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HP Selling HP Storage Solutions and Services Sample Questions:

1. Which product is considered traditional storage in the HP Storage Product Reference Guide?

A) HP StoreOnce
B) HP StoreAII
C) HP StoreServ
D) HP StoreEver

2. You are in a discussion with a customer who has previously met with a storage competitor and was provided with a certain amount of fear, uncertainty, and doubt (FUD). The customer is uncertain how to proceed. How should you respond?

A) Propose HP's strength and do not respond to any FU
B) Inform the customer that it is not HP practice to use FUD to critique other vendors' technology.
C) Ask about their concerns arising from FUD and address the specifics.
D) Request proof of any FUD statements.

3. When is the best time to contact a customer?

A) as soon as the Request For Proposal has been posted
B) before a Request for Proposal is created
C) when competitors present their products
D) immediately before the final decision is made

4. What should you do before creating a list of possible value statements for a customer?

A) Refer to the appropriate section of the Storage Product Reference Guide.
B) Analyze and counter the fear, uncertainty, and doubt (FUD) created by the competition.
C) Discover and understand the customer's business drivers and challenges.
D) Generate possible value statements using Sales Builder for Windows.

5. What should you do when you know a customer is talking to a storage competitor?

A) Answer only the questions on the customer's Request For Proposal (RFP).
B) Use Battlecards and competitive presentations to counter any objections.
C) Attack the competition as the best form of defense.
D) Discuss discounts and attach additional options.

Solutions: