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

1. What is customer segmentation?

A) Dividing customers by physical location and region for defining sales territories
B) Subdividing similar customers into groups for prospecting and efficiently uncovering their needs
C) Grouping the people in a company into similar work segments to improve processes and services
D) Dividing a customers network infrastructure into manageable units for efficient control

2. Which customer types represent a vertical market sector?

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

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

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

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

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

5. During which stage of the customer buying cycle do you ask clarifying questions?

A) Evaluate Options
B) Purchase Solution
C) Recognize Needs
D) Identify Requirements

Solutions: