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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Strategy & Solution Design | 25% | - ROI and TCO Analysis - Matching Solutions to Workflows - Post-Sales Support Overview |
| Topic 2: Value Proposition & Customer Needs | 25% | - Identifying Business Requirements - Security and Compliance Advantages - Cost and Efficiency Benefits |
| Topic 3: Competitive Positioning | 20% | - Differentiators vs Competitors - Addressing Objections |
| Topic 4: HP Document Solutions Portfolio | 30% | - MFPs and Digital Sender Solutions - Document Management and Workflow Solutions - HP LaserJet and PageWide Products |
Question 1
What are the benefits of an HP document solution sale to both you and your customer?
A. increased sales of MFPsand greater customer satisfaction
B. higher revenue and sales margins, and the opportunity to change the customer's work methods to increase efficiency and reduce costs
C. higher sales volumeand overheads, and the opportunity to change the customer's work methods to increase head count and reduce costs
D. increased sales of printers and a great deal for the customer
Question 2
For which businesscircumstance is an AutoStore solution appropriate?
A. A bank is manually entering customer form statements, application forms, and contracts into a customer or document management system.
B. An enterprise business is document-driven with scan-to-functionality on all MFPs direct to a document management system, needing fast easy document recovery.
C. A healthcare institute hastens of thousands of patient records archived and needs high-speed data retrieval.
D. A finance company needs a document management system for archiving client records in accordance with Sarbanes-Oxley Regulations.
Question 3
What is a feature of a solution for managing printing and imaging devices?
A. It enables the utilization of an IBM mainframe, from which data are routed to the correct printer
B. It enablescustomers to adhere to statutory regulations, such as Sarbanes-Oxley.
C. It enables customers to manage workflow.
D. It enables customers to centrally manage their printing and imaging.
Solutions:
| Question 1 Answer: B | Question 2 Answer: A | Question 3 Answer: D |
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