HP2-B102 - Imaging and Printing Sales Fundamentals

QUESTION NO: 1 What is an advantage of a multifunction printer?

A. Once it has reached its monthly print volume, it automatically turns off to limit excess copy charges to the client. B. It can print faster than a single function printer can. C. It uses fewer supplies than a single function printer does. D. It takes up less floor space than individual devices for faxing, scanning, printing, and copying.

Answer: D Explanation:

QUESTION NO: 2

Which statement is true about initial contacts between a customer and a business?

A. Most initial contacts result in a purchase. B. Most initial contacts are face to face C. Most initial contacts occur through documents. D. Most initial contacts occur during the day.

Answer: B Explanation:

QUESTION NO: 3

What is the purpose of up-selling?

A. to sell additional, third-party solutions B. to sell accessories C. to sell higher value products by series, family, or category D. to sell on-site services

Answer: C Explanation:

QUESTION NO: 4

What is an imaging and printing industry trend? A. seeking information on the internet B. using templates to create a business brand C. creating paperless offices D. converging of multiple functions into one device


QUESTION NO: 5

HP ink cartridges are recycled by first shredding the plastic cartridge bodies What happens to the shredded material?

A. It is sold for use in shipping containers, auto parts, and carpet fibers. B. It is used to make new print cartridges. C. It is cleaned, compressed, and disposed of in the land fill. D. It is used to make HP recycled paper, which is exclusively used on HP campuses worldwide.

Answer: A Explanation:

QUESTION NO: 6

A client who purchases new technologies upon the recommendation of their colleagues is part of which group?

A. Laggard B. Early adopters C. Late majority D. Early majority


QUESTION NO: 7

What is the goal when optimizing an imaging and printing fleet? A. centralization of printing on a few devices B. replacement of single-function printers with multifunction devices C. replacement of all ink devices with laser devices D. a balance between cost and productivity


QUESTION NO: 8

What is NOT addressed in the HP Value Proposition?

A. simplicity B. assessment C. real world performance D. reliability


QUESTION NO: 9

Why is understanding the meaning of color important?

A. to select colors similar to a competitor's colors B. to avoid sending the wrong message to your customers C. to select colors that are easily available in the print market D. to pick the colors that best match the user's personality


QUESTION NO: 10

Which question is a typical cross-selling phrase?

A. Would you like to add an HP Care Pack to your HP MFP? B. Would you benefit from increasing the number of MFPs in your fleet? C. Would you benefit from a duplex model? D. Would you benefit from a single-function device instead of an MFP?


QUESTION NO: 11

Your client is concerned about replacing a personal printer that is used to print confidential information with an HP MFP that is available to other employees. Which feature can address this customer's concernsabout security?

A. proof and print B. individual mailboxes in the output tray C. hard disk storage D. private job


QUESTION NO: 12

What is the advantage of HP Care Packs?

A. They are included in the standard product warranty, B. They include free upgrades to HP devices. C. They are easy to buy, easy to use, and flexible. D. They can be purchased for third-party products.


QUESTION NO: 13

What does bundling of products involve?

A. creating a package of accessories to offer at a single price B. putting all the products in one shipping package C. offering two devices for the price of one D. making sure all products arrive at the destination at the same time


QUESTION NO: 14

What is the HP eIRG designed to help HP sales people do?

A. to help competitors to make their product plans B. to share with clients, thus enabling the client to pick and choose the devices that they want C. to create sales PowerPoint presentations D. to find out if a device is discontinued and, if so, the model number of the replacement device

Answer: D Reference: http://ipgeirg.hpipgproducts.com/

QUESTION NO: 15

What does using color do in a document?

A. increases the willingness to read the document by up to 80% B. hides important information C. decreases the cost per-page D. reduces the tendency to act on the contents


QUESTION NO: 16

What is the first thing you need to know when selling or leasing HP MFPs?

A. the names of the people who will have access to it

B. the location of the MFP within the facility C. the monthly page volume expected to be printed on the HP MFP D. the delivery date


QUESTION NO: 17

A network manager is in charge of a fleet of 155 imaging and printing devices The manager wants to know which devices are used the most in order to optimize usage by redeploying the imaging and printing fleet. Which tool should the network manager use to find this information efficiently?

A. HP Embedded Webserver B. HPOXP C. HP Web Jetadmin D. HP Universal Print Driver


QUESTION NO: 18

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

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


QUESTION NO: 19

What is the benefit of having toner with a uniform particle size?

A. It results in more colors B. You can measure the toner more accurately and put the exact same amount in each cartridge, C. It is instrumental in producing clear crisp images. D. It is less messy.

Answer: C Reference: http://www.fujixerox.com/eng/company/technology/ea/ (first para)

QUESTION NO: 20

Which HP technology increases 600 by 600 dpi files to print effectively at 1200 dpi?

A. HPFastRes 1200 B. HP Laser Modulation C. HP ImageREt Technology D. HP Intelligent Color Control

Answer: A Reference: http://h10010.www1.hp.com/wwpc/pscmisc/vac/us/product_pdfs/439423.pdf (page 2, see technical specifications table and find resolution. See the sentence in brackets)

QUESTION NO: 21

What is one way to research a client's regulations, challenges, and concerns?

