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HP HP2-E56 Exam Syllabus Topics:

Section	Objectives
Topic 1: Solution Positioning and Value Selling	- Competitive positioning 1. Value proposition communication 2. Differentiation of HP offerings - Mapping HP solutions to customer needs 1. Cost optimization strategies 2. Productivity improvement scenarios
Topic 2: SMB Market and Customer Needs	- SMB buying behavior and decision drivers 1. Decision-making roles in SMB organizations 2. Procurement and budget cycles - Understanding small and medium business IT challenges 1. Cost constraints and ROI expectations 2. Scalability and growth requirements
Topic 3: HP SMB Solutions Portfolio	- HP infrastructure solutions 1. Entry-level servers 2. Storage and backup solutions for SMB - HP printing and imaging solutions 1. Office printers and multifunction devices 2. Managed print services concepts - HP computing solutions for SMB 1. Business desktops and laptops 2. Workstation entry-level offerings
Topic 4: Sales Process and Opportunity Management	- Solution bundling and upselling 1. Lifecycle and upgrade planning 2. Hardware and service bundling - SMB sales cycle understanding 1. Proposal and closing techniques 2. Lead qualification and discovery

HP Selling HP SMB Solutions - Sample Questions:

Question 1

What impact does client visualization have on data security and business protection?

A. Business protection is reduced because task workers operating in a centralized environment are not responsible for backing up their data
B. Security is improved with data that is centrally managed in the data center, reducing the risk that it is lost, stolen, or compromised.
C. Data that is centrally managed is more exposed to loss from system crashes than data managed in a distributed computing environment.
D. Security is improved because virtual desktops have more stringent requirements than traditional devices.

Question 2

What top concern might a customer in the healthcare industry have with client virtualization?

A. Employee Productivity - client virtualization imposes a steep learning curve on employees as it requires a change in how they interact with the data center
B. IT Efficiency - client virtualization increases employee flexibility but burdens IT with increased support demands for routine activities
C. Security - client virtualization is risky because it exposes the business environment and its assets to malicious intrusion
D. System Availability - a virtualized client environment is far less reliable than a traditional IT data center

Question 3

How should you approach a new customer who is not tech-savvy and is concerned that changes in their IT environment will negatively impact their business productivity?

A. Show how the Just Right IT framework makes it easy to integrate products from several manufacturers, providing customers the flexibility to select options that best meet their unique needs.
B. Describe how the end-to-end business-grade solutions in Just Right IT makes technologies that promote their core business initiatives easy to own and manage.
C. Explain that HP Just Right IT is a service that provides customers with a framework for developing processes and workflows that promote their core business initiatives.
D. Position Just Right IT as a web-based series of affordable self-paced training courses that allows the customer to learn at their own pace.

Question 4

Your customer's business has stringent requirements for very long-term data retention. Which HP storage product should you recommend?

A. StoreVirtual VSA
B. StoreEver LTO-6 tape solutions
C. StoreEasy storage
D. StoreOnce disk-based backup

Question 5

What is a typical customer objection to HP service support?

A. My staff is knowledgeable and can handle most issues.
B. My staff has plenty of time to handle both IT and business issues.
C. I do not need to shorten the time to ROI.
D. I am not concerned about protecting against future downtime.

Solutions:

Question 1
Answer: D

Question 2
Answer: C

Question 3
Answer: B

Question 4
Answer: D

Question 5
Answer: A