printers
4. Which strategy did HP employ on its corporate campuses to conserve resources?
A) provided all employees with free city bus passes
B) required all employees to shut off their printers before they left for the day
C) configured the default on printers to duplexing for all interoffice communication
D) turned off the lights after 6 pm
5. A client who purchases new technologies upon the recommendation of their colleagues is part of which group?
A) Early majority
B) Late majority
C) Laggard
D) Early adopters
Solutions:
| Question # 1 Answer: A,D | Question # 2 Answer: B | Question # 3 Answer: C | Question # 4 Answer: B | Question # 5 Answer: C |
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