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| Section | Objectives |
|---|---|
| Topic 1: HP Document Solutions Sales Fundamentals | - Value positioning of HP Document Solutions - Understanding customer printing and document workflows |
| Topic 2: Print and Document Management Solutions | - Secure printing and document protection - Job accounting and usage tracking - Print management and cost control solutions |
| Topic 3: HP Printing Ecosystem and Solutions Positioning | - Competitive positioning and value selling - HP printers, software, and services ecosystem |
| Topic 4: Workflow and Digital Transformation | - Document workflow optimization - Digitization and automation of document processes |
1. How does do some copier manufacturers obtain the customer's commitment to take their solution proposals seriously?
A) They gain a commitment from the customer to present their findings to the purchasing department.
B) They draft an agreement to buy up any existing copier contracts from the customer.
C) They secure an executive audience for the presentation of their executive summary.
D) They secure a meeting of all the users toestablish their "pain points."
2. How can HP Web Jetadmin assist in the proactive management of a printing and imaging infrastructure?
A) by billing for individual print usage
B) by assisting in the management of workflow
C) by assisting in the deployment, support, and consumables management, together with on-going reporting and optimization of the fleet
D) by issuing purchase orders to supplies resellers and tracking the purchase orders throughout the purchase process
3. What should asalesperson do when qualifying any potential opportunity?
A) analyze all the industry financial data that is available
B) begin to quantify the print volumes and potential productivity gains
C) evaluate sell-up and cross-sell opportunities
D) Prioritizethe opportunity, relative to the others the salesperson is pursuing
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: C | Question # 3 Answer: D |
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