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HP HP2-I17 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Customer Needs Analysis & Sales Process | 25% | - Consultative sales approach - Identify customer printing requirements - Match products to business needs |
| Features, Benefits and Value Proposition | 30% | - Solutions differentiation and added value - Security, reliability and sustainability features - Cost-per-page and efficiency advantages |
| Competitive Positioning | 20% | - Comparison with competing solutions - Addressing competitive objections - HP unique selling points |
| HP Printing Portfolio Overview | 25% | - Use cases and target customer segments - HP LaserJet and InkJet product families - Key specifications and technologies |
HP Selling HP Printing Hardware 2020 Sample Questions:
Question 1
A mid-sized SMB needs to scan large volumes or heavy, plastic-coated documents quickly. Why should this customer choose either a flatbed or a sheet-feed scanner?
A. HP sheet-feed scanners handle a variety of media types at speeds of up to 75 pages per minute.
B. HP sheet-feed scanners feature a flat glass scanning area that allows plastic-coated documents to be scanned at high resolution.
C. HP flatbed scanners can use an optional automatic document feeder to print bulky materials at speeds up to 120 pages per minute.
D. HP flatbed scanners feature a straight-through media path that enables fast scans of a greater variety of media types than sheet-feed scanners.
Question 2
You are meeting with the office manager at an SMB that Is a potential new customer. The office manager tells you that the company currently uses laser printers, but they are looking for an easy-to-use printer for employees who do very little graphic-intensive printing. How should you position an HP solution for this customer?
A. HP PageWide Pro is an intuitive printer that can be used without help or additional training.
B. HP ScanJet Pro offers capabilities similar to or better than laser printers but at a lower cost.
C. HP LaserJet Enterprise is simple to use and Integrates easily with existing printers that your employees already use.
D. HP LaserJet Pro consumes low amounts of energy to help the company save on utility bills.
Question 3
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. Wood fiber can only withstand 5-7 cycles of recycling before it deteriorates,
C. To be certified sustainable, recycled paper must be made from 65% recycled wood fiber.
D. High-quality printing and copying paper requires at least 50% virgin fiber from new-growth forests.
Solutions:
| Question 1 Answer: B | Question 2 Answer: A | Question 3 Answer: D |
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