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HP HP2-B120 Exam Syllabus Topics:

Section	Objectives
Competitive Positioning	- HP differentiation strategies 1. Hardware innovation advantages 2. Service and lifecycle value
HP Company & Portfolio Overview	- HP business units and product ecosystem 1. Services and solutions offerings 2. Print solutions and imaging systems 3. PCs and notebooks portfolio
Channel & Partner Ecosystem	- HP partner programs 1. cMPS partner structure and role 2. Distributor and reseller models
EMEA Market & Customer Needs	- Regional market dynamics 1. Customer procurement drivers in EMEA 2. Enterprise and SMB segmentation
HP Sales Methodology	- Consultative selling approach 1. Value-based solution positioning 2. Needs discovery and qualification

HP Selling HP EMEA cMPS Sample Questions:

1. Within the cMPS program, which items are supported by the program discounts? (Select two.)

A) HP Retail Products
B) Selected HP original supplies
C) HP print servers and appliances for remote monitoring
D) HP contract management software
E) Selected HP printers and MFP

2. Which two major types of HP imaging and printing solutions are available to customers? (Select two.)

A) Optional solutions that extend functionality
B) Re-manufactured supplies solutions
C) HP solutions integrated in the device
D) Direct mail accessories that auto install
E) Third-party solutions integrated in the device

3. Which discount process is used for HP supplies within the cMPS program?

A) SCRP
B) Pre-Approved OPG discount
C) OPG where available
D) Smart Quote with SBD form

4. What are obligations of the partner that participates in the HP Channel Managed Print Services program? (Select three.)

A) Report contract and supplies activity monthly via HP ICPP portal
B) Only use Commercial MFP Product Portfolio.
C) Provide onsite service engineers for the customer.
D) Offer a break-fix service.
E) Use HP Original Supplies.
F) Offer assessmentservices

5. Which statement is true regarding a "base plus click" pricing model?

A) It is recommended to track pages printed by device.
B) It is not recommended to track pages printed by device.
C) It is not mandatory to track pages printed by device.
D) It is mandatory to track the pages printed by device.

Solutions:

Question # 1 Answer: C,E

Question # 2 Answer: C,D

Question # 3 Answer: C

Question # 4 Answer: C,D,F

Question # 5 Answer: A