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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Competitive Positioning | 20% | - Comparison with competing solutions - HP unique selling points - Addressing competitive objections |
| Topic 2: Customer Needs Analysis & Sales Process | 25% | - Match products to business needs - Consultative sales approach - Identify customer printing requirements |
| Topic 3: HP Printing Portfolio Overview | 25% | - Key specifications and technologies - Use cases and target customer segments - HP LaserJet and InkJet product families |
| Topic 4: Features, Benefits and Value Proposition | 30% | - Solutions differentiation and added value - Cost-per-page and efficiency advantages - Security, reliability and sustainability features |
1. Which statement about recycled paper is true?
A) High-quality printing and copying paper requires at least 50% virgin fiber from new-growth forests.
B) To be certified sustainable, recycled paper must be made from 65% recycled wood fiber.
C) Sustainable fiber sourcing for paper-based product packaging involves agreements to plant more trees than are harvested.
D) Wood fiber can only withstand 5-7 cycles of recycling before it deteriorates,
2. What needs to change In the workplace to support an increasingly mobile workforce?
A) Mobile print solutions must be able to support the same workflow from multiple devices.
B) A mobile employee needs an innovative, multi-function device that is compatible with a variety of applications and operating systems.
C) Today's employees need to be able to access printers remotely.
D) A modern workforce needs an agile IT department that can keep pace with changing market trends.
3. An SMB customer with multiple offices wants to find an easy way to create a security policy for their entire HP printing and imaging fleet. What should you recommend for this customer?
A) HP JetAdvantage Security Manager
B) Smart Document Scan Software (SDSS)
C) HPWebJetadmin
D) Access Control Printing Solutions
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: B | Question # 3 Answer: A |
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