Last Updated: Jul 23, 2026
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| Section | Weight | Objectives |
|---|---|---|
| Competitive Positioning | 20% | - Addressing Objections - Differentiators vs Competitors |
| Sales Strategy & Solution Design | 25% | - Post-Sales Support Overview - Matching Solutions to Workflows - ROI and TCO Analysis |
| HP Document Solutions Portfolio | 30% | - HP LaserJet and PageWide Products - MFPs and Digital Sender Solutions - Document Management and Workflow Solutions |
| Value Proposition & Customer Needs | 25% | - Identifying Business Requirements - Security and Compliance Advantages - Cost and Efficiency Benefits |
1. What should asalesperson do when qualifying any potential opportunity?
A) Prioritizethe opportunity, relative to the others the salesperson is pursuing
B) begin to quantify the print volumes and potential productivity gains
C) evaluate sell-up and cross-sell opportunities
D) analyze all the industry financial data that is available
2. What should you discuss with your customer concerning the deployment of HP Web Jetadmin?
A) the document management system the customer wants to deploy
B) the development of processes forprinting special fonts and bar codes
C) the number of IT help desk calls that relate to printer issues
D) the management of output from non-windows environments
3. For which businesscircumstance is an AutoStore solution appropriate?
A) A healthcare institute hastens of thousands of patient records archived and needs high-speed data retrieval.
B) A bank is manually entering customer form statements, application forms, and contracts into a customer or document management system.
C) An enterprise business is document-driven with scan-to-functionality on all MFPs direct to a document management system, needing fast easy document recovery.
D) A finance company needs a document management system for archiving client records in accordance with Sarbanes-Oxley Regulations.
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: C | Question # 3 Answer: B |
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