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HP HP2-I17 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Customer Needs Analysis & Sales Process | 25% | - Identify customer printing requirements - Match products to business needs - Consultative sales approach |
| Topic 2: HP Printing Portfolio Overview | 25% | - Use cases and target customer segments - Key specifications and technologies - HP LaserJet and InkJet product families |
| Topic 3: Competitive Positioning | 20% | - Addressing competitive objections - HP unique selling points - Comparison with competing solutions |
| Topic 4: Features, Benefits and Value Proposition | 30% | - Solutions differentiation and added value - Cost-per-page and efficiency advantages - Security, reliability and sustainability features |
HP Selling HP Printing Hardware 2020 Sample Questions:
An SMB customer has been printing in mono but is considering switching to color printing. With which trend does this change in thinking correspond?
- A. digitizing paper-based processes
- B. shift to As-a-Service
- C. consolidation of IT tools
- D. a demand for multi-functional printers (MFPs)
Correct Answer: D 🗳️
Identify each characteristic on the left as describing either transaction-based sales or contractual partnerships.
Correct Answer:
* a) Is a less-complex sales process:
* b) Does not lead to customer loyalty or predictive revenue stream: Transaction-based
* c) Leads to more upsell and cross-sell opportunities: Contractual partnerships
* d) Requires more commitment, knowledge, and expertise: Contractual partnerships
Which productivity-related trigger indicates that an HP LaserJet Enterprise might be a good fit tor your customer?
- A. need to spend minimal time stocking a printer or fixing paper Jams
- B. wanting a mobile printing technology to help reduce waste
- C. need for embedded security and high-end mobile printing options to keep data and devices safe
- D. looking for document and workflow management solutions to improve efficiency and reduce costs
Correct Answer: D 🗳️
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