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Exam Name: Consultative Selling of HP Mission Critical Technical Services
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Exam Name: Servicing HP BladeSystem Solutions
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Exam Name: Selling HP Superdome 2 Server Solutions
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NO.1 What is an incorrect perception of a consultative selling approach.?
A. The sales process is accelerated.
B. It requires the sales person to lead the customer through a discovery discussion.
C. The sales process becomes long and arduous.
D. It drives need-based discussions.
Answer: C
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NO.2 What is a critical emphasis of consultative selling?
A. selling beyond what the customer wants to what they need
B. exploring all aspects of the customer s business so sales can make the most informed
recommendation
C. using questioning techniques so the customer will be able to determine their own needs
D. meeting all customer requests for products and/or services
Answer: C
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NO.3 Which deliverable is NOT included with Proactive Select?
A. assigned Account Support Manager
B. selectable and scalable proactive services and solutions
C. reactive support
D. flexible pricing through the purchase of service credits
Answer: D
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NO.4 What is NOT one of the benefits of a consultative style of selling for HP partner sales reps?
A. customer satisfaction
B. customer loyalty and repeat business
C. customer education
D. quota achievement
E. decreased time spent in the sales process
Answer: D
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NO.5 Which Mission Critical Service is NOT available as an HP Care Pack?
A. Mission Critical Partnership
B. Critical Service
C. Critical Advantage
D. Proactive24
E. Proactive Select
Answer: C
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