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HP HP2-B120 Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: HP Channel MPS Program and cMPS Discounts | 32% | - cMPS program rules and eligibility - Contract terms and conditions - Discount structures and margins |
| Topic 2: Partner Status, Contractual Cartridges and Contract Upload | 11% | - Contractual cartridge definition and usage - ICPP contract upload process - Partner qualification and status |
| Topic 3: Cost Per Page and HP cMPS Pricing Tool | 12% | - Cost per page calculation models - Using the official cMPS pricing tool - Base + Click and Level Pay models |
| Topic 4: The Value of the Printing System | 29% | - Value proposition and customer benefits - Selling and presenting the solution - HP printing system architecture |
| Topic 5: Market Dynamics and HP Channel/Partner MPS Offering | 12% | - HP channel partner program structure - EMEA MPS market overview - Positioning cMPS vs other MPS models |
| Topic 6: Audit and Control | 4% | - Reporting and control procedures - Contract compliance and auditing |
HP Selling HP EMEA cMPS Sample Questions:
1. What is consultative selling?
A) Providing supplies exclusively
B) A long-term relationship as a business advisor
C) Selling products to meet the immediate need
D) Closing the sale and moving on to the next challenge
2. Which security feature is included with the HP Universal Print Driver?
A) Group security policies
B) Settings to close unused ports
C) Print job encryption
D) Settings for control panel access controls
3. The HP Channel Managed Print Services program focuses on contracts that include which HP products?
A) HP LaserJet and multifunction products
B) HP Commercial Product Portfolio
C) HP Deskjet printers
D) HP Large Format printers
4. Who can benefit from the HP Care Pack value proposition?
A) The customer and Channel Managed Print Services partner
B) Distributor
C) Only the customer, because it is a customer product
D) HP
5. Which property makes HP toner work correctly in an HP LaserJet printing device?
A) Mixes evenly to create millions of colors
B) Liquefies on contact with paper
C) Soaks into paper for a permanent bond
D) Melts at the correct temperature
Solutions:
| Question # 1 Answer: B | Question # 2 Answer: C | Question # 3 Answer: A | Question # 4 Answer: B | Question # 5 Answer: D |
