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Exam : HP HP2-E19
Title : HP Partner Fundamentals 2009


1. Which percentage of customers interviewed said they felt meetings with suppliers made little, no or negative progress?
A. 58%
B. 68%
C. 78%
D. 88%
Answer: C

2. Why are probing questions so important in a sales situation? (Select two.)
A. They help identify the budget.
B. They help in terms of proposing the correct solution.
C. They help identify or create the customer's real business needs.
D. They help provide understanding of customer problems or challenges.
Answer: CD

3. What is considered a compelling business reason?
A. part of a proposal
B. a reason to justify the IT investment
C. a reason for the salesperson to attend a meeting
D. a customer's reason for attending a meeting with a supplier
Answer: D

4. What is the Optimal Skills Program?
A. a means to build product knowledge
B. a way to develop skills to the highest levels
C. a way to optimize training time and decrease company costs
D. a way to link the necessary level of HP skills to the Partner Business Growth Strategy
Answer: B

5. On average, what is the maximum percent of time that salespeople spend on "active" selling?
A. 10%
B. 15%
C. 20%
D. 25%
Answer: C

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