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HP Imaging and Printing Sales Fundamentals Sample Questions:

1. What do traditional copier-centric agreements usually include?

A) A basic monthly fee with a per-copy charge over the maximum allowed monthly
B) No fees for breaking the contract early
C) Accessories for the device at no additional cost
D) Free additional memory

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

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

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

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

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

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

5. 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 involves only the sales person and the IT manager
D) It requires the lowest time investment of all sales methods

Solutions: