HP2-E50 HP2-E50 HP2-E50 www.it-pruefungen.ch
Prüfungsnummer : HP2-E50
Prüfungsname : Consultative Selling of HP Mission Critical Technical Services
Version : Demo
QUESTION NO: 1
What is NOT one of the benefits of a consultative style of selling for HP partner sales reps?
A. customer satisfaction
B. customer loyalty and repeat business
C. customer education
D. quota achievement
E. decreased time spent in the sales process
Answer: D
HP2-E50 HP2-E50 HP2-E50 www.it-pruefungen.ch
QUESTION NO: 2
What is an incorrect perception of a consultative selling approach?
A. The sales process is accelerated.
B. It requires the sales person to lead the customer through a discovery discussion.
C. The sales process becomes long and arduous.
D. It drives need-based discussions.
Answer: C
Reference:http://www.trainingindustry.com/uploadedFiles/ST/Executive_Toolkit/Intelligence_Center/Articles/Richardson_-_Defining_Consultative_Selling.pdf
Explanation:ConsultativeSelling began to bemisunderstoodas a long, arduous sales process thatfocused on needs at theexpense of closing business.
HP2-E50 HP2-E50 HP2-E50 www.it-pruefungen.ch
QUESTION NO: 3
What is a critical emphasis of consultative selling?
A. selling beyond what the customer wants to what they need
B. exploring all aspects of the customer’s business so sales can make the mostinformed recommendation
C. using questioning techniques so the customer will be able to determine their own needs
D. meeting all customer requests for products and/or services
Answer: C
