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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Process and Techniques | 25% | - Upselling and cross-selling strategies - Consultative sales methodology - Handling objections and competitive positioning |
| Topic 2: Industry Trends and Customer Needs | 20% | - Identifying customer segments and requirements - Imaging and printing market trends - Customer business challenges and pain points |
| Topic 3: HP Imaging and Printing Technologies & Products | 30% | - HP hardware and MFP solutions overview - HP laser and inkjet printing technologies - HP supplies portfolio and cartridge technology |
| Topic 4: Solutions and Services | 25% | - Value-added services and support offerings - HP managed print services (MPS) - Software tools and management utilities |
HP Imaging and Printing Sales Fundamentals Sample Questions:
What is an advantage of HP Instant-on Fuser Technology?
- A. It is an additional accessory that you can sell to increase your margin.
- B. It can be turned on and turned off by the person printing so it does not waste energy.
- C. It works specifically with color toner to make colors more vivid.
- D. It virtually eliminates the wait time for the fuser to heat up.
Correct Answer: D 🗳️
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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 the key driver in a transactional sale?
- A. the customer
- B. the product
- C. perceived customer benefits
- D. long-term planning
Correct Answer: A 🗳️
What is the role of the reseller during the support stage of the technology lifecycle?
- A. to provide training for end users and address operation issues
- B. to determine how to redeploy devices
- C. to monitor usage and to notify managers if users abuse their printing privileges
- D. to cross-sell additional accessories and service
Correct Answer: D 🗳️
What is an imaging and printing industry trend?
- A. using templates to create a business brand
- B. seeking information on the internet
- C. creating paperless offices
- D. converging of multiple functions into one device
Correct Answer: D 🗳️
