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| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Present and Close Solutions | 25% | - Communicate value and ROI - Overcome objections and finalize agreements |
| Topic 2: Qualify Managed Print Opportunities | 25% | - Assess eligibility for HP MPS solutions - Evaluate customer print infrastructure |
| Topic 3: Design HP Managed Print Solutions | 25% | - Address security, sustainability, and scalability - Select appropriate HP hardware and services |
| Topic 4: Understand Customer Business Requirements | 25% | - Analyze print environment challenges - Identify cost, security, and workflow needs |
1. If your customer is looking at improving user productivity and affordability of the personnel to manage specific functions, which customer trend would you refer to?
A) refocusing IT resources
B) environmental impact
C) paper process automation-workflow
D) focus on security
2. If you are attempting to decrease cost through optimization, what is one change that needs to be managed?
A) tracking personal printers that are being used and replacing the ones that are not with newer and smaller personnel printers
B) training of two employees from each department
C) separate print/copy/fax budgets
D) a significant cultural change and buy-in from the CEO/owner
3. If your customer is looking at coping with evolving threats and how costly a breach could be. which customer trend would you refer to?
A) environmental impact
B) focus on security
C) fleet predictability and transparency
D) insourcing versus outsourcing
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: A | Question # 3 Answer: D |
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