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HP Selling HP Thin Clients Sample Questions:

1. Which weaknesses of Wyse thin client management software should you point out in a competitive situation? (Select three.)

A) Wyse Device Manager is a three-tiered solution, which increases the management complexity and adds to network traffic.
B) Although the Workgroup edition of Wyse Device Manager is provided free of charge, Wyse charges for the Enterprise edition.
C) Wyse Device Manager supports only the push mode of communication with the thin client gateway.
D) Wyse charges for both the Workgroup edition and the Enterprise edition of Wyse Device Manager.
E) Wyse does not have an enterprise management tool comparable to HP Client Automation.
F) Wyse does not have a mature and stable management tool, so it relies on third-party management solutions.

2. Which step follows a technical review in the HP Customer Driven Sales Methodology (CDSM)?

A) performance rating
B) proposal acceptance
C) proposal review
D) product evaluation

3. Asking open- and closed-ended questions to establish the business value for solving a customer's problem is part of which step in an effective sales interview?

A) discovery
B) assessment
C) presentation
D) qualification

4. What is the first step of an effective sales interview?

A) discovery
B) assessment
C) presentation
D) qualification

5. What are the most common reasons HP loses thin client sales to a competitor? (Select three.)

A) The customer's technical resources already have an existing experience with or a bias toward a competitor.
B) The competitor has done a better job leading the customer toward a perceived need for their product or solution.
C) The competitor has a better understanding of the customer requirements.
D) HP has a better complete solution, but often cannot match or beat the competitor's price.
E) HP has not been invited into the competitive selling situation.

Solutions: