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HP HP2-B116 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Document Solutions Portfolio | 30% | - MFPs and Digital Sender Solutions - Document Management and Workflow Solutions - HP LaserJet and PageWide Products |
| Topic 2: Value Proposition & Customer Needs | 25% | - Security and Compliance Advantages - Identifying Business Requirements - Cost and Efficiency Benefits |
| Topic 3: Competitive Positioning | 20% | - Differentiators vs Competitors - Addressing Objections |
| Topic 4: Sales Strategy & Solution Design | 25% | - ROI and TCO Analysis - Matching Solutions to Workflows - Post-Sales Support Overview |
HP Selling HP Document Solutions Sample Questions:
1. Why might a customer deploy a job accounting solution?
A) to account for print output from Enterprise Resource Planning (ERP) solutions
B) to manage contracts and supplies acquisition
C) to increase productivity by improving workflow
D) to understand who is printing what and the costs that are involved
2. Which elements make up the workflow category for HP's document solutions?
A) content capture, forms automation, content management, LANFax, HP output management
B) job accounting,device management, asset management, archiving
C) forms automation, content management,document management systems, personal printing
D) security, HP Universal Print Driver, host printing, device extension, hardware
3. How does do some copier manufacturers obtain the customer's commitment to take their solution proposals seriously?
A) They gain a commitment from the customer to present their findings to the purchasing department.
B) They secure an executive audience for the presentation of their executive summary.
C) They secure a meeting of all the users toestablish their "pain points."
D) They draft an agreement to buy up any existing copier contracts from the customer.
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: C | Question # 3 Answer: C |







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