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HP Imaging and Printing Sales Fundamentals Sample Questions:

1. Why does HP create customer segments?

A) To divide the customer's workforce into departments to address specific customer groups
B) To help HP sales people locate the series of products that works best for a customer group
C) To monitor inventory
D) To control which products are marketed to various types of accounts

2. What is the key driver in a transactional sale?

A) long-term planning
B) the customer
C) the product
D) perceived customer benefits

3. What is the most important fact to remember about transactional and consultative sales?

A) You should minimize time spent with customers.
B) You should focus primarily on volume of sales.
C) You should focus only on your margin.
D) You should focus on your customer's business problems

4. What is a key reason for HP's reputation of reliability?

A) industry-leading service and support
B) fewer product cycles
C) stronger plastic framework
D) rigorous testing

5. Why are up-selling and cross-selling beneficial to a channel partner?

A) They allow the partner higher profits in combination with faster sales cycles.
B) They are the only processes that allow the partner multi-vendor sales versus single-vendor sales.
C) For every HP color printer sold using a cross-sell technique. HP provides an additional 10% discount on the hardware.
D) They typically involve a higher value product leading to higher profits

Solutions: