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HP HP2-B116 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Competitive Positioning | 20% | - Differentiators vs Competitors - Addressing Objections |
| Topic 2: Value Proposition & Customer Needs | 25% | - Cost and Efficiency Benefits - Identifying Business Requirements - Security and Compliance Advantages |
| Topic 3: HP Document Solutions Portfolio | 30% | - Document Management and Workflow Solutions - MFPs and Digital Sender Solutions - HP LaserJet and PageWide Products |
| Topic 4: Sales Strategy & Solution Design | 25% | - Post-Sales Support Overview - Matching Solutions to Workflows - ROI and TCO Analysis |
HP Selling HP Document Solutions Sample Questions:
1. What can be included in an overall definition of a workflow solution?
A) the management of printer infrastructure and balanced deployment
B) device utilization and total cost of document production
C) the operational aspects of workplace processes and how each task is structured
D) the security of documents and the total cost of print management
2. What should you discuss with your customer concerning the deployment of HP Web Jetadmin?
A) the number of IT help desk calls that relate to printer issues
B) the development of processes forprinting special fonts and bar codes
C) the document management system the customer wants to deploy
D) the management of output from non-windows environments
3. When a salesperson approaches a customer about the need for print management solutions, which issues should be discussed?
A) protection of intellectual data form research and development, and finances
B) customization of document output for specific process steps
C) the need to print specific font and printing checks with special inks and toners
D) resource constraints, decreasing budgets, adapting to change, and ROI
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: A | Question # 3 Answer: B |
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