A. find and study its trade association's website B. interview the client's customers C. call your client's competitors and ask questions D. talk to the previous sales person who serviced the account


QUESTION NO: 22

What is the color strategy known as piggybacking?

A. risking sure the colors overlap so they appear to be 'piggybacking" on each other B. using colors that appear next to each other on the color wheel C. 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 D. using complementary colors in marketing documents


QUESTION NO: 23

What is the role of the reseller during the support stage of the technology lifecycle?

A. to cross-sell additional accessories and service B. to determine how to redeploy devices C. to monitor usage and to notify managers if users abuse their printing privileges D. to provide training for end users and address operation issues


QUESTION NO: 24

What does the HP Printing Sales Guide help resellers do?

A. calculate their margin on each device, accessory, supply, and B. create professional sales presentations C. find which devices are discontinued D. determine the discounts that are available to them


QUESTION NO: 25

What percentage of the HP imaging system is contained in an HP LaserJet print cartridge?

A. approximately 10%

B. approximately 50% C. approximately 70% D. approximately 100%

Answer: C Reference: http://h10010.www1.hp.com/wwpc/pscmisc/vac/us/product_pdfs/439424.pdf (page 3, first bulleted point on the page)

QUESTION NO: 26

How many pages is a mid-volume scanner capable of handling?

A. 1000 pages per day B. 2000 pages per day C. 3000 pages per day D. 4000 pages per day

Answer: B Explanation: http://h41112.www4.hp.com/promo/information-is-power/pdf/Selecting-the-Right- Scanning-Solution-for-Your-Capture-Infrastructure_091009.pdf (see page 2, second bullet)

QUESTION NO: 27

According to HP what indicates whether an HP sales person is successful?

A. The sales person sells more devices per month than any other HP sales person. B. The sales person's clients are successful. C. The sales person consistently wins HP sales awards D. The sales person earns more margin than colleagues do.


QUESTION NO: 28

What is the key driver in a transactional sale?

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


QUESTION NO: 29

What is the difference between HP ColorSphere Print Cartridges and other brands or remanufactured print cartridges?

A. Remanufactured print cartridges print faster B. There is no difference. C. HP ColorSphere Print Cartridges contain up to 70% of the imaging system. D. HP ColorSphere Print Cartridges are less expensive.


QUESTION NO: 30

Which HP technology deals with the issue of color consistency in color printing?

A. Closed-loop calibration B. HP Instant-on Fuser C. HP Transmit Once/RIP Once D. HP Scalable Print Technology

Answer: A Reference: http://h10088.www1.hp.com/cda/gap/display/main/index.jsp?zn=gap&cp=20000- 13698-14129-14162%5E81501_4041_1

QUESTION NO: 31

Which imaging and printing process is becoming less important because of the capability to produce digital content?

A. scanning B. emailing C. stapling D. copying


QUESTION NO: 32

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

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


QUESTION NO: 33

What is an advantage of a contractual sale?

A. It has a short cycle, B. It has higher margin potential than other sales methods C. It requires the lowest time investment of all sales methods D. It involves only the sales person and the IT manager


QUESTION NO: 34

What are common purposes of a business related document? (Select two.)

A. generates new business B. simplifies employee workflows

C. enables green initiatives D. generates revenue E. enables processes

Answer: A,D Explanation:

QUESTION NO: 35

What is likely to happen when a business customer begins using more color in the marketing documents that they send to customers?

A. increased costs of mono printing B. decreased costs of printing marketing documents C. increased response from customers D. decreased response from customers


QUESTION NO: 36

What is an advantage of HP Instant-on Fuser Technology?

A. It is an additional accessory that you can sell to increase your margin. B. It virtually eliminates the wait time for the fuser to heat up. C. It works specifically with color toner to make colors more vivid. D. It can be turned on and turned off by the person printing so it does not waste energy.

Answer: B Reference: http://www.hp.com/sbso/productivity/printing/laserjet/index.html

QUESTION NO: 37

What does the stored job feature allow you to do?

A. store a print job on your computer until you decide to release it

B. store a print job on the printer until you decide to release it C. store a print job on the network until you decide to release it D. store a print job on the server until you decide to release it


QUESTION NO: 38

Which strategy did HP employ on its corporate campuses to conserve resources?

A. required all employees to shut off their printers before they left for the day B. configured the default on printers to duplexing for all interoffice communication C. turned off the lights after 6 pm D. provided all employees with free city bus passes


QUESTION NO: 39

What is the best reason for using color in the marketplace?

A. to demonstrate to clients that your business is prosperous B. to make it possible to print from the same printer that is used for black and white, thus reducing production costs C. to better distribute toner usage D. to establish brand recognition and an identity in the marketplace


QUESTION NO: 40

What are key value propositions for replacing aging HP imaging and printing devices? (Select two.)

A. to improve HP device manageability

B. to reduce security configurations C. to allow employees to have personal printers D. to improve document quality and effectiveness E. to use less paper

Answer: B,D Explanation:

QUESTION NO: 41

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. Securing the imaging and printing device simplifies the process of outsourcing printing. C. An unsecured imaging and printing device allows users to modify their privileges in Active Directory. D. An unsecured imaging and printing device is an open port to the businesses network for internal and external hackers.


