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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Industry Trends and Customer Needs | 20% | - Imaging and printing market trends - Identifying customer segments and requirements - Customer business challenges and pain points |
| Solutions and Services | 25% | - Software tools and management utilities - HP managed print services (MPS) - Value-added services and support offerings |
| Sales Process and Techniques | 25% | - Upselling and cross-selling strategies - Consultative sales methodology - Handling objections and competitive positioning |
| 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 |
HP Imaging and Printing Sales Fundamentals Sample Questions:
What is the HP Printing Sales Guide?
- A. A new HP service that supports HP partners by providing access to cost-free sales people for important deals
- B. An easy-to-print PDF document about HP sales processes
- C. A document about the major competitors in the printing business
- D. An application that supports HP partners in an effort to up-sell and cross-sell and that allows the creation of slide sets on HP products and technologies
Correct Answer: D 🗳️
What is the HP eIRG designed to help HP sales people do?
- A. to help competitors to make their product plans
- B. to share with clients, thus enabling the client to pick and choose the devices that they want
- C. to create sales PowerPoint presentations
- D. to find out if a device is discontinued and, if so, the model number of the replacement device
Correct Answer: D 🗳️
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What is the most important fact to remember about transactional and consultative sales?
- A. You should focus only on your margin.
- B. You should focus on your customer's business problems
- C. You should minimize time spent with customers.
- D. You should focus primarily on volume of sales.
Correct Answer: B 🗳️
What is an advantage of a contractual sale?
- A. It has a short cycle,
- B. It has higher margin potential than other sales methods
- C. It involves only the sales person and the IT manager
- D. It requires the lowest time investment of all sales methods
Correct Answer: B 🗳️
What is likely to happen when a business customer begins using more color in the marketing documents that they send to customers?
- A. decreased response from customers
- B. decreased costs of printing marketing documents
- C. increased costs of mono printing
- D. increased response from customers
Correct Answer: D 🗳️
