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| Section | Weight | Objectives |
|---|---|---|
| HP Lifecycle Services Portfolio | 30% | - Device lifecycle management phases - Hardware support and warranty extensions - Configuration and deployment services - Active Care and premium support offerings |
| Solution Design & Value Proposition | 25% | - Total cost of ownership benefits - Sustainability and device extension value - Matching services to customer needs - Assessing customer IT environment |
| Service Delivery & Operational Knowledge | 20% | - Service level agreements and governance - Monitoring and support capabilities - Deployment process overview |
| Advanced Sales & Consultative Selling Skills | 25% | - Positioning lifecycle services as solutions - Identifying business pain points - Customer engagement strategies |
1. The IT manager for an enterprise customer states that the hard drives and batteries have failed in some of their HP devices. The manager also says that if they had known ahead of time that the components were failing, the company could have taken preventive action. The manager asks you what can be done to address these issues.
How should you respond?
A) Enroll the customer in the HP Hardware Diagnostics Service, which sends alerts based on the date of purchase and expected life of the hard drives and batteries.
B) Discuss the options available to set up automatic alert notifications for all internal components including hard drives and batteries.
C) Ask to see a list of the failed hard drives and batteries along with a screenshot of the error messages received.
D) Explain that customers who purchase and register HP Premium+ Support receive proactive alerts about device issues and automated case creation.
2. A customer with a hybrid workforce and overworked IT staff is considering a refresh of the PCs used by the company's employees. The employees work in a variety of roles, with unique device specifications, and across different locations. Management is concerned about asset tracking, deployment, and management with the refresh.
How would HP Configuration and Deployment offerings help this customer?
A) By offering a built-in discount and faster delivery for a purchase of a large quantity of similarly configured PCs under a single purchase order
B) By automating and streamlining asset management and physical device tracking using Predefined Asset Tagging
C) By offering the flexibility to configure HP and approved non-HP PC devices onsite to be compatible with each worker's specifications
D) By offering 1TB OneDrive for Business accounts to encourage employees to offload their software and data to the cloud
3. A customer tells you that the company needs to perform maintenance on its PCs, but they expect the existing base warranty to cover all parts and labor they might need.
How should you respond to this customer?
A) Explain that HP Hardware Support Services can increase duration and coverage of the base warranty beyond basic parts replacement, with the addition of expert troubleshooting, diagnosis, and repair.
B) Offer the customer a discount for HP Hardware Support Services that provide coverage for unexpected issues and can be purchased with competitive financing terms.
C) Ask the customer to describe specific issues the company anticipates and point the customer to HP documentation that the in-house IT staff can refer to.
D) Provide recent statistics that point to trends showing increased component reliability, resulting in reduced maintenance costs and less extensive warranty coverage.
Solutions:
| Question # 1 Answer: D | Question # 2 Answer: B | Question # 3 Answer: A |
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