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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Industry Trends and Customer Needs | 20% | - Identifying customer segments and requirements - Customer business challenges and pain points - Imaging and printing market trends |
| Sales Process and Techniques | 25% | - Handling objections and competitive positioning - Consultative sales methodology - Upselling and cross-selling strategies |
| HP Imaging and Printing Technologies & Products | 30% | - HP laser and inkjet printing technologies - HP hardware and MFP solutions overview - HP supplies portfolio and cartridge technology |
| Solutions and Services | 25% | - Value-added services and support offerings - Software tools and management utilities - HP managed print services (MPS) |
HP Imaging and Printing Sales Fundamentals Sample Questions:
What does HP Laser Modulation use?
- A. small dots placed close together to produce dark colors
- B. large dots placed close together to produce dark colors
- C. small dots placed far apart to produce dark colors
- D. large dots placed far apart to produce dark colors
Correct Answer: A 🗳️
Which strategy did HP employ on its corporate campuses to conserve resources?
- A. provided all employees with free city bus passes
- B. turned off the lights after 6 pm
- C. required all employees to shut off their printers before they left for the day
- D. configured the default on printers to duplexing for all interoffice communication
Correct Answer: C 🗳️
Why are up-selling and cross-selling beneficial to a channel partner?
- A. For every HP color printer sold using a cross-sell technique. HP provides an additional 10% discount on the hardware.
- B. They allow the partner higher profits in combination with faster sales cycles.
- C. They typically involve a higher value product leading to higher profits
- D. They are the only processes that allow the partner multi-vendor sales versus single-vendor sales.
Correct Answer: B 🗳️
According to HP what indicates whether an HP sales person is successful?
- A. The sales person sells more devices per month than any other HP sales person.
- B. The sales person consistently wins HP sales awards
- C. The sales person's clients are successful.
- D. The sales person earns more margin than colleagues do.
Correct Answer: C 🗳️
What is the purpose of up-selling?
- A. to sell higher value products by series, family, or category
- B. to sell on-site services
- C. to sell additional, third-party solutions
- D. to sell accessories
Correct Answer: A 🗳️
