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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Understand HP Printing Hardware Portfolio | 25% | - Security and sustainability features - HP LaserJet and PageWide product families - Features, benefits, and specifications |
| Topic 2: Position and Differentiate HP Solutions | 25% | - Competitive positioning - Security, reliability, and cost advantages - Value proposition and ROI discussion |
| Topic 3: Present and Recommend Solutions | 20% | - Tailor solutions to customer use cases - Explain technologies and benefits clearly |
| Topic 4: Handle Objections and Close Sales | 10% | - Finalize sales and support options - Address pricing and competition concerns |
| Topic 5: Identify and Qualify Customer Opportunities | 20% | - Match solutions to requirements - Assess customer printing needs - Recognize business challenges |
Question 1
Which three evolving needs have led to significant changes in the office?
A. increased security attacks on business infrastructure; ransomware; GDPR
B. a new generation entering the workforce; work is now something you do, not a place you go to; flexible working hours
C. 5G mobile networks; electric cars; European copyright laws
D. a cost of living increase; world financial market instability; increased average life expectancy
Question 2
Why does HP ensure that its printers work in temperatures from 0 to 40' C and 80% humidity?
A. to meet the demands of customers located in such environments
B. to prove their reliability in most print environments
C. because of the HP engineers wanting to determine printer reliability in such harsh conditions
D. because of the competition and the requirement in most RFPs/RFQs
Question 3
Which statement is true about HP PageWide printers?
A. They are less energy efficient than HP LaserJet printers.
B. They are less secure than HP LaserJet printers, but have the lowest color cost per page.
C. They have more moving parts than HP LaserJet printers, but their all-in-one ink cartridges have HP Jetlntelligence.
D. They have the speed and reliability of laser with the high quality and low costs of inkjet printers.
Solutions:
| Question 1 Answer: A | Question 2 Answer: A | Question 3 Answer: A |
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