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| Section | Weight | Objectives |
|---|---|---|
| Qualify Managed Print Opportunities | 25% | - Evaluate customer print infrastructure - Assess eligibility for HP MPS solutions |
| Design HP Managed Print Solutions | 25% | - Address security, sustainability, and scalability - Select appropriate HP hardware and services |
| Understand Customer Business Requirements | 25% | - Analyze print environment challenges - Identify cost, security, and workflow needs |
| Present and Close Solutions | 25% | - Overcome objections and finalize agreements - Communicate value and ROI |
Question 1
Which HP security feature checks the BIOS integrity at startup and self-heals an infected printer?
A. HP printer protection software
B. HP Sure Start
C. Access Control: Secure Authentication
D. HP White Listing
Question 2
If you are attempting to decrease cost through optimization, what is one change that needs to be managed?
A. a significant cultural change and buy-in from the CEO/owner
B. separate print/copy/fax budgets
C. tracking personal printers that are being used and replacing the ones that are not with newer and smaller personnel printers
D. training of two employees from each department
Question 3
Why would you create a plan to refresh the customer's fleet?
A. to get a bigger contract and win more money through better margins
B. for the devices to always stay current (new devices have technologies and features that are energy-efficient and improve performance, with features that are not available on the older printers)
C. to save time in the future (new devices don't need to be repaired or maintained as often as the old ones, and if they do break, there is a great opportunity for a transactional sale, as you now have a trusting relationship with the customer)
D. to show that you care about their business and that you represent the best company for the job
Solutions:
| Question 1 Answer: D | Question 2 Answer: C | Question 3 Answer: B |
Dana
Ferdinand
Hubery
Lance
Morgan
Ira
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