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HP Selling HP Thin Clients Sample Questions:

1. What are the most common reasons HP loses thin client sales to a competitor? (Select three.)

A) HP has a better complete solution, but often cannot match or beat the competitor's price.
B) The competitor has a better understanding of the customer requirements.
C) The customer's technical resources already have an existing experience with or a bias toward a competitor.
D) HP has not been invited into the competitive selling situation.
E) The competitor has done a better job leading the customer toward a perceived need for their product or solution.

2. What are the characteristics of the HP MultiSeat access device? (Select three.)

A) connects to the host PC through a USB port
B) has one RJ-45 port for direct Ethernet connectivity
C) ships with Windows 7 installed
D) provides PS/2, audio in/out, and VGA ports
E) has a solid-state disk (SSD)
F) obtains power from the host computer

3. The following question is an example of which type of sales question?
"How does this solution enable you to support your techincal requirements for managing school district business?"

A) discovery
B) Assessment
C) elevator pitch
D) presentation

4. You are competing against Wyse for a Windows XPe/Windows Embedded Standard thin client sale, comparing the HP t5740 Thin Client with the Wyse V90L/LE Thin Clients.
Which features should you emphasize to win the sale? (Select three.)

A) plug and play support for a broad range of networked and direct-connected printers
B) factory-installed SmartCard reader
C) choice of Enhanced Write Filter or File-Based Write Filter technology
D) optional internal 802.11b/g/n WLAN
E) multimedia, USB redirection, and multi-monitor support
F) preloaded firewall security protection

5. Which step follows a technical review in the HP Customer Driven Sales Methodology (CDSM)?

A) proposal acceptance
B) proposal review
C) product evaluation
D) performance rating

Solutions: