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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Printing Portfolio Overview | 25% | - Use cases and target customer segments - HP LaserJet and InkJet product families - Key specifications and technologies |
| Topic 2: Competitive Positioning | 20% | - HP unique selling points - Comparison with competing solutions - Addressing competitive objections |
| Topic 3: Features, Benefits and Value Proposition | 30% | - Cost-per-page and efficiency advantages - Security, reliability and sustainability features - Solutions differentiation and added value |
| Topic 4: Customer Needs Analysis & Sales Process | 25% | - Match products to business needs - Consultative sales approach - Identify customer printing requirements |
Question 1
Which statement about recycled paper is true?
A. Sustainable fiber sourcing for paper-based product packaging involves agreements to plant more trees than are harvested.
B. High-quality printing and copying paper requires at least 50% virgin fiber from new-growth forests.
C. To be certified sustainable, recycled paper must be made from 65% recycled wood fiber.
D. Wood fiber can only withstand 5-7 cycles of recycling before it deteriorates,
Question 2
Match the customer objection on the left with the correct response on the right.
Question 3
How are HP Print Support Services offered?
A. HP Print Support Services are available at no additional cost upon approval of HP Financing.
B. Customers with Premium Service contracts made directly with HP can add HP Print Support Services to their existing contract.
C. HP Print Support Services are included in print deals that also include extended warranties.
D. Customers can purchase HP Print Support Services as an HP Care Pack or on a standard contract.
Solutions:
| Question 1 Answer: B | Question 2 Answer: Only visible for members | Question 3 Answer: D |
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