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| Section | Objectives |
|---|---|
| Topic 1: HP Printing Ecosystem and Solutions Positioning | - Competitive positioning and value selling - HP printers, software, and services ecosystem |
| Topic 2: Workflow and Digital Transformation | - Digitization and automation of document processes - Document workflow optimization |
| Topic 3: Print and Document Management Solutions | - Job accounting and usage tracking - Print management and cost control solutions - Secure printing and document protection |
| Topic 4: HP Document Solutions Sales Fundamentals | - Value positioning of HP Document Solutions - Understanding customer printing and document workflows |
1. What must a salesperson do when beginning to understand the customer's organization?
A) prepare a demonstration
B) identify and secure bid resources
C) profile the key executivesand stakeholders
D) outline the financial detail of any potential business
2. What do IT departments need to do to gain support for new projects?
A) satisfy the issues raised by finance and purchasing departments
B) ensure the project comes in on budget
C) satisfy the issues of implementation, roll out, and support
D) ensure the project meets overall business strategy and identify the beneficiaries
3. What is a feature of a solution for managing printing and imaging devices?
A) It enablescustomers to adhere to statutory regulations, such as Sarbanes-Oxley.
B) It enables customers to centrally manage their printing and imaging.
C) It enables the utilization of an IBM mainframe, from which data are routed to the correct printer
D) It enables customers to manage workflow.
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: D | Question # 3 Answer: B |
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