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HP Selling HP EMEA cMPS Sample Questions:

1. Which statement best describes the usage of the pricing tool in the Channel Managed Print Services program?

A) Use of the pricing tool is mandatory for the first three deals in a month
B) The HP partner must use the pricing tool for contract calculation.
C) Pricing tool results must be checked by the HP Partner Account Manager before presenting them to the customer
D) The HP partner can choose whether or not to adopt the tool.

2. When is it appropriate for an HP partner in the Channel Managed Print Services program to work with HPFinancialServices?

A) It is the partner's decision to select the financing company, and HP Financial Services is an option.
B) It is appropriate only when HP Superdome servers are included in the contract
C) It is always appropriate
D) It is appropriate if the contract contains more than 50% HP hardware.

3. Which statement is true about HPs right to audit?

A) If the partner is requesting more than a 20% discount on HP original supplies. HP reserves the right to conduct an audit.
B) HP has the right to perform random audits.
C) HP has no right to audit, but can ask the partner to share all contracts.
D) HP will audit all customers with HP Channel Managed Print Services contracts once a year.

4. What is a benefit of the Supplies Contract Reseller Program (SCRP)?

A) HP supports pricing for the cMPS contracts for supplies and distributors
B) Access to both hardware and HP supplies up-front discount is available.
C) The SCRP ID allows for multi-country HP supplies support
D) A toolkit including device discovery and monitoring software is provided

5. What is consultative selling?

A) Selling products to meet the immediate need
B) Closing the sale and moving on to the next challenge
C) Providing supplies exclusively
D) A long-term relationship as a business advisor

Solutions: