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HP HP2-B102 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Industry Trends and Customer Needs | 20% | - Identifying customer segments and requirements - Imaging and printing market trends - Customer business challenges and pain points |
| Topic 2: Sales Process and Techniques | 25% | - Handling objections and competitive positioning - Upselling and cross-selling strategies - Consultative sales methodology |
| Topic 3: HP Imaging and Printing Technologies & Products | 30% | - HP supplies portfolio and cartridge technology - HP hardware and MFP solutions overview - HP laser and inkjet printing technologies |
| Topic 4: Solutions and Services | 25% | - HP managed print services (MPS) - Software tools and management utilities - Value-added services and support offerings |
HP Imaging and Printing Sales Fundamentals Sample Questions:
1. Why is understanding the meaning of color important?
A) to select colors that are easily available in the print market
B) to avoid sending the wrong message to your customers
C) to pick the colors that best match the user's personality
D) to select colors similar to a competitor's colors
2. What do traditional copier-centric agreements usually include?
A) No fees for breaking the contract early
B) Accessories for the device at no additional cost
C) Free additional memory
D) A basic monthly fee with a per-copy charge over the maximum allowed monthly
3. Which imaging and printing process is becoming less important because of the capability to produce digital content?
A) scanning
B) stapling
C) copying
D) emailing
4. The office color market is divided into groups based on how they use color. An individual who requires color consistency, advanced finishing features, and who uses many different software applications belongs in which office color group?
A) Technical user
B) Sales professional
C) Graphic design artist
D) Marketing professional
5. What is the HP Print Cost Estimator?
A) software sold by HP distributors that allows the creation of supply contracts, including a print cost overview
B) a print management solution that monitors HP color printers for cost estimations and reports
C) a free tool that enables HP partners and customers to perform print cost analyses for their own documents before printing
D) an HP internal tool that allows the account manager to train HP partners on cost-per-page calculations
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: D | Question # 3 Answer: A | Question # 4 Answer: C | Question # 5 Answer: C |





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