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| Section | Objectives |
|---|---|
| Topic 1: Supplies and Services | - Managed Print Services - Lifecycle and Support Services - Original HP Supplies |
| Topic 2: Sales Positioning | - Objection Handling - Solution Recommendation - Value Proposition Development |
| Topic 3: HP Printing Technologies | - PageWide Technology - Laser Printing Technology - Device Management and Workflow Solutions |
| Topic 4: Customer Requirements Analysis | - Identify Customer Printing Needs - Match Products to Business Requirements - Competitive Positioning |
| Topic 5: HP Print Security | - HP Security Features - Print Security Services - Printer Security Risks |
| Topic 6: HP Printing Portfolio | - HP Managed Print Services - HP Enterprise Printing Solutions - HP Office Printing Solutions |
Question 1
When selling the HP printing hardware, which questions should you ask? (Select two.)
A. How many employees need to print and how many pages would they print per month?
B. Would you be interested in keeping your printers and saving money on the replacement supplies by using cheaper 3rd party products?
C. Which performance issues are you lacing with your current printing fleet?
D. What is your budget?
E. Would you like me to get you the cheapest price for replacing your printers?
Question 2
The Smart Office has led to which important emerging business needs? (Select two.)
A. Everything as a Service
B. secure printing
C. single-function printers
D. higher cost but faster printing
E. mono printing
F. GDPR-certified printers
Question 3
When is it appropriate to move the customer conversation to the sustainable impact?
A. when you have won the deal and are about to close the sale
B. when the customer wants to save money and doesn't care about waste
C. when the customer is not using original HP cartridges in HP printers
D. when the customer has a large budget and few-to-no cost constrains
Solutions:
| Question 1 Answer: C,D | Question 2 Answer: B,F | Question 3 Answer: C |
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