QUESTION NO: 42

Which statement is true about HP Universal Color Tables?

A. They use object tagging to employ the best settings for each type of image B. They must be selected from the print menu C. They can be printed from the printer so you can see exactly which colors the device prints. D. They use different printheads for different colors.


QUESTION NO: 43

What does HP Laser Modulation use?

A. large dots placed close together to produce dark colors B. small dots placed far apart to produce dark colors C. small dots placed close together to produce dark colors D. large dots placed far apart to produce dark colors


QUESTION NO: 44

Which statement is true about the worldwide street price of imaging and printing devices?

A. The price is going down. B. The price is fluctuating. C. The price is going up D. The price is staying the same.


QUESTION NO: 45

What is the key technology behind HP leading First Page Out (FPO) performance?

A. HP Instant-on Fuser B. HP Color Tables C. HPFastRes D. HP Intelligent Networking


QUESTION NO: 46

What is one reason to outsource the printing of marketing materials?

A. to print only the quantity you need B. to make it easy to reorder small quantities if you run out of the original print run

C. to order a large quantity with static information D. to be able to make changes on short notice


QUESTION NO: 47

What does the HP Embedded Web Server do?

A. shows end users all devices that are available for printing B. automatically notifies the IT department every time an imaging or printing device is used C. orders supplies automatically D. enables users to access and manage imaging and printing devices remotely


QUESTION NO: 48

What is the HP Print Cost Estimator?

A. a free tool that enables HP partners and customers to perform print cost analyses for their own documents before printing B. a print management solution that monitors HP color printers for cost estimations and reports C. software sold by HP distributors that allows the creation of supply contracts, including a print cost overview D. an HP internal tool that allows the account manager to train HP partners on cost-per-page calculations


QUESTION NO: 49

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

A. You should focus only on your margin.

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


QUESTION NO: 50

What are the two basic selling methods employed in imaging and printing sales? (Select two.)

A. Contractual B. Group C. Try and buy D. Commission E. Transactional

Answer: A,E Explanation:

QUESTION NO: 51

According to HP, what is involved in cross-selling?

A. selling the client a balanced mix of HP MFPs and single function printers B. selling the client a device that has more features to drive cost savings C. selling the client accessories that go with their device to make them more functional D. selling HP printers that can print from both a Macintosh and a PC


QUESTION NO: 52

What is the HP Printing Sales Guide?

A. A document about the major competitors in the printing business

B. An easy-to-print PDF document about HP sales processes C. An application that supports HP partners in an effort to up-sell and cross-sell and that allows the creation of slide sets on HP products and technologies D. A new HP service that supports HP partners by providing access to cost-free sales people for important deals


QUESTION NO: 53

What is the first thing your client should do when developing green initiatives?

A. Survey their employees to see which initiatives to focus on first B. Calculate their carbon footprint as a baseline C. Determine how to reduce the impact of the proposed initiatives D. Research the current issues involving sustainability


QUESTION NO: 54

What is an accurate description of HP OXP?

A. Has four layers: device, management, workflow, and service B. Increases the costs of installing partner solutions C. Provides a consistent user experience with an intuitive user interface D. Limits the types of reports that HP Web Jetadmin can run

Answer: C Reference: http://h71028.www7.hp.com/enterprise/downloads/HP_OXP-Management_FINAL.pdf (page 3, first bullet)

QUESTION NO: 55

What is the HP Marketing Resource Center? A. A new HP service for HP partners who provide printed marketing material on demand B. A new HP print center for end users who provide customer-designed marketing material C. An HP resource for document templates, free training classes, and success stories D. A newly-created team of marketing experts who provide in-house training for HP partners


QUESTION NO: 56

What are three of the six stages of the technology lifecycle? (Select three)

A. Planning B. Evaluation C. Procurement D. Purchasing E. Repair F. Deployment G. Assessment

Answer: A,B,G Explanation:

QUESTION NO: 57

What is a function of the HP Universal Print Driver?

A. Finds available printers and provides options to print to them B. Secures the printer from network hackers C. Automatically sends orders for HP Genuine Supplies D. Automatically finds printers on the internet


QUESTION NO: 58

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. A basic monthly fee with a per-copy charge over the maximum allowed monthly D. Free additional memory


QUESTION NO: 59

Why does HP create customer segments?

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


QUESTION NO: 60

What should a business do before deciding to print in-house?

A. Find a contractor to create the design B. Use the HP Print Cost Calculator to determine if printing a job in-house is cost-effective C. Determine if they can get a bulk discount on glossy paper D. Hire a local print shop employee on a contract basis to help develop in-house material


QUESTION NO: 61

What is line dominance?

A. Selling more units than your competitor B. having the best placement in store displays C. Offering more choices than your competitor D. Having better name recognition than your competitor


QUESTION NO: 62

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. Sales professional B. Marketing professional C. Technical user D. Graphic design artist

Answer: D

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HP2-B102 - Imaging and Printing Sales Fundamentals