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HP Introduction to Selling Servers, Storage, Networking and Services Sample Questions:

1. How does HP address the business issue of complexity in terms of IT solutions?

A) HP servers provide a single safe location to share files, documents, applications, and software.
B) HP focuses on products that are plug and play and that require skills that the customer already has.
C) HP offers a limited numbers of products from which to choose, making the buying decision easier across the board.
D) HP offers end-to-end technology including servers, storage, software, networking, and services designed to meet growing demands.

2. Which customer types represent a vertical market sector?

A) A regional hospital and a healthcare clinic
B) A regional hospital and a local bank
C) A bank branch and a healthcare clinic
D) A regional bank and a regional hospital

3. According to the Just Right IT (JRIT) maturity model, which business requirement indicates a customer that is in the starting out stage of growth?

A) The IT manager requests information on the latest technology in cloud computing solutions.
B) The business is looking for integrated security and disaster recovery capabilities.
C) The most important consideration for buying a business solution is cost
D) The business has an initiative to improve reliability and uptime in the IT infrastructure.

4. Which statement is true about the appropriate type of sales motion to use with HP customers?

A) Transactional is best in every sale of HP solutions and products.
B) Consultative is best in every sale of HP solutions and products.
C) The sales motion should depend on the customer's stage in the Just Right IT (JRIT) maturity model.
D) The sales motion should depend on the relationship with the customer and the type of solution.

5. Which statement is typical of a transactional sales engagement?

A) It generally involves a long sales cycle.
B) The customer is unaware of their IT issue.
C) The customer looks for the lowest price.
D) The salesperson is seen as a trusted advisor.

Solutions: