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HP Selling HP Business Service Management Solutions Sample Questions:

1. Which components should a salesperson include when comprising a solid value proposition for a customer to invest in HP BSM?

A) Illustrating similar customer success cases and determining which best matches the customer's priority need.
B) Evaluating the customer's budget for a BSM solution and providing a measureable benefit.
C) Connecting an IT management process with a business objective and a measureable benefit.
D) Connecting an IT pain point with a BSM solution tool and scheduling a demonstration.

2. Which HP Infrastructure Management opportunity should a salesperson discuss to address a "costly penalties and fines; audit failures, broken SLAs" pain point?

A) demand consolidation
B) compliance and regulatory requirements
C) network operations center efficiency
D) network automation

3. With which persona should a salesperson discuss performance and availability of cloud, virtual and hybrid environments?

A) director of performance testing
B) director of service management
C) director of applications monitoring
D) director of mobile applications

4. With which HP APM persona should a salesperson discuss diagnosing application performance issues before the application is released into production?

A) director of performance testing
B) director of applications monitoring
C) director of operations
D) director of mobile applications

5. Which critical skill must salespeople master for discovery sales conversations that relate to HP BSM solutions?

A) providing compelling product value statements
B) providing proof of concept examples
C) aligning the personas with the correct solution
D) presenting a clear solution roadmap

Solutions: