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HP Delta - Selling HP Client Virtualization Solutions Sample Questions:

1. How should you compete at a product level?

A) Sell a competitor's product to the customer, and then show that your product is superior.
B) Influence the customer requirements early with specific HP advantages, and know the advantages that the competitor will sell.
C) Drop off the product at the customerslocation, and allow the competitor to perform a technical evaluation.
D) Always start by comparing the price, then list features and benefits, and then ask the customer if they would enjoy having the benefits

2. What is the next step in HP's thin client sales approach after identifying the opportunity?

A) Identify and sell on capability of customization, and emphasize that channel partners are a route to market.
B) Research the customer, and build a plan to conduct a quality discovery, assessment and qualifying meeting.
C) Engage other resources that can help win the sale: and conduct a technical evaluation.
D) Close the sale: and deploy the solution.

Solutions: