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HP Introduction to Selling Servers, Storage, Networking and Services Sample Questions:

1. Your customer is entering an expansion phase of their IT infrastructure, after having successfully established a MicroServer/ProLiant ML300 base. Which additional HP products should you recommend to your customer?

A) HP ProLiant Z420 server
B) HP M220 wireless access point
C) HP ProLiant DL500/DL900 series
D) HP ProLiant SL6500

2. Which statement is true about the appropriate type of sales motion to use with HP customers?

A) Transactional is best in every sale of HP solutions and products.
B) The sales motion should depend on the customer's stage in the Just Right IT (JRIT) maturity model.
C) Consultative is best in every sale of HP solutions and products.
D) The sales motion should depend on the relationship with the customer and the type of solution.

3. Which customer types represent a vertical market sector?

A) A bank branch and a healthcare clinic
B) A regional hospital and a healthcare clinic
C) A regional bank and a regional hospital
D) A regional hospital and a local bank

4. Which type of influencer wants proof of performance and is concerned with competitive advantages for the business?

A) The technical buyer
B) The economic buyer
C) The user
D) The coach

5. Which statement is typical of a transactional sales engagement?

A) The salesperson is seen as a trusted advisor.
B) It generally involves a long sales cycle.
C) The customer looks for the lowest price.
D) The customer is unaware of their IT issue.

Solutions: