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HP HP2-B102 Exam Syllabus Topics:
| Section | Objectives |
|---|---|
| Topic 1: Sales Fundamentals | - Solution mapping to customer requirements - Basic competitive positioning - Consultative selling approach |
| Topic 2: Customer Needs and Business Requirements | - Cost optimization and efficiency drivers - Small and medium business printing needs - Enterprise printing workflows and document management |
| Topic 3: HP Imaging and Printing Portfolio Overview | - Printer and multifunction device categories - Print solutions and services ecosystem - Inkjet and Laser printing technologies |
| Topic 4: HP Value Proposition and Differentiation | - Security and managed print services - Sustainability and environmental considerations - Reliability and total cost of ownership |
HP Imaging and Printing Sales Fundamentals Sample Questions:
1. What do traditional copier-centric agreements usually include?
A) Accessories for the device at no additional cost
B) No fees for breaking the contract early
C) A basic monthly fee with a per-copy charge over the maximum allowed monthly
D) Free additional memory
2. What is the HP Marketing Resource Center?
A) A new HP print center for end users who provide customer-designed marketing material
B) A new HP service for HP partners who provide printed marketing material on demand
C) A newly-created team of marketing experts who provide in-house training for HP partners
D) An HP resource for document templates, free training classes, and success stories
3. Why is securing an imaging and printing device important to a business?
A) An unsecured imaging and printing device is vulnerable to physical damage
B) An unsecured imaging and printing device allows users to modify their privileges in Active Directory.
C) Securing the imaging and printing device simplifies the process of outsourcing printing.
D) An unsecured imaging and printing device is an open port to the businesses network for internal and external hackers.
4. What are the two basic selling methods employed in imaging and printing sales? (Select two.)
A) Try and buy
B) Group
C) Transactional
D) Commission
E) Contractual
5. What is the color strategy known as piggybacking?
A) using colors that appear next to each other on the color wheel
B) working with the producer of a non-competing product to market a complementary product, such as the way fashion designers coordinate men's dress shirts and ties
C) using complementary colors in marketing documents
D) risking sure the colors overlap so they appear to be 'piggybacking" on each other
Solutions:
| Question # 1 Answer: C | Question # 2 Answer: B | Question # 3 Answer: D | Question # 4 Answer: C,E | Question # 5 Answer: C |







