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HP HP2-B119 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Sales Process & EMEA-Specific Considerations | 10% | - EMEA region market and compliance requirements - Partner tools and resources for sales - Proposal development and closing strategies |
| Topic 2: Remote Monitoring & Service Delivery | 15% | - Implementation and onboarding process - Supplies fulfillment and proactive support - HP Remote Monitoring technology and functions |
| Topic 3: pMPS Contract Structure & Pricing | 20% | - Contract terms, duration and billing models - Contract renewal and modification options - Cost-per-page, base fee and additional services |
| Topic 4: HP pMPS Overview & Value Proposition | 25% | - Differentiation from competing solutions - Business benefits and value for customers - Introduction to HP pMPS (print Managed Print Services) |
| Topic 5: Customer Needs Analysis & Solution Design | 30% | - Identifying customer printing environment requirements - Assessing costs, productivity and security needs - Designing appropriate pMPS contract models |
HP Selling HP EMEA pMPS Sample Questions:
1. In which type of deal does HP pay commission to the partner?
A) HP pMPS inside deal only
B) an exception approved by the HP partner account manager
C) HP pMPS classic deal only
D) both HP and pMPS classic and HP pMPS inside deals
2. Within HP EDP, how can a salesperson generate a summary report to show their "Pipeline" of opportunities?
A) Pipeline reports are only available via the support desk, HP Infocenter.
B) Reports can be generated directly via the HP EDP Portal, by selecting Reports and My Opportunity Pipeline.
C) Sales people cannot generate their own reports; all reports are automated and emailed quarterly as a function of the HP Smart Portal.
D) The sales person requests "Pipeline" reports from the HP EDP administrator role within their organization.
3. What is consultative selling?
A) providing supplies exclusively
B) selling products to meet the immediate need
C) a long-term relationship as a business advisor
D) closing the sale and moving on to the next challenge
4. Which functions are available within HP Remote Monitoring (RM)?
A) reconciliation at the end of the year for the HP Level Pay billing
B) automatic renewal of the contract, including add-ons
C) automatic supplies ordering for all HP devices supporting RM
D) proactive fault detection for all printers and MFPs
5. In an HP only fleet, remote monitoring is essential for which billing options? (Select two.)
A) base + click
B) cost per page
C) annual invoice
D) monthly invoice
E) level pay
Solutions:
| Question # 1 Answer: A | Question # 2 Answer: A | Question # 3 Answer: D | Question # 4 Answer: D | Question # 5 Answer: A,E |
