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HP HP2-B116 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Strategy & Solution Design | 25% | - Matching Solutions to Workflows - ROI and TCO Analysis - Post-Sales Support Overview |
| Value Proposition & Customer Needs | 25% | - Security and Compliance Advantages - Cost and Efficiency Benefits - Identifying Business Requirements |
| HP Document Solutions Portfolio | 30% | - HP LaserJet and PageWide Products - Document Management and Workflow Solutions - MFPs and Digital Sender Solutions |
| Competitive Positioning | 20% | - Addressing Objections - Differentiators vs Competitors |
HP Selling HP Document Solutions Sample Questions:
1. What is the main reason a salesperson should consider selling HP document solutions?
A) higher sales volume and overheads, and the opportunity to change the customer's workmethods to increase head count and reduce costs
B) increased sales of MFPs and the opportunity to sell HP scanners and digital senders
C) increased sales of printers and the opportunity to sell moresupplies
D) higher revenue and sales margins, and the opportunity to change the customer's work methods to increase efficiency and reduce costs
2. What are the elements that make up the Infrastructure category of the HP document solutions strategy?
A) security,HP Universal Print Driver, host printing, device extension and hardware
B) enterprise-wide printing, printing outsource infrastructure, network security and document distribution
C) content capture, forms automation, LANFax and HP output management
D) job accounting, device management and asset management
3. What should you discuss with your customer concerning the deployment of HP Web Jetadmin?
A) the document management system the customer wants to deploy
B) the management of output from non-windows environments
C) the development of processes forprinting special fonts and bar codes
D) the number of IT help desk calls that relate to printer issues
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: B | Question # 3 Answer: D |
