X-STATIONS FUNDAMENTALS                                         SR1220

The goal of Sales Reps will be to increase sales of Hewlett-Packard X
stations by competively positioning their advantages and identifying
target markets and applications.

STUDENT PROFILE:
The following categories of sales reps are the target audience for
this course:

       Sales Force 40 SRs & Management New Hires

PREREQUISITE:

None

STUDENT PERFORMANCE OBJECTIVES:

Upon completion of this course, students will be able to:
o     Define the client/server computing model and where X Stations
      fit.
o     Describe the target markets and applications for X Stations.
o     Describe X Station configurations and limiations.
o     Recall the available reference materials  and sales support
      tools.

COURSE OUTLINE:
Challenge Test & Answers
Unit 1:     Introduction
Unit 2:
Unit 3:
Unit 4:
Unit 5:

TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery
Test, send an HPDesk message to:
     Fieldtest Admin
     Subject:  SR1220
A score of 80% or better represents satisfactory completion.

FORMAT:          Sales Kit/Self Study utilizing student workbook and
                 audiotape as well as sales tools and reference
                 material
LOCATION:        N/A
LENGTH:          2-4 Hours
AVAILABILITY:    11/92
language:        English
EQUIPMENT:       Audiotape Player
CLASS SIZE:      N/A
ORDERING INFO:   Heart I-2 Order from Support Materials Organization,
                 (SMO/C200), Roseville, CA Part #TBD (PAL video) #TBD
                 (NTSC video)
QUESTIONS:       Contact your Field Development Manager

PROJECT MGR:     Ann Shuman Telnet/408  436-5079 (508)