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HP HP5-B02D Exam Syllabus Topics:

SectionObjectives
Topic 1: Sales Positioning and Delta-Selling Strategy- Competitive differentiation
  • 1. Cost per page arguments
    • 2. HP vs third-party supplies
      - Customer value mapping
      • 1. Solution matching to workloads
        • 2. Business printing needs analysis
          Topic 2: HP Imaging and Printing Portfolio Knowledge- HP Printing Supplies
          • 1. Original HP cartridges and supplies
            • 2. Value proposition of genuine supplies
              - Printers and Multifunction Devices Overview
              • 1. Device categories and positioning
                • 2. Inkjet vs Laser technologies
                  Topic 3: Managed Print and Printing Services- Security and efficiency
                  • 1. Cost optimization strategies
                    • 2. Secure printing workflows
                      - Print services concepts
                      • 1. Managed Print Services (MPS)
                        • 2. Subscription-based printing models
                          Topic 4: Customer Needs and Solution Selling- Discovery process
                          • 1. Assessing volume and usage patterns
                            • 2. Identifying printing environment requirements
                              - Solution recommendation
                              • 1. Value-based selling techniques
                                • 2. Matching hardware and supplies

                                  HP Delta-Selling HP Imaging and Printing Supplies Sample Questions:

                                  1. According to the InfoTrends 2011 report, what percentage of remanufactured cartridges will ultimately be thrown away?

                                  A) 33% ink and 12% toner
                                  B) 12% ink and 11% toner
                                  C) 92% ink and 94% toner
                                  D) 59% ink and 59% toner


                                  2. What are the components of Laser cartridges? (Select three.)

                                  A) Pick-up roller
                                  B) Laser diode
                                  C) Charging roller
                                  D) Imaging drum
                                  E) Cleaning blade
                                  F) Fuser


                                  Solutions:

                                  Question # 1
                                  Answer: C
                                  Question # 2
                                  Answer: B,D,E

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