ExamExamExamExam Number/CodeNumber/CodeNumber/CodeNumber/Code:HP2-B51

ExamExamExamExam Name:Name:Name:Name: Selling HP DocumentSolutions

Version:Version:Version:Version: Demo

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QUESTION NO: 1What are the benefits of an HP document solution sale to both you and your customer?

A. increased sales of MFPs and greater customer satisfactionB. increased sales of printers and a great deal for the customerC. higher revenue and sales margins, and the opportunity to change the customer's workmethods to increase efficiency and reduce costsD. higher sales volume and overheads, and the opportunity to change the customer'swork methods to increase head count and reduce costs

Answer: C

QUESTION NO: 2What can IT departments provide to justify spending on new projects?

A. ROI analysisB. SAP analysisC. ERP analysisD. ROA analysis

Answer: A

QUESTION NO: 3What do IT departments need to do to gain support for new projects?

A. ensure the project comes in on budgetB. satisfy the issues of implementation, roll out, and supportC. satisfy the issues raised by finance and purchasing departmentsD. ensure the project meets overall business strategy and identify the beneficiaries

Answer: D

QUESTION NO: 4What is a horizontal solution?

A. a solution that focuses on print infrastructure solutionsB. a solution that focuses on print management solutionsC. a solution that addresses the needs and pain points of many business sectorsD. a solution that addresses the needs and pain points of one specific business sector

Answer: A

QUESTION NO: 5Why is it important to continually qualify any particular opportunity?

A. to determine a suitable length of contractB. to determine if the customer will install HP Web JetadminC. to decide whether or not to offer a discount on HP suppliesD. to decide whether or not to continue to pursue the opportunity

Answer: D

QUESTION NO: 6What is the main reason for managing sales activities as a process?

A. to enable a sales department to track the activities of all sales peopleB. to enable a sales department torespond quickly to a customer's buying behaviorC. to enable a sales department to respond to the technological trends of the marketD. to enable a sales department to respond to a customer's legal and audit requirements

Answer: B

QUESTION NO: 7What should a salesperson do when qualifying any potential opportunity?

A. evaluate sell-up and cross-sell opportunitiesB. analyze all the industry financial data that is availableC. begin to quantify the print volumes and potential productivity gainsD. Prioritizethe opportunity, relative to the others the salesperson is pursuing

Answer: D

QUESTION NO: 8How does do some copier manufacturers obtain the customer's commitment to take theirsolution proposals seriously?

A. They secure a meeting of all the users to establish their "pain points."B. They draft an agreement to buy up any existing copier contracts from the customer.C. They secure an executive audience for the presentation of their executive summary.D. They gain a commitment from the customer to present their findings to the purchasingdepartment.

Answer: A

QUESTION NO: 9What must a salesperson do when beginning to understand the customer's organization?

A. prepare a demonstrationB. identify and secure bid resourcesC. profile the key executives and stakeholdersD. outline the financial detail of any potential business

Answer: C

QUESTION NO: 10What is the main reason a salesperson should consider selling HP document solutions?

A. increased sales of printers and the opportunity to sell more suppliesB. increased sales of MFPs and the opportunity to sell HP scanners and digital sendersC. higher revenue and sales margins, and the opportunity to change the customer's workmethods to increase efficiency and reduce costsD. higher sales volume and overheads, and the opportunity to change the customer'sworkmethods to increase head count and reduce costs

Answer: A