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HP Selling HP Document Solutions Sample Questions:

1. What do IT departments need to do to gain support for new projects?

A) satisfy the issues of implementation, roll out, and support
B) satisfy the issues raised by finance and purchasing departments
C) ensure the project comes in on budget
D) ensure the project meets overall business strategy and identify the beneficiaries

2. What must a salesperson do when beginning to understand the customer's organization?

A) prepare a demonstration
B) outline the financial detail of any potential business
C) profile the key executivesand stakeholders
D) identify and secure bid resources

3. How does do some copier manufacturers obtain the customer's commitment to take their solution proposals seriously?

A) They secure a meeting of all the users toestablish their "pain points."
B) They gain a commitment from the customer to present their findings to the purchasing department.
C) They draft an agreement to buy up any existing copier contracts from the customer.
D) They secure an executive audience for the presentation of their executive summary.

Solutions: