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

Question

Options

• AClose the sale, and deploy the solution.
• BEngage other resources that can help win the sale, and conduct a technical evaluation.
• CIdentify and sell on capability of customization, and emphasize that channel partners are a route
• DResearch the customer, and build a plan to conduct a quality discovery, assessment, and

• A
  7% (2)
• B
  4% (1)
• D
  89% (24)

Explanation

After identifying an opportunity in HP's thin client sales process, the next logical step is researching the customer and building a plan (Option D) - this is the discovery/assessment phase that must happen before any solution can be properly proposed or sold. Without understanding the customer's environment, needs, and pain points through quality discovery, any subsequent steps would be premature and ineffective.

Why the distractors are wrong:

• A (Close and deploy) skips multiple critical stages - you cannot close a sale immediately after spotting an opportunity without any discovery or evaluation.
• B (Engage resources and conduct technical evaluation) comes later in the process, after discovery has already established what the customer needs.
• C (Identify customization capabilities and channel partners) is a positioning/messaging step that belongs further downstream, once you understand the customer's specific requirements.

Memory tip: Think of the sales process as a funnel - Identify → Research → Discover → Propose → Evaluate → Close. "D" for Discovery follows naturally after spotting the opportunity, just as you wouldn't prescribe medicine before diagnosing the patient.

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