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HP Selling HP Servers, Converged Systems and Services Sample Questions:

1. What should your selling motions revolve around during the Understand your customer stage of the sales process?

A) asking the customer for the names of decision makers
B) describing the HP portfolio to the customer
C) explaining the New Style of Business to the customer
D) identifying and acknowledging the customer's business needs

2. Which of these servers is a Tower server series targeted at SMB customers?

A) HP ProLiant DL 100 series
B) HP Integrity BL 800c series
C) HP ProLiant DL 500 series
D) HP ProLiant ML 100 series

3. Which action should you take when the customer is in the Won, Deploy, and Expand stage of the selling process and has decided on an HP solution?

A) Develop a detailed Statement of Work to review with the customer.
B) Work with the customer to negotiate terms and conditions.
C) Work with the delivery team to align deployment with the customer's schedule.
D) Outline a detailed proposal with your sales manager.

4. A customer tells you that the warranty will provide sufficient services for their company. Which customer requirement cannot be met through a warranty?

A) replacement of defective parts
B) coverage window from 8AM to 5PM
C) escalation management
D) new parts that use the default configuration

5. Which Starling Out customer trigger validates an opportunity for HP server solutions?

A) We need to consider outsourcing our IT to an offshore third party.
B) We need to both retain our existing customers and acquire new customers.
C) We need to cut down on expensive overtime costs in IT.
D) We need to maintain our stable and highly-skilled workforce.

Solutions: