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Exam Code: Hp2-E21
Exam Name: HP (Selling HP Commercial Solutions)
One year free update, No help, Full refund!
Total Q&A: 50 Questions and Answers
Last Update: 2013-10-29

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NO.1 Which statement is true about a consultative sale?
A. The sales process is based on adding value
B. The customer has a predefined product and solution they want.
C. The sales process focuses on commodity elements of the lowest price.
D. The sales process focuses on the fastest shipment and arrival date of product
Answer: A

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NO.2 Which services elements are targeted for commercial or SMB customers?
A. Critical Services
B. Referral Services
C. Premium Services
D. Basic Support Services
Answer: D

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NO.3 The finger print reader is an example of which type of feature?
A. security
B. reliability
C. performance
D. HP exclusive product differentiator
Answer: A

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NO.4 Which HP server should you recommend to a budget-conscious SMB customer who requires a
tower platform for a single-function application?
A. HP ProLiant BL series
B. HP ProLiant ML1xx series
C. HP ProLiant ML3xx series
D. HP ProLiant ML5xx series
Answer: C

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NO.5 Which phrase most accurately describes SMB customers?
A. IT services typically drive their business operations.
B. The main focus is on their business and not their IT infrastructure.
C. IT infrastructure typically consists of multiple vendors and platforms.
D. They are very concerned with business continuity and disaster-recovery solute
Answer: A

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NO.6 Which statement is true about the SMB customer?
A. SMB customers typically deploy Integrity servers
B. More than 80% of SMB customers have external RAID storage solutions.
C. SMB customers typically deploy X86 systems running Windows applications.
D. The majority of SMB customers use Linux and UNIX clustered operating systems.
Answer: C

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NO.7 During stage 2 of the sales cycle, identify the opportunity, what should be done?
A. create a reference story
B. discover customer business challenges
C. confirm the customer's budget and commitment
D. prepare the terms and conditions of the proposal
Answer: B

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NO.8 Which type of sales process typically focuses on pricing and delivery?
A. solution sale
B. lifecycle sale
C. consultative sale
D. transactional sale
Answer: D

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