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HP Imaging and Printing Sales Fundamentals Sample Questions:

1. 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) For every HP color printer sold using a cross-sell technique. HP provides an additional 10% discount on the hardware.
D) They allow the partner higher profits in combination with faster sales cycles.

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

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

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

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

4. What is the HP Marketing Resource Center?

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

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

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

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