HP Client Relationship & Pre-Sales 2

Question 1

A prospect says your HP solution is too expensive compared to a competitor. What is the best pre-sales response?

Accepted Answer

Quantify the total cost of ownership and business value HP delivers over time

Answer

Demonstrating total cost of ownership (TCO) and business value shifts the conversation from price to long-term return on investment.

Question 2

Which HP tool is primarily used during pre-sales to model infrastructure configurations and generate accurate quotes?

Accepted Answer

HP Product Configurator / HP Sales Builder for Windows

Answer

HP Sales Builder for Windows (and similar configurator tools) allows pre-sales professionals to build valid hardware/software configurations and generate customer-ready quotes.

Question 3

When a client's IT environment has a mix of HP and competitor hardware, which HP pre-sales approach best addresses their heterogeneous needs?

Accepted Answer

Position HP's open standards and partner ecosystem to integrate with existing investments

Answer

HP emphasizes open standards and ecosystem partnerships that allow integration with multi-vendor environments, reducing risk for the client.

Question 4

A client requests an on-site proof of concept (PoC) for an HP storage solution. What is the primary goal of the PoC stage?

Accepted Answer

To validate that the proposed solution meets the client's specific technical and business requirements

Answer

A PoC's purpose is to prove the solution addresses the client's actual requirements in their environment, reducing perceived risk and building confidence.

Question 5

In HP's SPIN Selling-influenced approach, what does the 'I' in SPIN stand for?

Accepted Answer

Implication

Answer

SPIN stands for Situation, Problem, Implication, Need-Payoff; Implication questions explore the consequences of the prospect's problems to increase urgency.

(HP) HP Certified Professional Practice Test

(HP) HP Certified Professional Practice Test

HP Client Relationship & Pre-Sales 2