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HP HP2-B119 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Sales Process & EMEA-Specific Considerations | 10% | - Partner tools and resources for sales - EMEA region market and compliance requirements - Proposal development and closing strategies |
| Remote Monitoring & Service Delivery | 15% | - Implementation and onboarding process - HP Remote Monitoring technology and functions - Supplies fulfillment and proactive support |
| Customer Needs Analysis & Solution Design | 30% | - Designing appropriate pMPS contract models - Assessing costs, productivity and security needs - Identifying customer printing environment requirements |
| pMPS Contract Structure & Pricing | 20% | - Contract renewal and modification options - Cost-per-page, base fee and additional services - Contract terms, duration and billing models |
| HP pMPS Overview & Value Proposition | 25% | - Business benefits and value for customers - Introduction to HP pMPS (print Managed Print Services) - Differentiation from competing solutions |
HP Selling HP EMEA pMPS Sample Questions:
1. What are the two general types of customer needs in terms of costs? (Select two.)
A) immediate costs
B) long term costs
C) mitigative costs
D) hard costs
E) soft costs
2. What key information is available within the HP Service Portal? (Select two.)
A) Skype and MSN free dial-up service to the HP Premium Hotline
B) contract details
C) usage reporting (only when remote monitoring is available; page counts by color, paper size)
D) invoice information on partner or customer by revenue and profit
E) rebate and commission information
3. Which trend presents a growing security challenge for IT staff?
A) Bring Your Own Device (BYOD) to work scenarios
B) More people printing to fewer printing devices
C) Large numbers of people upgrading to the latest Windows operating system
D) Larger percentages of users installing their own anti-virus software
4. What is HP Capture and Route?
A) an MFP-based capture solution
B) a highly scalable capture to workflow solution
C) a versatile server-based device driver
D) a highly secure fleet management solution
5. Which collaterals will the HP Deal Support Center request from the partner when the deal is won? (Select three.)
A) photographs of the customer location
B) the project plan either in Microsoft Excel or Project format
C) the Fleet Implementation Sheet containing the serial number, hardware locations, and customer contacts
D) digital hard copy of the signed customer contract
E) the remote monitoring prerequisite form, if required
Solutions:
| Question # 1 Answer: D,E | Question # 2 Answer: B,C | Question # 3 Answer: A | Question # 4 Answer: B | Question # 5 Answer: B,C,E |
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