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HP Delta - Selling HP Client Virtualization Solutions Sample Questions:
1. Which of the following causes is the most likely explanation for why a customer would choose HP over a competitor?
A) The HP sales representative focused on the ROI they have provided to other companies using HP virtualization technology.
B) The HP sales representative showed a thorough understanding of the customer's needs and matched a solution to those needs.
C) The HP sales representative described the ways the competitors' products have failed in the past to remove confidence in those products.
D) The HP sales representative explained how HP has far superior virtualization technology at the most cost effective prices.
2. How should you compete at a product level?
A) Sell a competitor's product to the customer, and then show that your product is superior.
B) Influence the customer requirements early with specific HP advantages, and know the advantages that the competitor will sell.
C) Drop off the product at the customerslocation, and allow the competitor to perform a technical evaluation.
D) Always start by comparing the price, then list features and benefits, and then ask the customer if they would enjoy having the benefits
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: B |
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