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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Process and Techniques | 25% | - Handling objections and competitive positioning - Upselling and cross-selling strategies - Consultative sales methodology |
| Topic 2: Industry Trends and Customer Needs | 20% | - Imaging and printing market trends - Identifying customer segments and requirements - Customer business challenges and pain points |
| Topic 3: Solutions and Services | 25% | - HP managed print services (MPS) - Value-added services and support offerings - Software tools and management utilities |
| Topic 4: 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 most important fact to remember about transactional and consultative sales?
- A. You should focus only on your margin.
- B. You should minimize time spent with customers.
- C. You should focus on your customer's business problems
- D. You should focus primarily on volume of sales.
Correct Answer: C 🗳️
Which question is a typical cross-selling phrase?
- A. Would you benefit from increasing the number of MFPs in your fleet?
- B. Would you like to add an HP Care Pack to your HP MFP?
- C. Would you benefit from a single-function device instead of an MFP?
- D. Would you benefit from a duplex model?
Correct Answer: B 🗳️
What does bundling of products involve?
- A. making sure all products arrive at the destination at the same time
- B. offering two devices for the price of one
- C. putting all the products in one shipping package
- D. creating a package of accessories to offer at a single price
Correct Answer: C 🗳️
What is the key technology behind HP leading First Page Out (FPO) performance?
- A. HPFastRes
- B. HP Instant-on Fuser
- C. HP Intelligent Networking
- D. HP Color Tables
Correct Answer: B 🗳️
What is an imaging and printing industry trend?
- A. creating paperless offices
- B. seeking information on the internet
- C. using templates to create a business brand
- D. converging of multiple functions into one device
Correct Answer: D 🗳️
